Network development in international project marketing and the impact of external facilitation
AbstractThis 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.
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Bibliographic InfoArticle provided by Elsevier in its journal International Business Review.
Volume (Year): 5 (1996)
Issue (Month): 6 (December)
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Web page: http://www.elsevier.com/wps/find/journaldescription.cws_home/133/description#description
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- 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.
- 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.
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