Info
- Utilizzare la checkbox di selezione a fianco di ciascun documento per attivare le funzionalità di stampa, invio email, download nei formati disponibili del (i) record.
About Commerce : Understanding the Interface of Deal-Making and Relationship Building / / by Jean-Claude Usunier
| About Commerce : Understanding the Interface of Deal-Making and Relationship Building / / by Jean-Claude Usunier |
| Autore | Usunier Jean-Claude |
| Edizione | [1st ed. 2025.] |
| Pubbl/distr/stampa | Cham : , : Springer Nature Switzerland : , : Imprint : Palgrave Macmillan, , 2025 |
| Descrizione fisica | 1 online resource (XV, 314 p. 16 illus., 7 illus. in color.) |
| Disciplina | 381 |
| Soggetto topico |
Retail trade
Industrial organization Psychology, Industrial Economics - Psychological aspects Trade and Retail Organization Work and Organizational Psychology Behavioral Economics |
| ISBN | 3-031-86673-8 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Part 1: Relationships and Merchant Exchange -- Chapter 1- Introduction: Commerce defined -- Chapter 2- Trade, commercial relations, and the relationship -- Chapter 3 - Interaction, Exchange and Transaction -- Chapter 4 - Opportunism and normativity in the commercial relationship -- Part 2: Trade, merchandise and markets -- Chapter 5 - The centrality of the commodity in the commercial relationship and the commoditization process Chapter 6 - The process of generalised commoditization -- Chapter 7 – Exchange, trade and markets -- Chapter 8 - The market as an abstraction -- Chapter 9 – Commerce Formalized: Mathematical formulations and geometrical metaphors -- Part 3: commerce dynamics -- Chapter 10 - Fundamental relational mechanisms underlying trade and exchange -- Chapter 11 - Reciprocity and trust -- Chapter 12 - Collective commercial dynamics -- Chapter 13 - Virtual commerce relationships -- Part 4: Applications -- Chapter 14 - Commerce and police -- Chapter 15 - Mandates and commercial intermediation -- Chapter 16 - Labour market, instrumentalization and commerce in oneself and others -- Chapter 17 - The undue divorce between deals and relationships. |
| Record Nr. | UNINA-9910999786103321 |
Usunier Jean-Claude
|
||
| Cham : , : Springer Nature Switzerland : , : Imprint : Palgrave Macmillan, , 2025 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Marketing across cultures / / Jean-Claude Usunier, Julie Anne Lee
| Marketing across cultures / / Jean-Claude Usunier, Julie Anne Lee |
| Autore | Usunier Jean-Claude |
| Edizione | [Sixth edition.] |
| Pubbl/distr/stampa | Harlow, England ; ; New York, United States : , : Pearson, , [2013] |
| Descrizione fisica | 1 online resource (xviii, 478 p.) : ill |
| Disciplina | 658.84 |
| Collana | Always Learning |
| Soggetto topico |
International business enterprises - Social aspects
Marketing Export marketing - Social aspects Intercultural communication |
| ISBN | 0-273-75776-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover -- Contents -- Introduction Marketing in the global villages -- Acknowledgements -- Part 1 The cultural variable in international marketing -- Introduction to Part 1 -- 1 The cultural process -- 1.1 Defining culture -- 1.2 Elements of culture -- 1.3 Culture and nationality -- 1.4 Culture, competence and stereotypes -- 1.5 Ethnocentrism and self-referencecriteria -- Questions -- References -- Appendix 1 Teaching materials -- A1.1 Critical incident: An old lady from Malaysia -- A1.2 Critical incident: The parable -- A1.3 Reading: Body rituals among the Naciremas -- Appendix reference -- 2 Cultural dynamics 1: time and space -- 2.1 A model of action based on cultural assumptions -- 2.2 Time: cross-cultural variability -- 2.3 Space territoriality -- 2.4 Concept of the self and others -- 2.5 Chronically and situationally accessible cultural norms -- Questions -- References -- Appendix 2: Teaching materials -- A2.1 Cross-cultural scenario: Inshallah -- A2.2 Cross-cultural interaction: Engineering a decision -- A2.3 Cross-cultural interaction: Opening a medical office in Saudi Arabia -- A2.4 Reading: Language and time patterns - the Bantu case -- A2.5 Exercise: World picture test -- Appendix references -- 3 Cultural dynamics 2: interactions and behaviours -- 3.1 Models of interaction -- 3.2 Culture-based attitudes towards action -- 3.3 Cultural assumptions and actual behaviour -- Questions -- References -- Appendix 3 Teaching materials -- A3.1 Critical incident: An American in Vietnam -- A3.2 Rationales for Section A2.1 (cross-cultural scenario) and Sections A2.2 and A2.3 (cross-cultural interaction) -- Appendix references -- 4 Language, culture and communication -- 4.1 Verbal communication: the role of context -- 4.2 Non-verbal communication -- 4.3 Language shaping our world views -- 4.4 The Internet: communication in cyberspace.
