International Business Study Guide

IBM 414 Study Guide Ch12 globose merchandising be intimatement Planning and Organization Global Marketing The turn out nates toward localization Ca utilise by the new efficiencies of customization Made possible by the Internet Increasingly flexible manufacturing processes From the selling perspective customization is always shell Global markets continue to homogenize and diversify simultaneously Best companies volition avoid trap of focusing on estate as the primitive segmentation variable international Marketing- is the per unionizeance of agate line activities designed to plan, equipment casualty, promote, and flat the f humble of a fraternitys unslopeds and renovations to consumers or users in more than maven nation for a profit. An entry scheme into international market should gleam on analysis Market characteristics Potential barters Strategic richness Strengths of local resources Cultural leavings Country restrictions Company capabilities and characteri stics Degree of near-market knowledge Marketing involvement Management commitment Exporting Indirect Exporting-requires no rectitude investment and thus has a low risk, low rate of return, and micro pull over. Licensing A gist of attesting a foothold in unusual markets without thumping capital outlays A favorite strategy for sm any and medium-sized companies Legitimate means of capitalizing on intellectual property in a exotic marketJoint Venures-When devil or more segmentationicipating companies join forces to compel a reissue legal entity to facilitate doing business in the international argonna hire Investment Factors that influence the structure and performance of direct investments Timing The developing complexity and contingencies of contracts Transaction cost structures Technology take out Degree of result differentiation The previous experiences and cultural diversity of acquired firms Advertising and reputation breastworks representativeWhen a fellowship sells to a customer in an early(a) country, the company is into Direct exporting.Strategic International Alli elicitce Consortia Similar to joint ventures and could be classified as such except for dickens unique characteristics Typically involve a large digit of participants Frequently operate in a country or market in which n i of the participants is currently active Consortia be developed to pool financial and managerial resources and to diminish risks Joint Ventures JVs atomic number 18 established, separate, legal entities The acknowledged intent by the partners to sh ar in the focussing of the JV There argon partnerships between legally incorporated entities such as companies, chartered organizations, or governments, and not between individuals Equity positions are held by each of the partners Franchise Franchiser provides a regular package of harvestings, sy still hunts, and counseling services Franchise provides market knowledge, capital, and personal involvement in anxiety Expected to be the unshakableest- ripening market-entry strategy Two types of freedom agreements Master franchise Gives the franchisee the rights to a specific area with the authority to sell or establish subfranchises LicensingContract Manufacturing-is a manufacturer that contracts with a firm for components or intersection points. It is a form of outsourcing. Contracting Management- is the management of contracts made with customers, v closedownors, partners, or employees. Contract management includes negotiating the foothold and conditions in contracts and ensuring compliance with the terms and conditions, as well as documenting and agreeing on any changes or amendments that may arise during its implementation or execution. CH8 Developing a planetary vision though market research Challeneges and problems The study catchyy is converting a series of often ambiguous business problems into tightly drawn and achievable research objectives The first, most crucial measurement in research is more critical in outside markets because an unacquainted(predicate) environment tends to could problems definition Other difficulties in foreign research stem from failures to establish problem limits broad enough to include all pertinent variables Environmental S spatening- Careful monitoring of an organizations internal and external environments for detecting betimes signs of opportunities and threats that may influence its current and future plans.Marketing Screening- The process of discovering relevant schooling about a tradable asset in order to determine a fair toll for the asset. Primarily used to avoid creating an adverse transaction. steps to marketing Screening- Market- A regular gathering of quite a little for the purchase and sale of provisions, breakstock, and other commodities. Requirements of effective Market Segmentation cast the psychographic segments profiled in the widely distributed Global S goat study How rat internationa l market take be estimated? page 236When desired stats arent available a close idea substructure be made using local returnion figures positivist imports, with adjustments for exports and current inventory levels CH13 Products and services for consumers Why are product strategy decisions the most crucial ones in the marketing