TAILIEUCHUNG - Lecture Global marketing management (7th edition): Chapter 16 - Masaaki Kotabe, Kristiaan Helsen

Chapter "export and import management". After studying this chapter you will be able to understand: The variety of distribution channels and how they affect cost and efficiency in marketing, the Japanese distribution structure and what it means to Japanese customers and to competing importers of goods, How distribution patterns affect the various aspects of international marketing,. | Chapter 16 PowerPoint Export and Import Management Chapter Overview Organizing for Exports Indirect Exporting Direct Exporting Mechanics of Exporting Role of the Government in Promoting Exports Managing Imports—the Other Side of the Coin Mechanics of Importing Gray Markets Chapter 16 Copyright © 2017 John Wiley & Sons, Inc. Introduction Exporting is the most popular way for many companies to become international. Exporting is usually the first mode of foreign entry used by companies. Selling to foreign markets involves numerous high risks, arising from a lack of knowledge about and unfamiliarity with foreign environments, which can be heterogeneous, sophisticated, and turbulent. Furthermore, conducting market research across national boundaries is more difficult, complex, and subjective than its domestic counterpart. Chapter 16 Copyright © 2017 John Wiley & Sons, Inc. Introduction With every export transaction there is an import transaction. Aside from differences between the procedure and rationale for exports and imports, both are largely the same the world over For successful development of export activities, systematic collection of information is critical. Chapter 16 Copyright © 2017 John Wiley & Sons, Inc. 1. Organizing for Exports Research for Exports: First use available secondary data to research potential markets. The identification of an appropriate overseas market involves the following criteria: Socioeconomic characteristics Political and legal characteristics Consumer variables (., lifestyle, preferences, culture, taste, purchase behavior, and purchase frequency) Financial conditions Chapter 16 Copyright © 2017 John Wiley & Sons, Inc. 1. Organizing for Exports It is also to be noted that export research for markets such as China and the former Soviet Republics must still be done largely in the field because their data are often not reliable. Export Market Segments Homogeneous market segments and clusters .

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