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Article
Publication date: 1 February 1991

Sudhir H. Kale

Cultural factors have tremendous impact on cross‐nationalcommunication, and it is in the area of cross‐cultural communicationsthat most blunders in international marketing…

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5702

Abstract

Cultural factors have tremendous impact on cross‐national communication, and it is in the area of cross‐cultural communications that most blunders in international marketing occur. Using Hofstede′s four discussions of culture, this article provides a generalisable framework to assess the effectiveness of cross‐cultural communication. The application of the proposed framework has been demonstrated in the context of promoting international tourism.

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International Marketing Review, vol. 8 no. 2
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 March 1991

Sudhir H. Kale and Roger P. McIntyre

One of the main functions of culture is division of labour amongvarious actors in society. Since the global environment is characterisedby diverse and deep‐rooted cultural…

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1558

Abstract

One of the main functions of culture is division of labour among various actors in society. Since the global environment is characterised by diverse and deep‐rooted cultural norms and value systems, the nature of this division of labour across cultures should exhibit systematic differences. Channels of distribution are primarily designed to facilitate division of labour, and channel relationships should therefore reflect the underlying cultural tenets of society. Using Hofstede′s schemata to classify various national cultures, a series of propositions is generated on how distribution channel relationships will vary across countries based on their positions on Hofstede′s four dimensions of culture.

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International Marketing Review, vol. 8 no. 3
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 June 1989

Gary L. Frazier and Sudhir H. Kale

The differences that exist in manufacturer – distributorrelationships across diverse markets and countries have been largelyignored in the marketing channels literature. A…

Abstract

The differences that exist in manufacturer – distributor relationships across diverse markets and countries have been largely ignored in the marketing channels literature. A conceptual framework is built designed to explain how the initiation, implementation, and review of manufacturer – distributor relationships are likely to vary, based on whether such relationships take place in buyers′ markets in developed countries or in sellers′ markets in developing countries. Several cultural and structural dimensions of markets in developing countries also play an important role in the conceptual framework. A comparative channel systems approach is taken and a number of propositions are developed that require empirical testing in the future.

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International Marketing Review, vol. 6 no. 6
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 4 August 2020

Chunli Ji and Sudhir H. Kale

The purpose of this paper is to assess the current state of consumer education in the context of responsible gambling in Macao and to suggest ways in which Macao could…

Abstract

Purpose

The purpose of this paper is to assess the current state of consumer education in the context of responsible gambling in Macao and to suggest ways in which Macao could enhance its consumer education efforts to meet its challenges with regard to responsible gambling.

Design/methodology/approach

Exploratory and interpretative approaches have been adopted to suggest why and how Macao should strengthen responsible gambling education. The methodology involved extensive review of relevant academic research, government documents and reports related to Macao's responsible gambling initiatives.

Findings

Effective long-term responsible gambling education is needed in Macao to further people's understanding of gambling and gambler's fallacy. The government should take leadership in influencing all stakeholders toward effective initiatives and behaviors related to responsible gambling education.

Originality/value

Although research on responsible gambling education is still in its infancy, its importance in reducing common misconceptions about gambling has already been established. This study contributes to strengthen Macao's responsible gambling practices by proposing several changes needed to provide desired outcomes through consumer education.

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Asian Education and Development Studies, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2046-3162

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Article
Publication date: 16 October 2009

Sudhir H. Kale and Mark T. Spence

Most of the growth in casino expansion for the foreseeable future will take place in Asia. Western casino operators appreciate the immense opportunities afforded by the…

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1365

Abstract

Purpose

Most of the growth in casino expansion for the foreseeable future will take place in Asia. Western casino operators appreciate the immense opportunities afforded by the Asian markets, but judging by their performance abroad some have not adapted in ways necessary to survive and prosper. The purpose of this paper is to expose key differences between Asian and Western gaming jurisdictions. In light of these differences, it is a serious mistake for Western casino executives to follow an ethnocentric approach when planning marketing activities and customer service initiatives for Asian customers. To rectify this situation, a framework is advanced that will assist Western operators to adapt to Asian markets.

