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Sample Outline for an Export Plan (Source: www.export.gov)
Is you company's management committed to pursue exporting
operations? Make sure you've answered
the following questions.
Table of Contents
Executive Summary (one or two pages maximum)
Introduction: Why This Company Should Export
Part I
Export Policy Commitment Statement
Part II
Situation/Background Analysis
n
Part III
Marketing Component
nternal Organization and Procedures
Part IV
Tactics: Action Steps
Part V
Export Budget
tements
Part VI
Implementation Schedule
-up
Results Against Plan)
InternatIonal MarketIng
and export ManageMent
Gerald Albaum
Edwin Duerr
Seventh Edition
www.pearson-books.com
Front cover image: © Getty Images
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International Business: Actions Internationalisation Theories and Practices (I) Business College School of Management Key Questions What approaches to global strategy do firms take?How do organisations internationalise? How does international business manage its internal operations globally? How does international business manage its external operations (e.g. relationship with the host country/communities)? Key Learning ObjectiveThis session will help you to understand the concepts of: 1) Michael E. Porter’s Diamond Model 2) Global Strategy – Ghosal & Nohria Matrix 3) Born Global Concept Michael E. Porter’s Diamond ModelPorter argues that nations can create factors that promote competitive advantage of nations as well as stronger level of FDI. RMIT University School of Management * School of Management Examples of National competitive AdvantagesAbundant, low-cost labor in ChinaMass of IT workers in IndiaHuge reserves of bauxite in AustraliaAbundant agricultural land in the USAOil in Saudi Arabia RMIT University School of Management * School of Management Michael E. Porter’s Diamond Model RMIT University School of Management * School of Management Michael Porter’s Diamond Model: Sources of National Competitive Advantage Firm strategy, structure, and rivalry – the presence of strong competitors at home serves as a national competitive advantage Factor conditions – labour, natural resources, capital, technology, entrepreneurship, and know how Demand conditions at home – the strengths and sophistication of customer demand Related and supporting industries – availability of clusters of suppliers and complementary firms with distinctive competences RMIT University School of Management * School of Management * Industrial ClustersA concentration of suppliers and supporting firms from the same industry located within the same geographic area Examples include: the Silicon Valley, fashion cluster in northern Italy, pharma cluster in Switzerland, footwear industry in Pusan, South Korea, and the IT industry in Bangalore, India Can serve as a nation’s export platform RMIT University School of Management * School of Management National PolicyProactive economic development plan enacted by the government to nurture or support promising industries sectors. Typical initiatives: Tax incentives Investment incentives Monetary and fiscal policies Rigorous educational systems Investment in national infrastructure Strong legal and regulatory systems(Examples: Japan, Dubai, and Ireland) RMIT University School of Management * School of Management Activity 1: Diamond ModelPlease discuss the concept of Porter’s diamond model and apply it to one industry in one country. RMIT University School of Management * School of Management Bartlett and Ghoshal’s Model of Internationalization Strategy RMIT University School of Management * School of Management Source: Adapted from Bartlett and Ghoshal (1991)., Managing Acrocc Border, Harvar.

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Albaum
Duerr
Seventh
EditionInternatIonal MarketIng and export ManageMent
Gerald Albaum Edwin Duerr
Seventh Edition
International Marketing and Export Management offers an
accessible and authoritative perspective on
international marketing with a strong export management
orientation, comprehensively describing the
evolving competitive landscape as created by technological
advances and international trade patterns.
The seventh edition retains its clear and informed coverage of
the opportunities for companies of all sizes
and in all industries in the export of goods, services, intellectual
property and business models.
Written in a no-nonsense style, the book has been updated to
offer the most current discussion of the
literature in the area, as well as new and engaging cases and
examples in every chapter.
Key features include:
• Updated to take account of the global economic crisis
• New case studies including BP’s problems in the Gulf of
Mexico and Toyota’s worldwide
recalls, along with more practical examples and vignettes
throughout the text
• Increased coverage of the service sector
• New material on the increased importance of the BRIC
countries (Brazil, Russia, India and
China) and their rapid export-led growth
• Greater emphasis on corporate social responsibility and ethics
About the authors
Gerald Albaum is Research Professor at the Robert O. Anderson
Schools of Management, University of
New Mexico, and Professor Emeritus of Marketing at the
University of Oregon, USA. He is also Senior
Research Fellow at the IC2 Institute, University of Texas,
Austin, USA. He has been a visiting professor and
scholar at universities in Canada, Denmark, New Zealand,
Australia, Turkey, France, Finland and Hong
Kong.
Edwin Duerr is Professor Emeritus of International Business at
San Francisco State University, USA.
He has been a visiting professor at universities in Japan, Brazil,
Germany, Denmark, Sweden and the
Netherlands, and has extensive consulting business around the
globe. He is also Senior Editor of The
Journal of International Business and Economy.
The book is ideal for undergraduate and postgraduate students
taking modules in International Marketing
and Export Marketing/International Trade. It will also be used
as a supplementary text on International
Business courses.
CVR_ALBA3880_07_SE_CVR.indd 1 20/04/2011 15:09
International Marketing
and Export Management
We work with leading authors to develop the strongest
educational materials in marketing, bringing cutting-edge
thinking and best learning practice to a global market.
Under a range of well-known imprints, including
Financial Times Prentice Hall, we craft high quality
print and electronic publications which help readers to
understand and apply their content, whether studying
or at work.
To find out more about the complete range of our
publishing, please visit us on the World Wide Web at:
www.pearsoned.co.uk
Gerald Albaum
University of New Mexico, USA
Edwin Duerr
San Francisco State University, USA
International Marketing
and Export Management
Seventh Edition
Pearson Education Limited
Edinburgh Gate
Harlow
Essex CM20 2JE
England
and Associated Companies throughout the world
Visit us on the World Wide Web at:
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First published 1989
Second edition published 1994
Third edition published 1998
Fourth edition published 2002
Fifth edition published 2005
Sixth edition published 2008
Seventh edition published 2011
© Addison-Wesley Publishers Limited 1989, 1994
© Gerald Albaum, Edwin Duerr and Jesper Strandskov 1998,
2008, 2011
The rights of Gerald Albaum, Edwin Duerr and Jesper
Strandskov to be identified as
authors of this work have been asserted by them in accordance
with the Copyright,
Designs and Patents Act 1988.
All rights reserved. No part of this publication may be
reproduced, stored in a retrieval
system, or transmitted in any form or by any means, electronic,
mechanical, photocopying,
recording or otherwise, without either the prior written
permission of the publisher or a
licence permitting restricted copying in the United Kingdom

