International Marketing in the Network Economy

1. Front Matter

   Pages i-xx

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2. Introduction

   • Florian Kohlbacher

   Pages 1-4

3. Aims of the Book and Research Questions

   • Florian Kohlbacher

   Pages 5-8

4. Theoretical Framework: the Knowledge-based View of the Firm

   • Florian Kohlbacher

   Pages 9-43

5. Knowledge-based Management and Organizational Learning in Marketing

   • Florian Kohlbacher

   Pages 44-125

6. Case Studies

   • Florian Kohlbacher

   Pages 126-165

7. Knowledge-based Marketing: Results and Conclusion

   • Florian Kohlbacher

   Pages 166-195

8. Afterword: Knowledge-based Marketing, So What?

   • Charles M. Savage

   Pages 196-198

9. Back Matter

   Pages 199-254

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The capability of MNCs to create, transfer and combine knowledge from different locations is an important determinant of corporate success. This book uses examples of knowledge-based firms - Hewlett-Packard Consulting & Integration, Siemens, Mazda, and Maekawa - to show that knowledge-based marketing is key to a sustainable competitive advantage.

• empirical research
• international marketing
• management
• marketing

'This book is a consequent and smart application of the knowledge creation theory to the field of marketing. The proposed shift in marketing towards the knowledge-based paradigm has vast theoretical and practical implications. Kohlbacher convincingly illustrates how companies create and leverage marketing knowledge to successfully compete in the network economy of today.' - Hirotaka Takeuchi, Professor and Dean, Graduate School of International Corporate Strategy, Hitotsubashi University, Tokyo

'Knowledge management approaches and techniques have mostly found their application in functions such as R&D, manufacturing, logistics, and service. This book explores the value of knowledge in marketing and how the creation of so called "marketing knowledge" can be more effectively enabled. The book is a must-read for anyone interested in the creation and transfer of marketing knowledge. The many case studies in the book provide great insights for managers who strive to improve marketing in their firms.' - Georg von Krogh, Professor and Chair of Strategic Management and Innovation, ETH Zurich

'Dr Kohlbacher synthesizes a vast amount of research to create a convincing argument that the canny marketing manager has an impressive array of knowledge-based capabilities available for development and leveraging especially the tacit knowledge that is so critical to lasting advantage. The book is a welcome, significant addition to the growing body of academic research onmanaging knowledge assets.' Dorothy Leonard, William J. Abernathy Professor of Business, Emerita, Harvard Business School; author of Wellsprings of Knowledge: Building and Sustaining the Sources of Innovation

'Kohlbacher shows a formidable ability to integrate state-of-the-art theory with data from world-leading companies. His treatment of knowledge as the basis for marketing success is truly international. He assumes the dual roles of reflective scholar and reflective practitioner, not least by respecting the need for both systematic marketing research and experiencial and tacit knowing. It is not only a seminal contribution to research but a platform for the rejuvenation of executive training.' - Evert Gummesson, Professor, Stockholm University School of Business, Sweden

'The marriage of marketing and knowledge management - and specifically knowledge-creation theory - is long overdue. Kohlbacher's timely book challenges the academic marketing community to rethink its assumptions about the nature of marketing knowledge as a competitive resource especially in international and cross-cultural contexts.' - Nigel J Holden, Professor and Director, Institute of International Business, Department of Strategy and Innovation, Lancashire Business School, University of Central Lancashire

'Florian Kohlbacher makes a unique and exquisite illustration of the impact of knowledge-based marketing in the performance of internationally marketing-orientated firms...expert interviews, participant observation, and review of the literature...suggest how global companies have adopted and implemented knowledge-based approaches to marketing...Florian Kohlbacher brings a provocative and inviting persuasion to inquire about how knowledge-based marketing develops and the processes and routines that defines it.' International Marketing Review

• German Institute for Japanese Studies, Tokyo, Japan

  Florian Kohlbacher

FLORIAN KOHLBACHER is a Research Fellow at the German Institute for Japanese Studies in Tokyo. Before, he was a Visiting Researcher at Hitotsubashi University, Tokyo, for two years, during which he conducted the research that led to this book.

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