4.5 Improving communication effectiveness in international business -- Questions -- References -- Appendix 4: Teaching materials -- A4.1 Exercise: Multicultural class -- A4.2 Exercise: I 'love' cake -- A4.3 Case: Longcloud - languages in cyberspace -- A4.4 Case Supreme Canning -- A4.5 Critical incident: Scandinavian Tools Company -- Appendix references -- Part 2 The integration of local consumption in a global marketing environment -- Introduction to Part 2 -- 5 Cross-cultural consumer behaviour -- 5.1 Culture and consumer behaviour -- 5.2 The influence of culture on selected aspects of consumer behaviour -- 5.3 Investigating the cross-cultural applicability of consumer behaviour concepts -- 5.4 Ethnic consumption -- 5.5 Marketing as an exchange of meanings -- Questions -- References -- Appendix 5 Teaching materials -- A5.1 Exercise: 'Dichter's consumption motives' -- A5.2 Exercise: Investigating the cross-cultural applicability of a consumer complaint scale -- A5.3 Case: Mobile phones in the European Union -- A5.4 Exercise: Cross-cultural consumer behaviour and the standardization/adaptation of service offers -- A5.5 Exercise: Multi-domestic versus global -- Appendix references -- 6 Local consumers and the globalization of consumption -- 6.1 Free trade doctrine and the denial of cultural variety in consumers' tastes -- 6.2 The global convergence of consumption patterns -- 6.3 The emergence of a global consumer culture -- 6.4 Local products and consumption experiences -- 6.5 Local consumer cultures and resistance to change -- 6.6 Emergent patterns of mixed local/global consumer behaviour -- Questions -- References -- Appendix 6 Teaching materials -- A6.1 Case: Setting the stage - Disneyland Resort Paris -- A6.2 Case: Papa Ingvar's worries -- A6.3 Case: McDonald's - a global cultural icon? -- Appendix references -- 7 Cross-cultural market research. 7.1 Local marketing institutions and infrastructures -- 7.2 Equivalence in cross-cultural research -- 7.3 Translation equivalence -- 7.4 Measure equivalence -- 7.5 Comparability of samples -- 7.6 Data-collection equivalence -- 7.7 Researching internationally -- 7.8 Conclusion -- Questions -- References -- Appendix 7 Teaching materials -- A7.1 Case: Mobile phones in the European Union -- A7.2 Exercise: Hair shampoo questionnaire -- Appendix reference -- Part 3 Marketing decisions for the intercultural environment -- Introduction to Part 3 -- 8 Intercultural marketing strategy -- 8.1 Cost arguments and global strategies -- 8.2 The globalization of competition -- 8.3 Globalization of international marketing strategies -- 8.4 Market segments -- 8.5 Conclusion -- Questions -- References -- Appendix 8 Teaching materials -- A8.1 Case: Bollywood: selling Indian movies in the West -- A8.2 Case: Muslim Cola: cola wars or cola crusades? -- A8.3 Case: Odol -- A8.4 Exercise: Dangerous Enchantment -- Appendix references -- 9 Product strategy: physical, service and symbolic attributes -- 9.1 Adaptation or standardization of product attributes -- 9.2 Physical attributes -- 9.3 Service attributes -- 9.4 Symbolic attributes -- Questions -- References -- Appendix 9 Teaching materials -- A9.1 Case: Movies worldwide -- A9.2 Case: Fast food - Halal or Haram? -- Appendix references -- 10 The critical role of price in relational exchange -- 10.1 Price as a signal conveying meaning -- 10.2 Bargaining -- 10.3 Price and consumer evaluations -- 10.4 International price tactics -- 10.5 Market situations, competition and price agreements -- 10.6 Managing prices in highly regulated environments -- Questions -- References -- Appendix 10 Teaching materials -- A10.1 Case: Saito Importing Company -- A10.2 Case: Riva International -- A10.3 Case: Taman SA. A10.4 Case: AIDS - global ethics and the pricing of AIDS drugs -- Appendix reference -- 11 International distribution and sales promotion -- 11.1 Criteria for choosing foreign distribution channels -- 11.2 Role of distribution as a 'cultural filter' -- 11.3 Direct marketing and the Internet -- 11.4 Sales promotion: other customs,other manners -- Questions -- References -- Appendix 11 Teaching materials -- A11.1 Case ComputerLand in Japan -- A11.2 Case: Virtual beehive - online marketing of US honey -- Appendix references -- Part 4 Intercultural marketing communications -- Introduction to Part 4 -- 12 Branding: managing meaning -- 12.1 National images diffused by product origin and brand name -- 12.2 Consumer product evaluation according to country of origin -- 12.3 National, international and global brands -- Questions -- References -- Appendix 12 Teaching materials -- A12.1 Exercise: Interpreting symbolic attributes -- A12.2 Case: Soshi Sumsin Ltd -- A12.3 Case: Derivados de Leche SA -- A12.4 Case: K21-tech: B2B or B2C brands for computer components? -- Appendix references -- 13 Intercultural marketing communications 1: advertising -- 13.1 Influence of culture on attitudes towards advertising -- 13.2 Culture and advertising strategy -- 13.3 Culture and advertising execution -- 13.4 Media worldwide: technological advances and cultural convergence -- 13.5 The globalization of advertising -- Questions -- References -- Appendix 13 Teaching materials -- A13.1 Case: Brand USA - selling Uncle Sam like Uncle Ben's -- A13.2 Case: Excel and the Italian advertising campaign -- A13.3 Exercise: Borovets - a Bulgarian ski resort -- A13.4 Exercise: Slogans and colloquial speech -- A13.5 Case: Mexicom designs a public health communication campaign for Mexico -- Appendix references. 14 Intercultural marketing communications 2: personal selling, networking and public relations -- 14.1 Intercultural commerce -- 14.2 Networks in business markets -- 14.3 Buyer-seller interactions -- 14.4 Sales force management in a cross-cultural perspective -- 14.5 Public relations across cultures -- 14.6 Bribery: facts -- 14.7 Bribery: ethical aspects -- Questions -- References -- Appendix 14 Teaching materials -- A14.1 Case: When international buyers and sellers disagree -- A14.2 Case: Setco of Spain -- A14.3 Case: Union Carbide at Bhopal -- A14.4 Case: The Brenzy nouveau has arrived! -- A14.5 Case: Bielrohr AG -- Author index -- Subject index. |
| Record Nr. | UNINA-9910150228603321 |
|
Usunier Jean-Claude
|
||
| Harlow, England ; ; New York, United States : , : Pearson, , [2013] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||