New Business Development and Industrial Marketing to Estonia-A Network Approach

A1 Journal article (refereed)

Internal Authors/Editors

Publication Details

List of Authors: Törnroos Jan-Åke
Publisher: Routledge: Taylor & Francis group
Publication year: 1996
Journal: Journal of East-West Business
Journal acronym: JEWB
Volume number: 1
Issue number: 4
Start page: 51
End page: 71


Industrial co-operation and business-to-business marketing relationships form the core of economic activities that exist today between the Nordic countries and the newly independent Baltic states of Estonia, Lithuania and Latvia. The paper focuses on Finnish firms' business development in Estonian industrial markets. Through case studies the process of market penetration and market presence is empirically studied and analyzed from the Finnish counterparts' perspective. Theoretically and empirically the paper adopts a network view of business-to-business markets and marketing and in the analysis of the development of business relationships in this new market.

Last updated on 2020-11-07 at 05:52