1. INTERNATIONAL MARKETING MANAGEMENT SESSION 1: INTRODUCTION 1

2. COURSE OBJECTIVES TO EXAMINE ISSUES INVOLVED IN DEVELOPING A MARKETING STRATEGY FOR INTERNATIONAL AS OPPOSED TO A DOMESTIC MARKET, IE ON A MULTI-COUNTRY BASIS 2

3. KEY PERSPECTIVE STRATEGIC (IE COMPETITIVE) EVOLUTIONARY (IE STAGES) 3

4. COURSE OVERVIEW COURSE REQUIREMENTS Cases20% Exam30% International Marketing Plan 40% Class Participation 10% 4

5. GOING GLOBAL l Trend Toward Globalization of Markets l What Is International/Global Marketing? l How Does International Marketing Differ From Domestic Marketing? l How Does International Marketing Strategy Evolve Over Time? 5

6. GLOBALIZING MARKETS l Companies From Emerging and Industrializing Country Markets (India, Taiwan) Entering Global Markets l Small and Medium-sized Companies “Going Global” l Globalization Is Occurring in All Types of Industries (From Hamburgers to Football) 6

7. WHAT IS INTERNATIONAL MARKETING? INVOLVES PERFORMANCE OF MARKETING FUNCTIONS ACROSS NATIONAL BOUNDARIES l Physical Shipment of Goods and Services Not Essential l Some Transfer of Management Systems, Strategies and Communication Between Countries INCLUDES: l Exporting l Multi-domestic Marketing Operations l Global Integrated Marketing 7

8. Source: Ricks & Arpan, International Business Blunders (Columbus, Ohio: Grid, Inc.) MARKETING #1 IN INTERNATIONAL BLUNDERS? Marketing 41% Management26% Personnel17% Production6% Legal6% Finance4% 8

9. WHAT MAKES GLOBAL MARKETING DIFFERENT? OPERATIONS IN A MULTI-COUNTRY CONTEXT l Different Environments  Economic/Financial  Political/Legal  Social/Cultural l Differences in Competition l Different Marketing Infrastructures  Media  Distribution  Logistics NEED TO: l Adjust to These Differences 9

10. INTEGRATING FORCES OF TECHNOLOGY AND CHANGE YET: l Political and Economic Initiatives l Growth of International Communication (Satellite, TV, Fax, Internet) l Increased Travel, Interaction and Migration l Organizational Links Across Markets (Retailers, Manufacturers, Etc.) NEED TO: l Co-ordinate and Integrate Operations Across Markets 10

11. 11  Initial Entry  Local Market Expansion  Global Rationalization STAGES IN GLOBAL MARKETING STRATEGY STAGE 2 STAGE 3 STAGE 1