Professional Documents
Culture Documents
The Concept of
International Marketing
• Globalization of production
• Globalization of markets
Rank Country
1 Ireland
2 Singapore
3 Switzerland
4 Netherlands
5 Finland
6 Canada
7 United States
8 New Zealand
9 Austria
10 Denmark
61 India
Overseas Environmental
Challenges (Uncontrollables)
Political Socio
Cultural
Political
Marketing Promotion Legal
Challenges
in country Z Competition Infrastructure
Logistics
Geography
• growth
• profitability
• achieving economies of scale
• risk spread
• access to imported inputs
• uniqueness of product or servies
• marketing opportunities due to life cycle
• spreading R&D cost
Domestic marketing :
Orientation ethnocentric
customers
Orientation ethnocentric
overseas marketing-generally an
extension of domestic marketing
Multinational marketing:
Orientation regiocentric
• ethnocentric orientation
• polycentric orientation
• regiocentric orientation
• geocentric orientation
• theory of mercantilism
• theory of absolute advantage
• theory of comparative advantage
• factor endowment theory
• theory of international product life cycle
• theory of competitive advantage
Emerging Opportunities
in
International Markets
500
400
300
200
100
0
India
Netherlands
China
Japan
Canada
United
States
Exporting Country
Italy
Japan
Canada
India
Germany
China
France
Netherlands
United States
United Kingdom
300
250
Value (Billion US$)
200
150
100
50
200
Value (Billion US$)
150
100
50
Netherlands
India
United
France
Japan
States
Canada
Importing Country
100%
Percentag
80%
60%
e
40%
20%
0%
1965 1970 1980 1995 2000 2001
Years
Food Agricultural raw materials
Ores and metals Fuels
Manufactured goods
5000000
(F.O.B. US$
4000000
Million)
3000000
2000000
1000000
0
1980 1990 1995 2000 2001 2002
Years
Developed M arket Economy Countries
Developing Countries & Territories
Countries in Central and Eastern Europe
80000
US$ (Million)
60000
40000
20000
0
1999-
1951-52
1959-60
1963-64
1967-68
1971-72
1975-76
1979-80
1983-84
1987-88
1991-92
1995-96
2003-04
1955-56
Years
Exports Imports
100%
90%
Percentage
80%
70%
60%
50%
40%
30%
20%
10%
0%
2000-01
2002-03
2001-02
2003-04
1999-
(Apr.-
2000
Jan.)
Years
100%
80%
Percent
60%
age
40%
20%
0%
(Apr.-Jan.)
1999-2000
2000-01
2001-02
2002-03
2003-04
Years
Food and allied products Fertilizers
Paper board, manufactures & newsprint Capital goods
Others Unclassified items
100%
90%
80%
Percentage
70%
60%
50%
40%
30%
20%
10%
0%
1970-71
1980-81
1990-91
1998-99
1999-00
2001-02
2002-03
1960-61
1995-96
2000-01
Years
60%
50%
40%
30%
20%
10%
0%
1960-61
1970-71
1980-81
1990-91
1995-96
1998-99
1999-00
2000-01
2001-02
2002-03
Years
1956-57
1965-66
1968-69
1974-75
1950-51
1953-54
1959-60
1962-63
1971-72
1977-78
1980-81
1983-84
1986-87
1989-90
1992-93
1995-96
1998-99
2001-02
-2000
-4000
US$ (Million)
-6000
-8000
-10000
-12000
-14000
-16000
Years
Trade Balance
Source : Based on
International
DGCI&S data Marketing All rights reserved
©Oxford University Press,
Gains from international markets
• to measure the benefits derived by a nation from
exports, “terms of trade” is a widely used instrument
• terms of trade : a measure of relative changes in import
and export prices of a nation expressed as the ratio of
price index of its exports to price index of its imports
160
140
120
1995=100
100
80
60
40
20
0
1980 1990 1998 1999 2000 2001
Years
800
700
600
500
400
300
200
100
0
1970-71 1980-81 1990-91 2000-01 2001-02 2002-03
Years
Source : DGCI&S
International Marketing All rights reserved
©Oxford University Press,
Key issues in India’s export growth
• Developing a proactive approach to international
trade
• Promoting Foreign Direct Investments
• Promoting Competitiveness
• Simplification of procedures
• Encouraging large-scale manufacturers
• Reducing transaction costs
• Infrastructure development
• Strengthening SEZs
• Encouraging SMEs
organization
2500 2416
2000
1500
1000
Canada
Africa
European
India
Mexico
countries
South
Union
All
Country
• Consultation
• Panel established
• Panel examination
Disputes (ICSID)
• International Monetary Fund (IMF)
International Marketing All rights reserved
©Oxford University Press,
Special Drawing Right (SDR)
EU GSP Scheme:
• Special Incentive Scheme
• US GSP Scheme
Common Market
All restrictions on cross-border investment, movement of
labour, technology transfer, management, and sharing of
capital resources are eliminated to form a common market
Economic Union
The member countries in an economic union maintain a
fiscal discipline, stability in exchange rates, and stability
in interest rates by way of unified monetary and fiscal
policy
Africa
• Common Market for Eastern and Southern Africa (COMESA)
• Economic Community of West African States (ECOWAS)
• Southern African Development Community (SADC
