- 马老四
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第八章
1、What is economic integration? 什么是经济一体化?
It involves agreements among countries to establish links through the movements of goods, services, and factors of production across borders
各国通过协议联合在一起,建立了以商品、服务和生产要素跨越国界进行自由流动为内容的联盟。
Level of economic integration经济一体化的层次
The free trade area 自由贸易区
The customers union 关税同盟
The common market 共同市场
The economic union 竞技联盟
2、Free Trade Area 自由贸易区
The free trade area is the least restrictive and loosest form of economic integration among countries 自由贸易区是较为松散、岁成员约束力最小的一体化组织。
All barriers to trade among member countries are removed
消除了成员国之间的全部贸易壁垒
No discriminatory taxes, quotas, tariffs, or other trade barriers are allowed
不存在任何歧视性税收政策、配额、关税和其他贸易壁垒
Sometimes a free trade area is formed only for certain classes of goods and services
在某些情况下,可以针对特定的商品和服务设立自由贸易区
Each member is free to set any tariffs, quotas, or other restrictions that it chooses on trade with countries outside the free trade area
各成员国对非成员国可以自由设置关税、配额或其他限制性措施
3、Custom Union 关税同盟
The customs union is one step further along the spectrum of economic integration.
关税同盟在经济一体化程度又前进了一步
Members of a customs union dismantle barriers to trade in goods and services among themselves关税同盟的成员国取消了各成员国之间的商品和服务贸易壁垒
Customs Union establishes a common trade policy with respect to nonmembers(e.g., a common external tariff)关税同盟好需要建立与非成员国之间的共同贸易政策。
4、The Common Market共同市场
Factors of production, including labor, capital, and technology are freely mobile among members 共同市场还允许生产要素在各成员国之间的自由流动,这些生产要素包括劳动力、资本和技术
The restrictions on immigration, emigration, and cross-border investment are abolished.
取消了对移民和跨国投资设置的限制政策
Members of a common market must be prepared to cooperate closely in monetary, fiscal, and employment policies 各成员国必须准备随时在货币、财政和就业政策方面惊醒紧密的合作
5、The Economic Union 经济联盟
It requires integration of economic policies in addition to the free movement of goods, services and factors of production across borders.
经济联盟不仅需要实现商品、货物和生产要素的跨国界自由流动,更重要的在于经济政策的一体化
Members would harmonize monetary policies, taxation, and government spending
各成员国在货币政策、税收和政府财政支出方面相互协调
A common currency would be used by all members 要求过成员国采用统一的货币
第十章
1、International and Domestic Research 国际市场调研
New parameters in international business environment 国际商务环境仲的新参数
Duties 关税
Foreign currencies 国外的资本
Different modes of transportation 不同的运输方式
International documentation 国际单证
Differing modes of operating internationally 国际化经营的不同模式
New environmental factors 新的环境要素
The culture of the host country 东道国的文化
Political systems and level of stability 政治体系及其稳定性
Legal issues 法律事项
Technological level 技术层次
Broader definition of competition 竞争定义的广泛性
2、The major reasons for reluctant to engage in international research
不愿进行国际市场调研活动的主要原因
Lack of sensitivity to differences in culture and customer needs
他们对文化、消费者的偏好以及市场总需求的差异缺乏敏感性
A limited appreciation for the different environments abroad 对国外不同环境认识的有限性
Lack of familiarity with national and international data sources and inability to use
不熟悉本国以及国际数据的来源,或无法正确使用他们获得的国际市场数据
Use business experience in a country as a substitute for organized research
把一个国家中进行实际商务活动是获得的经验作为市场调研的替代物
3、Identifying Sources of Data 确定数据来源
Macro data 宏观数据
Tariff information 关税信息
Host country export/import data 东道国进出口数据
Nontariff measures 非关税措施
Foreign export/import data 国外进出口数据
Data on government trade policy 有关政府贸易政策的资料
Micro data 微观数据
Local laws and regulations 当地的法律和规定
Size of market 市场规模
Local standards and specifications 当地的标准规范
Distribution system 分销体系
Competitive activity 竞争性活动
Secondary data 二手数据
That is information already has been collected by some other organization such as governments, international institutions, service organizations, trade associations, directories and electronic information services
Selection of secondary data 二手数据挑选
Quality of source 信息来源的质量
Recency 时效性
Relevance to the task at hand 相关性
Interpretation and analysis of secondary data对二手数据的解释和分析
It can be used only as proxy information只能作为中间信息
A consistency check must be conducted 对一致性进行监督
The results should be cross-checked 结果必须被核对
4、Three Mechanisms for Building an Information System 建立信息系统是三种机制
Environmental scanning activities provide continues information on political, social, and economic affairs internationally, on changes of attitudes of public institutions and private citizens and on possible upcoming alterations.
