You are a European preparing to negotiate with a Japanese firm for the first time. How would you prepare for the assignment if it is taking place: (a) in the Japanese headquarters; (b) in one of its European subsidiaries?
> 1. Which region of the world would you recommend Parle Products to penetrate as its first choice? 2. What kind of export mode would be most relevant for Parle Products? 3. How could Parle Products conduct a systematic screening of potential distributors
> 1. What are the main advantages and disadvantages for Arcus of using export modes, compared to other entry modes, for its Linie Aquavit? 2. What should be Arcus’ main criteria for selecting new distributors or cooperation partners for Linie Aquavit in ne
> Understanding entry modes into the Chinese market China became a member of the WTO on 11 December 2001, and is currently in the process of completing a seven-year transitional period. Overall, the Chinese economy has shown exceptional economic growth ov
> 1. What are the differences between the global strategies of Ansell and the other three competitors? 2. Which entry mode would you recommend for Ansell’s sourcing (purchasing or production) of condoms? 3. What are the pros and cons for Ansell acquiring a
> 1. Which kind of market entry mode would you generally suggest for Jarlsberg: (a) in Scandinavia? (b) in Asia? 2. What are the general motives for choosing a hierarchical mode (own subsidiary) in the United States?
> 1. What are the foundations of Oreo’s global success? 2. What demographic changes and cultural issues might influence the future global market for Oreo? 3. What are the most important screening criteria for Oreo (Mondelēz) in the IMS?
> 1. Discuss the appropriateness of the screening model used in this case. 2. Suggest another screening model that could be relevant for Philips Lighting to use in the Middle East.
> Explain the importance of a common European currency to firms selling goods to the European market.
> 1. What could be the main reasons for Tata Motors entering the global ultra-low-cost car market? 2. What are the competitive advantages that Tata Motors would enjoy with their Nano in emerging markets? 3. Which screening criteria would you suggest for Ta
> First of all, it should be mentioned that around 50 per cent of Allergan’s Botox sales is used for therapeutic purposes like migraine and depression. When we concentrate on the cosmetic purposes in general (and also include competitor products such as Dy
> The catalogue serves as a pre-shopping advertisement, an in-store sales aid and an interior decorating guide. Many consumers shop with the catalogue in hand. Since the catalogue is such an important marketing tool, it is crucial for it to accurately refl
> 1. Which sociocultural factors influence the sales of tickets for ‘Cirque du Soleil’ shows around the world? 2. What makes the business model of ‘Cirque du Soleil’ globally so successful? 3. What should be the criteria for selection of a theme for Cirque
> Although global business has been growing rapidly in recent decades and globalization seems inevitable, it is not without controversy, and the critics offer a few key arguments. 1. Some people lose while others gain, both in absolute and relative terms.
> 1. Which political and economic factors in the global environment would have the biggest effect on the future global sales of Danfoss Power Solutions’ hydraulic components/systems to: (a) manufacturers of construction and mining equipment (e.g. Caterpill
> The G20 was established in 1999, in the wake of the 1997 Asian Financial Crisis, to bring together major advanced and emerging economies to stabilize the global financial market. 1. What were the key arguments of the anti-globalization groups? 2. How cou
> 1. Which research market research method would you use to estimate the total world market for electric cars? 2. Which research market research method would you use to estimate the total world sales of BMW i3 electric cars?
> LEGO Friends – one of the world’s third largest toy manufacturer is moving into the girls’ domain www.lego.com 1. Emerging markets like China, India and Indonesia offer long-term opportunities for organic growth. However, LEGO still has a small share in
> Teepack Spezialmaschinen GmbH – organizing a global survey of customer satisfaction www.teepack.com 1. How would you forecast worldwide demand for tea bag machines? 2. How can Teepack and Teekanne use their relationship to each other with regard to colle
> Explain why a country’s balance of trade may be of interest to an international marketer.
