From pre-internationalization to post-internationalization: relationship marketing perspective

Morteza Khojastehpour, Raechel JOHNS

Research output: Contribution to journalArticle

5 Citations (Scopus)
2 Downloads (Pure)

Abstract

This study was undertaken as an initial attempt to address the role of relationship marketing in the internationalization process. To understand this concept, the internationalization process is divided into two stages: preinternationalization, which focuses on overcoming the psychic distance and postinternationalization, which focuses on market entry and positioning. At the different stages of internationalization, different variables of relationship marketing assume relatively greater levels of importance, which are likely to have implications for the implementation of an internationalization process. Through a thorough analysis of the literature, and a review of a number of international examples, three research propositions are provided and streams for further research necessary to understand this neglected area of research are then provided.
Original languageEnglish
Pages (from-to)157-174
Number of pages18
JournalJournal of Strategic Marketing
Volume23
Issue number2
DOIs
Publication statusPublished - 2015

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Internationalization process
Internationalization
Positioning
Market entry
Psychic distance

Cite this

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From pre-internationalization to post-internationalization: relationship marketing perspective. / Khojastehpour, Morteza; JOHNS, Raechel.

In: Journal of Strategic Marketing, Vol. 23, No. 2, 2015, p. 157-174.

Research output: Contribution to journalArticle

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AU - JOHNS, Raechel

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KW - psychic distance

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