Developing a Global Vision
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Transcript Developing a Global Vision
Developing a Global Vision
chapter
3
Prepared by
Deborah Baker
Texas Christian University
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Learning Objectives
1. Discuss the importance of global
marketing.
chapter
3
2. Discuss the impact of multinational firms
on the world economy.
3. Describe the external environment facing
global marketers.
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Learning Objectives (continued)
4. Identify the various ways of entering the
global marketplace.
chapter
3
5. List the basic elements involved in
developing a global marketing mix.
6. Discover how the Internet is affecting
global marketing.
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Learning Objective
Discuss the importance of
global marketing.
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Global Marketing
Marketing that targets
markets throughout
the world.
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Global Vision
Recognize and react to international
marketing opportunities
Be aware of threats from
foreign competitors
Use international
distribution networks
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Importance of Global Marketing
U.S. exports a fifth of industrial
production and one-third of its farm
products
One of every sixteen jobs in U.S. is
supported by exports
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Importance of Global Marketing
A third of U.S. corporate profits is
from international trade and investment
Exports accounted for 20% of
growth in economic activity (1999)
U.S. is world’s leading exporter
of grain
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The Negatives of Global Trade
Millions of Americans have lost jobs
Millions fear losing jobs
Workers face pay-cut demands
Service and white-collar jobs are
vulnerable to operations move
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The Advantages of Global Trade
Rise from poverty for foreign nations
Per capita income increases
Productivity and living standard increase
Inflation not as threatening
Open economy spurs innovation
Export jobs may pay more
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Learning Objective
Discuss the impact of
multinational firms
on the world economy.
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Multinational Corporation
A company that is heavily
engaged in international
trade, beyond exporting
and importing.
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Multinational Advantage
Overcome trade problems
Sidestep regulatory problems
Shift production from one plant to
another
Tap new technology from around
the world
Save in labor costs
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Global Marketing Standardization
Production of uniform
products that can be
sold the same way
all over the world.
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Global Marketing Standardization
World markets are
becoming more alike
Standardized products can
be sold the same way worldwide
Successful companies may vary
products for global markets
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Learning Objective
Describe the external environment
facing global marketers.
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The External Environment
Culture
Environmental
Factors
Economic and
Technological
Development
Political Structure
Demographic
Makeup
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Natural
Resources
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Culture
The common set of values
shared by its citizens
that determine what is
socially acceptable.
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Culture
Language
Religion
Superstitions
Etiquette
Customs
Traditions
Notion of time
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Lessons About the Notion of Time
1. Know appropriate arrival time.
2. Understand the line between work time
and social time.
3. Study the rules of the waiting game.
4. Learn to reinterpret “doing nothing.”
5. Ask about accepted sequences.
6. Are people on clock time or
event time?
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Economic and
Technological Development
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Type of
Society
Description
Traditional
Agricultural, Little Upward Mobility
Pre-Industrial
Social and Economic Change
Takeoff
New Industries
Industrializing
Spread of Technology
Fully
Industrial
Exporter, Technology as Driver
of New Innovation
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Political Structure Extremes
No private ownership
Minimal individual freedom
Little central government
Maximum personal freedom
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Legal Considerations
Tariff
Quota
Boycott
Exchange Control
Legal Structures
Encourage or
Limit Trade
Market Grouping
Trade Agreement
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Legal Considerations
Exchange Control
A tax levied on goods entering
a country
Limit on the amount of a product
that can enter a country
Exclusion of products from
a country
Foreign exchange must be
sold to a control agency
Market Grouping
Common trade alliance
Trade Agreement
An agreement to stimulate
international trade
Tariff
Quota
Boycott
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Trade Agreements: Uruguay Round
Reduces tariffs by one-third worldwide
Patent/copyright protection
Services under international rules
Reduction of farm subsidies
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Political and Legal Considerations
Examples
Mercosur
European Union
NAFTA
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Demographic Makeup
Marketing
Considerations
Population density
Urban or rural
Personal income
Rise of global middle
class
Supply of professionals
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Natural Resources
Differences in natural resources create:
International dependencies
Shifts of wealth
Inflation and recession
Export opportunities if resources
are abundant
Stimulus for military intervention
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Learning Objective
Identify the various ways of entering
the global marketplace.
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Global Marketplace Questions
What are our options in selling
abroad?
How difficult is global marketing?
What are the potential risks
and returns?
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Why “Go Global”?
Earn additional profits
Leverage a unique product or
technological advantage
Possess exclusive market
information
Utilize “economies of scale”
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Risk Levels for Global Entry
Risk
Joint
Contract Venture
Manufacturing
Licensing
Export
Low
risk/
low
return
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Direct
Investment
High
risk/
high
return
Return
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Entering the Global Marketplace
Export
Sell domestically produced
products to buyers in other countries.
Licensing
Legal process allowing use of
manufacturing/patents/knowledge.
Contract
Manufacturing
Private-label manufacturing by a
foreign country
Joint Venture
Domestic firm buys/joins a foreign
company to create new entity.
Direct
Investment
Active ownership of a foreign
company/manufacturing facility.
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Export Intermediaries
Buyer for Export
Assumes all ownership risks and
sells globally for its own account.
Export Broker
Plays the traditional broker’s role
by bringing buyer and seller together.
Export Agent
Acts like a manufacturer’s agent for
the exporter in the foreign market.
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Learning Objective
List the basic elements involved in
developing a global marketing mix.
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Product and Promotion
Same
Message
Change
Message
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Same
Product
Change
Product
One Product
One Message
Product
Adaptation
Message
Adaptation
Product
Invention
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Pricing
Must consider transportation and
insurance costs, taxes and tariffs
Determine what customers will spend
Ensure that foreign buyers will
pay them
May need to simplify a product
to lower price
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Dumping
The sale of an exported
product at a price lower
than that charged for the
same or a like product
in the exporter’s
“home” market.
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Countertrade
A form of trade in which
all or part of the payment
for goods or services
is in the form of other
goods or services.
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Distribution Challenges
Japanese distribution system is the
most complicated in the world
Retail institutions may
differ from company’s
domestic market
Distribution channels and physical
infrastructure may be inadequate
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Learning Objective
Discover how the Internet is
affecting global marketing.
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Going Global
Internet e-commerce sites
Language translation software
Global shippers
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