International Marketing 17th Edition

Chapter 01 - The Scope and Challenge of International Marketing Chapter 1 The Scope and Challenge of International Marketing Teaching Objectives As an introductory chapter, the broad goal is to provide a view of international marketing that sets the boundaries and scope of the course. The teaching objectives are to: 1. Provide students with a

Chapter 01 - The Scope and Challenge of International Marketing Discussion Questions 1. Define: International marketing Foreign uncontrollables Controllable elements Marketing relativism Uncontrollable elements Self-reference criterion (SRC) Domestic uncontrollables Global awareness 2. . . . the marketers task is the same whether applied in Dime Box, Texas, or Dar es Salaam, Tanzania. Discuss. The only difference between domestic

Chapter 10 Europe, Africa, and the Middle East Teaching Objectives The two most important trends in international marketing today are the emerging markets discussed in Chapter 9 and the creation and growing importance of the multinational regional market alliances. The EU has continued to evolve despite serious wrangling among its members but more far

Chapter 10 Europe, Africa, and the Middle East Discussion Questions 1. Define: Multinational market regions Free-trade area European Parliament Customs unionSingle European Act Common marketPolitical unionMaastricht treatyTreaty of Amsterdam European Parliament Customs unionSingle European Act Common marketPolitical unionMaastricht treatyTreaty of Amsterdam European Parliament Customs union Single European Act Common market Political union Maastricht treaty Treaty of Amsterdam 2. Elaborate on the

Chapter 11 The Asia Pacific Region Teaching Objectives Because more than half the people on the planet live in this region it deserves a chapter focused on it characteristics. The Asia Pacific Region is also the fastest growing area of the world, particularly lead by China. Also, because great poverty is part of the

Chapter 11 The Asia Pacific Region Discussion Questions 1. Define: The Greater China Bottom-of-the-Pyramid Markets Purchase price parity (PPP) Four Asian Tigers ASEAN+3 APEC The Greater China Bottom-of-the-Pyramid Markets Purchase price parity (PPP) Four Asian Tigers ASEAN+3 APEC The Greater China Bottom-of-the-Pyramid Markets Purchase price parity (PPP) Four Asian Tigers ASEAN+3 APEC 2.

Chapter 12 Global Marketing Management: Planning and Organization Teaching Objectives An issue facing many multinationals today is how to compete in an increasingly competitive global market. Whether a small company or one of the giants, staying competitive means constantly re-accessing marketing strategies. How product, promotion, distribution, and pricing strategies evolve in international marketing is dependent

Chapter 12 Global Marketing Management Discussion Questions 1. Define: Licensing Corporate planning FranchisingDirect exporting Joint VentureStrategic planningIndirect exporting SIATactical planning Corporate planning FranchisingDirect exporting Joint VentureStrategic planningIndirect exporting SIATactical planning Corporate planning Franchising Direct exporting Joint Venture Strategic planning Indirect exporting SIA Tactical planning 2. Define strategic planning. How is strategic planning different for international marketing than domestic marketing? Strategic planning

Chapter 13 Products and Services for Consumers Teaching Objectives Products and services, the first part of the marketing mix to be discussed, is covered here with consumer products and services, and the next chapter on industrial products and services. An overall point that needs to be made with these two chapters is that companies

Chapter 13 - Products and Services for Consumers Discussion Questions 1. Define the following terms and show their significance to international marketing: Diffusion InnovationProduct Component Model Green marketingQuality Product HomologationGlobal brand Diffusion InnovationProduct Component Model Green marketingQuality Product HomologationGlobal brand Diffusion Innovation Product Component Model Green marketing Quality Product Homologation Global brand 2. Debate the issue of global versus

Chapter 14 Products and Services for Businesses Teaching Objectives The overall objective of this chapter is to illustrate how the differences in the motives between buyers of consumer products and industrial goods and services place different emphasis on the marketing of these products. It is important to stress that much of what has been

Chapter 14 Products and Services for Businesses Discussion Questions 1. Define the following terms and show the significance to international marketing: Derived demand ISO 9000Price-quality relationship Relationship marketingClient followers Derived demand ISO 9000Price-quality relationship Relationship marketingClient followers Derived demand ISO 9000 Price-quality relationship Relationship marketing Client followers 2. What are the differences between consumer and industrial goods and

Chapter 15 International Marketing Channels Teaching Objectives In some markets the distribution system may be the single biggest impediment to successful marketing. An inadequate distribution system may make the cost of reaching some consumers so high that it puts the price of the product out of reach of the market. In China, for example,

Chapter 15 International Marketing Channels Discussion Questions 1. Define: Distribution process Distribution structureLarge-Scale Retail Store LawComplementary marketingAgent middlemenMerchant middlemenHome country middlemenDealerExport management company (EMC)Export Trading Company Act (ETC) Distribution structureLarge-Scale Retail Store LawComplementary marketingAgent middlemenMerchant middlemenHome country middlemenDealerExport management company (EMC)Export Trading Company Act (ETC) Distribution structure Large-Scale Retail Store Law Complementary marketing Agent middlemen Merchant middlemen Home country middlemen Dealer Export management