> Nike sells their products to retail accounts, through NIKE-owned retail stores, and through a mix of independent distributors and licensees, in over 160 countries around the world. Nearly all the production of Nike’s products (especially footwear) is out
> DJI Technology Co. Ltd – a Chinese ‘born global’ is dominating the world market for drones with its Phantom Most growth in the drone industry is on the consumer/commercial side, as the drone market shifts away from the military market. Government regulat
> 1. What were Microsoft’s motives in entering the games console market with Xbox back in 2001? 2. What are the competitive advantages of Microsoft Xbox One and Sony’s PlayStation 4? 3. What are the competitive advantages of the original Wii and the new Wi
> Reebok (www.reebok.com/www.adidas-group.com) specializes in the design, marketing and distribution of sports and fitness products including footwear, apparel and accessories, as well as footwear and apparel for non-athletic use. The strategy is to start
> 1. List the criteria that you should use for choosing new international markets 2. If you were to advise DreamWorks Classics would you recommend them to use the ‘organic’ or ‘born global’ pathway for the internationalization of Postman Pat? 3. What value
> 1. Which of the internationalization models presented in this chapter fits best to the internationalization of Zumba? 2. Why has Zumba’s global business model been so successful?
> TOMS is not a non-profit organization but operates on a One for One mission: For every pair of TOMS Shoes purchased, a pair of new shoes is given to a child in need. At the beginning of 2013, over 10 million pairs of shoes have been given to children in
> 1. What are the main motives for the internationalization of EPE? 2. What can EPE do to maintain a steady income stream from abroad? 3. What are the most obvious assets for further internationalization of EPE?
> 1. In McNeil (2009), Kevin Starace states: ‘Vestergaard is just different from other companies we work with. They think of end users as a consumer rather as a patient or a victim’. What do you think is the meaning behind this statement? 2. Which are the
> I. Synopsis Although Kellogg commands the market leader position globally in breakfast cereals, it faces a new and more formidable international competitor starting 1989. General Mills and the Swiss food titan Nestlé, South Africa, established a joint v
> If you had a contract to conduct marketing research in Saudi Arabia what problems would you expect in obtaining primary data?
> Nivea (www.nivea.com) is a brand owned by Beiersdorf AG (www.beiersdorf.com) whose majority shareholder is Tchibo (owns 30 per cent of the Beiersdorf shares). 2014 key figures: Net sales: …………………………………… €6,285 million EBIT: ………………………………………… €796 million
> I. Synopsis Adidas is one of the largest companies in the sporting goods industry. The company offers a wide range of athletic and sports lifestyle products through three main brands: Adidas, Reebok and TaylorMade. Adidas operates through 170 subsidiari
> 1. What are the main reasons for the recent international marketing success of the Hunter Boots? 2. Recently Hunter has added outerwear (leather footwear and hand-bags) to their international product range. What are the pros and cons of extending the pro
> I. Synopsis Manchester United (abbreviated Man Utd) has developed into one of the most famous and financially successful football clubs in the world, being recognized in virtually every country of the world. Among Man Utd’s objectives is seeking new all
> Green Toys, Inc. – a manufacturer of eco-friendly toys is going international. www.greentoys.com 1. What are the key success factors in the world toy industry? 2. What are Green Toys’ key competitive advantages in the international toy market? 3. Should
> I. Synopsis Inditex is a diversified group of brand concept stores engaged in textile designing, production and distribution of fashion products. The company offers a wide range of apparel and accessories, including footwear, handbags, belts, handkerchi
> Discuss the benefits gained by adopting a matrix organizational structure.
> Identify the major weaknesses inherent in the international division structure.
> What is meant by performance indicators? Why does a firm need them?
> Discuss why firms need global marketing controls.
> Would Tokyo be a good test market for a new brand planned to be marketed worldwide? Why or why not?
> Discuss to what degree the choice of organizational structure is essentially a choice between headquarters centralization and local autonomy.
> Discuss the pros and cons of standardizing the marketing management process. Is a standardized process of more benefit to the company pursuing a national market strategy or a global market strategy?
> What key internal/external factors influence the organizational structure? Can you think of additional factors? Explain.
> Identify appropriate organizational structures for managing international product development. Discuss key features of the structure(s) suggested.
> Why is it so difficult for an international marketer to deal with bribery?
> What are your views on lobbying efforts by foreign firms?
> Compare and contrast the negotiating styles of Europeans and Asians. What are the similarities? What are the differences?
> Should expatriate personnel be used? What are some of the difficulties that they may encounter overseas? What can be done to minimize these problems?
> How can a company increase its communication effectiveness through the use of social media?
> Identify and discuss the major considerations in deciding whether research should be centralized or decentralized.
> What is meant by saying that advertising regulations vary around the world?
> Explain how personal selling may differ between the overseas and home markets.
> Identify and discuss problems associated with assessing advertising effectiveness in foreign markets.
> What are the advantages and disadvantages of global online distribution compared to the physical distribution?
> How is retailing know-how transferred internationally?
