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© 2005 Prentice Hall8-1 Chapter 8 Exporting, Importing, and Sourcing Power Point by Kris Blanchard North Central University
© 2005 Prentice Hall 8-2 Introduction Export Selling vs. Export Marketing –Export selling involves selling the same product, at the same price, with the same promotional tools in a different place –Export marketing tailors the marketing mix to international customers
© 2005 Prentice Hall 8-3 Introduction Requirements for Export Marketing –An understanding of the target market environment –The use of market research and identification of market potential –Decisions concerning product design, pricing, distribution and channels, advertising, and communications
© 2005 Prentice Hall 8-4 Organizational Export Activities The firm is unwilling to export; it will not even fill an unsolicited export order The firm fills unsolicited export orders but does not pursue unsolicited orders. Such a firm is an export seller. The firm explores the feasibility of exporting (this stage may bypass Stage 2). The firm exports to one or more markets on a trial basis.
© 2005 Prentice Hall 8-5 Organizational Export Activities The firm is an experienced exporter to one or more markets After this success, the firm pursues country- or region-focused marketing based on certain criteria The firm evaluates global market potential before screening for the “best” target markets to include in its marketing strategy and plan
© 2005 Prentice Hall 8-6 National Policies Governing Exports and Imports Top 15 Apparel and Textile Exporting Countries to the United States, 2000 ($ billions)
© 2005 Prentice Hall 8-7 Government programs that support Exports Tax incentives Subsidies Governmental assistance
© 2005 Prentice Hall 8-8 Governmental Actions to Discourage Imports and Block Market Access Tariffs Import controls Nontariff barriers –Quotas –Discriminatory procurement policies –Restrictive customs procedures –Arbitrary monetary policies –Restrictive regulations
© 2005 Prentice Hall 8-9 Tariff Systems Single-column tariff –Simplest type of tariff –Schedule of duties in which rate applies to imports from all countries on the same basis Two-column tariff –General duties plus special duties apply
© 2005 Prentice Hall 8-10 Tariff Systems Sample Rates of Duty for U.S. Imports
© 2005 Prentice Hall 8-11 Preferential Tariff Reduced tariff rate applied to imports from certain countries GATT prohibits the use, with 3 exceptions: –Historical preference arrangements already existed –Preference is part of formal economic integration treaty –Industrial countries are permitted to grant preferential market access to LDCs
© 2005 Prentice Hall 8-12 Customs Duties Ad valorem duty –Expressed as percentage of value of goods Specific duty –Expressed as specific amount of currency per unit of weight, volume, length, or other units of measurement Compound or mixed duties –Apply both ad valorem and specific on the same items
© 2005 Prentice Hall 8-13 Other Duties and Import Charges Anti-dumping Duties –Dumping is the sale of merchandise in export markets at unfair prices –Special import charges equal to the dumping margin Countervailing duties Variable Import Levies Temporary Surcharges
© 2005 Prentice Hall 8-14 Key Export Participants Foreign purchasing agents Export brokers Export merchants Export management companies Export distributor Export commission representative Cooperative exporter Freight forwarders Manufacturer’s export representatives
© 2005 Prentice Hall 8-15 Organizing for Exporting in the Manufacturer’s Country Exports can be handled –As a part-time activity performed by domestic employees –Through an export partner –Through an export department –Through an export department within an international division –For multi-divisional companies, each possibility exists for each division
© 2005 Prentice Hall 8-16 Organizing for Exporting in the Market Country Direct market representation –Advantages: control and communications Representation by independent intermediaries –Advantages: best for situations with small sales volume
© 2005 Prentice Hall 8-17 Export Financing and Methods of Payment Documentary credits (letter of credit) Documentary collections (bill of exchange) Cash in advance Sales on open account Sales on consignment basis
© 2005 Prentice Hall 8-18 Flow Chart of Documentary Credit
© 2005 Prentice Hall 8-19
© 2005 Prentice Hall 8-20 Sourcing Must emphasize benefits of sourcing from country other than home country Must assess vision and values of company leadership Advantage can be gained by –Concentrating some of the marketing activities in a single location –Leveraging company’s know-how –Tapping opportunities for product development and R&D
© 2005 Prentice Hall 8-21 Factors that Affect Sourcing Management Vision Factor costs and conditions Customer Needs Logistics Country infrastructure Political risk Exchange rate, availability, and convertibility of local money
© 2005 Prentice Hall 8-22 Looking Ahead to Chapter 9 Global Market Entry Strategies: Licensing, Investment, and Strategic Alliances
Chapter 8 Exporting, Importing, and Sourcing. 8-2 Introduction This chapter looks at Export selling and export marketing Organizational export activities.
Global Marketing Warren J. Keegan Mark C. Green Global Marketing Warren J. Keegan Mark C. Green Importing, Exporting, and Sourcing Chapter 8 © 2015 by.
1 Importing, Exporting, and Sourcing Global Marketing Chapter 8.
International business, 5 th edition chapter 9 formulation of national trade policies.
