Learning Objectives To learn how firms gradually progress  through an internationalization process. To understand the stra...
NEED <ul><li>Managerial commitment  is critical because foreign market penetration requires a vast amount of market develo...
The Steps to Developing International Commitment <ul><li>Become aware of international business opportunities. </li></ul><...
Motivations for Going International <ul><li>Proactive Motivations </li></ul>Profit advantage Unique products Technological...
Modes of International Business Exporting Exporting Importing Licensing Franchising Foreign   Direct  Investment Interfirm...
Licensing <ul><li>The property licensed may include:   </li></ul><ul><ul><li>Patents </li></ul></ul><ul><ul><li>Trademarks...
Benefits and Costs of Licensing <ul><li>Costs </li></ul><ul><li>It is a very limited form of foreign market participation....
Why go in for Licensing <ul><ul><ul><li>Less risk of capital and no involvement with foreign customers </li></ul></ul></ul...
Franchising <ul><li>The major forms of franchising are: </li></ul><ul><ul><li>Manufacturer-retailer systems such as car de...
Key Reasons for Franchising Financial Gain Market Potential Saturated Domestic Markets
Need for Franchising <ul><ul><ul><li>Internationally, the firm must be able to offer unique products or selling propositio...
Interfirm Cooperation <ul><li>Reasons for interfirm cooperation include: </li></ul><ul><ul><li>Market development </li></u...
Types of Interfirm Competition <ul><li>Number of Partners </li></ul>Equity 2 More than 2 Informal Cooperation (no binding ...
Contractual Agreements <ul><li>Strategic alliance partners may join forces for R&D, marketing, production, licensing, cros...
Equity Participation <ul><li>Some companies have acquired minority ownerships in companies that have strategic importance ...
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Modes Of International Business

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Modes Of International Business

  1. 1. Learning Objectives To learn how firms gradually progress through an internationalization process. To understand the strategic effects of internationalization. To study the various modes of entering international markets.
  2. 2. NEED <ul><li>Managerial commitment is critical because foreign market penetration requires a vast amount of market development activity, sensitivity toward foreign environments, research, and innovation. </li></ul>
  3. 3. The Steps to Developing International Commitment <ul><li>Become aware of international business opportunities. </li></ul><ul><li>Determine the degree of the firm’s internationalization. </li></ul><ul><li>Decide the timing of when to start the internationalization process and how quickly it should progress. </li></ul>
  4. 4. Motivations for Going International <ul><li>Proactive Motivations </li></ul>Profit advantage Unique products Technological advantage Exclusive information Tax benefit Economies of scale Competitive pressures Overproduction Declining domestic sales Excess capacity Saturated domestic markets Proximity to customers and ports Reactive Motivations
  5. 5. Modes of International Business Exporting Exporting Importing Licensing Franchising Foreign Direct Investment Interfirm cooperation
  6. 6. Licensing <ul><li>The property licensed may include: </li></ul><ul><ul><li>Patents </li></ul></ul><ul><ul><li>Trademarks </li></ul></ul><ul><ul><li>Copyrights </li></ul></ul><ul><ul><li>Technology </li></ul></ul><ul><ul><li>Technical know-how </li></ul></ul><ul><ul><li>Specific business skills </li></ul></ul>
  7. 7. Benefits and Costs of Licensing <ul><li>Costs </li></ul><ul><li>It is a very limited form of foreign market participation. </li></ul><ul><li>It does not guarantee a basis for future expansion. </li></ul><ul><li>The licensor may create its own competitor. </li></ul><ul><li>Benefits </li></ul><ul><li>It requires neither capital investment nor detailed involvement with foreign customers. </li></ul><ul><li>It capitalizes on research and development already conducted. </li></ul><ul><li>It helps avoid host country regulations applicable to equity ventures. </li></ul>
  8. 8. Why go in for Licensing <ul><ul><ul><li>Less risk of capital and no involvement with foreign customers </li></ul></ul></ul><ul><ul><ul><li>Avoids host-country regulations </li></ul></ul></ul><ul><ul><ul><li>Allows a company to test the market </li></ul></ul></ul><ul><ul><ul><li>Avoids cultural problems </li></ul></ul></ul><ul><ul><ul><li>Trademark licensing —permits the names or logos to be used on products made in foreign market </li></ul></ul></ul><ul><ul><ul><li>May be creating own future competitor </li></ul></ul></ul>
  9. 9. Franchising <ul><li>The major forms of franchising are: </li></ul><ul><ul><li>Manufacturer-retailer systems such as car dealerships, </li></ul></ul><ul><ul><li>Manufacturer-wholesaler systems such as soft drink, companies </li></ul></ul><ul><ul><li>Service-firm retailer systems such as fast-food outlets. </li></ul></ul>
  10. 10. Key Reasons for Franchising Financial Gain Market Potential Saturated Domestic Markets
  11. 11. Need for Franchising <ul><ul><ul><li>Internationally, the firm must be able to offer unique products or selling propositions </li></ul></ul></ul><ul><ul><ul><li>Must offer a high degree of standardization, but be adaptable to local circumstances </li></ul></ul></ul><ul><ul><ul><li>Growing fast internationally, but government intervention is a major problem </li></ul></ul></ul><ul><ul><ul><li>Selection and training of franchisees is also a problem area </li></ul></ul></ul>
  12. 12. Interfirm Cooperation <ul><li>Reasons for interfirm cooperation include: </li></ul><ul><ul><li>Market development </li></ul></ul><ul><ul><li>To share risk or resources </li></ul></ul><ul><ul><li>To block and co-opt competitors </li></ul></ul>
  13. 13. Types of Interfirm Competition <ul><li>Number of Partners </li></ul>Equity 2 More than 2 Informal Cooperation (no binding agreement Contractual Agreement Equity Participation Consortia None None New Some Joint Venture
  14. 14. Contractual Agreements <ul><li>Strategic alliance partners may join forces for R&D, marketing, production, licensing, cross-licensing, cross-market activities , or outsourcing. </li></ul><ul><li>Contract manufacturing allows the corporation to separate the physical production of goods from the R&D and marketing stages. </li></ul><ul><li>Management contracts involve selling one’s expertise in running a company while avoiding the risk or benefit of ownership. </li></ul><ul><li>A turnkey operation is a contractual agreement that permits a client to acquire a complete system following its completion. </li></ul>
  15. 15. Equity Participation <ul><li>Some companies have acquired minority ownerships in companies that have strategic importance for them. </li></ul><ul><li>Reasons for engaging in equity participation include: </li></ul><ul><ul><li>It ensures supplier ability </li></ul></ul><ul><ul><li>It builds working relationships </li></ul></ul><ul><ul><li>It creates market entry and support of global operations </li></ul></ul>
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