MARKETING TO LDC GOVERNMENTS
Mushtaq Luqmani
(Western Michigan University)
Ghazi M. Habib
(King Fahd University of Petroleum & Minerals, Saudi Arabia)
Sami Kassem
(University of Toledo)
187
Abstract
This articles provides a managerial framework to examine and analyse factors that may influence government decision making in less developed countries. In order to market successfully to these buyers, a series of hurdles has to be cleared. These include meeting eligibility, following procedures, establishing critical linkages, developing competitive offers and exerting appropriate influence. International firms can enhance their success and profits by taking a serious, long‐term approach to these markets.
Keywords
Citation
Luqmani, M., Habib, G.M. and Kassem, S. (1988), "MARKETING TO LDC GOVERNMENTS", International Marketing Review, Vol. 5 No. 1, pp. 56-67. https://doi.org/10.1108/eb008347
Publisher
:MCB UP Ltd
Copyright © 1988, MCB UP Limited