...David Ford This paper introduces the special issue on the Industrial Marketing and Purchasing (IMP) Group and international marketing. The history and aims of the IMP Group are briefly discussed, and the papers in this issue, taken from the IMP Group's annual conference, are introduced. © Emerald...

... Industrial marketing International trade Trade fairs International Marketing Review 9,4 Using the Interaction Approach to Understand International Trade Shows 32 Gillian Rice Received November 1990 Revised July 1991 American Graduate School of International Management, Glendale, Arizona, USA March 1992...

... a sequential process of research consisting of the following stages: Preliminary screening for markets: defining the physical, political, economic, and cultural environments Analysis of industry market potentials: defining market access, product potentials, local distributors and production Analysis...

...Ellen Day; Richard J. Fox; Sandra M. Huszagh Although the viability of global marketing is disputed, the best opportunities for pursuing basically the same strategy across national borders are in industrial marketing. However, because of the disparities across world markets, segmentation...