Advances in International Marketing
Volume 3

Edited by S. Tamer Cavusgil
The Eli Broad Graduate School of Management
Michigan State University
and
Lars Hallen and Jan Johanson
Department of Business, Uppsala University

Volume 3, Networks of Relationships in International Industrial Marketing
1989, 305 pp.
ISBN 0-89232-891-6

CONTENTS:

• Preface, S. Tamer Cavusgil.
• Introduction: Business Relationships and Industrial Networks, J. Johanson and L. Hallen.

PART I. EMPIRICAL BASES

• Introduction to Part I, J. Johanson and L. Hallen.
• Relationships and Exchange in International and Domestic Business, L. Hallen, J. Johnason, and N. Seyed Mohamed.
• Relationships and Contractual Arrangements in East-West Trade, J. Cieslik.
• Price Policies and Relationship Stability After a Devaluation, S. Brege and C. Moberg.
• Technical Consultancy as a Network of Relationships, D.D. Sharma.
• Network Analysis of a Global Capital Equipment Industry, N. Campbell.

PART II. CONCEPTUAL DEVELOPMENT

• Introduction to Part II, J. Johanson and L. Hallen.
• The Network Approach: An Articulation, G. Easton and L. Araujo.
• Development of Firms in Networks: Positions and Investments, L.G. Mattsson.
• Foreign Acquisitions: Internationalization or Network Interdependency?, M. Forsgren.
• The Field-of-Force Metaphor, L. Melin.
• Theories of Industrial Change and Markets as Networks, S. Hulten.

PART III. STRATEGY ANALYSIS

• Introduction to Part III, J. Johanson and L. Hallen.
• High Technology and Management of the Market Differential, R. Fiocca and I. Snehota.
• Cooperative Ventures in Multinational Settings, P. Lorange.
• Relationships in the Complex Construction Venture Market, K. Fonfara.
• The Trading House and the Challenge from the Far East, N. Suzuki.
• Marketing to Projects in South East Asia, H. Joansson.
• Competitive Strategy in European Markets, M.T. Cunningham.