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Mostariensia : journal of social sciences and humanities, Vol. 28 No. 1, 2024.

Original scientific paper

https://doi.org/10.47960/2831-0322.2024.1.28.107

EFFECTS OF FOREIGN DIRECT INVESTMENTS ONTO IMPROVEMENT OF SALES AND POST SALES POLICY IN BOSNIAN AND HERZEGOVINIAN COMPANIES

Alma Muratović ; University of Tuzla, Faculty of Economics *
Erna Herić ; University of Tuzla, Faculty of Economics
Ana Tomić Osmanović ; Bingo d.o.o., Tuzla

* Corresponding author.

Full text: croatian pdf 153 Kb

page 107-125

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Abstract

Bearing in mind the fact that FDIs (Foreign Direct Investments) are an important generator of
economic growth and development of the recipient countries, which is enabled through capital
transfers as well as through transfers of the technologies, manager and marketing know-how, the
paper aims at analizing the foreign investments in Bosnia and Herzegovina in the last five years,
as well as finding key motivation of the foreign business partners for the realization of the foreign
investments in B&H as well as at analizing the influence that the foreign investments had onto
development of the sales and post sales policy in BH companies.
The results show that the foreign investments in B&H in 2022 were 661 million US dollars,
which is 12,61% more that in the year 2021. The most important motivation of the foreign business
partners for the realisation of the investments in B&H were: a wish to enter BH market, usage
of cheap workers and a wish to use the natural resources.
It is important to emphasise that FDIs have enhanced the process of marketing planning. Among
other things, we have improvement of the sales and post sales processes with the respondents. The
contribution of the paper is to be seen in the fact that we have evaluated the results that B&H has
got concerning the incoming of the FDIs in particular modalities and activities as well as in the
fact that we have analized the effects that the FDIs realised in B&H in the last five years had onto
the process of the sales and post sales policy of the recipients.

Keywords

foreign direct investments; motivation for the realisation of foreign investments; marketing know-how; sales and post sales policy of the recipients

Hrčak ID:

321579

URI

https://hrcak.srce.hr/321579

Publication date:

22.10.2024.

Article data in other languages: croatian

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