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Network development in international project marketing and the impact of external facilitation

Author

Listed:
  • Welch, Denice
  • Welch, Lawrence
  • Wilkinson, Ian
  • Young, Louise

Abstract

This article reports on an experiment in external facilitation of international project marketing activity. The case involved a large, World Bank funded project in China aimed at upgrading grain storage and handling facilities. An organization was established in Australia to bring together and support efforts by Australian firms to win a share of this project. Network-building, at a number of levels both in China and Australia, emerged from the qualitative study as a critical factor in effective project marketing. External facilitation played a positive role in the network-building process.

Suggested Citation

  • Welch, Denice & Welch, Lawrence & Wilkinson, Ian & Young, Louise, 1996. "Network development in international project marketing and the impact of external facilitation," International Business Review, Elsevier, vol. 5(6), pages 579-602, December.
    • Handle: RePEc:eee:iburev:v:5:y:1996:i:6:p:579-602
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    References listed on IDEAS

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    1. Björkman, Ingmar & Kock, Sören, 1995. "Social relationships and business networks: The case of Western companies in China," International Business Review, Elsevier, vol. 4(4), pages 519-535.
    2. Denis Bansard & Bernard Cova & Robert Salle, 1993. "Project marketing : beyond competitive bidding strategies," Post-Print hal-02312850, HAL.
    3. Hellgren, Bo & Stjernberg, Torbjörn, 1995. "Design and implementation in major investments -- A project network approach," Scandinavian Journal of Management, Elsevier, vol. 11(4), pages 377-394, December.
    4. Bansard, Denis & Cova, Bernard & Salle, Robert, 1993. "Project marketing: Beyond competitive bidding strategies," International Business Review, Elsevier, vol. 2(2), pages 125-141.
    5. Cova, Bernard & Allen, Timothy, 1989. "New vistas in competitive bidding strategies," European Management Journal, Elsevier, vol. 7(4), pages 451-456, December.
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    Cited by:

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    2. Wilkinson, I. F. & Mattsson, L-G & Easton, G., 2000. "International competitiveness and trade promotion policy from a network perspective," Journal of World Business, Elsevier, vol. 35(3), pages 275-299.

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