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This document provides an overview of unit 4 which covers production, marketing, financial and human resource management for global businesses. It discusses topics such as global production strategies, location decisions, scale of operations, make or buy decisions, quality considerations, global supply chain issues, international marketing strategies, investment decisions, exchange rate risk management, strategic orientation, and selection of expatriate managers. The document contains several sub-sections on each of these topics with definitions, explanations, and factors to consider. It also lists two references used to prepare the material.

issued by the Copyright
Licensing Agency Ltd, Saffron House, 6–10 Kirby Street,
London EC1N 8TS.
All trademarks used herein are the property of their respective
owners. The use of any
trademark in this text does not vest in the author or publisher
any trademark ownership
rights in such trademarks, nor does the use of such trademarks
imply any affiliation with
or endorsement of this book by such owners.
ISBN: 978-0-273-74388-0
British Library Cataloguing-in-Publication Data
A catalogue record for this book is available from the British
Library
Library of Congress Cataloging-in-Publication Data
Albaum, Gerald S.
International marketing and export management / Gerald
Albaum,
Edwin Duerr. — 7th ed.
p. cm.
Includes bibliographical references and index.
ISBN 978-0-273-74388-0 (pbk.)
1. Export marketing—Management. I. Duerr, Edwin. II. Title.
HF1416.I617 2011
658.8'4—dc22
2011001761
10 9 8 7 6 5 4 3 2 1
16 15 14 13 12 11
Typeset in Book Antiqua 10/12.5 by 73
Printed and bound in Great Britain by Ashford Colour Press
Ltd, Gosport, Hampshire
The publisher’s policy is to use paper manufactured from
sustainable forests.
Dedication
To my wife, Carol, whose support and encouragement have
sustained me in my continuing research and through seven
editions of International Marketing and Export Management.
Gerald Albaum
To Mitsuko Saito Duerr, my wife and companion in life in
teaching,
consulting, writing and international adventures.
Edwin Duerr
Preface xvii
About the authors xxii
List of abbreviations xxiii
Publisher’s acknowledgements xxviii
1 International marketing and exporting 1
2 Bases of international marketing 102
3 The international environment: culture; economic
forces; and competition 174
4 The international environment: government, political
and legal forces 217
5 Market selection: definition and strategies 262
6 Information for international market(ing) decisions 322
7 Market entry strategies 391
8 Export entry modes 442
9 Nonexport entry modes 512
10 Product decisions 580
11 Pricing decisions 670
12 Financing and methods of payment 730
13 Promotion and marketing communication 774
14 Supply chain management/logistics and handling
export orders 854
15 Organization of international marketing activities 921
Glossary 959
Index 974
Brief contents
vii
Preface xvii
About the authors xxii
List of abbreviations xxiii
Publisher’s acknowledgements xxviii
1 International marketing and exporting 1
Introduction 2
Reasons why rapid growth in international business
will resume 7
Increasing competitive demands on business world wide 14
Problems and needs 17
Being effective: the nature and practice of international
marketing 21
Export marketing planning and strategy 33
The Internet, the World Wide Web, and e-business 42
The impact of technology 48

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The document provides an overview of imports, exports, and international trade. It discusses key terms like imports, exports, and commerce. It then gives a brief history of trade and commerce in India, including important trade policies and acts passed over time. It also discusses the current operations of imports and exports in India, noting that exports of goods hit a record high in fiscal year 2022.

