International Business chapter131

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1、Chapter13selectingandmanagingentrymodesMaincontentInthischapter,weexplorethefollowingthreecategoriesofentrymodes:1exporting,importing,andcountertrade2contractualentrymodes3investmententrymodes1exporting,importing,andcountertradeThreereasonsthatwhycompaniesexport(1)expandsales.Domesticmarkethasbecom

2、esaturated.Goinginternationalisonewaytoachieveeconomiesofscale.(2)diversifysales.Theycanoffsetsalesinonenationalmarketwithincreasedsalesinanother.(3)gainexperience.Companiesuseexportingasalow-cost,low-riskwaytogainvaluableinternationalexperience.Developinganexportstrategy:afour-stepmodel(1)identify

3、apotentialmarket.Chapter12.performmarketresearchandinterprettheresults.Focusononeoronlyafewmarket.(2)matchneedstoabilities.Satisfytheneedsofthelocalmarket.Ifnot,ruleoutentryintothemarket.(3)initiatemeetings.Holdingmeetingsearlywithpotentiallocaldistributors,buyersisamust.Buildingtrusts.Makingnegoti

4、ations,agreementsandsigningcontracts.(4)commitresources.Itistimetoputthecompany’shuman,financial,andphysicalresourcetowork.Chapter11.Degreeofexportinvolvement(1)directexport.Acompanysellsitsproductsdirectlytobuyersinatargetmarket.Notusers.a):salesrepresentatives.Theyarehiredbyacompanyandarecompensa

5、tedwithafixedsalarypluscommissionsbasedonthevalueoftheirsales.b):distributors.Reduceanexporter’srisk.Wakenanexporter’scontroloverthepricebuyer’sarecharged.(2)indirectexport.Sellproductstointermediarieswhoreselltobuyers.a):agents.Individualsororganizationsrepresentoneormoreindirectexportersinatarget

6、market.compensatedintheformofcommissionsonthevalueoftheirsales.Carefulselection.Agentsoftenrepresentseveralindirectexporterssimultaneously.b):exportmanagementcompanies(EMC)Companythatexportsproductsonbehalfofindirectexporters.Restrictedtoexport-relatedactivities.EMCservices:gatheringmarketinformati

7、on,formulatingpromotionalstrategies,performingspecificpromotionalduties,researchingcustomercredit,makingshippingarrangements,coordinatingexportdocuments.Advantage:deepunderstandingofconditionsofthetargetmar