Design/methodology/approach

Differences between Asian and Western gamblers in both their game preferences and behaviours are based upon cited data sources and upon the authors' observations during flied trips to various casino jurisdictions. When appropriate, insights gleaned from a series of informal interviews conducted with senior executives in Macau as well as gaming‐related consulting conducted by the authors in both Asia and North America are shared, albeit for legal reasons the sources are confidential. The TROPICS framework presented herein was developed by the lead author and presented to senior gaming executives at the University of Nevada, Reno 2008 executive development program. The seven elements of this framework – now refined – are targeting, retention, organization, people, incentives, culture, and systems.

Findings

This paper concludes that in order to better serve Asian markets, there is an urgent need to empirically assess patron behavior and the attendant casino marketing adaptations that will be required to succeed in these markets.

Practical implications

A series of questions and issues related to each of the seven elements in the TROPICS framework are raised. The proposed framework is equally applicable to firms operating in Western countries as well as those in Asia; however, when put into practice, the outcome will be different marketing strategies adapted to each casino's market structure and macro‐environment. Regardless of context, this systematic approach to strategy formulation will ensure consistency and alignment across various elements of strategy.

Originality/value

The paper identifies the differences between Asian and Western gamblers to assist Western operators to adapt to Asian markets.

Details

Worldwide Hospitality and Tourism Themes, vol. 1 no. 4
Type: Research Article
ISSN: 1755-4217

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Article
Publication date: 1 February 1987

Sudhir H. Kale and D. Sudharshan

The proposed approach to international segmentation capitalises on the inherent similarities across groups of consumers in different countries. By making the customers and…

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1371

Abstract

The proposed approach to international segmentation capitalises on the inherent similarities across groups of consumers in different countries. By making the customers and not countries the basis of a firm's international marketing strategy, this approach not only facilitates increased consumer orientation, but also offers the potential to optimise the profits of a multinational firm at a global level.

Details

International Marketing Review, vol. 4 no. 2
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 16 July 2010

Sudhir H. Kale, Robin D. Pentecost and Natalina Zlatevska

Joseph Pine and Jim Gilmore coined the term “experience economy” to describe a paradigm shift in consumption. To survive in this new economy, businesses must provide…

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2542

Abstract

Purpose

Joseph Pine and Jim Gilmore coined the term “experience economy” to describe a paradigm shift in consumption. To survive in this new economy, businesses must provide customers with memorable consumption experiences. The purpose of this paper is to suggest eight ingredients that need to be incorporated into a compelling experience. Commercial experience providers, not‐for‐profit organizations, and political entities stand to benefit by integrating these elements in the experiences they provide to their targeted constituencies.

Design/methodology/approach

A qualitative phenomenological case study approach is employed using the 2008 Democratic National Convention as the referent for dissemination of a compelling experience.

Findings

Eight attributes were distilled that together constitute an unforgettable experience: planning, resourcing, targeting, anticipating, enabling, empathizing, framing, and engaging.

Practical implications

All experience providers desirous of creating compelling customer experiences for their targeted audiences would find it worthwhile to actively incorporate each of these elements in their product.

Originality/value

The paper uses a well‐planned and well‐executed political convention to uncover the building blocks of a compelling consumer experience.

Details

International Journal of Event and Festival Management, vol. 1 no. 2
Type: Research Article
ISSN: 1758-2954

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Article
Publication date: 1 May 2003

Sudhir H. Kale and Samir Shrivastava

The notion of “spirituality in the workplace” continues to receive growing attention in practitioner as well as academic circles. Realizing that a spiritual workplace is…

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3787

Abstract

The notion of “spirituality in the workplace” continues to receive growing attention in practitioner as well as academic circles. Realizing that a spiritual workplace is not just a more harmonious workplace but a more profitable workplace as well, companies are looking at means and methods to fulfill spiritual needs of their workforce. This paper makes a case for using the enneagram as a tool for enhancing spirituality in the workplace.

Details

Journal of Management Development, vol. 22 no. 4
Type: Research Article
ISSN: 0262-1711

Keywords

Content available
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923

Abstract

Details

Worldwide Hospitality and Tourism Themes, vol. 1 no. 4
Type: Research Article
ISSN: 1755-4217

Content available
Article
Publication date: 16 July 2010

Leo Jago and Jack Carlsen

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343

Abstract

Details

International Journal of Event and Festival Management, vol. 1 no. 2
Type: Research Article
ISSN: 1758-2954

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