The life cycle of the PIMS and BCG models

Article Abstract:

The information revolution has reshaped the way corporations are managed in the 1990s. Traditional strategic planning models, once the mainstay of corporate planners, are now considered by many to be fads or fashions whose day has come and gone. However, the research discussed here suggests that such a view may do a great disservice to strategy models. A survey of America's largest corporations reveals that many organizations have been reluctant to discard the tools that are viewed historically as integral to their success. Indeed, strategic planning models seem likely to survive the complex world of the 1990s and beyond. (Reprinted by permission of the publisher.)

Research, Competition (Economics), Product life cycle, Industrial management

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Modes of entering foreign markets

Article Abstract:

This article presents a four-step strategic model for industrial multinational firms to use to make decisions concerning modes of operations in foreign markets. International managers concerned about long-term entry structures need to determine the feasible modes of operation, arrange modes of operation in a continuum, choose a mode of operation substitution pattern, and choose mode of entry. (Reprinted by permission of the publisher.)

Decision-making, Decision making, Foreign operations, International business enterprises, Multinational corporations

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Managing the effects of culture shock and sojourner adjustment on the expatriate industrial sales force

Article Abstract:

This study reviews the considerations involved in employing an expatriate industrial sales force and then explores the nature of culture shock and sojourner adjustment in terms of their impact on expatriate sales performance and turnover. Managerial actions for enhancing expatriate performance and reducing turnover are suggested. (Reprinted by permission of the publisher.)

Management, Human resource management, Marketing, Employment abroad, Overseas employment, Sales personnel, Salespeople, Export marketing

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