IDEAS home Printed from https://ideas.repec.org/a/eee/iburev/v5y1996i6p579-602.html
   My bibliography  Save this article

Network development in international project marketing and the impact of external facilitation

Author

Listed:
  • Welch, Denice
  • Welch, Lawrence
  • Wilkinson, Ian
  • Young, Louise

Abstract

This article reports on an experiment in external facilitation of international project marketing activity. The case involved a large, World Bank funded project in China aimed at upgrading grain storage and handling facilities. An organization was established in Australia to bring together and support efforts by Australian firms to win a share of this project. Network-building, at a number of levels both in China and Australia, emerged from the qualitative study as a critical factor in effective project marketing. External facilitation played a positive role in the network-building process.

Suggested Citation

  • Welch, Denice & Welch, Lawrence & Wilkinson, Ian & Young, Louise, 1996. "Network development in international project marketing and the impact of external facilitation," International Business Review, Elsevier, vol. 5(6), pages 579-602, December.
    • Handle: RePEc:eee:iburev:v:5:y:1996:i:6:p:579-602
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969593196000297
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Björkman, Ingmar & Kock, Sören, 1995. "Social relationships and business networks: The case of Western companies in China," International Business Review, Elsevier, vol. 4(4), pages 519-535.
    2. Hellgren, Bo & Stjernberg, Torbjörn, 1995. "Design and implementation in major investments -- A project network approach," Scandinavian Journal of Management, Elsevier, vol. 11(4), pages 377-394, December.
    3. Bansard, Denis & Cova, Bernard & Salle, Robert, 1993. "Project marketing: Beyond competitive bidding strategies," International Business Review, Elsevier, vol. 2(2), pages 125-141.
    4. Denis Bansard & Bernard Cova & Robert Salle, 1993. "Project marketing : beyond competitive bidding strategies," Post-Print hal-02312850, HAL.
    5. Cova, Bernard & Allen, Timothy, 1989. "New vistas in competitive bidding strategies," European Management Journal, Elsevier, vol. 7(4), pages 451-456, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Chung, Henry Fuan-Lin, 2004. "An empirical investigation of immigrant effects: the experience of firms operating in the emerging markets," International Business Review, Elsevier, vol. 13(6), pages 705-728, December.
    2. Wilkinson, I. F. & Mattsson, L-G & Easton, G., 2000. "International competitiveness and trade promotion policy from a network perspective," Journal of World Business, Elsevier, vol. 35(3), pages 275-299.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Dahlgren, J. & Söderlund, J., 2001. "Managing inter-firm industrial projects -- on pacing and matching hierarchies," International Business Review, Elsevier, vol. 10(3), pages 305-322, June.
    2. Björkman, Ingmar & Kock, Sören, 1995. "Social relationships and business networks: The case of Western companies in China," International Business Review, Elsevier, vol. 4(4), pages 519-535.
    3. Alajoutsijärvi, Kimmo & Mainela, Tuija & Salminen, Risto & Ulkuniemi, Pauliina, 2012. "Perceived customer involvement and organizational design in project business," Scandinavian Journal of Management, Elsevier, vol. 28(1), pages 77-89.
    4. Welch, Catherine, 2005. "Multilateral organisations and international project marketing," International Business Review, Elsevier, vol. 14(3), pages 289-305, June.
    5. Mueller, J. D. & Murphy, A. & Ball, D. F., 1996. "The role of process plant contractors in the energy supply industry," Applied Energy, Elsevier, vol. 55(1), pages 21-45, September.
    6. Lee, Liane W.Y. & Tang, Yiming & Yip, Leslie S.C. & Sharma, Piyush, 2018. "Managing customer relationships in the emerging markets – guanxi as a driver of Chinese customer loyalty," Journal of Business Research, Elsevier, vol. 86(C), pages 356-365.
    7. Cova, Bernard & Salle, Robert, 2000. "Rituals in managing extrabusiness relationships in international project marketing: a conceptual framework," International Business Review, Elsevier, vol. 9(6), pages 669-685, December.
    8. Chung, Henry Fuan-Lin, 2004. "An empirical investigation of immigrant effects: the experience of firms operating in the emerging markets," International Business Review, Elsevier, vol. 13(6), pages 705-728, December.
    9. Nerys Fuller-Love & Mofoluke Akiode, 2020. "Transnational Entrepreneurs Dynamics in Entrepreneurial Ecosystems: A Critical Review," Journal of Entrepreneurship and Innovation in Emerging Economies, Entrepreneurship Development Institute of India, vol. 6(1), pages 41-66, January.
    10. Shaalan, Ahmed S. & Reast, Jon & Johnson, Debra & Tourky, Marwa E., 2013. "East meets West: Toward a theoretical model linking guanxi and relationship marketing," Journal of Business Research, Elsevier, vol. 66(12), pages 2515-2521.
    11. Sang Lee & Liqiang Chen, 2011. "An integrative research framework for the online social network service," Service Business, Springer;Pan-Pacific Business Association, vol. 5(3), pages 259-276, September.
    12. Shalini R. Tiwari & Rajen Gupta, 2012. "Dynamics of Knowledge Integration in a Project Network," International Journal of Business and Economics, School of Management Development, Feng Chia University, Taichung, Taiwan, vol. 11(2), pages 143-169, December.
    13. Standifird, Stephen S. & Marshall, R. Scott, 2000. "The transaction cost advantage of guanxi-based business practices," Journal of World Business, Elsevier, vol. 35(1), pages 21-42, April.
    14. Azrin Wahab & Noraini Abu Talib, 2013. "Malaysian Film Projects Network Mobilization," Journal of Social and Development Sciences, AMH International, vol. 4(2), pages 61-68.
    15. Ikrame Selkani, 2019. "The Impact of the Festival on the Image of the City," Annals of Social Sciences & Management studies, Juniper Publishers Inc., vol. 4(2), pages 55-58, September.
    16. Idris, Bochra & Saridakis, George, 2018. "Local formal interpersonal networks and SMEs internationalisation: Empirical evidence from the UK," International Business Review, Elsevier, vol. 27(3), pages 610-624.
    17. Cova, Bernard & Mazet, Florence & Salle, Robert, 1996. "Milieu as a pertinent unit of analysis in project marketing," International Business Review, Elsevier, vol. 5(6), pages 647-664, December.
    18. Roger Schweizer, 2013. "SMEs and networks: Overcoming the liability of outsidership," Journal of International Entrepreneurship, Springer, vol. 11(1), pages 80-103, March.
    19. Chung, Henry F.L. & Tung, Rosalie L., 2013. "Immigrant social networks and foreign entry: Australia and New Zealand firms in the European Union and Greater China," International Business Review, Elsevier, vol. 22(1), pages 18-31.
    20. Gleason, Kimberly C. & Lee, Chun I & Mathur, Ike, 2002. "Dimensions of international expansions by US firms to China: Wealth effects, mode selection, and firm-specific factors," International Review of Economics & Finance, Elsevier, vol. 11(2), pages 139-154, May.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:iburev:v:5:y:1996:i:6:p:579-602. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.