Chapter 16 Integrated Marketing Communications and International Advertising Teaching Objectives The debate on the merits of standardization compared to modification of international advertising has always seemed to be a fallacious issueit seems obvious that it is best to standardize any marketing activity whenever possible but, on the other hand, if there is any activity

Chapter 16 - Integrated Marketing Communications and International Advertising Discussion Questions 1. Define: AdvertisingPublic relations Sales promotionIntegrated marketing communicationsNoise AdvertisingPublic relations Sales promotionIntegrated marketing communicationsNoise Advertising Public relations Sales promotion Integrated marketing communications Noise 2. Perhaps advertising is the side of international marketing with the greatest similarities from country to country throughout the world. Paradoxically, despite its many similarities, it

Chapter 17 Personal Selling and Sales Management Teaching Objectives The problems of managing marketing and sales personnel in global markets is the focus of this chapter. The unique qualities of American management thinking are contrasted with the variety of cultural contexts in which American executives must operate around the world. The teaching objectives are: 1)

Chapter 17 - Personal Selling and Sales Management Discussion Questions 1. Define: Relationship marketing TCNExpatriate Work CouncilsLocal nationalsSeparation allowance Relationship marketing TCNExpatriate Work CouncilsLocal nationalsSeparation allowance Relationship marketing TCN Expatriate Work Councils Local nationals Separation allowance Repatriation 2. Why may it be difficult to adhere to set job criteria in selecting foreign personnel? What compensating actions might be necessary?

Chapter 18 Pricing for International Markets Teaching Objectives Basic pricing policy questions that arise from the special cost, market, and competitive factors in foreign markets are the focus of this chapter. The additional costs of international marketing that lead to price escalation and ways to minimize these costs and countertrades as a special pricing

Chapter 18 - Pricing for International Markets Discussion Questions 1. Define: Dumping Skimming Countervailing duty CountertradeParallel marketGray MarketVariable-cost pricingPenetration pricingPrice Escalation Full-cost pricingExclusive distribution BarterCartelForfaitingLetter of CreditBills of ExchangeAdministered pricing Countervailing duty CountertradeParallel marketGray MarketVariable-cost pricingPenetration pricingPrice Escalation Full-cost pricingExclusive distribution BarterCartelForfaitingLetter of CreditBills of ExchangeAdministered pricing Countervailing duty Countertrade Parallel market Gray Market Variable-cost pricing Penetration pricing Price Escalation Full-cost

Chapter 19 Negotiating with International Customers, Partners, and Regulators Teaching Objectives The main thrust of this last chapter is the recognition that all international marketing strategies and plans are implemented via negotiations with managers, partners, and customers from foreign countries. Cross- cultural negotiation skills are a key attribute of the successful international executive. The

Chapter 19 - Negotiating with International Customers, Partners, and Regulators Discussion Questions 1. Define: StereotypesBATNANon-task soundingTask-related information exchangeCreativity in negotiations StereotypesBATNANon-task soundingTask-related information exchangeCreativity in negotiations Stereotypes BATNA Non-task sounding Task-related information exchange Creativity in negotiations 2. Why can cultural stereotypes be dangerous? Give some examples. Cultural stereotypes are quite commonthe aggressive American, the quite Japanese, the pushyBrazilian. Often there is

Chapter 2 The Dynamic Environment of International Trade Teaching Objectives This chapter has a short history of international trade. Included is a history of GATT and the role of multinationals from the end of World War II through the present time and beyond. The aim of this chapter is to provide a brief overview

Chapter 02 - The Dynamic Environment of International Trade Discussion Questions 1. Define: GATT Protectionism Balance of payments IMFNontariff barriersCurrent Account Voluntary export restraint (VER)Tariff WTO Balance of payments IMFNontariff barriersCurrent Account Voluntary export restraint (VER)Tariff WTO Balance of payments IMF Nontariff barriers Current Account Voluntary export restraint (VER) Tariff WTO 2. Discuss the globalization of the U.S. economy. Americas

Chapter 3 History and GeographyThe Foundations of Culture Teaching Objectives Understanding the geography and history of a country can help a marketer have a better appreciation for many of the characteristics of its culture. A culture of a people evolves in response to the environment which it confronts. The geography of a country, its