Entrepreneurial approaches to international marketing 51
The growth of non-traditional exports 54
Purpose and approach of the book 60
Appendix The worldwide recession of 2007–2010 61
Questions for discussion 63
References 64
Further reading 68
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ix
x Contents
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Case study 1.5 Dell, Inc. 93
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Case study 3.2 Ford Motor Company 211
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Introduction 217
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Economic integration 242
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Contents xi
References 248
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Case study 4.1 Avon Products, Inc. (A) 250
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Export marketing research 339
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xii Contents
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Case study 8.2 Quint Winery 500
Case study 8.3 Nestlé 504
Case study 8.4 Urban Outfitters 509
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Alternative modes of entry 515
Manufacturing facilities 517
Assembly operations 532
Strategic alliances 535
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Summary 555
Questions for discussion 555
Contents xiii
References 557
Further reading 560
Case study 9.1 Imagination Entertainment 561
Case study 9.2 GG Farm Machinery Company 565
Case study 9.3 VW in China 566
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References 907
Further reading 908
Case study 14.1 Jaguar Electronics, Inc. 908
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Case study 14.3 EFI Logistics 918
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Introduction 922
Main considerations of being organized internationally 923
Organizational structures 929
Summary 940
Questions for discussion 940
References 941
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Case study 15.3 Unilever (B) 956
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Index 974
Supporting resources
Visit www.pearsoned.co.uk/albaum to find valuable online
resources.
For instructors:
● Complete, downloadable Instructor’s Manual.
● PowerPoint slides that can be downloaded and used for
presentations.
● Links to articles and resources on the web.
Also: The Companion Website provides the following features:
● Search tool to help locate specific items of content.
● E-mail results and profile tools to send results of quizzes to
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● Online help and support to assist with website usage and
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For more information please contact your local Pearson
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Meeting the changing challenges in international marketing
Three changes in international business have made international
marketing
and export management of even greater importance – and a new
edition of this
book necessary. The first is the economic recession beginning
in 2007–08, and
its aftermath. The second is the exceptionally strong growth and
economic
power of China and India. The third is the continuing
development of the
factors that had led to economic growth and the importance of
international
business in previous decades.
1. The recession that began in 2007–08 had dramatic effects,
reducing GDP and
demand in most nations, and causing the first drop in the
volume and value
of international trade in 50 years. Paradoxically, as we shall
see, it made inter-
national business and export marketing of even greater
importance to both
countries and businesses. We will discuss the many problems
businesses
faced, the strategies taken to meet the challenges, and the
effects these
changes can be expected to have on long-term operations.
However, in order
to place the effects of the recession in perspective, we will first
briefly discuss
five aspects of the situation: (1) the recession and expected
renewed growth;
(2) increasing international interdependence; (3) exports as an
engine of
growth; (4) importance of innovation and entrepreneurship; and
(5) the rea-
sons why rapid growth in international business and trade will
resume.
2. China’s economic development has made it one of the
world’s largest
exporters and importers, and the second largest economy in the
world. It is
exporting manufactured goods with increasing levels of
technology, and
importing more luxury goods. This has resulted in continually
changing
world trade patterns and greater threats to and opportunities for
companies
throughout the world. India has become the world’s leader in
the provision of
services of knowledge-industry workers, and also an important
IT provider.
3. The other major advances that have occurred during past
decades will con-
tinue to drive increasing globalization, and the ever-greater
importance of
international marketing and export management. These include:
Preface
xvii
xviii Preface
● The information revolution with the technological advances
and lowered
costs in communications, the development of the Internet and e-
commerce,
and the development of increasingly sophisticated and diverse
software to
support a wide variety of business functions. New companies
and industries
have emerged while a number of existing companies have
undertaker major
changes or failed. Blogs and other new communications
networks, some of
which were initially developed as social network sites, have
enabled easier

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Scapegoating is a theory of prejudice and discrimination. Society looks at the weakest group, and places blame on that group for all ills. That group then becomes the bottom level of society. We've seen this over the past 18 months. Illegal immigrants have been blamed for many issues, in particular crime and unemployment rates. Yet, I know few in my own area who will do the jobs these folks do every day. As for crime, please see the link below for a journal article that addresses this issue. Most crimes committed by immigrants without papers are misdemeanors.  What are your  thoughts? .

Scanned with CamScannerScanned with CamScannerIN.docx
Scanned with CamScannerScanned with CamScannerIN.docxScanned with CamScannerScanned with CamScannerIN.docx
Scanned with CamScannerScanned with CamScannerIN.docx

Scanned with CamScanner Scanned with CamScanner INSTRUCTIONS  Write a brief case study (ALZHIEMER DISEASE) of a real or hypothetical issue or problem that needs investigation (approx. 200-250 words max).  Discussion 3.2: Hypothesis Test Tag Team Corporate Responsibility 8; The Social Responsibility of Business Is to Increase Its Profits Milton Friedman When I hear businessmen speak eloquently about the “social responsibilities of business in a free-enterprise system,” I am reminded of the wonderful line about the Frenchman who discovered at the age of 70 that he had been speaking prose all his life. The busi­ nessmen believe that they are defending free enterprise when they declaim that business is not concerned “merely” with profit but also with promoting desirable “social” ends; that business has a “social conscience” and takes seriously its responsibilities for provid ing employment, eliminating discrimina­ tion, avoiding pollution and whatever else may be the catchwords of the contemporary crop of reformers. In fact they are—or would be if they or anyone else took them seriously—preaching pure and unadulter­ ated socialism. Businessmen who talk this way are unwitting puppets of the intellectual forces that have been undermining the basis of a free society these past decades. The discussions of the “social responsibil­ ities of business” are notable for their analyt­ ical looseness and lack of rigor. What does it mean to say that “business” has responsibili­ ties? Only people can have responsibilities. A corporation is an artificial person and in this sense may have artificial responsibili­ ties, but “business” as a whole cannot be said to have responsibilities, even in this vague sense. The first step toward clarity in ex­ amining the doctrine of the social responsi­ bility of business is to ask precisely what it implies for whom. Presumably, the individuals who are to be responsible are businessmen, which means individual proprietors or corporate execu­ tives. Most of the discussion of social respon­ sibility is directed at corporations, so in what follows I shall mostly neglect the individual proprietors and speak of corporate execu­ tives. In a free-enterprise, private-property sys­ tem, a corporate executive is an employee of the owners of the business. He has direct re­ sponsibility to his employers. That responsi­ bility is to conduct the business in accord­ ance with their desires, which generally will be to make as much money as possible while conforming to the basic rules of the society, both those embodied in law and those em­ bodied in ethical custom. Of course, in some cases his employers may have a different ob­ jective. A group of persons might establish a corporation for an eleemosynary purpose— for example, a hospital or a school. The manager of such a corporation will not have money profit as his objectives but the ren­ dering of certain services. In either case,.

