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

A1 Originalartikel i en vetenskaplig tidskrift (referentgranskad)

Interna författare/redaktörer

Publikationens författare: Törnroos Jan-Åke
Förläggare: Routledge: Taylor & Francis group
Publiceringsår: 1996
Tidskrift: Journal of East-West Business
Tidskriftsakronym: JEWB
Volym: 1
Nummer: 4
Artikelns första sida, sidnummer: 51
Artikelns sista sida, sidnummer: 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.

Senast uppdaterad 2020-04-06 vid 05:53