Chapter 03 - History and GeographyThe Foundations of Culture Discussion Questions 1. Define: Manifest Destiny Sustainable development Roosevelt CorollaryExpropriationGreen-house gas emissionsRural/urban migrationMonroe DoctrineOpium WarsConfucian philosophyTaiping Rebellion Roosevelt CorollaryExpropriationGreen-house gas emissionsRural/urban migrationMonroe DoctrineOpium WarsConfucian philosophyTaiping Rebellion Roosevelt Corollary Expropriation Green-house gas emissions Rural/urban migration Monroe Doctrine Opium Wars Confucian philosophy Taiping Rebellion 2. Why study geography in international marketing? Geography is a

Chapter 4 Cultural Dynamics in Assessing Global Markets Teaching Objectives Culture in this text is defined in an anthropological sense in that culture refers to the entire social heritage of a group of people. Thus, culture includes a countrys economy, society, behavior, etc. It is imperative for international marketers to learn to appreciate the

Chapter 04 - Cultural Dynamics in Assessing Global Markets Discussion Questions 1. Define: Cultural sensitivity Culture Cultural values Cultural congruence Cultural borrowingLinguistic distanceAestheticsSocial institutions Planned change Cultural congruence Cultural borrowingLinguistic distanceAestheticsSocial institutions Planned change Cultural congruence Cultural borrowing Linguistic distance Aesthetics Social institutions Planned change 2. Which role does the marketer play as a change agent? Whether or not the marketer is aware

Chapter 5 Culture, Management Style, and Business Systems Teaching Objective Business customs within a country are an extension of the countrys culture. There are many similarities in how business is conducted from country to country but the differences, if not properly adjusted for, often cause enormous problems. It is not necessary for a business person

Chapter 05 - Culture, Management Style, and Business Systems Comments and Suggestions 1. We begin the discussion of this chapter by stressing the importance of tolerance when dealing with cultural differences and a need to gain insight into where the other person is coming from. The key is to remain yourself but be aware

Chapter 6 The Political Environment: A Critical Concern Teaching Objectives All the cultural elements are important in international marketing but the political element is by far the most pervasive and must always be examined from both domestic and foreign country perspectives. Regardless of where a company does business, the political element is always a

Chapter 06 - The Political Environment: A Critical Concern Discussion Questions 1. Define: Sovereignty Confiscation Nationalism DomesticationExpropriation Political and Social Activists (PSAs)Non-governmental Organizations (NGOs) Nationalism DomesticationExpropriation Political and Social Activists (PSAs)Non-governmental Organizations (NGOs) Nationalism Domestication Expropriation Political and Social Activists (PSAs) Non-governmental Organizations (NGOs) 2. Why would a country rather domesticate than expropriate? Expropriation creates problems with other governments

Chapter 7 The International Legal Environment: Playing by the Rules Teaching Objectives This chapter deals with two broad issues involving the legal environment. The first issue is concerned with the problems that arise with international commercial contracts and settling disputes when they arise. Since there is no international commercial law or international commercial courts,

Chapter 07 - The International Legal Environment: Playing by the Rules Discussion Questions 1. Define: Common Law Code Law Islamic Law Marxist-Socialist tenetsPrior use vs. registration ConciliationArbitration LitigationCybersquatters Prior useRegistration Islamic Law Marxist-Socialist tenetsPrior use vs. registration ConciliationArbitration LitigationCybersquatters Prior useRegistration Islamic Law Marxist-Socialist tenets Prior use vs. registration Conciliation Arbitration Litigation Cybersquatters Prior use Registration 2. How does the international

Chapter 8 Developing a Global Vision through Marketing Research Teaching Objectives The availability and accuracy of secondary data and the challenge of collecting primary data are the main themes of this chapter. The need for good market data is becoming more important in todays global markets as companies are seeking market segments across country

Chapter 08 - Developing a Global Vision through Marketing Research Discussion Questions 1. Define: Marketing research Multicultural research International marketing research Back translationResearch process AnalogySecondary data Parallel translationPrimary dataExpert opinionDecenteringTriangulation International marketing research Back translationResearch process AnalogySecondary data Parallel translationPrimary dataExpert opinionDecenteringTriangulation International marketing research Back translation Research process Analogy Secondary data Parallel translation Primary data Expert opinion Decentering Triangulation 2. Discuss how

Chapter 9 Economic Development and the Americas Teaching Objectives This is the first of three chapters that include discussions of key topics economic development, economic integration, and burgeoning economic growth all discussed in the context of the market regions most appropriate. First we discuss Economic Development in the Americas. Barring a major political and economic

Discussion Questions 1. Define: BEM Economic development InfrastructureNICs Economic development InfrastructureNICs Economic development Infrastructure NICs 2. It is possible for an economy to experience growth as measured by total GNP without a commensurate rise of the standard of living. Discuss fully. A countrys gross national product is the total of its economic output and assets. However, the

Chapter 09 Economic Development and the Americas Planning. A central plan with observable and measurable development goals linked to specific policies. Outward orientation. Production for the domestic market and export markets with increases in efficiencies and continually differentiating exports from competition. Factors of production. If deficient in the factors of production