1. Mündliche Prüfung
BWL I
Marketing
12 SWS

2. Inhalt Leben und Studieren in Salisbury International Marketing
Business Marketing
Management of Multinational Business
Ausblick

3. Salisbury University

4. Classroom Karsten Business Marketing Int. Management Strategic Mgmt.
Entrepreneurship
Small Bus. Consulting
Business & Society
Int. Finance
Corporate Finance
Golf
Scuba Diving
Robert
Int. Marketing
Int. Management
Entrepreneurship
Int. Finance
Corporate Finance
Spanish I
Spanish II
Fund of CommunicationI
Interpers. Communication
Health&Fitness: Swimming
Timo
Int. Marketing
Business Marketing
Int. Management
Strategic Mgmt.
Entrepreneurship
Business & Society
Int. Finance
Corporate Finance
Scuba Diving

5. Undergraduate vs. Graduate Study and der SU
Durchschnittsalter:  
Anspruch: 
Aufwand: 

6. Das Pinehurst-Haus

7. International Marketing

8. The International Marketing Task7
Foreign environment
(uncontrollable)
Political/legal
forces 1
Economic
forces
Domestic environment
(uncontrollable) 2 7
Competitive
structure
Political/
legal
forces
(controllable)
Competitive
Forces
Cultural
forces
Price
Product
Environmental
uncontrollables
country market A 3
Channels of
distribution
Promotion
Environmental
uncontrollables
country
market B 6
Geography
and
Infrastructure
Level of
Technology
Economic climate
Environmental
uncontrollables
country
market C 4 5
Structure of
distribution

9. Multinational Cooperation
Free Trade Area: NAFTA
Customs Union: GATT
Economic Union: EU .
Political Union ??? (expl: US)
International Marketing

10. Economic Development The Age of High Mass Consumption
BEM – Big Emerging Markets (China, India)
Efforts of WTO (Mexico, Poland)
International Marketing

11. FCPA – Foreign Corrupt Practices Act
Bribery
FCPA – Foreign Corrupt Practices Act
US – Germany – Japan
International Marketing

12. Pricing Obstacles: Price Escalation (Costs of Exporting)
Inflation, Exchange Rates
Middle Man, Transportation
International Marketing

13. Japanese Distribution Structure
High Density Middlemen
Channel Control
Business Philosophy
Large-Scale Retail Store Law and Its Successor
Changes Effected by SII
International Marketing

14. Example: Pricing Skimming vs. Penetration Obstacles: Parallel Imports
Price Escalation (Costs of Exporting)
Inflation, Exchange Rates
Middle Man, Transportation
International Marketing

15. Business Marketing

16. Business Marketing Why study Business Marketing?
Business market is larger than the consumer market
Most graduates begin their careers with b2b firms
Need for innovative business marketing strategies
Business market differs from the consumer market
Business Marketing

17. Business Market vs. Consumer Market
Fewer and larger buyers purchase in large volume
Professional buying
Multiple buying influences
Complex negotiations
Close supplier-customer relationship
More direct channels of distribution
Business Marketing

18. The Organizational Buying Process
Business Marketing

19. Marketing Research Differences in Marketing Research
More firsthand information
Potential customers can be identified easily
Focus is less on product attributes, but on market potential and buying processes
Business Marketing

20. Price Planning and Strategy
Competitive bidding
Leasing
Discounts
Trade discounts
Quantity discounts
Cash discounts
Business Marketing

21. Distribution
Most manufactured business goods are sold directly to users
Indirect channels can be reasonable when
The market is widely scattered
Small orders
Goods made for inventory
Channel Conflicts
Second Product Lines Carried
Inventory Levels
Business Marketing

22. Promotion Professional Selling
Salespeople act as a link between manufacturer and customer
Long-term and relationship orientated
Other elements of the promotional mix just support personal selling
Business Marketing

23. Term Project: Marketing Plan
Karsten: Radio Frequency Identification Systems
Timo: Electronic Fingerprint Access Control
Business Marketing

24. Management of Multinational Business

25. Management of Multinational Business
Management-Praktiken sind nicht überall gleich!
In Mexiko sank die Leistung eines Fabrikarbeiters nach der Einführung von Leistungslohn drastisch...

26. Ansatz Werte (values) Prämissen (assumptions) Management Concept
Organization
Labor Relations HR
Motivation
Negotiation
Leadership
Ethics
Communication
Management of Multinational Business

27. Example: Singapore Values Assumptions
Uncertainty Avoidance
Low
High
Self-Orientation
Individualism
Collectivism
Power Distance
Assertiveness
Masculine
Feminine
Assumptions
Environment
Control
Submit
Human Nature
Good
Evil
Time
Monochronic
Polychronic
Space
Privat
Public
Context
Low
High
Management of Multinational Business

28. Consequences for Organization
High Power Distance  Centralization
Low Uncertainty Avoidance  Less formalization
Collectivism  Loyalty to organization & ongoing business relationships
Management of Multinational Business

29. Consequences for Leadership
High Power Distance  Autocratic leadership style
Low Uncertainty Avoidance +  Achievement motivation:
Masculine Culture More autonomy
Challenges
Pay by individual performance
Management of Multinational Business

30. On the way to Germany... The first student
Prof. Hoffman, Prof. Adams + class

31. Alumni-Webpage
Für Erinnerungen, zum Kennenlernen und Einleben in Salisbury

32. Danke! Ein herzliches Dankeschön an
Prof. Trommsdorff, Justin Becker und Jutta Gbur