CONTENTS

Abbreviations

Tables

Figures

Exhibits

Preface

1 ALTERNATIVE METHODS OF INTERNATIONAL MARKET ENTRY AND DEVELOPMENT

Summary

Introduction

The changing shape of international business

Business policy, international business and alternative methods of international supply

Exporting and alternative methods of international market entry and development: definitions and forms

Characteristics of alternative methods of international market entry and development

Analysing international market entry and development mode

Further reading

Questions for discussion

Notes and references

2 IDENTIFYING OVERSEAS OPPORTUNITIES

Summary

Introduction

Country/market screening methods

The key variables

Market screening: empirical evidence

Further reading

Questions for discussion

Notes and references

3 EXPORTING IN INTERNATIONAL MARKET DEVELOPMENT

Summary

Introduction

Starting exporting

Developing exports

Successful exporters

International industrial marketing

Managing the export process

Further reading

Questions for discussion

Notes and references

4 LICENSING AND FRANCHISING IN INTERNATIONAL MARKET DEVELOPMENT

Summary

Introduction

Licensing-out

Licensing strategy: theory and practice

Characteristics of licensing enterprises and of licensing agreements: empirical evidence

Planning and managing licensing agreements

Licensing-in

Franchising

Further reading

Questions for discussion

Notes and references

Appendix 4.1

Appendix 4.2

Appendix 4.3

5 CONTRACTUAL ARRANGEMENTS IN INTERNATIONAL MARKET DEVELOPMENT

Summary

Introduction

Management contracts

Turnkey contracts

Contract manufacturing/international subcontracting

Industrial co-operation agreements

Contractual joint ventures and equity joint ventures in the Eastern Bloc

Further reading

Questions for discussion

Notes and references

Appendix 5.1

Appendix 5.2

6 JOINT VENTURES AND WHOLLY OWNED SUBSIDIARIES

Summary

Introduction

Joint ventures

Wholly owned subsidiaries

Further reading

Questions for discussion

Notes and references

Appendix 6.1

7 CHOOSING THE MARKET ENTRY AND DEVELOPMENT STRATEGY

Summary

Introduction

Approaches to the choice of foreign market entry/development mode

Choosing the foreign market entry and development strategy: an alternative approach

Strategic alliances

The single European market in 1992 and international business activity

Conclusions and implications

Further reading

Questions for discussion

Notes and references

Bibliography

Index