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

Jan-Åke Törnroos

    Research output: Contribution to journalArticleScientificpeer-review

    3 Citations (Scopus)


    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.

    Original languageUndefined/Unknown
    Pages (from-to)51–71
    JournalJournal of East-West Business
    Issue number4
    Publication statusPublished - 1996
    MoE publication typeA1 Journal article-refereed

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