Market Entry into the USA

Why European Companies Fail and How to Succeed

  • Ralf Drews
  • Melissa Lamson

Part of the Management for Professionals book series (MANAGPROF)

Table of contents

  1. Front Matter
    Pages i-xviii
  2. Ralf Drews, Melissa Lamson
    Pages 1-10
  3. Ralf Drews, Melissa Lamson
    Pages 11-29
  4. Ralf Drews, Melissa Lamson
    Pages 31-53
  5. Ralf Drews, Melissa Lamson
    Pages 55-67
  6. Ralf Drews, Melissa Lamson
    Pages 69-100
  7. Ralf Drews, Melissa Lamson
    Pages 101-122
  8. Back Matter
    Pages 123-125

About this book


This book connects a buying psychology driven by American beliefs and values with a company’s go-to market strategy, the goal being to sensitize readers to how the cultural values of a particular country or region can impact the business environment. The book also addresses the reasons behind these differences and therefore begins with a detailed cultural comparison of the United States and Europe, and assessments of how these characteristics impact their respective markets and customer behavior differently.

Another aspect that sets this book apart is that it argues for sound decision-making processes as the first priority in any international business strategy. Readers are provided detailed insights into the variables a European company needs to understand before it makes its “go/no-go” decision, along with the tools needed to evaluate the probability of success and the risks of going to market. Once a company decides to enter the US market, the book then offers a highly customer-centric approach to developing and executing an effective market strategy.


Cross-cultural management Customer acquisition Customer retention Market expansion Marketing strategy Marketplace dynamics

Authors and affiliations

  • Ralf Drews
    • 1
  • Melissa Lamson
    • 2
  1. 1.FARO Europe GmbH & Co.KGLudwigsburgGermany
  2. 2.Lamson Consulting, LLCScottsdaleUSA

Bibliographic information

Industry Sectors
Chemical Manufacturing
Finance, Business & Banking
Consumer Packaged Goods
Oil, Gas & Geosciences