John R. Darling

A Longitudinal Analysis of the Competitive Profile of Products and Associated Marketing Practices of Selected European and Non‐European Countries

Internationalisation is a pervasive force in business today and the marketing manager must understand the needs of consumers in various markets. This study explores the general attitudes of Finnish consumers to products made in England, France, West Germany, Japan and the US. Following up earlier surveys of 1975 and 1980 the 1985 data show most positive responses towards products of West Germany and Japan, also highlighting ways in which product attributes and marketing practices can be improved.

Total Quality Management: The Key Role of Leadership Strategies

Defines a leader in total quality management as a person who inspires, by appropriate means, sufficient competence to influence a group of individuals to become willing followers in the achievement of organizational goals. Reports research identifying the keys of successful leadership in quality management: (1) attention through vision, (2) meaning through communication, (3) trust through positioning, and (4) confidence through respect. Describes characteristics of leaders in quality management: they have an agenda and an unparalleled concern with outcomes; a mastery of communication; they are predictable and make their positions known; they necessarily have a positive self‐regard, and a commitment to bring out the best in others.

A Model for Reducing Internal Resistance to Change in a Firm′s International Marketing Strategy

A model is focused on for reducing resistance within an organisation that is directed at changes in its international marketing programme. It is suggested that methods for reducing resistance to change can be divided into either methods for building total support/ acceptance or methods for building a consensus of support/acceptance. This model allows the marketing administration to select methods of reducing resistance that will have the best chance of succeeding. Of course, no method can guarantee success in totally reducing the resistance that might occur. However, the model presented can be one of the tools that marketing administrators can use in developing highly effective and efficient international marketing programmes.

Keys for Success in Exporting to the US Market

Posits that there are many opportunities emerging for profitable participation in the US market by foreign business firms. Offers ten key points for business success in the US marketplace, going on to analyse these. Concludes that each of these points should be addressed to achieve an optimum impact on the US market.