1. Uncertainty Tolerant Thrive on Dynamism Business-management is an “art” or “craft”. Business-management is a “science”. Uncertainty Avoidant - Need for Stability Collective Personality Grid 18% 12% 38% 2% 30%

2. International Management F Motives/Benefits of Going International F International Entry Modes F International Strategy

3. Reasons to Go International Proactive Reasons F Unique product F Technological advantage F Economies of scale F Growing foreign markets F Exclusive information F Attack rivals on home turf Reactive Reasons F Competitive pressure F Overcapacity F Declining domestic sales F Saturated home market F Under attack from foreign rivals

4. Going Global ROI % Foreign Sales/ Total Sales

5. Foreign Market Entry Modes F Export F Licensing F Joint Venture F WOS –Acquisition –Greenfield

6. Entry Mode Framework F Strategic Importance F Stand-alone Attractiveness F Resources-Control-Risk Tradeoff

7. Strategic Importance of Country F Home market of global customers F Home market of global rivals F Significant market of global rivals F Major source of innovation F Demanding/sophisticated customers F Factor-cost advantages F Other: marketing/sales, R&D

8. Stand-alone Attractiveness F Size F Growth F Product acceptance F Cultural Similarity F Low risk F Other factors?

9. Entry Mode Decision Framework Licensing Exporting Direct Intermediaries EMC Trading Co. Joint Venture Wholly-owned Subsidiary Control Resources Risk Dissem. Risk Low High Low High

10. Entry Mode Decision Matrix Hi Lo HiLo Strategic Importance of Country Stand-alone Attractiveness of Country Lo Hi Resources, Control, Risk

11. Electra and Entry into Central Europe F Export F Licensing F Joint Venture F WOS –Acquisition –Greenfield