Beruflich Dokumente
Kultur Dokumente
GLOBAL MARKETING
4th Edition
What is this?
The entry modes by which the firm completely owns and controls the foreign entry mode are called ______.
Hierarchical modes
Hierarchical modes
Domestic-based representatives
Resident sales representatives Foreign sales subsidiary Sales and production subsidiary Region centres
Hollensen, Global Marketing 4e, Pearson Education 2008
12-4
What is this?
What type of sales representative resides in the home country of the manufacturer and travels abroad to perform the sales function?
12-5
12-6
12-7
What is this?
What term is used to refer to a local company owned and operated by a foreign company under the laws and taxation of the host country?
Subsidiary
12-8
12-9
12-10
12-11
12-12
12-13
What is this?
What term is used to refer to an organization which has integrated and coordinated its operations across national boundaries in order to achieve synergies on a global scale?
Transnational organization
12-14
Acquisition
Greenfield investment
12-15
Workforce considerations
Quality of living
Hollensen, Global Marketing 4e, Pearson Education 2008
12-16
12-17
Strategic renewal
12-18
12-19
12-20
Summary of acquisition
Advantages Quick access to
Distribution channels Labour force Management experience Local knowledge Local contacts Established brand names
12-22
12-23
12-24
Subcontractors
A person or firm that agrees to provide semi-finished products or services needed by another party to perform another contract to which the subcontractor is not a party Subcontractors differ from other SMEs in that Products are usually part of the end product, but not the complete product They do not have contact with end customers
13-25
Main contractors
Components
Sub-contractors
13-26
What is this?
An original equipment manufacturer (OEM) is the _____ of a _____.
Customer of a subsupplier
13-27
13-28
Degree of Coordination
Expanded subcontracting
Simple subcontracting
Low
Standard subcontracting
Low
Source:Source: adapted from Blenker and Christensen, 1994.
Task Complexity
High
13-29
Organizational dimensions which influence the relationship between buyer and seller
Relationship characteristics
13-30
Expansion
Commitment Dissolution
13-31
13-32
Causes of Dissolution
Operational and cultural differences Incompatibility among other employees Lack of capacity among other employees Opposition from people in power below CEOs Termination of personal relations
13-33
What is this?
What term is used to describe action on the part of the buyer to search for a supplier that is able to fulfill his or her needs?
Reverse marketing
13-34
13-35
Routes of internationalization
Route 1: Follow domestic customers
Route 2: Internationalization through supply chain of MNC Route 3: Internationalization in cooperation with domestic or foreign suppliers Route 4: Independent internationalization
Hollensen, Global Marketing 4e, Pearson Education 2008
13-36
Mazda splits its seat purchases between Delta Kogyo and Toyo Seat Company
Source: http://www.deltakogyo.co.jp/english/index.html
13-37
What is this?
What term refers to the complex international activity involving supplies or deliveries that contain a combination of hardware and software, which upon delivery, will constitute an integrated system that is able to produce the products the buyer requires?
Project export
13-38
13-39
Government institutions
13-40
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13-45