Sara Mohammed1991 Washington St.Indiana, PA 15701(571) 550-3.docx
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Sara Mohammed 1991 Washington St. Indiana, PA 15701 (571) 550-3232 [email protected] EDUCATION Indiana University of Pennsylvania (IUP) Expected December 2020 Bachelor of Science in Business Northern Virginia Community College (NOVA), Woodbridge, VA May 2016 English As a Second Language Volunteerism Saudi club association at Gannon University Fall 2018 SKILLS · Speak three languages (Arabic, English, and Turkish) · Knowledge with technology · Experience with Microsoft, Word, Excel, and PowerPoint · Looking for helping others always · Familiar with taking care of kids .

gathering of information by individuals as well as providing
new opportuni-
ties for businesses. They have provided means for companies to
more effec-
tively interact with key stakeholders: obtaining information on
consumer
preferences, demands and suggestions as well as advertising to
the cus-
tomers; obtaining suggestions from and providing information
to company
personnel as well as other stakeholders and the public.
● The further development of logistics and supply chain
management, draw-
ing upon new concepts and methods, advances in information
technology
in its most broad sense, and major advances in physical
equipment and
facilities. This has resulted in goods moving around the world
with increas-
ing efficiency and lower costs.
● The increased importance of innovation as ideas, and
advances in technolo-
gies, strategies, and business models, spread more rapidly. The
advantages
of being ahead, and the dangers of failing to adjust to new
conditions, have
increased greatly.
● The recognition that increasing incomes, and the increasingly
diverse pop-
ulations in some countries, have provided new and often more
segmented
markets. Niche markets have emerged that provide additional
opportuni-
ties for small companies and the need for larger companies to
respond to
the increasing diversity in demand.
● The expected resumption of lowering of governmental and
other barriers to
trade and investment as economies around the world recover.
Some in-
creases in such barriers have resulted from the current economic
problems,
but increased multilateral trade agreements are still being
developed.
● The increased competition and increased opportunities for
companies of all
sizes, resulting from the greater mobility of goods, services,
information,
and ideas due to all of the changes noted above.
Although many of these changes have created new problems that
firms
must address, they have opened new opportunities for
businesses ranging
from one-person operations to corporate giants. E-commerce has
had a partic-
ularly strong impact in furthering the globalization of business,
especially for
smaller and medium-sized businesses. With a viable product or
service, the
smallest business can now find potential customers and means
of distribution
across the globe. The increased ease of entry has also resulted
in new entrants
creating increased competition in all marketplaces.
Preface xix
New to the seventh edition
The changes in the international marketing landscape discussed
above are re-
flected in both new material and in expanded coverage of topics
previously
emphasized. Several new cases have been added, and almost all
of the previ-
ous cases updated.
An important change is the addition of several interesting and
insightful new
cases. They cover success, challenges and problems of
companies ranging in size
from a profitable one-person exporter to well-known
internationals operating
worldwide. One particularly interesting case involves the
unexpected shutdown
in 2010 of a unique Japanese-US joint venture that had been
operating very suc-
cessfully for 26 years. Other new cases include BP, Royal
Phillips Electronics,
Toyota, India’s Tata Motors, Gloria Jean’s Coffees, Boeing
Company, Kraft Foods,
and the one-person company that is now successfully exporting
its product to
21 countries. Cases carried over from the sixth edition have
been updated to reflect
changes in the economic, competitive, social, legal, and
political environments.
Aims and objectives
The basic aims and objectives of this seventh edition remain the
same as those
of the previous editions:
1. to provide a text in international marketing which will be as
applicable and
valuable for small and medium-sized enterprises as it is for
large interna-
tional corporations;
2. to provide an emphasis on exporting which is appropriate,
given its posi-
tion as the major international activity of most small and
medium-size busi-
nesses and its extensive use by all global companies; and
3. to provide coverage of the non-export modes of market
penetration used by
both expanding smaller companies and corporate giants as a part
of their
overall international marketing strategy and channel
management.
These emphases are a reflection of both the international
marketing environ-
ment and the authors’ view of exporting. In terms of the
numbers of compa-
nies doing some type of international business, small and
medium-sized
companies are most prevalent. Most of these companies never
diversify and
grow to the size where being a multinational (or global)
company is desirable
or even feasible. The major activity of most small and medium-
size companies
is exporting. It is in this area that the transition from domestic

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Scanned with CamScanner Application Assignment 2: Part 2 - Developing an Advocacy Campaign The following application, Part 2, will be due in Week 7. To prepare: · Review Chapter 3 of Health policy and politics: A nurse’s guide. · In the first assignment, you reflected on whether the policy you would like to promote could best be achieved through the development of new legislation, or a change in an existing law or regulation. Refine as necessary using any feedback from your first paper. · Contemplate how existing laws or regulations may affect how you proceed in advocating for your proposed policy. · Consider how you could influence legislators or other policymakers to enact the policy you propose. · Think about the obstacles of the legislative process that may prevent your proposed policy from being implemented as intended. · To complete: Part Two will have approximately 3–4 pages of content plus a title page and references. Part Two will address the following: · Explain whether your proposed policy could be enacted through a modification of existing law or regulation or the creation of new legislation/regulation. · Explain how existing laws or regulations could affect your advocacy efforts. Be sure to cite and reference the laws and regulations using primary sources. · Provide an analysis of the methods you could use to influence legislators or other policymakers to support your policy. In particular, explain how you would use the “three legs” of lobbying in your advocacy efforts. · Summarize obstacles that could arise in the legislative process and how to overcome these hurdles. Milstead: 3 Legs of Lobbying “According to Milstead (2013), Leg One of the Three-Legged Stool consists of lobbying which is the act of influencing – the art of persuading-a government entity. “Legislators often rely on lobbyists’ expertise to help them understand what they are voting for or against.” (Milstead, 2013, p. 53). Local State Representatives should be targeted as a champion for the bill and that’s likely where an average voter can begin for their voice to be heard at the local and state levels.Leg Two of the Three-Legged Stool also includes the grassroots lobbyists. The AmericanNurses Association often spear-heads lobbying efforts in the best interest of the public on healthcare related issues and has a strong history of working with Congress on these important issues. “Grassroots lobbyists are constituents who have the power to elect officials through their vote and have expertise and knowledge about a particular issue (such as nurses in healthcare reform debates)” (Milstead, 2013, p. 54). Nurses can become a member of the American Nurses Association or other associations to ensure nurses have a voice on these important issues” Reflection Associate Professor Michael Segon Director MBA 1 Reflection Reflection is used as a learning tool to make sense of what we have experienced and how we can optimise our learning from that experience. .

