International marketing and export management

Cover......Page 1
Title page......Page 4
Copyright page......Page 5
Brief contents......Page 8
Contents......Page 10
Preface......Page 16
About the authors......Page 20
List of abbreviations......Page 21
Publisher’s acknowledgements......Page 25
Chapter 1 International marketing and exporting......Page 28
 Introduction......Page 29
 Five reasons why rapid growth in international business will continue to be the norm rather than the exception......Page 33
 Increasing competitive demands on business worldwide......Page 38
 Problems and needs......Page 41
 Being effective: the nature and practice of international marketing......Page 44
 Export marketing planning and strategy......Page 55
 The impact of technology......Page 62
 Entrepreneurial approaches to international marketing......Page 65
 The growth of non-traditional exports......Page 68
 Purpose and approach of the book......Page 73
 Appendix: The worldwide recession and recovery of 2007–2016......Page 74
 Questions for discussion......Page 75
 References......Page 76
 Further reading......Page 79
 Case study 1.2 New United Motors Manufacturing Inc.......Page 80
 Case study 1.3 Export of art goods from Hungary......Page 90
 Case study 1.4 eBay, Inc.......Page 91
 Case study 1.5 Dell, Inc.......Page 94
 Introduction......Page 99
 Potential benefits from export marketing......Page 100
 International trade theories......Page 103
 Export behavior theories and motives......Page 111
 The development of export in the firm: internationalization stages......Page 119
 Exporting and the network model......Page 121
 Ethical/moral issues......Page 124
 Social responsibility and the business environment......Page 129
 Questions for discussion......Page 138
 References......Page 139
 Further reading......Page 141
 Case study 2.1 BP......Page 142
 Case study 2.2 Toyota Motor Corporation......Page 147
 Case study 2.3 GlaxoSmithKline PLC......Page 149
 Introduction......Page 154
 Culture and the socio-cultural environment......Page 155
 Economic forces......Page 170
 Competition......Page 176
 References......Page 180
 Further reading......Page 182
 Case study 3.1 Supreme Canning Company......Page 183
 Case study 3.2 Ford Motor Company......Page 185
 Introduction......Page 189
 Role of government......Page 190
 Economic integration......Page 206
 References......Page 211
 Further reading......Page 212
 Case study 4.1 Avon Products, Inc. (A)......Page 213
 Case study 4.2 Woberg Company......Page 219
Chapter 5 Market selection: definition and strategies......Page 221
 Introduction......Page 222
 Market definition and segmentation......Page 226
 Market selection process, procedure, and strategy......Page 233
 Foreign market portfolios: technique and analysis......Page 253
 Questions for discussion......Page 257
 References......Page 258
 Case study 5.1 IKEA......Page 261
 Case study 5.2 7-Eleven Japan......Page 264
 Case study 5.3 Better Way Company Limited......Page 267
 Introduction......Page 270
 Export marketing research......Page 274
 References......Page 291
 Further reading......Page 293
 Case study 6.1 SAN A/S......Page 294
 Case study 6.2 Aquabear AB......Page 296
 Introduction......Page 298
 Entry as a channel decision......Page 299
 Importance of the entry decision......Page 300
 Entry as a strategy......Page 304
 Factors influencing choice of entry mode......Page 312
 Managing the channel......Page 320
 Selecting the entry mode......Page 322
 Summary......Page 324
 References......Page 325
 Further reading......Page 327
 Case study 7.1 Avon Products, Inc. (B)......Page 328
 Case study 7.2 Klako Group......Page 330
 Introduction......Page 332
 Indirect export......Page 335
 Direct export......Page 348
 Foreign sales branch......Page 352
 Online technologies......Page 362
 Gray market exporting......Page 365
 Measuring performance......Page 368
 Questions for discussion......Page 370
 References......Page 371
 Further reading......Page 373
 Appendix: Developing an export plan......Page 374
 Case study 8.1 Sinova Management Consultancy Ltd.......Page 376
 Case study 8.2 Quint Winery......Page 377
 Case study 8.3 Nestlé......Page 380
 Case study 8.4 Urban Outfitters......Page 383
 Introduction......Page 385
 Alternative modes of entry......Page 387
 Manufacturing facilities......Page 389
 Assembly operations......Page 402
 Strategic alliances......Page 404
 Choosing between alternatives......Page 420
 Questions for discussion......Page 422
 References......Page 423
 Further reading......Page 426
 Case study 9.1 GG Farm Machinery Company......Page 427
 Case study 9.2 VW in China......Page 428
 Case study 9.4 Wah Shing Toys......Page 432
Chapter 10 Product decisions......Page 434
 Product policy......Page 435
 Product planning and development......Page 436
 Product mix decisions......Page 453
 Standardization versus adaptation......Page 461
 Packaging......Page 468
 Brand image......Page 474
 International consumer behavior and origin......Page 482
 Summary......Page 491
 Questions for discussion......Page 492
 References......Page 493
 Further reading......Page 497
 Case study 10.1 Tata Motors and Tata Daewoo......Page 498
 Case study 10.2 General Motors, GM Daewoo, and Hyundai......Page 499
 Case study 10.3 The Pampered Chef......Page 500
 Case study 10.4 The internationalization of Chinese brands......Page 503
 Case study 10.5 Royal Philips Electronics......Page 506
 Case study 10.6 The Boeing Company......Page 507
 Introduction......Page 510
 Fundamental export pricing objectives and strategies......Page 512
 Determinants of an export price......Page 517
 Relation of export to domestic price policies......Page 532
 Exchange rate changes, currency issues, and hedging......Page 538
 The price quotation......Page 542
 Transfer pricing......Page 548
 Summary......Page 552
 References......Page 553
 Case study 11.1 RAP Engineering and Equipment Company......Page 555
 Case study 11.2 The Capitool Company......Page 556
 Case study 11.3 Strato Designs......Page 559
 Introduction......Page 561
 Export financing terms of payment......Page 562
 Export credit insurance......Page 565
 Countertrade......Page 566
 Summary......Page 572
 References......Page 575
 Case study 12.1 Tainan Glass Manufacturing Company......Page 576
 Case study 12.2 Arion Exports......Page 577
 Introduction......Page 589
 Export marketing promotion and communication decisions......Page 592
 Alternative techniques of promotion......Page 599
 Promotional programs and strategy......Page 622
 Standardization or adaptation?......Page 626
 Advertising transference......Page 633
 Management issues......Page 635
 Summary......Page 636
 Questions for discussion......Page 637
 References......Page 638
 Further reading......Page 639
 Case study 13.1 Christa Clothing International......Page 640
 Case study 13.2 Nove Ltd......Page 644
 Case study 13.3 Eli’s Cheesecake Company......Page 646
 Case study 13.4 Kraft Foods......Page 650
 Introduction......Page 651
 Handling the export order......Page 654
 Physical distribution......Page 657
 Logistics and the systems concept......Page 661
 Structure of international physical distribution......Page 668
 References......Page 694
 Further reading......Page 695
 Case study 14.1 Jaguar Electronics, Inc.......Page 696
 Case study 14.2 Primex Marketing, Inc.......Page 698
 Case study 14.3 EFI Logistics......Page 701
Glossary......Page 703
Index......Page 720