环境扫描活动可以随时提供有关政治、社会和经济事务方面的信息,公共机构和个人的态度方面的裱花以及可能发生的变化和调整
Delphi studies are a means for aggregating the judgments of a number of experts who cannot come together physically. This type of research clearly aims at qualitative measures by seeking a consensus from those who know rather than average responses from many people with only limited knowledge
德尔菲研究是把众多判断集中在一起,而不需要把这些专家真正集中到一起,它属于一种定性研究方法,其主要思路是在众多专家的意见中寻找一致性结论,而不是早众多一般性被调查对象中寻找一般性结论。
Scenario building 脚本设计
第十一章
1、Motivations to Go Abroad 关于动机的探讨
Proactive Motivation 主动性动机
Profit advantage 利润优势
Unique products 独特的商品
Technological advantage 技术优势
Exclusive information 专有信息
Managerial commitment 管理的投入
Tax benefit 税务的优惠
Economies of scale 规模经济
Reactive Motivation 反应性动机(被动性动机)
Competitive pressures 竞争压力
Overproduction 生产过度
Declining domestic sales 国内销售量下降
Excess capacity 生产能力过剩
Saturated domestic markets 国内市场饱和
Proximity to customers and ports 接近消费者和港口
2、Alternative Entry Strategies 国际市场的进入战略
Import and Export 进口和出口
Licensing 许可经营
FDI 特许加盟
Management Contract 管理合同(经营合同)
Turnkey Operations 交钥匙工程
Import & Export
Indirect Exporting and Importing间接出口和进口
Direct Exporting and Importing 直接出口和进口
3、How a Trade Intermediary Can Offer Assistance 国际贸易中介机构如何提供帮助
Knows foreign market competitive conditions
Has personal contacts with potential foreign buyers
Evaluates credit risk associated with foreign buyers
Has sales staff to call on current foreign customers in person
Assumes responsibility for physical delivery of product to foreign buyer
4、Royalty –under a licensing agreement, one firm permits another to use its intangible property in a specified geographic area for a specified period. The compensation for using the intangible property is designed as royalty.许可经营—一家公司允许另一家公司使用自己的知识产权,并收取许可收益作为补偿。
Intangible Property
Patents, inventions, formulas, process, designs, patterns
Copyrights for literary, musical, or artistic compositions
Trademarks, trade names, brand names
Franchises, licenses, contracts
Methods, programs, procedures, systems
Discussion: Comment on the stance that“licensing is really not a form of international involvement because it requires no substantial additional effort on the part of the licensor.”
5、Assessment of Licensing
The advantages of licensing
Providing an opportunity to exploit research and development already conducted
许可经营公司可以充分利用已经进行的研发成果
Licensor can reap benefits until the end of the license contract period
许可人可以在许可证到期之前取得大量的利润
Reduce the risk of expropriation
减少被政府征收的风险
Help to avoid host-country regulations applicable to equity ventures
有助于避免东道国对于股权投资设置的各种管制政策
Provide a means by which foreign markets can be tested without major involvement of capital or management time
提供一种不需要投入大量的资本和时间对国外市场进行检查的渠道
The disadvantages of licensing
A very limited form of foreign market participation and does not in any way guarantee a basis for future expansion
一种非常有限的国外市场参与方式,无法为未来的扩张提供任何保障
May create its own competitor not only in the market for which the agreement was made but for third-country markets as well
在对方市场上为自己创造竞争对手,而且很有可能在第三国的市场上同样培养自己的竞争对手
Provide a mechanism for corporations in industrialized countries to capitalize on older technology
为发达国家的公司利用自己的过时技术赚取利润提供了渠道
6、Franchising
It is a specialized form of licensing in which the franchisor not only sells an independent Franchisee the use of the intangible property (usually a trademark) essential to the franchisee"s business but also operationally assists the business on a continuing basis
Right of the Franchising
Selling the franchisor"s products
Using its name, production, and marketing techniques.
