Professional Documents
Culture Documents
Global Marketing, R & D
Global Marketing, R & D
Levitt, 1983
A powerful force drives the world
toward a converging commonality,
Globalization of Markets?
Levitts
Converging commonality has not happened universally Consumer product tastes converged less than industrial product specifications Media, communications means have
made consumers world-wide more aware of
their mutual preferences have contributed to creation of world brands have caused market segments to emerge across some national markets--inter-market segments
Market Segmentation
The process of identifying groups of consumers whose purchasing behavior is unique in important ways
Is based on demography, geography, social-cultural
companies may
companies may
Marketing Strategy
brand perception--country of origin idea) Laws, regulations Local environment needs Responsiveness to local condition shifts
a bundle of attributes
Hamburger: meat type, taste, texture, size Automobile: power, design, quality, performance, comfort, size/capacity
Attributes
firm communicates the product attributes / benefits to customers Barriers to international communication
Cultural barriers Source effects (country of origin effects) Noise levels
Standardized
advertising strategy possible; standardized advertising strategy execution more difficult (culture, laws)
Industrial products; complex new products Short distribution channels Few print or electronic media
emphasis
Consumer goods Long distribution channels Marketing message may be carried via print / electronic media
Experience curve:
use
aggressive pricing to build volume and move firm down experience curve (lower marginal costs)
Regulatory
issues:
monopoly restriction
antidumping,
product development
R&D
investment on basic and applied research Strong underlying demand; affluent consumers Intense competition
Ensure:
Product development driven by customer needs New products can be manufactured efficiently/effectively Time to market is minimized
status in organization; high power and authority Dedicated to fullest possible extent to project
Team should have representative from each function When appropriate? Build team culture Communication and conflict resolution processes
Physical co-location
Strategic Analysis
Why do organizations decide to enter international business? Passive entry: Follow customers overseas Respond to enquiries from overseas Competition is in overseas markets Seek profitable growth Sell capacity as is
Strategic Analysis
Eventually one or more of key distributors become a candidate for acquisition (FDI) Foreign regional development organizations actively recruit FDI Competitive pressures force examination of local assembly or production nearer to key international markets Major international customers demand local support
Strategic Analysis
Organization acquires
companies that are complimentary to existing businesses Continued growth requires regional management, development, distribution, technical and customer support
Strategic Analysis
Issues
involved in conducting international business become significant Demands for organizations resources increases:
Management Cash Product adaptation or unique development Customer support
Strategic Analysis
Eventually, these demands force the active planning of international business by the organization Active strategy
Strategic Analysis
SWOT
Strength
and Weaknesses decisions made and controlled by management Threats business environment events that are likely to occur
Opportunities and
changes Transportation to international freight carrier, freight, insurance, documentation, customs clearance, local transportation, logistic management in the market, currency risk
usually controlled by the exporter, initially the least impacted element of the marketing mix
required: approvals and certificates packaging & labeling measures, etc
success at home leads to interest from potential importers, licensors, joint venture partners Local knowledge essential on initial entries:
Integrated market communication Trade and consumer sales promotion Sales management Trade shows
: What tasks need to be performed to get the product from place of manufacture to foreign customers? The remainder of the marketing mix needs to be determined in order to set prices
Dumping
WTO: Sale of an imported product at less than fair value and causes material injury to a domestic industry. US: An unfair trade practice that results in injury, destruction, or the prevention of the establishment of an American industry. US considers dumping when price is >5% below home market price or, Price is below cost of production
Grey Marketing
Grey
(or parallel marketing) Products are imported outside of the established distribution channel undercutting the authorized channel pricing Usually results from high imported prices