mix? What two errors do multinational product managers tend to commit? Define and apologise Product, Quality Features and benefits Reliability, Durability Product Homologation. What are the standardization/ accommodation strategies that a marketer can implement and when would you recommend them? What is meant by the diffusion of motivations?What are the degrees of newness that a product can award and what are the (perceived) product characteristics of an mental institution that affect its rate of acceptance? What is product counterfeiting and how can it be fought? CH14 Products and Services for Businesses ISO 9000 Positively affects the performance and stock prices of firms Certification of the existence of a look control system a company has in go in to ensure it can meet published caliber standards Describes three quality system models Defines quality concepts Gives guidelines for using international standards in quality systems by and large voluntary EU Product Liability Directive Now a competitive marketing tool in Europe and around the populace The ACSI approach Trade Shows Secondary modes for marketing Advertising in sucker media Catalogs Web sites Direct mail Trade shows retain become the primary quill and most important vehicle for doing business in umteen foreign countries Total annual media budget spent on switch over events Europeans 22 percent Americans 5 percent Benefits Provide the facilities for a manufacturer to exhibit and demonstrate products to potential users Allow manufacturers to view competitors products Are an opportunity to create gross sales and establish relationships with agents, distri butors, franchisees, and suppliers Online trade shows Become useful in difficult economic and/or political circumstances Are obviously a less than adequate substitute for live trade shows CH18 price for International Markets Price Escalation- A disparity in pricing where goods shed higher cost in a foreign market than in the national market due to transportation and exporting costs. Price escalation can also refer to the sum of cost factors in the statistical distribution transmit which add up to a higher utmost cost for a product in a foreign market.The difference between the domestic price and the scrape price in foreign markets due to the employment of duties, dealer margins and/or other transaction costs. How can the effect of price escalation be lessened? Lowering cost of goods Manufacturing in a triad country Eliminating costly functional features Lowering overall product quality Lowering tariffs Reclassifying products into a different, and lower customs smorgasbord Mod ify product to qualify for a lower tariff rate within classification Requiring assembly or further processing Repackaging Lowering distribution costs Shorter channels Reducing or eliminating middlemen Using foreign trade governs to lessen price escalation Establish free trade zones (FTZs) or free ports exempt enclave not considered part of country Postpones payment of duties and tariffs Dumping To place (goods or stock, for example) on the market in large quantities and at a low price. Use of marginal (variable) cost pricing Selling goods in foreign country below the price of the same goods in the home market Gray Market- A market where a product is bought and sold remote of the manufacturers authorized trading channels.The unofficial trading of a companys shares , usually out front they are issued in an initial public digesting (IPO). Occur whenever price differences are greater than cost of transportation between two markets study problem for pharmaceutical companies Exclus ive distribution Transfer Pricing Prices of goods transferred from a companys operations or sales units in one country to its units elsewhere May be adjusted to enhance the final profit of company Benefits Lowering duty costs Reducing income taxes in high-tax countries Facilitating dividend repatriation when dividend repatriation is curtailed by government policy Objectives Maximizing profits for corporation Facilitating parent-company control Providing all levels of management control over profitability Arrangements for pricing goods for intracompany transfer gross sales at the local manufacturing cost plus a standard markup Sales at the cost of the most efficient producer in the company plus a standard markup Sales at negotiated prices develops-length sales using the same prices as quoted to independent customers Countertrade Types of countertrade Barter payment deals Counterpurchase or offset trade Product buyback agreement Problems of countertrading find out the value of an d potential have for the goods offered Barter houses The Internet and countertrading Electronic trade dollars Universal Currency/IRTA Proactive countertrade strategy Included as part of an overall market strategy Effective for exchange-poor countries Administered Pricing- The price of a good or service as dictated by a political or other governing agency. Administered prices are not determined by regular market forces of supply and withdraw. Ch16 Intergrated Marketing Communications and International Advertising 6) What are the four methods of promotion and how can they be used in nternational marketing? Integrated marketing intercourses (IMC) are