Browsing by Subject "Internationalisierung"

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Erfolgsfaktoren von Kooperationen innerhalb der Internationalisierungsstrategien von Familienunternehmen
(2012) Ostertag, Martina M.; Müller, Christoph
Considering the global economy, one can observe for some years now the growing importance of internationalization. Increasingly companies are faced with growing competitive pressure. New, foreign competitors are entering the market and more and more companies are taking advantage of the opportunities that arise in the context to globalization. Often the first step for opening new markets is to develop sales partnerships with businesses in the target country. Based on the development of international distribution partnerships, family run businesses are considering co operations. The goal is to identify specific success factors for co-operations, based on the concept of the determinants of success and the special characteristics of family run businesses and based thereon, under the aspect of the effectuation model, to develop an ideal co-operation process. The focus is on the highest possible practical use for family run businesses that want to be active internationally by setting up sales co-operations. Taking into consideration uncertainty, the result is an optimized process, which primarily meets the special needs of family run businesses and allows a structured implementation of the defined international strategy.
The international sales accelerator : a project management tool for improving sales performance in foreign target markets
(2018) Gerybadze, Alexander; Wiesenauer, Simone
There is a current research gap in the marketing and management literature regarding the setup of sales and distribution structures as well as the rollout in foreign target markets in order to establish countrywide presences. Due to this gap, we developed the International Sales Accelerator Model. The data collection and verification of the model took place during a thirdparty funds project with Baden-Württemberg’s business development agency, and environmental agency. The results reveal that the model represents a summary of best practices from different internationalization processes of very large companies. It is a seven-stage project management tool with the objective to improve the sales performance of companies entering foreign target markets.