Global Marketing

Eighth Edition

Part III
Market entry strategies

Chapter 13
International sourcing
decisions and the role of
the subsupplier

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Figure 13.1
Subcontractor’s position in the vertical
chain

Source: Adapted from Lehtinen, U. (2001) Changing Subcontracting - a study on the evolution of supply chains and subcontractors, University of Oulu.

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Figure 13.2
Structure of Chapter 13

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Figure 13.3
The total cost/value hierarchy model. FOB, free on board

Source: Cavinato, J.L. (1992) ‘A total cost/value model for supply chain competitiveness’, Journal of Business Logistics, 13(2), pp. 285–301.

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Figure 13.4
Typology of subcontracting

Source: Blenker, Per & Christensen, Poul. (1995). Interactive strategies in supply chains–a double-edged portfolio approach to small-and medium-sized subcontractors’ position
analyses. Entrepreneurship and Regional Development - ENTREP REG DEV. 7. 249-264. 10.1080/08985629500000016.

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Figure 13.5
The buyer–seller interaction

Source: Turnbull, P.W. and Valla, J.P. (1986) Strategies for International Industrial Marketing. Routledge, London.

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Table 13.1
Marketing exchange understanding

Source: Jüttner, U. and Wehrli, H. (1994), "Relationship Marketing from a Value System Perspective", International Journal of Service Industry Management, Vol. 5 No. 5, pp. 54-73.
https://doi.org/10.1108/09564239410074394

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Figure 13.6
Market exchange understanding

Source: Jüttner, U. and Wehrli, H. (1994), "Relationship Marketing from a Value System Perspective", International Journal of Service Industry Management, Vol. 5 No. 5, pp. 54-73.
https://doi.org/10.1108/09564239410074394.

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Figure 13.7
The five-phase relationship model

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Figure 13.8
Supplier development strategies

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Figure 13.9
Possible internationalization of system
suppliers

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Table 13.2
Advantages and disadvantages of buyer–seller
relationships for contractor and subcontractor

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Source: Kristoffer Tripplaar/Alamy Stock Photo.

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Figure 1
The business models of ARM and Intel

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Table 1
Comparison of ARM and Intel’s key
financial figures, 2017

Source: based on financial reports 2017 from Arm (www.arm. com) and Intel (www.intel.com).

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Source: Pau Barrena/Bloomberg/Getty Images.

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Figure 1
Five categories of lawnmowers

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Source: Michael Vi/Shutterstock.

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Source: based on different public sources.

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Figure 2
Two different distribution systems for the
Bosch Indego

Source: based on different public sources.

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Kone elevator test building

Source: copyright © KONE Corporation.

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Kone Glass Elevator

Source: copyright © KONE Corporation.

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