Essentials of Global Marketing

Svend Hollensen is Associate Professor of International Marketing at the University of Southern Denmark and has worked as a marketing consultant for several international companies and organisations.

• Part 1 - The Decision to Internationalize1. Global Marketing in the firm 2. Initiation of internationalisation 3. Internationalisation theories  Part 2 - Deciding Which Markets to Enter4. Development of the firm's international competitiveness 5. The political and economic environment 6. The sociocultural environment 7. The international market selection process  Part 3 - Market Entry Strategies8. Some approaches to the choice of entry mode 9. Export, intermediate and hierarchical entry modes 10. International buyer-seller relationships  Part 4 - Designing the Global Marketing Programme11. Product and pricing decisions 12. Distribution and communication decisions  Part 5 - Implementing and Coordinating the Global Marketing Programme13. Cross-cultural sales negotiations 14. Organisation and control of the global marketing programme