1 The Exporting Process Check for U.S. export requirements Arrange for payment Exporting Considerations Physical Distribution Considerations Packing &
© 2005 Prentice Hall12-1 Chapter 12 Global Marketing Channels and Physical Distribution Power Point by Kristopher Blanchard North Central University.
Chapter 18 Creating Competitive Advantage. Topics to Cover Balancing Customer and Competitor Orientations.
Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall i t s good and good for you Chapter Nineteen The Global Marketplace.
Foundations of Chapter M A R K E T I N G Copyright © 2003 by Nelson, a division of Thomson Canada Limited. Global Marketing 20.
International Business Chapter 4. Independent Practice Research the U.S. Customs and Border Protection Department Examine and explain 2 regulations regarding.
Global Edition Chapter Nineteen The Global Marketplace Copyright ©2014 by Pearson Education.
1 CHAPTER VI BUSINESS- GOVERNMENT TRADE RELATIONS INTERNATIONAL BUSINESS.
International Marketing Chapter 15 Exporting and Logistics: Special Issues for Business.
Chapter 13: Global Aspects 1 Copyright 2002 Prentice Hall Publishing Company Global Aspects of Entrepreneurship.
Chapter 12 Global Marketing Strategies Copyright 2006 Prentice Hall Publishing Company 1 Global Marketing Strategies.
Part Two The Global Environment and Social and Ethical Responsibilities 5 Global Markets and International Marketing.
SEGMENTATION, TARGETING, AND POSITIONING 1 Global Marketing Chapter 7.
Chapter Fifteen The Global Marketplace. Roadmap: Previewing the Concepts Copyright 2007, Prentice Hall, Inc Discuss how the international trade.
Business-Government Trade Relations. © Prentice Hall, 2006International Business 3e Chapter Chapter Preview Describe the political, economic and.
1 Chapter 19 The Global Marketplace. 2 Global Marketing into the Twenty-First Century The world is shrinking rapidly with the advent of faster communication,
First edition Global Economic Issues and Policies PowerPoint Presentation by Charlie Cook Copyright © 2004 South-Western/Thomson Learning. All rights reserved.
Part 1 Business in a Changing World © 2015 McGraw-Hill Education.
The Global Marketplace 19 Principles of Marketing.
Chapter 6 Business-Government Trade Relations. © Prentice Hall, 2008International Business 4e Chapter Describe the political, economic, and cultural.
Chapter 7 Reaching Global Markets 7 | 3Copyright © Houghton Mifflin Company. All rights reserved. Objectives Understand global marketing strategy Analyze.
©2004 Prentice Hall9-1 Chapter 9: Formulation of National Trade Policies International Business, 4 th Edition Griffin & Pustay.
Foundations of Chapter M A R K E T I N G Copyright © 2003 by Nelson, a division of Thomson Canada Limited. Managing the Pricing Function 14.
Slide 6.1 Alan M Rugman and Simon Collinson, International Business, 5 th Edition, © Pearson Education Limited 2009 International trade Chapter 6.
The Global Marketplace Chapter Objectives Understand how the international trade system, economic, political- legal, and cultural environments.
Exporting and Logistics: Special Issues for Business Chapter 15 McGraw-Hill/Irwin© 2005 The McGraw-Hill Companies, Inc. All rights reserved.
Chapter 12: International 1Copyright 1999 Prentice Hall Publishing Company International Opportunities for Small Business.
Copyright © 2012 Pearson Education. Chapter Nineteen The Global Marketplace.
Business Essentials 9e Ebert/Griffin The Global Context of Business chapter four.
Copyright © 2012 Pearson Education, Inc. publishing as Prentice Hall 6 Business- Government Trade Relations.
How can a business get involved in international trade? by importing, exporting and/or setting up shop in a foreign country. World Trade Organization-
Marketing Management International Marketing Paul Dishman, Ph.D. Department of Business Management Marriott School of Management Brigham Young University.
Exporting and Logistics: Special Issues for Business Chapter 15 McGraw-Hill/Irwin© 2005 The McGraw-Hill Companies, Inc. All rights reserved. PowerPoint.
Chapter 3 Trade Distortions and Marketing Barriers.
The Global Marketplace Global Marketing in the 21 st Century The world is shrinking rapidly with the advent of faster communication, transportation,
Global Global Marketing Definition Global Firm A firm that, by operating in more than one country, gains R&D, production, marketing,
Copyright © 2005 Pearson Education Inc. The Global Marketplace Chapter 18 PowerPoint slides Express version Instructor name Course name School name Date.
Chapter 6 Tariffs. Copyright © 2007 Pearson Addison-Wesley. All rights reserved. 6-2 Topics to be Covered Types of Commercial Policies Tariffs and Types.
Chapter 10 - slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Ten Pricing: Understanding and Capturing Customer Value.
Chapter 19 - slide 1 Copyright © 2009 Pearson Education, Inc. Publishing as Prentice Hall Chapter Nineteen The Global Marketplace.
Principles of Marketing Lecture-41. Summary of Lecture-40.
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