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Understand the different distribution options available when entering new markets. Detailed Topic Listing as follows: LU EMO 008 International Distribution 1. INTRODUCTION 1.1 Introduction to Distribution Channels 1.2 The Goal of Distribution 1.3 The Importance of Relationships 1.4 Research Other Markets 1.5 Every Market is Different 1.6.1 Client's Profile 1.6.2 Clients 1.7 The Product 1.8 Intermediaries 1.9 The Environment 1.10 Consumer Products 1.11 Consumer Products. Direct Sales 1.12 Franchising 1.13 Worldwide Retail Sales 1.14 Industrial Products 1.15 Introduction to Distribution Channels 1.16 Marketing Position 1.17 Information & Control 1.18 Decision Making 1.19 Channel Innovation 2. INDIRECT EXPORTS 2.1 Definition 2.2 Possible buyers 2.3 Advantages 2.4 Disadvantages 3. CONSULTANCY 3.1 Definition 3.2 Functions of a consultant 3.3 Advantages 3.4 Disadvantages 3.5 Conclusions 4. ASSOCIATED EXPORTS 4.1 Definition 4.2 Piggybacking 4.3 Why it is used 4.4 Conclusions 5. EXPORT CONSORTIA 5.1 Definition 5.2 Structure 5.3 Types: Regional / Sectorial 5.4 Types: Sales / Promotion 5.5 Criteria for joining 6. TRADING COMPANIES 6.1 Definition 6.2 How does it work? Further Reading 1- The 7 Rules of International Distribution 2- Comparing export marketing channels: developed versus developing countries 3- Distribution on the International Market 4- Model Contracts for Small Firms International Distribution of Goods Forum Assignment End of Unit
Understand the key areas of International Product Policy. Detailed Topic Listing as follows: LU EMO 007 International Product Policy 1. INTRODUCTION 1.1 A Product is Not Just its Technical Characteristics 1.2 Product Classification 1.3 Classification Criteria 1.4 Product Life Cycle 1.5 Product Attributes 1.6 Local Vs Global Products 1.7 Other Classifications 2. BRAND & POSITIONING 2.1 Product Positioning 2.2 Elements to Consider 2.3 Environmental Factors 2.4 Social Conditions 2.5 Positioning Strategies 2.6 Stages of Positioning 2.7 Product Policies 2.8 Is the Market Saturated? 2.9 Product Design 2.10 Product Adaptation Examples 2.11 Guarantees and Warranties Further Reading 1- The Product Life Cycle: Its role in Marketing Strategy 2- International Product Life Cycle: A Reassessment and Product Policy Implications 3- The Role of Positioning in Strategic Brand Management. Case of Home Appliance Market. 4- Building brand identity in competitive markets: a conceptual model 5- International differences in product a product map analysis Forum Assignment End of Unit
To Understand the purpose of International Pricing and how to structure an export price taking into account market or distribution factors and the chosen Incoterm. Detailed Topic Listing as follows: LU EMO 006 Export Pricing 1. INTRODUCTION 1.1 National Pricing and Export Pricing 1.2 Pricing by Intuition 1.3 The Lowest Price? 1.4 Price Concepts 1.5 Goals of the Pricing Policy 1.6 A Flexible Tool 1.7 Price: A Key Factor 1.8 Price Reduction Policy 1.9 The Export Price 1.10 Elasticity of Demand 1.11 Effects of Competition 1.12 Factors that Determine Price 2. PRICES & INCOTERMS 2.1 Examples 2.2 Prices in Foreign Currencies? 2.3 Prices in Foreign Currencies? 2.4 Prices for Consumer Goods / Industrial Equipment 2.5 Market Segmentation and Prices 2.6 European Union / E-commerce 3. PRICING STRATEGIES 3.1 Pricing Policies for Different International Markets 3.2 Government Controls 3.3 Pricing Policy and Inflation 3.4 Pricing Policy and Inflation 3.5 Pricing Policy and Inflation 3.6 Transfer Pricing 3.7 Worldwide Pricing Policy 3.8 Policy of Delegating Prices Further Reading 1- Pricing Challenges in Global Marketing: A Model for Global Marketing 2- Export Pricing Objectives and Factors Influencing them 3- Export Prices and Exchange Rates : An Industry Approach 4- An Examination of Factors that Affect Pricing Decisions for Export Markets Forum Assignment End of Unit
Understand the influence of a country's international image on its export performance. Detailed Topic Listing as follows: LU EMO 005 Country Image 1. INTRODUCTION 1.1 What is a Country's Brand Image? 1.2 Country's Brand Image. Germany 1.3 Country's Brand Image 1.4 Country's Brand Image. Association of Ideas 2. COUNTRY OF ORIGIN HYPOTHESES 2.1 Global Approach - Glocalization 2.2 Country's Brand Image. Don't waste your time 2.3 Nation Branding - Magic Formula? 2.4 The Factors of the Element. C = Country 2.5 Status of Existing Players in Market 2.6 Branding Europe 2.7 Country Branding - In Practice Further Reading 1- Country of Origin and its Impact on Brand 2- Country Image and International Trade 3- Relationship between Country of Origin, Brand Image and Customer Purchase Intentions 4- Customers Product Evaluations in Emerging Markets Forum Assignment End of Unit
