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INTERNATIONAL CHANNELS

INTERNATIONAL CHANNELS . Introduction Environmental Factors and Behavioral Processes Foreign Market Entry Motivating International Channel Members Summary. Introduction . Incentives to Expand International Involvement Extent. Environmental Factors: Macro Economic Environment. Inflation

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INTERNATIONAL CHANNELS

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  1. INTERNATIONAL CHANNELS • Introduction • Environmental Factors and Behavioral Processes • Foreign Market Entry • Motivating International Channel Members • Summary

  2. Introduction • Incentives to Expand International Involvement • Extent

  3. Environmental Factors: Macro Economic Environment • Inflation • Recession • Foreign Currency • International Economic Blocks

  4. Other Environments • Competitive Environment • Sociocultural Environment • Technological Environment • Legal/ Political Environment • Behavioral Processes

  5. Foreign Market Entry • Direct Production Involvement Abroad • Contract Manufacturing • Licensing • Assembly • Joint Venture • 100% Ownership

  6. Foreign Market Entry Cont’d • Indirect Export • Casual • Trading Companies • Export Management Companies (EMCs) • Cooperative (Webb Pemerene) and Piggybacking • Direct Export • Foreign Distributors • Agents • Overseas Marketing Subsidiary

  7. Motivating International Channel Members • Needs and Problems: • Size • Finance • Foreign Currency • Conventional Market Tendencies • Cost Structure • Sensitivity to Political Regime • Terror

  8. Support of International Channel Members • Adequate Margins • Territorial Protection • Advertising Support • Financial Assistance • Sales and Service training • Business Advice • Market Research • Missionary Selling

  9. Leading Foreign Marketing Channels and Summary • Need for Cultural Adaptation: • Recommendations: • Not to Rigidly Set Roles and Routines • Jointly Forming Marketing Strategy • High Degree of Personal Contact • An Example of Stern and El-Ansary • SUMMARY

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