Entry into turbulent business networks ‐ The case of a Western company on the Estonian market

European Journal of Marketing

Volumn 34, Issue 11-12, 2000, Pages 1374-1390

  Salmi, Asta ^a  

^a HELSINKI SCHOOL OF ECONOMICS   (Finland)

Author keywords

Estonia; International business; Market entry; Networks; Relationship marketing; Turbulence

Indexed keywords

EID: 0001417089     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560010348632     Document Type: Article

References (25)

1. Anderson, J., Håkansson, H. and Johanson, J. (1994), “Dyadic business relationships within a business network context”, Journal of Marketing, Vol. 58, October, pp. 1‐15.
2. Axelsson, B. and Easton, G. (Eds) (1992), Industrial Networks. A New View of Reality, Routledge, London.
3. Axelsson, B. and Johanson J. (1992), “Foreign market entry – the textbook vs. the network view”, in Axelsson, B. and Easton, G. (Eds), Industrial Networks. A New View of Reality, Routledge, London, pp. 218‐34.
4. Borch, O.J. and Arthur, M.B. (1995), “Strategic networks among small firms: implications for strategy research methodology”, Journal of Management Studies, Vol. 32 No. 4, pp. 419‐41.
5. Buckley, P.J. and Ghauri, P.N. (Eds) (1994), The Economics of Change in East and Central Europe. Its impact on International Business, Academic Press, London.
6. Davis, J.H., Patterson J.D. and Grazin, I. (1996), “The collapse and re‐emergence of networks within and between republics of the former Soviet Union”, International Business Review, Vol. 5 No. 1, pp. 1‐21.
7. DiMaggio, P. (1992), “Nadel’s paradox revisited: relational and cultural aspects of organizational structure”, in Nohria, N. and Eccles, R.G. (Eds), Networks and Organizations: Structure, Form, and Action, Harvard Business School Press, Boston, MA, pp. 118‐42.
8. Easton, G. and Araujo, L. (1994), “Market exchange, social structures and time”, European Journal of Marketing, Vol. 28 No. 3, pp. 72‐84.
9. Ford, D. (Ed.) (1997), Understanding Business Markets, 2nd ed., The Dryden Press, London.
10. Golden, B.R. (1992), “The past is the past – or is it? The use of retrospective accounts as indicators of past strategy”, Academy of Management Journal, Vol. 35 No. 4, pp. 848‐60.
11. Grabher, G. and Stark, D. (1997), “Organizing diversity: evolutionary theory, network analysis, and post‐socialism”, in Grabher, G. and Stark, D. (Eds), Restructuring Networks in Post‐Socialism, Oxford University Press, Oxford, pp. 1‐32.
12. Halinen, A. and Törnroos, J‐Å. (1995), “The meaning of time in the study of buyer‐seller relationships”, in Wilson, D.T. and Möller, K. (Eds), Business Marketing: An Interaction and Network Perspective, Kluwer Academic Publishers, Boston, MA, pp. 493‐529.
13. Halinen, A., Havila, V. and Salmi, A. (1999), “From dyadic change to changing business networks: an analytical framework”, Journal of Management Studies, November.
14. Johanson, J. and Mattsson, L.‐G. (1987), “Interorganizational relations in industrial systems: a network approach compared with the transaction‐cost approach”, International Studies of Management and Organization, Vol. 17 No. 1, pp. 34‐48.
15. Lehtinen, U. (1996), “Relationship marketing approaches in changing Russian markets”, Journal of East‐West Business, Vol. 1 No. 4, pp. 35‐49.
16. Liljander, V. and Lehtinen, U. (Eds) (1996), Special Issue: “Nordic perspective on relationship marketing”, European Journal of Marketing, Vol. 30 No. 2.
17. Mattsson, L.‐G. (1996), “Dynamics of overlapping networks and strategic actions by the international firm”, in Chandler, A.D. Jr, Hagström, P. and Sölvell, Ö. (Eds), The Dynamic Firm, Oxford University Press, Oxford.
18. Murrell, P. (1992), “Evolution in economics and in the economic reform of the centrally planned economies”, in Clague, C. and Rausser, G.C. (Eds), The Emergence of Market Economies in Eastern Europe, Blackwell, Cambridge, MA.
19. North, D. (1993), “Institutions and credible commitment”, Journal of Institutional and Theoretical Economics, Vol. 149 No. 1, pp. 11‐23.
20. Pettigrew, A. (1987), “Context and action in the transformation of the firm”, Journal of Management Studies, Vol. 24 No. 6, pp. 649‐70.
21. Salmi, A. (1995), “Institutionally changing business networks. An analysis of a Finnish company’s operations in exporting to the Soviet Union, Russia, and the Baltic States”, PhD thesis, Helsinki School of Economics and Business Administration, A‐106.
22. Salmi, A. (1996), “Russian networks in transition: implications for managers”, Industrial Marketing Management, Vol. 25, pp. 37‐45.
23. Salmi, A. and Bäckman, J. (1997), “Personal relations in Russian business networks: two circles”, paper presented at the 7th Nordic Workshop on Interorganizational Research, Linköping University, Sweden, 22‐24 August.
24. Törnroos, J.‐Å. and Nieminen, J. (1994), “Evolution of East‐West industrial networks. Experiences from Finnish‐Estonian business”, in Biemans, W.G and Ghauri, P.N. (Eds), Proceedings of the 10th IMP Conference, Groningen, The Netherlands.
25. Turnbull, P.W. (1987), “Interaction and international marketing: an investment process”, International Marketing Review, Winter, pp. 7‐19.