serene of advertising, sales promotions, trade shows, personal selling, direct selling, and public relations Sales promotions-marketing activities that stimulate consumer purchases and improve retailer or middlemen effectiveness and cooperation Public relations (PR)-creating good relationships with the popular press and other media t o help companies communicate messages to their publics-customers, the universal public, and governmental regulators.Public relations firms billings in the international arena have been growing at double digit rates for some years. Handling such international PR problems as globular dieplace standards and product precaution recalls has become big business for companies serving large companies. International advertising- orbiculate kitty media advertising is a powerful tool for cultural change, and as such, it receives act scrutiny by a wide variety of institutions. What are the pros and cons of standardization, varyation and glocalization in international advertising?Standardization Pros Standardized marketing for global companies typically offers significant cost benefits. If the same message works universally, you dont have to spend money to develop customized marketing messages. While you would have to adapt the language to the local markets, the conceptual premise of your messages can remain constant. Also, if your pock theme is powerful and has global appeal, a standardized approach helps people around the world share in the value proposition you offer Cons Global marketing standardization is not sensible in all cases.If people use your products otherwise or if your brand message doesnt work everywhere, you need to be flexible. McDonalds, for instance, has been successful selling its western and American cultural appeal in some countries such as Russia, Japan and France. However, the fast food range of mountains has emphasized its relationship with local suppliers and management in some countries in the Middle East and elsewhere, where attitudes toward western and American stopping point are less welcoming. Globalization Pros The main benefit of globalization is that it lets you domain a lot more customers.As long as there is demand in an overseas market for a product or service your business offers, there is a customer base. A product that sel ls successfully at home will often do well in international markets, says Wesley Johnston, a marketing professor at Georgia evince University. Electronics and other tech products are examples of consumer goods that sell well on the global market. Cons Before taking your business worldwide, make sure there is a market for it. Consumers in other countries often have different preferences and postulate and capacity not have much interest in acquire your product.For example, if you sell Canadian flags, you might not find much demand in countries outside Canada. Another risk of going global is that it can be costly. This is especially true if you decide to set up operations in other countries. Finally, different countries have different regulatory standards. Products that can be made and sold freely in some markets might run up against stiff regulatory hurdles in other countries. Adaptation Explain the statement, The search for a global advertising bear on can be the spearhead of th e search for a coherent global marketing strategy. What types of errors are committed when advertisers attempt to go global? Consumer check Deceptive advertising Decency and blatant use of sex Self-regulation Government regulations What challenges look international advertisers when they attempt to develop creative and media strategies? Language is one of the major barriers to effective communication through advertising Translation challenges Low literacy in many countries Multiple languages within a country In-country testing with the target consumer group avoids problems caused by linguistic differences ) Can personal selling and sales promotion be standardized in international markets? What role do publicity and public relations play in international marketing? what are the three sources of personnel for international assignments and how can U. S. personnel be trained for such assignments? Expatriates- Numbers are declining Important for highly proficient or involved products High cost Cultural and legal barriers special number of high-caliber personnel willing to live overseas Virtual Expatriates- Manage operations in other countries but dont live there Local Nationals Transcend both cultural and legal barriers long-familiar with distribution systems and referral networks Headquarters personnel may ignore their advice Lack of availability Sales positions viewed negatively What are the differences in cultural values that can affect management practices in foreign cultures? How has the profile of global managers changed in recent years? Objectivity Separating people from the problem Competitiveness and equation Japanese show up to be the best negotiators with the highest profits Japanese appear to be more equitable with buyers Time The passage of time is viewed differently across cultures Describe the negotiation process. Stages 1. Non job Sounding Report 2. Task related exchange of info Sales Pitch Let the foreign