Stanley Paliwoda (Edited by)

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• Introduction. Part 1: Challenging the International Marketing Literature. 1. Research Developments in International Marketing: A European Perspective David Ford and Leo Leonidou. 2. Success Factors of Export Marketing: A Meta-analytic Critique of the Empirical Studies Hans Georg Gemunden. 3. The International Involvement of Firms on the Unlisted Securities Market (USM) T Cannon, J McKay and A McAuley. 4. The Management Contract as a Mode of Industrial Co-Operation. F N Burton and A Hammountene. 5. Buyer-Seller Relationships: Alternative Conceptualizations. David T Wilson and K E Kristan Moller. 6. Relationship Atmosphere in International Business Lars Hallen and Madelene Sandstroem. 7. Relations Between The Concept of Distance and Internationals Industrial marketing Jan-Ake Toernroos. 8. New Product Development in Industrializing Countries: A Pilot Study Heidi-Vernon-Wortzel and Lawrence H. Wortzel. Part 2: Marketing to China and Japan: Research Findings 9. Marketing to China: A Framework Aidan Cronin. 10. Conquering the Chinese Marketing: A Study of Danish Firms' Experiences in the People's Republic of China B B Schlegelmilch, A Diamantopoulos, M Petersen. 11. Alternative Approach Strategies for Buyer-Seller Relations with the People's Republic of China Wesley J Johnson. 12. Japanese Buyer-Seller Relationships: The use of the IMP Interaction approach to Elucidate the Distinctively Japanese Features Nigel J Holden. Part 3: Empirical Studies of International Marketing That Are Industry-Specific. 13. Competitiveness Through Networks of Relationships in Information Technology Product Markets. M T Cunningham and K Culligan. 14. Marketing and Purchasing of Industrial Goods: A Study of the US Commercial Aircraft Engine Industry Carl R Frear and Lynne E Metcalf. 15. Marketing Strategy and the Meteoric Rise of Captive Imports Among the US Big Three Automotive Manufacturers Marc N Scheinman. 16. The Role of Networking in the Development of Successful Innovations by Small and Medium Sized Firms in the UK Medical Equipment Industries Brian Shaw. 17. Competitive Distribution Networks: The Finnish Magazine Bo Forsstroem. 18. Changes in Industrial Networks as Flow-Through Nodes. Geoff Easton and Anders Lundgren.

Stanley Paliwoda (Edited by)

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• Introduction. Part 1: Challenging the International Marketing Literature. 1. Research Developments in International Marketing: A European Perspective David Ford and Leo Leonidou. 2. Success Factors of Export Marketing: A Meta-analytic Critique of the Empirical Studies Hans Georg Gemunden. 3. The International Involvement of Firms on the Unlisted Securities Market (USM) T Cannon, J McKay and A McAuley. 4. The Management Contract as a Mode of Industrial Co-Operation. F N Burton and A Hammountene. 5. Buyer-Seller Relationships: Alternative Conceptualizations. David T Wilson and K E Kristan Moller. 6. Relationship Atmosphere in International Business Lars Hallen and Madelene Sandstroem. 7. Relations Between The Concept of Distance and Internationals Industrial marketing Jan-Ake Toernroos. 8. New Product Development in Industrializing Countries: A Pilot Study Heidi-Vernon-Wortzel and Lawrence H. Wortzel. Part 2: Marketing to China and Japan: Research Findings 9. Marketing to China: A Framework Aidan Cronin. 10. Conquering the Chinese Marketing: A Study of Danish Firms' Experiences in the People's Republic of China B B Schlegelmilch, A Diamantopoulos, M Petersen. 11. Alternative Approach Strategies for Buyer-Seller Relations with the People's Republic of China Wesley J Johnson. 12. Japanese Buyer-Seller Relationships: The use of the IMP Interaction approach to Elucidate the Distinctively Japanese Features Nigel J Holden. Part 3: Empirical Studies of International Marketing That Are Industry-Specific. 13. Competitiveness Through Networks of Relationships in Information Technology Product Markets. M T Cunningham and K Culligan. 14. Marketing and Purchasing of Industrial Goods: A Study of the US Commercial Aircraft Engine Industry Carl R Frear and Lynne E Metcalf. 15. Marketing Strategy and the Meteoric Rise of Captive Imports Among the US Big Three Automotive Manufacturers Marc N Scheinman. 16. The Role of Networking in the Development of Successful Innovations by Small and Medium Sized Firms in the UK Medical Equipment Industries Brian Shaw. 17. Competitive Distribution Networks: The Finnish Magazine Bo Forsstroem. 18. Changes in Industrial Networks as Flow-Through Nodes. Geoff Easton and Anders Lundgren.

Stanley Paliwoda (Edited by)

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• Introduction. Part 1: Challenging the International Marketing Literature. 1. Research Developments in International Marketing: A European Perspective David Ford and Leo Leonidou. 2. Success Factors of Export Marketing: A Meta-analytic Critique of the Empirical Studies Hans Georg Gemunden. 3. The International Involvement of Firms on the Unlisted Securities Market (USM) T Cannon, J McKay and A McAuley. 4. The Management Contract as a Mode of Industrial Co-Operation. F N Burton and A Hammountene. 5. Buyer-Seller Relationships: Alternative Conceptualizations. David T Wilson and K E Kristan Moller. 6. Relationship Atmosphere in International Business Lars Hallen and Madelene Sandstroem. 7. Relations Between The Concept of Distance and Internationals Industrial marketing Jan-Ake Toernroos. 8. New Product Development in Industrializing Countries: A Pilot Study Heidi-Vernon-Wortzel and Lawrence H. Wortzel. Part 2: Marketing to China and Japan: Research Findings 9. Marketing to China: A Framework Aidan Cronin. 10. Conquering the Chinese Marketing: A Study of Danish Firms' Experiences in the People's Republic of China B B Schlegelmilch, A Diamantopoulos, M Petersen. 11. Alternative Approach Strategies for Buyer-Seller Relations with the People's Republic of China Wesley J Johnson. 12. Japanese Buyer-Seller Relationships: The use of the IMP Interaction approach to Elucidate the Distinctively Japanese Features Nigel J Holden. Part 3: Empirical Studies of International Marketing That Are Industry-Specific. 13. Competitiveness Through Networks of Relationships in Information Technology Product Markets. M T Cunningham and K Culligan. 14. Marketing and Purchasing of Industrial Goods: A Study of the US Commercial Aircraft Engine Industry Carl R Frear and Lynne E Metcalf. 15. Marketing Strategy and the Meteoric Rise of Captive Imports Among the US Big Three Automotive Manufacturers Marc N Scheinman. 16. The Role of Networking in the Development of Successful Innovations by Small and Medium Sized Firms in the UK Medical Equipment Industries Brian Shaw. 17. Competitive Distribution Networks: The Finnish Magazine Bo Forsstroem. 18. Changes in Industrial Networks as Flow-Through Nodes. Geoff Easton and Anders Lundgren.