Alfred C. Holden

How to locate and communicate with overseas customers

Abstract This article examines the development of a computer messaging system designed to address the global information and communications needs of small exporting firms. The author illustrates how NETWORK, operated by world trade centers in 36 U.S. cities and 64 cities abroad, can be utilized by industrial firms to locate overseas customers and to communicate directly with them. The paper concludes with a number of case studies of 1988–1990 international marketing successes, each illustrating how this new telecommunication facility can be exploited.

The U.S. Export Credit Insurance Program in Transition: FCIA and the International Marketing Executive

Both Washington and American business are concerned about U.S. international trade performance and various export‐finance and related support undertakings. This paper examines the significant transition in the government’s export‐credit insurance program in terms of a major alteration of the relationship between the Export‐Import Bank and Foreign Credit Insurance Association. The result is a case study of how level and delivery of export‐credit support must be carefully evaluated by marketing executives operating in today’s global business environment.

Pricing practices in Victorian America: evidence from a satirical point of view

Purpose – This paper seeks to investigate how consumers in Victorian America related prices to quality and value in deliberations about urban life, housing, and a newly‐emerging consumerism. The objectives are to understand pricing practices of firms and the behavior and perception of prices by consumers in Victorian American and to determine whether Victorian pricing practices could provide important insights for twenty‐first century theory and practice.Design/methodology/approach – The paper conducted a qualitative content analysis of pricing highlighted in a large sample of three cartoons appearing weekly in Puck and Judge. In these preeminent satirical magazines of the 1880‐1910 era, the authors found cartoons to be reflective of pricing practices and resultant consumer behavior of that era.Findings – The paper confirms even on a satirical research basis that Victorian households indeed experienced price‐related stresses in urban life, housing decisions, and in daily consumption. It also reveals that ...