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Scanned with CamScanner Global editionGlo b a l ed it io n this is a special edition of an established title widely used by colleges and universities throughout the world. Pearson published this exclusive edition for the benefit of students outside the United States and Canada. if you purchased this book within the United States or Canada you should be aware that it has been imported without the approval of the Publisher or author. Pearson Global Edition Global edition For these Global editions, the editorial team at Pearson has collaborated with educators across the world to address a wide range of subjects and requirements, equipping students with the best possible learning tools. this Global edition preserves the cutting-edge approach and pedagogy of the original, but also features alterations, customization, and adaptation from the north american version. it Strategy: Issues and Practices M cK een Sm ith it Strategy Issues and Practices tHiRd edition James D. McKeen • Heather A. Smith t H iR d e d it io n McKeen_1292080264_mech.indd 1 28/11/14 12:56 PM IT STraTegy: ISSueS and PracTIceS A01_MCKE0260_03_GE_FM.indd 1 26/11/14 9:32 PM A01_MCKE0260_03_GE_FM.indd 2 26/11/14 9:32 PM IT STraTegy: ISSueS and PracTIceS T h i r d E d i t i o n G l o b a l E d i t i o n James D. McKeen Queen’s University Heather A. Smith Queen’s University Boston Columbus Indianapolis New York San Francisco Hoboken Amsterdam Cape Town Dubai London Madrid Milan Munich Paris Montréal Toronto Delhi Mexico City São Paulo Sydney Hong Kong Seoul Singapore Taipei Tokyo A01_MCKE0260_03_GE_FM.indd 3 26/11/14 9:32 PM Editor in Chief: Stephanie Wall Head of Learning Asset Acquisition, Global Edition: Laura Dent Acquisitions Editor: Nicole Sam Program Manager Team Lead: Ashley Santora Program Manager: Denise Vaughn Editorial Assistant: Kaylee Rotella Assistant Acquisitions Editor, Global Edition: Debapriya Mukherjee Associate Project Editor, Global Edition: Binita Roy Executive Marketing Manager: Anne K. Fahlgren Project Manager Team Lead: Judy Leale Project Manager: Thomas Benfatti Procurement Specialist: Diane Peirano Senior Manufacturing Controller, Production, Global Edition: Trudy Kimber Cover Image: © Toria/Shutterstock Cover Designer: Lumina Datamantics Full Service Project Management: Abinaya Rajendran at Integra Software Services, Pvt. Ltd. Credits and acknowledgments borrowed from other sources and reproduced, with permission, in this textbook appear on appropriate page within text. Pearson Education Limited Edinburgh Gate Harlow Essex CM20 2JE England and Associated Companies throughout the world Visit us on the World Wide Web at: www.pearsonglobaleditions.com © Pearson Education Limited 2015 The rights of James D. McKeen and Heather A. Smith to be identified as the authors of this work have been asserted by them in accordance with the Copyright, Designs and Patents Act 19.

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Scanned by CamScanner Scanned by CamScanner Chapter 13:The Bureaucracy ADA Text Version Learning Objectives 1. Describe the formal organization of the federal bureaucracy. 2. Classify the vital functions performed by the bureaucracy. 3. Explain the present Civil Service system and contrast it with the 19th century spoils system. 4. Identify the various factors contributing to bureaucracy's growth over time. 5. Compare the means by which Congress and the president attempt to maintain control over the bureaucracy. 6. Analyze and evaluate the problems that bureaucratic organization poses for American democracy. Introduction The very word "bureaucracy" often carries negative connotations. To refer to an institution as a "bureaucracy" or characterize it as "bureaucratic" is usually intended as an insult. But the national bureaucracy, sometimes called the "fourth branch of government", is responsible for practically all of the day-to-day work of governing the country. While bureaucracy in the United States, consistent with our tradition of more limited government, is smaller than its counterparts in other longstanding democracies, its influence extends to almost every corner of American society. From delivery of the mail to regulation of the stock market to national defense, federal employees plan, regulate, adjudicate, enforce, and implement federal law. Despite recurrent calls to "shrink" the size of government, the federal bureaucracy remains the largest single employer in the United States. This lesson examines the bureaucracy's formal organization, its critical role in the American economy and society, and its perceived weaknesses. Study Questions 1. How did sociologist Max Weber define bureaucracy? 2. Identify the various functions federal bureaucracies perform giving at least one example each: a. Implementation b. Regulation c. Adjudication d. Enforcement e. Policy-making 3. How many people does the federal government employ? For what percentage of GDP does federal spending account? How does this compare to other economically advanced democracies? 4. Classify and distinguish the major types of bureaucracy in the federal government: a. Cabinet Departments b. Independent Agencies c. Independent Regulatory Commissions d. Government Corporations 5. How does the federal bureaucracy select and recruit personnel? Contrast the present civil service system with the spoils system. What advantages does the present system provide? 6. What factors explain the growth of bureaucracy over time despite recurrent calls for limiting the size of government? 7. Identify those factors in the budget process making it difficult to cut bureaucratic funding. 8. Describe the way Congress authorizes funding for the federal bureaucracy. 9. How does Congress attempt to control the federal bureaucracy? 10. How does the president attempt to control the federal bureaucracy? 11. What special problems does bureaucratic independence present in a democracy? Discuss with re.

