Five Case Studies

Rolf D. Cremer and Mary J. Willes

Chapter 4 in The Tongue of the Tiger:Overcoming Language Barriers in International Trade, 1998, pp 71-106 from World Scientific Publishing Co. Pte. Ltd.

Abstract: AbstractThe following sections are included:Yachtsman Jersey 3The source of informationA reconstruction of the deal: Towards confirmation of an orderMonitoring the manufacturing processInspection, packing, shippingA Million Dollar Deal in JeansThe file and its sourceA substantial deal in progressA build-up of pressure on the supplierShifting the balance of powerConcerns for qualityThe conclusion of the dealThe Work Week of a Company MerchandiserThe source of the informationMondayTuesdayWednesdayThursdayFridayFailureThe initial enquiriesNegotiations go forwardAn alternative proposalCancellationCauses of failureSuccessThe companies and the productsDeals going fonvard in spring 1991Three months' trading: An overviewStrategies for resolving problems

JEL-codes: D0 E0 (search for similar items in EconPapers)
Date: 1998
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