Using its general business approach
Benefits of Franchising
Market Potential
Financial gain
Saturated domestic markets
Problems of Franchising
Government restrictions
Selection and training
7、Major Determinants of Direct Foreign Investment 外国直接投资的决定性因素
Marketing Factors 市场因素
Size of market 市场规模
Market growth 市场增长情况
Desire to maintain share of market 保持市场份额的目标
Need to maintain close customer contact 需要维持和客户的紧密联系
Dissatisfaction with existing market arrangements 现有市场分布不满意
Export base 建立出口基地
Desire to follow competition and customers 追索竞争者同消费者
Barriers to trade 贸易壁垒
Government barriers to trade 政府性的贸易壁垒
Preference of local customers for local products 当地顾客对本国产品的偏好
General 一般要素
Expected higher profit 追求高利润
Other 其他
Costs Factors成本因素
Desire to be near source of supply 接近供应来源
Availability of labor, raw materials and technology 充分利用劳动力、原材料和技术
Lower costs of labor and other production, transport 低廉劳动力和其他产品、运输
Financial inducements by government 政府的诱导因素
More favorable cost levels 达到更有利的成本水平
Investment Climate投资环境
General attitude toward foreign investment 针对外国投资的普遍态度
Political stability 政治稳定性
Limitation on ownership 所有权的限制
Currency exchange regulations 外汇管制
Stability of foreign exchange 外汇市场的稳定性
Tax structure 税率结构
Familiarity with country 对这个国家的熟知程度
8、Positive and Negative Impacts of FDI on Host Countries
Positive impact 积极影响
Capital formation 资产构成
Technology and management skills transfer 技术和管理技能
Regional and sectoral development 地区和部门的发展
Internal competition and entrepreneuship 内部竞争和企业精神
Favorable effect on balance of payments 有利于国际收支平衡
Increased employment 增加就业
Negative impact 消极影响
Industrial dominance 对本国行业控制
Technological dependence 技术依赖性
Disturbance of economic plan 干扰本国的经济计划
Cultural change 文化冲突
Interference by home government of MNC 母国对跨国公司的干预
The Home-country Perspective 对宗主国的影响
Positive Impact 积极影响
Addition to the home country"s gross national product from profits, royalties, and fees
通过利润、许可收益和分支构的汇回利润而增加宗主国的国民生产总值
Additional export possibilities 增加出口机会
Stimulate economic growth 刺激经济的增长
Serve political motives 政治的手段
Negative Impact 消极影响
Job loss 失业率
Effect on imports and exports 进出口的影响
Give away its competitive position in the world marketplace by transferring new technology
技术转移会导致本国丧失在国际市场中的竞争地位
Bribery行贿行为的出现
第十三章
1、Globalization reflects a business orientation based on the belief that the world is becoming more homogeneous and that distinctions between national markets are not only fading but , for some products, will eventually disappear
全球化是基于以下认识的一种贸易倾向:世界越来越趋于同质,各国市场之间区别不仅正在减弱,对于某些产品,这些区别将最终消失。
2、the Strategic Planning Process 战略规划过程
Step 1: Assessment and adjustment of core strategy 核心市场战略的评估和调整
Market/competitive analysis 市场/竞争分析
Internal analysis 内部分析
Step 2: Formulation of global strategy 全球战略的形成
Choice of target countries and segments 目标国和细分市场的选择
Choice of competitive strategy 竞争战略的选择
Step 3: development of global program 全球计划的发展
Step 4: implementation 实施
Organizational structure 组织结构
Control 控制
3、Bases for international market Segmentation 国际市场细分的基础
Environmental bases 环境基础
Geographic variables 地理(区域)变量
Political variables 政治变量
Economic variables 经济变量
Cultural variables 文化变量
Marketing management bases 营销管理变量
Product-related variables 产品相关变量
Promotion-related variables 促销相关变量
Price-related variables 价格相关变量
Distribution-related variables 分销相关变量