Cultural context
The context of a culture has crucial implications in
communicating and interpreting verbal and non-verbal
messages
Cultural homogeneity
• homophilous culture: countries where people share the
Decide Research
Methodology
Workout Information
Requirement
Prepare Research
Design
Analyse Information
Type of research
• focus groups and qualitative research to generate ideas
Type of research
• advertising pre-testing
Type of research
• surveys of media habits
Type of research
• surveys of response to alternative types of promotion
Type of research
• tests of alternative sales presentations
ETIC
Emphasizes identifying and assessing universal
attitudinal and behavioural concepts and developing
‘pan-cultural’ measures
geographical subsets
• Existing markets
• Latent markets
• Incipient markets
• Platform countries
• Emerging markets
• Growth markets
• Maturing markets
• Established markets
• Analogy method
cooperative goals
Internal factors
• ompany objectives
• level of commitment
• international experience
• flexibility
failures
• ethnocentric approach
• polycentric approach
• regiocentric approach
• geocentric approach
Mandatory factors
• government regulations
• standards for electric current
• operating systems
• measurement systems
• packaging and labelling regulations
Voluntary
• consumer demographics
• culture
• local customs and traditions
• condition of use
• price
Do not Straight
change adaptation
adaptation
promotion Product
Invention
Communication Dual
Adapt adaptation adaptation
promotion
Building Brands in
International Markets
target markets
61.4
60.0
53.8
50.0
44.1
US$ (Billions)
40.0
33.5
30.0 27.1
25.0 24.0
22.7 22.1
20.0
10.0
0.0
GE
IBM
Nokia
Intel
McDonald's
Disney
Marlboro
Coca-Cola
Microsoft
Toyota
Brands
h
g
iH
Build Maintain
Category leadership
dnar B
xe dnI
t ne mpol eve D
Low h
g
iH
Category Development Index
International Marketing All rights reserved
©Oxford University Press,
Chapter 10
• competition
imports
• buyers’ behaviour
• open account
• consignment
• documentary credit
acceptance)
International Marketing All rights reserved
©Oxford University Press,
Terms of payment (contd)
- unconfirmed
• sight
• term credits
- acceptance credit
- deferred payment credit
• revolving
• back to back
• types of dumping
- sporadic dumping
- predatory dumping
- persistent dumping
• simple Barter
• clearing Arrangement
• switch Trading
• counter Purchased
• buy-back (compensation)
• offset
• non-market pricing
through
unauthorized channels
• parallel importing
• re-importing
• lateral re-importing
national border
• components
- materials management
- physical distribution
• merchant intermediaries
- merchant exporter
- international trading companies
- export / trading house
0.07
0.125
0.425
0.035
0.055
0.065
0.095
0.13
• department stores
• supermarkets
• convenience stores
• specialty stores
• discount stores
• superstores
• hypermarkets
• warehousing
• inventory
• transportation
• modes of transport
- air transportation
- road transportation
- rail transportation
- ocean transportation
- bulk
- break bulk
- neo-bulk
- containerized
• voyage charter
• time charter
• back-to-back charter
• contract of affreightment
• resource availability
• media availability
• market characteristics
Attention
Interest
Desire
Action
International Marketing All rights reserved
©Oxford University Press,
Adoption model
Awareness
Interest
Evaluation
Trial
Adoption
International Marketing All rights reserved
©Oxford University Press,
Standardized advertising
country
• benefits
• economies of scale
• projection of uniform image in international markets
• culture
• language
• education
• media Infrastructure
• government regulations
animal origin
• animal rennet
and ivory
especially on inputs
• drawback comprises:
- customs allocation
Chennai, Vishakhapatnam
electronic hardware
basis
• market access initiative (MAI) scheme to support
market promotion efforts to exporters and export
promotion organisations based on focus product-focus
country approach
• India brand equity fund (IBEF Trust) offers financial
assistance by way of medium-term loans for promotion of
generic products and Indian brands
• the scheme covers bills with usance period upto 180 days
• political risk
- confiscation
- expropriation
- nationalization
- domestication
• transit risks
- maritime
- extraneous
- war
- strike
Excise Network)
actual exporters
Emerging Issues
8 .2 88 .0 47.8 3
10 6 .8 6
5 .7 9 5 .56
8
6 4 .4 53 .9 6
3 .7 4
Score
4 2 .6 1
2
0
India
South
Africa
Russia
Germany
Denmark
C o u n try
China 2.03
India 1.40
Germany 1.17
90% 85%
80% 82%
80%
68%
70%
60% 55% 55%
48% 46%
50%
41%
40% 35%
30%
20%
10%
0%
China India Poland Brazil Mexico
Country
• skilled manpower
• cost competitiveness