Bunting, Madelaine 177
Butcher, Peter 310
buy to order (BTO) 321
buyer's remorse syndrome 84
Index
C
C&A 56
Cadbury's 87–8
Californian Forestry Association 85
Calvin Klein 104
Canada 244
Canon 78, 116
Carlsberg 86–7
case studies
British supermarket's misplaced marketing strategy 311–12
future/past confusion 317–19
German dairy products go sour in the Netherlands 314–15
globalizing beer company 313–14
importance of titles 315–16
serving hot breakfasts to US passengers 309–11
silent eater 316–17
CBS MarketWatch 239
Censydiam 165
Chanel 203
Charles Schwab 258–9
Chartered Institute of Marketing 4
China 63–4, 78–9, 91–2, 98–9, 112–13, 121, 127–8, 187
Christian Dior 53
Chung Yo 117
Cicourel, A.V. 133, 143
Clark, H.F. 21
Club Mediterranee (Club med) 64, 93
CMS Energy 68
Coase, R.H. 3
Coca-Cola 99, 172–3, 178, 289
Common Threads 229
competence
cross-cultural 17
described 9
marketing 10
competition 27, 76, 281–2
competitive advantage 8
Concorde 105, 107
consumers see customers/consumers
cooking 104–5
corporate image 104
Coslab 58
cost-benefit analysis 297–302
County Down clothing 101
Crozier, Michel 7
cultural difference 11, 40–2
explicit/implicit 49
marketing dilemmas 47–50
marketing techniques 48–9
recognize 42–3
reconciliation 43–4
respect 43
culture 23
clash 8–9
concept 7
definition 48
ideographic/nomothetic approaches 47–50
importance 7–8
layers 15
as meaning 48–50
Culture Compass OnLine 248–51
customers/consumers 5, 6, 27–8
choice 27–8
country orientations 112–13
identification 247–8
as king 111–12
loyalty 29, 66
mentoring 259
personal service 256
self-sacrificing 66–7
service 80–1, 89, 124–5
variety/diversity 240–1
Index
D
Daewoo 126, 166
Danone 110
Darke, Peter 83
Davis, Pine, 246
Dell Computer 243
background 245
core business 245–6
direct selling model 256–7, 261–2
importance of Internet 271, 273
Premier Pages 272–5
reconciliation model 268, 271–2
reconciliation tactics 252, 257, 261–6
salesforce 262–6
suppliers/partners 268–9, 272, 274–5
Dell, Michael 256, 261, 268, 271
demographics 30–3
beliefs/values 30
migrations 30, 31–3
structural changes 30–1
Design-Function-Deployment (DFD) 294
deviance feedback 112–13
DiCaprio, Leonardo 101
diffuse see specific-diffuse
dilemma theory
accumulating/interpreting evidence 323–4
data mining 326–33
final questionnaire designs 324–6
future work/extending analysis 333–4, 333–4759
limitations of current database 333
qualitative interview data 326
sampling 324
dilemmas 24, 186–7
adequateness for 17
clustering 15–18
cultural context 18
definition 308
dimensions
achievement-ascription 51, 97–107
individualism-communitarianism 50, 62–72
internal-external control 51, 107–19
neutral-affective 51, 83–94
sequential-synchronic 51, 119–29
specific-diffuse 50, 72–83
universalism-particularism 50, 51–62
e-marketing 240–76
etymology 10
expressing 305
formulating 308–9
franchising 187–204
globalization 19–21
reconciling 12, 23
thinking in 12
abandoning your standpoint 13
compromise 13
ignoring the others 12–13
reconcile 13–14
valid/reliable 138
variety of 11
what is not 308
work/organizations 22
Dior 203
distribution
franchising 183–4
Internet 236, 238
public regulation 65–6
systems 67–9
Diwali festival 57
DKNY (Donna Karan New York) 204
Doherty, A.-M. 194–5
Domino's Pizza 282–3
Dong, L. 173
Donna Karan 201, 204
Drucker, Peter 5–6
Index
E
e-marketing 233
dilemmas 237–8, 239–40
bridge between gift and sale 271–6
broad spectra of customers vs deep, personalized customer relationships 253–7
global vs local 240–53
high tech vs high-touch 257–66
uniting inner/outer orientation 266–71
see also Internet
ecological fallacy 154–5
economic models 27–8
Electronic Data Interchange (EDI) 79
Emerson, Ralph Waldo 71
emic/etic 147–8
emotion 83–5, 89
verbalizing 91
endorsements
celebrity 99–103, 101–3
expert 91–2, 98–9, 101
ethics 229–30, 240
ethnic groups 157–9, 207–8
acculturation models
assimilation 217
integration 217
marginalization 217
separation 217
American 210, 220–2
definitions 208
buying power 213–14
concept of ethnicity 210–11
dilemmas/diversity 211–13, 215–17
family 209
multicultural marketing 214–17
social group 208–9
hold fast to roots 223–4
mono-ethnic marketing 217–18
multi-ethnic marketing 218–24
rainbow challenge/to wards transcreation 217, 224–9
ethics 229–30
reconciliation approach 228–9
zone of commonality 217
external control see internal-external control
Index
F
face-to-face business 257–66
fashion 53–4, 179, 198–200, 244
exclusive/broad dilemma 198–204
extension strategy 202–3
international development
diffusion ranges 201–2
flagship stores 201
wholesale/diffusion mix 201
wholesaling 200
fast food restaurants 186, 187–94
FCUK (French Connection UK) 204
Fernie, J. 200
financial services 101, 168, 169, 257, 258–60, 266
Flikkema, L. 242
food 67–8, 114–15
Ford, Harrison 101
Ford, Henry 246
Ford Motor Company 273
Forrester Research 244, 260
Foster, Jodie 101
France 53–4, 64, 76, 77, 105–7, 110, 113–14, 142, 187, 242, 247, 251–2
franchising
dilemmas 186–7
control vs independent brand image 194–8
exclusivity vs broad brand diffusion 198–204
global vs local brand image 187–94
as distribution channel 183–4
hybrid subfranchising 197–8
political risks 185–6
start-up costs 184–5
free market 3–4
Friedman, T. 188
Index
G
General Motors 141
Germany 54, 60–1, 64–6, 76, 90, 91, 114, 122, 142, 247, 252
Giant 58
global-local dilemma 59–62
franchising 187–9
reconciling 189–94
Internet 240–53
globalization 27, 163
growth 36
motives
economies of scale 36–7
economies of scope/new markets 37
global convergence 37
lower per unit costs 37
lower transaction costs 37
reputation of countries 37–8
readiness 38
competitiveness 40
external focus 39
knowledge management 39
motivational energy 39