to international
marketing usually occurs, and in which knowledge of
international dimen-
sions of marketing is of critical importance. For the increasing
number of enter-
prises that do expand into other methods of market entry,
exporting typically
remains a major activity. Even the largest multinational firms
with global oper-
ations are involved in extensive exporting.
This book is focused primarily on the marketing decisions and
management
processes involved in developing export operations. The key
procedural aspects
and activities required in exporting, which the manager must
know, are covered.
Necessarily, a certain amount of descriptive material must be
included. While
xx Preface
this is not a ‘how to’ treatment of technical details, it does
provide the basic
knowledge and references to facilitating organizations that can
guide the poten-
tial exporter in determining what he or she needs to do to begin
exporting. As in
previous editions, the emphasis remains on exporting as a
marketing activity.
From a marketing perspective, the ideas underlying
international market se-
lection, information development, product development, and
strategy, pricing,
and promotion are often the same whether the mode of entry is
export or non-
export. Thus export marketing and international marketing as a
whole con-
verge from both an educational and an operational/practice
perspective.
As in previous editions, we approach the material from the
perspective of
the process by which a company – from any country – can
creatively adapt to
the international environments within which it can operate. To
enhance the
discussion of each topic, case studies are provided at the ends
of each chapter.
We have added a number of new cases to provide coverage of
emerging areas
of opportunity and concern, such as e-commerce, changing
strategies for mar-
ket entry and development, and social responsibility. Some of
the cases from
the previous edition have been retained, and updated where
appropriate. Most
of the cases have been written expressly for this book. The
experiences of the
companies covered in the cases illustrate issues covered in the
text and provide
a vehicle for (a) integrating material from throughout the book
and (b) illus-
trating key elements and concerns in making decisions.
This edition of International Marketing and Export Management
has been
rewritten and updated to cover the events and changes that have
occurred since
the fifth edition was published. Both increasing opportunities
and challenges are
addressed. While the exporting focus remains, more extensive
material on other
forms of entry and methods for evaluating market entry strategy
is provided so
that decisions can be made regarding economical and effective
entry mode selec-
tion. As in previous editions, we continue to link the various
topics to strategy.
Target audience
The seventh edition of International Marketing and Export
Management is
designed for anyone desiring to increase his or her knowledge
of international
and export marketing. It provides comprehensive coverage of
the marketing
mix, including all types of entry modes and channels. It also
provides informa-
tion on all aspects of the changing international marketing
environment,
making it particularly well suited for:
● undergraduate and graduate students taking courses in export
manage-
ment or international marketing;
● those enrolled in management education courses and other
tertiary non-
university programs that cover export management and/or
international
marketing;
● export/international marketing practitioners interested in
fresh insights in
the rapidly changing field of international marketing; and
● individuals interested in beginning export or import ventures.
Preface xxi
Authors’ acknowledgements
The authors wish to thank the many people who have
encouraged, or assisted
in, the preparation of this book. We are particularly gratefully
to two people:
Jesper Strandskov, who made outstanding contributions as co-
author of the
first five editions, and Juliet Dowd for making material
available to us from the
book Introduction to Export Management, written by Laurence
Dowd and
published by Eljay Press. We owe a great debt to the many
scholars and busi-
ness people whose articles, books, and other materials we have
cited or
quoted. Also, personal contacts with specialists in many of the
subject areas
have enhanced our knowledge.
We wish to acknowledge the help we received from the
following:
J. Andrzej Lubowski
J. H. Dethero
Dico de Jon, ABN AMRO
James Fitzgerald, President, EFI Logistics

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Scanned by CamScanner Scanned by CamScanner TABLE 2.2 Connecting Knowledge of Development and Learning to Teaching Practices Principles of Child Development and Learning Developmentally Appropriate Teaching Practices Children develop holistically • Teachers plan daily activities and routines to address aesthetic, emotional, cognitive, language, physical, and social development. • Teachers integrate learning across the curriculum (e.g., mixing language, physical, and social; combining math, science, and reading). Child development follows an orderly sequence • Teachers use their knowledge of developmental sequences to gauge whether children are developing as expected, to determine reasonable expectations, and to plan next steps in the learning process. Children develop at varying rates • Teachers give children opportunities to pursue activities at their own pace. • Teachers repeat activities more than once so children can participate according to changing needs and abilities. • Teachers plan activities with multiple learning objectives to address the needs of more and less advanced learners. Children learn best when they feel safe and secure • Teachers develop nurturing relationships with children and remain with children long enough so children can easily identify a specific adult from whom to seek help, comfort, attention, and guidance. • Daily routines are predictable. Changes in routine are explained in advance so children can anticipate what will happen. • There is two-way communication between teachers and families, and families are welcome in the program. • Children have access to images, objects, and activities that reflect their home experiences. • The early childhood environment complies with all safety requirements. • Adults use positive discipline to enhance children’s self-esteem, self-control, and problem-solving abilities. • Teachers address aggression and bullying calmly, firmly, and proactively. Children are active learners • Activities, transitions, and routines respect children’s attention span, need for activity and need for social interaction. Inactive segments of the day are short. • Children participate in gross motor activities every day. Children learn through a combination of physical experience, social experience, and reflection • Adults encourage children to explore and investigate. They pose questions, offer information, and challenge children’s thinking. • Children have many chances to document and reflect on their ideas. Children learn through mastery and challenge • Practitioners simplify, maintain, or extend activities in response to children’s functioning and comprehension. Children’s learning profiles vary • Teachers present the same information in more than one modality (seeing, hearing, touching) and through different types of activities. • Children have opportunities to play on their own and with others; indoors and outdoors; with natural and manufactured materials. Chil.

