Escolar Documentos
Profissional Documentos
Cultura Documentos
Summer 2008
Todays Agenda
Career impact of Emerging Markets Discussion Nestle Case Solution Strategies for International Expansion Group Project Work Assignments
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1) 2) 3) 4) 5)
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Nestle Infant Formula Define a problem(s) Sort relevant and irrelevant information Separate fact from opinion Interpret and analyze information Come to reasoned decision and course of action Communicate your thoughts clearly and persuasively to others during class discussions
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Introduction
Increasingly firms are entering foreign markets Executing a global perspective requires planning, organization, and willingness to try new approaches such as engaging in collaborative relationships and redefining the scope of company operations Important elements of this process are global marketing management, competition in the global marketplace, strategic planning, and alternative market-entry strategies
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Economies of scale in production and marketing can be important competitive advantages for global companies Unifying product development, purchasing, and supply activities across several countries it can save costs Transfer of experience and know-how across countries through improved coordination and integration of marketing activities Diversity of markets by spreading the portfolio of markets served brings an important stability of revenues and operations to many global firms
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Yum! Brands video Watch for balance between global brands/products and localization.
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(b)
(c)
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International Planning Process
The planning process illustrated here offers a systematic guide to planning for the multinational firm operating in several countries
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Expand or not Know thyself
Country Environment
Industry Competitors Internationaliz ation Growth Company Culture Objectives Skills Etc: Product Nature Differentiation Technology
Market Evaluation
Segmentation Variables Country Consumer type Climate Other Market Selection Country Screening Segment data Opportunity Assessment Demand Competitors Other markets
Mode of Entry
Exporting Indirect Direct Internet Contractual Licensing Franchising Contract Manufacturing Other Alliances Joint Ventures Consortia Strategic alliances Direct Invest Greenfield M&A
Overall Strategy
Scope Waterfall Sprinkler Sequencing
Marketing Mix
Product Positioning Branding Style/Features Packaging Services Standards
Place Channels Scope Logistics Price Price strategy Trade margins Promotion Advertising Selling Promotions Publicity & PR
Timing
Coordination Cross market optimization
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Countries
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Exporting
Exporting can be either direct or indirect In direct exporting the company sells to a customer in another country In contrast, indirect exporting usually means that the company sells to a buyer (importer or distributor) in the home country who in turn exports the product The Internet is becoming increasingly important as a foreign market entry method
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Contractual Agreements
Contractual agreements are long-term, non-equity associations between a company and another in a foreign market
Contractual agreements generally involve the transfer of technology, processes, trademarks, or human skills Contractual forms of market entry include: (1) Contract Manufacturing (2) Licensing: A means of establishing a foothold in foreign markets without large capital outlays is licensing of patent rights, trademark rights, and the rights to use technological processes. (3) Franchising: In licensing the franchisor provides a standard package of products, systems, and management services, and the franchisee provides market knowledge, capital, and personal involvement in management. Franchising permits flexibility in dealing with local market conditions and provides the parent firm with reasonable degree of control.
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Building Strategic Alliances
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Consortia
Consortia are similar to joint ventures and could be classified as such except for two unique characteristics:
(1) They typically involve a large number of participants, and (2) They frequently operate in a country or market in which none of the participants is currently active
Consortia are developed to pool financial and managerial resources and to lessen risks.
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A fourth means of foreign market development and entry is direct foreign investment
Companies may manufacture locally to capitalize on low-cost labour, to avoid high import taxes, to reduce the high costs of transportation to market, to gain access to raw materials, or as a means of gaining market entry Firms may either invest in or buy local companies or establish new operations facilities
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FDI
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Administration