counterparts bring up business E xpect a large number of questions but little feedback Allow periods of silence Use multiple communication channels find out the lack of, or the bluntness of negative feedback come over aggressive first offers with questions, not anger 3. Persuasion Handling of objectives Task-related data exchange versus persuasion Avoid threats, warnings, and other aggressive negotiation evasive action Avoid emotional outbursts Ask more questions Use third parties and learning channels of communication 4. Consensus & agreement The close Write down concession-making strategies Understand differences in decision-making styles In many cultures, no concessions are made until the end of the negotiations CH 15 International Marketing Channels 8 Describe the difference between traditional, import-oriented distribution systems and modern ones.Page 421 In an imported-oriented or traditional distributution an importer controls a fixed supply of goods, and the marketing system develops around the philo sophy of selling a limited supply of goods at high prices to a runty number of affluent customers. Describe the current Japanese System how can an international marketer secure a foothold in the Japanese System? Small retailers are considered to be the foundation of the Japanese distribution system. Distribution in Japan has long been considered the most effective nontariff barrier to the Japanese market.What are the pros and cons of using foreign vs. home country middlemen? contrasted Middlemen-Pros-shorter channels and deal with middlemen in constant contact with the market (page 434) space Country Middlemen-(domestic middlemen) companies relegate foreign market distribution to others. Offer many advantages for companies with small international sales book, those inexperienced with foreign markets, those not absent to become immediately involved with the complexities of international marketing, and those wanting to sell abroad with minimal financial and management commitment.C on- limited control over the full process. Page 431 What are the strategic goalthe 6Cs of channel strategy? page 436 COST CAPITAL REQUIREMENTS CONTROL COVERAGE CHARACTER tenaciousness How should you go about locating, selecting and motivating middlemen? page 438 Locating-productivity or volume, financial strength, managerial stability, and capability, and the nature and reputation of the business. Selecting-low volume or low potential volume hampers most prospects, many are underfinanced and some simply cannot be trusted.Motivating- motivational techniques that can be employed to maintain middlemen interest and support for the product may be grouped into five categories financial rewards, psychological rewards, communications, company support, and corporate rapport. What is the significance of the internet for international distribution and what issues must a prospective e-vendor consider? page 441 Internet is an important distribution method for multinational companies and a sour ce of products for businesses and consumers. Put the consumer in control of marketing and distribution globally 9What is the purpose of export restrictions? are limitations on the amount of money of goods exported to a specific country or countries by a government. Describe the process necessary to determine whether or not an export license is required? An export license is not required Define and explain the following boycott, free-trade zone (FTZ), maquiladoras, bill of lading, and foreign-freight forwarder. Boycott-is an act of voluntarily abstaining from using, buying, or dealing with a person, organization, or country as an expression of protest, usually for well-disposed or political reasons.Sometimes, it can be a form of consumer activism. Free-trade zone-customs interior (In a FTZ, payment of import duties is postponed until the product leaves the FTZ area and enters the country. Page 536 Maquiladora-is the Mexican name for manufacturing operations in a free trade zone (F TZ), where factories import material and equipment on a duty-free and tariff-free basis for assembly, processing, or manufacturing and then export the assembled, processed and/or manufactured products, sometimes back to the raw materials country of origin.Example given in class (Tijuana) Bill of lading-is a document used in the transport of goods by sea. It serves several purposes in international trade. Foreign-freight forwarder-is a person or company that organizes shipments for individuals or corporations to get goods from the manufacturer or producer to a market, customer or final point of distribution. Forwarders contract with a carrier to move the goods. A forwarder does not move the goods but acts as an expert in supply chain management What is physical distribution (logistics)?Involves more than the physical movement of goods. It includes the mending of plants and warehousing, transportation mode, inventory qualities and packing. What is the physical distribution concept? T akes into account the mutualness of the costs of each natural process a decision involving one activity affects the cost and efficiency of one or all others. Page 449 What are the pros and cons of the different modes of transport available to international marketers?