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Sandro Reyes                                                      .docxSandro Reyes                                                      .docx
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Sandro Reyes 1 5 Human Impact on the Environment Every day, I see the harmful impacts of humans on the environment. Just 13 percent of the globe’s oceans remain unsoiled by humanity’s damaging impacts (Carrington, 2018). In the remotest poles and Pacific areas, most of the ocean has no natural marine wildlife. Pollution, huge fishing fleets, and global shipping along with climate change are all degrading the oceans. The vehicles we drive every day, industrial wastes, overpopulation, and fossil fuels, all have negative effects on the environment. Human activities are negatively affecting the environment by degrading it and sooner or later, the earth will not be able to sustain humans. Overpopulation is now an epidemic with decreased mortality rates, improved medicine, and food sustainability. We are living longer, which is increasing population. The impact of overpopulation includes environmental degradation due to cutting down of trees to create space. With less trees to filter the air, an increase in carbon dioxide levels is damaging every single organism (Interesting Engineering, 2019). Another effect of overpopulation is overdependence on fossil fuels such as coal and oil, which emit plentiful carbon oxide into the air. With increased population, humans need more space, which damage ecosystems and augment carbon dioxide emissions. Pollution is another impact of human activities on the environment. From trash, industrial wastes to carbon dioxide emissions into the air, pollutions is inevitable. Over 2.4 billion individuals have no access to sources of clean water. Human activities continue to deplete indispensable resources such as soil, water, and air. United States, for example, produces 147 million metric tons of air pollution annually (Interesting Engineering, 2019). Air quality in developing nations continues to plummet as well. This means that we are engaging in activities that are hurting the environment. Global warming is one of the greatest causes of environmental degradation contributed by human activities. Some people do not believe that global warming is real. However, that is not true, and its major contributors include carbon dioxide emissions from respiration, deforestation, and burning fossil fuels. Each year, we continue to contribute to levels of carbon dioxide globally. Current levels exceed 400 PPM, and the rise in carbon dioxide emissions are attributed to an increase in global temperatures (Interesting Engineering, 2019). The result is the melting of arctic glaciers and land ice, which will increase sea levels, and have negative effects on oceanic life. Climate change is another impact on the environment that is being caused by us. It is linked .

Daniel Scanlan, Bank of America
Steven Schafer, Fenestra Technologies Corporation
In particular, we want to thank Gordon Miracle from Michigan
State Univer-
sity for making material available to us from work he did in the
past with one
of the authors of this book. We are also grateful to those who
reviewed the fifth
edition and previous editions of the book in part or in whole.
We value their
suggestions even though we were not able to incorporate all of
them. There-
fore, any deficiencies remaining are ours. Reviewers include:
Michele Akoorie, University of Waikato
Jeremy Baker, London University Guildhall University
Geraldine Cohen, Brunel University
Ofer Dekel, University of Derby
David Demick, University of Ulster
Nick Foster, Sheffield Hallam University
Collin Gilligan, Sheffield City Polytechnic
Raul de Gouva, University of New Mexico, Anderson School of
Management
E. P. Hibbert, Durham University Business School
Valerie Isaac, University of Derby
Jürgen Reichel, University of Stockholm
Finally, the Publishing Team at Pearson Education, including
Rachel Gear,
Emma Violet and Tim Parker deserve our appreciation for their
encourage-
ment, support and most of all, patience while we prepared the
manuscript.
Gerald Albaum
Edwin Duerr
Spring 2011
About the authors
xxii
Gerald Albaum is Research Professor at the Robert O. Anderson
School of
Management at the University of New Mexico. In addition, he is
Professor
Emeritus of Marketing at the University of Oregon and a Senior
Research Fel-
low at the IC2 Institute, University of Texas at Austin. He
received his PhD in
1962 from the University of Wisconsin-Madison and his MBA
(1958) and BA
(1954) from the University of Washington.
He is the author, or co-author, of 8 books, 9 monographs, and
more than 90 ar-
ticles in refereed journals, 40 papers in refereed conference
proceedings, 20 papers
in other publications, and 14 book and software reviews
published in the Journal
of Marketing Researc h. His writings deal with issues in
research methods, inter-
national marketing activities, cross-cultural/national research,
and retailing
(especially direct selling). Many of his studies are cross-
cultural/national in nature.
Dr. Albaum has presented seminars for such Danish companies
as Danfoss,
GfK Research, Novo Nordisk, and LEGO. He has also made
presentations be-
fore industry groups such as the Northern Jutland Export
Council in Denmark
and the Hong Kong Institute of Marketing. He has given
seminars for the Hong
Kong Housing Authority and for Air China …
INBS 347-01
Spring Semester 2020
Export Plan Term Project
Student
Name________________________________________________
_
Country/ Product
______________________________________________
You will be writing an Export Plan (Select a Country and a
Product); just a few sentences on
what you are going to explore in your term project
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
_____________________________________________________
____________________
The Project Title must be submitted no later than 3/4/20 for
approval.

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Scanned with CamScannerResearch Summary (paper)For thi.docxScanned with CamScannerResearch Summary (paper)For thi.docx
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Scanned with CamScanner Research Summary (paper) For this assignment you summarize one of the experimental research studies from your research collection. (I did not make one, feel free to choose any research that has to do with psychology.) Check out Audris Oh's research summary I put in the files -- it's a great model. Write your summary in 5 pages or so, basically summarizing each of the major sections - literature review, methods section, results section and discussion. Let the abstract at the beginning of the paper guide you (It's just one paragraph but is a great guide). Why was the study done and how does it fit in with other work in the field (the intro or lit review)? What was the actual experiment (the methods section)? What were the results (the results section)? Why is it important (the discussion section)? Conclude your paper with a personal reaction -- does this fit with what you’ve seen? How might you use any insight the study provides? Include the pdf of the article (or link to it) and the reference to the article in APA style. Here's an example of a reference: Stein, S., Isaacs, G., & Andrews, T. (2004). Incorporating authentic learning experiences within a university course. Studies in Higher Education, 29(2), 239-258. Example of how the essay should look like: https://middlesexcc.libguides.com/ld.php?content_id=7578609 Mendel, 150 years on T.H. Noel Ellis1, Julie M.I. Hofer1, Gail M. Timmerman-Vaughan2, Clarice J. Coyne3 and Roger P. Hellens4 1 Institute of Biological, Environmental & Rural Sciences, Aberystwyth University, Gogerddan Campus, Aberystwyth, Ceredigion, SY23 3EB, UK 2 The New Zealand Institute for Plant & Food Research Ltd, Christchurch 8140, New Zealand 3 USDA-ARS Western Regional Plant Introduction Station, Washington State University, Pullman, Washington, USA 4 The New Zealand Institute for Plant & Food Research Ltd, Auckland, New Zealand Review Mendel’s paper ‘Versuche über Pflanzen-Hybriden’ is the best known in a series of studies published in the late 18th and 19th centuries that built our understanding of the mechanism of inheritance. Mendel investigated the seg- regation of seven gene characters of pea (Pisum sativum), of which four have been identified. Here, we review what is known about the molecular nature of these genes, which encode enzymes (R and Le), a biochemical regula- tor (I) and a transcription factor (A). The mutations are: a transposon insertion (r), an amino acid insertion (i), a splice variant (a) and a missense mutation (le-1). The nature of the three remaining uncharacterized characters (green versus yellow pods, inflated versus constricted pods, and axial versus terminal flowers) is discussed. Mendel’s studies: species, traits and genes Mendel’s paper ‘Versuche ü ber Pflanzen-Hybriden’ [1] is the best known in a series of studies published in the late 18th and 19th centuries [2–4] that built our understanding of the mechanism of inheritance [5]. The title of M.