Understand why we should segment markets and how to go about doing so. Detailed Topic Listing as follows: LU EMO 004 Segmentation 1. INTRODUCTION 1.1 Segmentation 1.2 Segmentation Objective 2. CRITERIA 2.1 Segmentation Criteria 2.2 Segmentation. Demographic 2.3 Real GDP Per Capita 2.4 Segment by Population 2.5 Segment by Age 2.6 Socio-Economic Segmentation 2.6.1 Socio-Economic Segmentation - Porche 2.7 Segmentation: Global Scan's Study of BSB 2.8 The DMBB Study on the European and Russian Consumer 2.9 The 4C Study From Y&R 2.10 Segmentation by Behavior 2.11 Segmentation According to Profits 2.12 Stages of Segmentation 3. WORLDWIDE SEGMENTATION STRATEGY 3.1 Size and Growth Potential of the Segment 3.2 Compatibility with the Company's Criteria/Practical Example 3.3 Worldwide Segmentation Strategy Further Reading 1 - Market Segmentation - A Framework for Determining the Right Target Customers 2 - Market Segmentation Strategy, Competitive Advantage, and Public Policy 3 - Behavioral Segmentation 4 - Customer Segmentation: A Powerful Tool for Business Growth 5 - Market Segmentation Forum Assignment End of Unit
To Understand the complexities of Intercultural Management and present the main theories in the area and some practical strategies when implementing Export Marketing. Detailed Topic Listing as follows: LU EMO 003 Intercultural Management 1. IDIOSYNCRASIES OF EACH MARKET 1.1 Culture 1.2 Every Country Needs an Answer 1.3 Universal Patterns 1.4 Music 1.5 An Open Mind 1.6 Cultural Classification 1.7 No Need to Be Afraid 2. ABOUT LANGUAGE 2.1 About Language 2.2 Some Common Errors 2.3 Silence 2.4 Aggression 3. THEORIES 3.1 Maslow's Theory 3.2 Hofstede's Theory 3.3 Self Reference Criterion 3.4 Environmental Sensitivity 3.5 Roger's Diffusion of Innovation Theory 4. KEY POINTS 4.1 Personal Relationships 4.2 Product Names 4.3 Volume of Business Done 4.4 Established Competitors 4.5 One's Attitude to the Competition 4.6 Communications and Transport 4.7 Personal Relationships within the Company Further Reading Thanks to the generous agreement of Kwintessential Ltd in the UK, we are able to provide you access to a series of comprehensive resources on Intercultural Management. Kwintessential specializes in intercultural management training as well as providing the most comprehensive Translation, Interpreting and Localizations available anywhere. Kwintessential Resources : ??› - - - Intercultural Management Guide ??› - - - International Etiquette Guide ??› - - - Guide to communicating across cultures (requires registration) ??› - - - Online Blog ??› - - - Online Articles Forum Assignment End of Unit
To Understand the purpose of International Marketing in a company's export activity. Detailed Topic Listing as follows: ITS EMO LU02 International Marketing 1. INTRODUCTION 2. MARKETING CONCEPTS 2.1 Ongoing Analysis of the Consumer & the Market 2.2 Selecting the Most Favorable Markets 2.3 Value for the Client 2.4 Global Marketing 2.5 Examples Coca Cola 2.6 Production > Demand 2.7 Marketing Concept 2.8 Sales Vs. Marketing 2.9 An Unforeseeable Factor 3. THE MARKETING MIX 3.1 The Marketing Mix - 4P's 3.2 Marketing Techniques 3.3 Salespeople/Specialization 3.4 Marketing Specialization 4. MARKETING PLAN 4.1 The Marketing Plan Further Reading 1 A Review of the Marketing Mix - 4 P's plus more? 2 Marketing Plan WorkBook - a handy tool to help you get your ideas and facts straight when developing your export marketing plan Forum Assignment End of Unit
This unit will give you a brief overview of the key areas to consider when embarking on an export initiative. Detailed Topic Listing as follows: LU EMO 001 Introduction to Exporting 1. Introduction 1.1 Five Questions 1.1 Fifth Question - At What Export Price 1.2 Introduction to Exporting 1.3 Who can Export? 2. Challenges to Overcome 2.1 Company Size 2.2 Attitudes to Overcome - - 2.3 Resources Needed 3. Starting to Export 3.1 Export Products/Services 3.2 Starting the Export Activity 3.3 Consulting Sources of Information 3.4 Exporting from the Sales Department 3.6 Strategies and Resources 3.7 Market Selection 3.8 Organizational Structure 3.9 Company Image 3.10 Theory on Survival Prospects of Exporting SMEs 3.11 Changes in Distribution Further Reading 1 - Is There Really A Market for Your Product? 2 - Export Strategy for Small and Medium Enterprises Forum Assignment End of Unit