> Discuss the implications for the international marketer of the trend towards cross border retailing.
> What are the main advantages and disadvantages of following a Multiple Distribution Channel Strategy?
> Do grey marketers serve useful marketing functions for consumers and manufacturers?
> In attempting to optimize global marketing channel performance, which of the following should an international marketer emphasize: training, motivation or compensation? Why?
> What are the factors that affect the length, width and number of marketing channels?
> A US manufacturer of shoes is interested in estimating the potential attractiveness of China for its products. Identify and discuss the sources and the types of data that the company will need in order to obtain a preliminary estimate.
> Discuss current distribution trends in world markets.
> What is counter-trade? Why should firms be willing to consider counter-trade arrangements in their global marketing efforts?
> Explain these types of letter of credit: revocable/irrevocable, confirmed/unconfirmed. Under what sets of circumstances would exporters use the following methods of payment: (a) revocable letter of credit; (b) confirmed letter of credit; (c) confirmed ir
> Explain these terms of sale: EXW, FAS, FOB, CFR, CIF, DEQ and DDP. Which factors will determine the terms of sale?
> Why is it often difficult to compute fair arm’s-length transfer prices?
> What methods can be used to compute a transfer price (for transactions between affiliated companies)?
> What are the major causes of international price escalation? Suggest possible courses of action to deal with this problem.
> Discuss the decision to add or drop products to or from the product line in international markets.
> Identify the major barriers to developing international brands.
> When is it appropriate to use multiple brands in (a) a single market and (b) several markets/countries?
> Identify and classify the major groups of factors that must be taken into account when conducting a foreign market assessment.
> Describe briefly the PLC (IPLC) theory and its marketing implications.
> How would you distinguish between services and products? What are the main implications of this difference for the global marketing of services?
> Project export is often characterized by a complex and time-consuming decision-making process. What are the marketing implications of this for the potential subcontractor?
> How are project exports/turnkey projects different from general subcontracting in the industrial market?
> Explain the main differences between the US and the Japanese subsupplier systems.
> Describe the typology of subcontractors based on the differences in the contractor/subcontractor relationship.
> Apart from the management fees involved, what benefits might a firm derive from entering into management contracts overseas?
> Under what circumstances should franchising be considered? How do these circumstances vary from those leading to licensing?
> Which marketing tasks should be handled by the exporter and which ones by its intermediaries in foreign markets?
> Discuss the financial and pricing techniques for motivating foreign distributors.
> As the global marketing manager for Coca-Cola, how would you monitor reactions around the world to a major competitor such as Pepsi?
> . Identify the ways to reach foreign markets by making a domestic sale.
> Why is it difficult – financially and legally – to terminate a relationship with overseas intermediaries? What should be done to prevent or minimize such difficulties?
> . What procedures should a firm follow in selecting a distributor?
> Use Figure 9.1 to identify the most important factors affecting the choice of foreign entry mode. Prioritize the factors.
> Discuss the possible implications that the firm’s choice of geographic expansion strategy may have on the ability of a local marketing manager of a foreign subsidiary to develop and implement marketing programmes.
> What are the differences between a global market segment and a national market segment? What are the marketing implications of these differences for a firm serving segments on a worldwide basis?
> What are the advantages and disadvantages of an opportunistic selection of international markets?
> Why is screening of foreign markets important? Outline the reasons why many firms do not systematically screen countries/markets.
> Identify some constraints in marketing to a traditional Muslim society. Use some of the examples in the chapter.
> Do you think that cultural differences between nations are more or less important than cultural variations within nations? Under what circumstances is each important?
> Identify the major dimensions used to analyse a competitor’s strengths and weaknesses profile. Do local, regional and global competitors need to be analysed separately?
> What is the reason for the ‘convergence of orientation’ in LSEs and SMEs?
> Using the following information, compute cash collected from customers. Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $10,000 Cost of goods sold . . . . . . . . . . . . .
> The company constructed its own building. The cost of materials was $400,000. Labor cost incurred on the construction project was $600,000. Total overhead cost for the company for the year was $8,000,000; total labor cost (including the cost of construct
> Bad debt expense for the year was estimated to be $12,000. Total accounts written off as uncollectible during the year were $8,100. Make the necessary summary journal entries to record this information.
> The company exchanged a piece of land for a new piece of equipment. The equipment has a list price of $100,000, and the land has a historical cost of $35,000. The land has a current market value of $97,300. Make the journal entry necessary to record the
