How to locate and communicate with overseas customers

Article Abstract:

This article examines the development of a computer messaging system designed to address the global information and communications needs of small exporting firms. The author illustrates how NETWORK, operated by world trade centers in 36 U.S. cities and 64 cities abroad, can be utilized by industrial firms to locate overseas customers and to communicate directly with them. The paper concludes with a number of case studies of 1988-90 international marketing successes, each illustrating how this new telecommunication facility can be exploited. (Reprinted by permission of the publisher.)

Computer networks, Usage, Telecommunications systems, Small business, Telecommunication systems, Export trading companies

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New focus of U.S. industrial firms in the Pacific Basin

Article Abstract:

Strategies of industrial firms in Pacific Asia have involved transfers of production technologies, policies towards workers, and marketing tactics. Prevailing strategies to date, largely emphasizing cost minimization, have caused significant alienation of Asians as workers and citizens. the authors argue for a change in management focus in the 1990s, an era in which Pacific Asia is rapidly transforming into a dynamic growth market rather than merely a low-cost production site. (Reprinted by permission of the publisher.)

Asia, Corporations, Marketing management, Pacific Rim

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Market segmentation practices of exporting companies

Article Abstract:

The purpose of this article is to examine the marketing segmentation practices of industrial companies that are currently exporting their products. The results document a considerable amount of marketing activity both in terms of gathering information to be used when developing segmentation strategies and when varying the marketing mix elements to implement that strategy by a wide range of exporting companies. (Reprinted by permission of the publisher.)

International trade, International aspects, Market segmentation

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