Scanned with CamScannerHACCP Recipe TermsCheck tempe.docx
Scanned with CamScannerHACCP Recipe TermsCheck tempe.docxScanned with CamScannerHACCP Recipe TermsCheck tempe.docx
Scanned with CamScannerHACCP Recipe TermsCheck tempe.docx

Scanned with CamScanner HACCP Recipe Terms Check temperature of food at least every four hours and record Check temperature of storage area at beginning of shift. Cook eggs, poultry, fish, and meat in a microwave oven to a minimum temperature of 165 degrees F. Cook fish to a minimum of 145 degrees F for 15 seconds. Cook ground meats to a minimum of 155 degrees F for 15 seconds. Cook poultry to a minimum of 165 degrees F for 15 seconds. Cook vegetables to a temperature of 135 degrees F or higher. Cooked food should be cooled from 135 degrees F to 70 degrees F within 2 hours and from 70 degrees F to 41 degrees F or lower in an additional 4 hours. Cool foods to at least 70 degrees F before refrigerating or freezing. Crack egg in separate bowl before combining to larger bowl. Discard food held in the temperature danger zone for longer than four hours. Hold cold foods at an internal temperature of 41 degrees F or lower. Hold frozen foods at a temperature of 0 degrees F or lower. Thaw food in a microwave oven if it will be cooked immediately after. Hold hot foods at a minimum internal temperature of 135 degrees F or higher. Hold hot foods at a minimum internal temperature of 135 degrees F or higher. Inspect can before opening for swollen ends, rust, or dents. Label food for storage with ingredient list and date of preparation. Prepare raw foods separately from ready to eat foods. Reduce the size or quantity of food to be cooled. Reheat food to 165 degrees F for 15 seconds. Remove from the refrigerator only as much product as can be prepared at one time. Remove jewelry Rotate products to ensure that the oldest inventory is used first. Sanitize work surface, equipment, and utensils. Store chemicals away from food products. Store cut melons at 41 degrees F or lower. Store fresh-cut produce between 33 to 41 degrees F to maintain quality. Store raw meat, poultry, and fish in the bottom of the refrigerator. Thaw food by submerging under running potable water at a temperature of 70 degrees F or lower. Thaw food in a microwave oven if it will be cooked immediately after. Thaw food in the refrigerator at 41 degrees F or lower. Use a clean, sanitized, and calibrated thermometer to measure the internal temperature of foods. Wash all fresh fruit prior to serving Wash your hands Wear gloves Wear hairnet Standardized Recipe Form Recipe Name_____________________________________ Category_______________________________ Recipe #__________________________ (i.e., entrée, breads) HACCP Process: _____ 1 – No Cook _____ 2 – Cook & Same Day Serve _____ 3 – Cook, Cool, Reheat, Serve Ingredients For ___________Servings Directions: Include step by step instructions, the critical control points (CCP-specific points at which a hazard can be reduced, eliminated or prevented) and critical limit (time and/or temperature that must be achieved to control a hazard). Weight Measure Serving Size___________________ Pan Size_______________.

Scan by Easy Scanner© 2011 Natur.docx
Scan by Easy Scanner© 2011 Natur.docxScan by Easy Scanner© 2011 Natur.docx
Scan by Easy Scanner© 2011 Natur.docx

Scan by Easy Scanner © 2 01 1 N a tu re A m e ri c a , I n c . A ll r ig h ts r e s e rv e d . © 2 01 1 N a tu re A m e ri c a , I n c . A ll r ig h ts r e s e rv e d . Nature GeNetics  VOLUME 43 | NUMBER 10 | OCTOBER 2011 1 0 3 5 l e t t e r s Brassica nigra (B genome) and B. oleracea (C genome) having formed the amphidiploid species B. juncea (A and B genomes), B. napus (A and C genomes) and B. carinata (B and C genomes) by hybridiza- tion. Comparative physical mapping studies have confirmed genome triplication in a common ancestor of B. oleracea11 and B. rapa12 since its divergence from the A. thaliana lineage at least 13–17 MYA6,7,13. Using 72× coverage of paired short read sequences generated by Illumina GA II technology and stringent assembly parameters, we assembled the genome of the B. rapa ssp. pekinensis line Chiifu-401-42 and analyzed the assembly (Online Methods and Supplementary Note). The final assembly statistics are summarized in Table 1. The assembled sequence of 283.8 Mb was estimated to cover >98% of the gene space (Supplementary Table 1) and is greater than the previous estimated size of the euchromatic space, 220 Mb14. The assembly showed excellent agreement with the previously reported chromosome A03 (ref. 15) and with 647 bacterial artificial chromosomes (BACs)14 (Online Methods) sequenced by Sanger technology. Integration with 199,452 BAC-end sequences produced 159 super scaffolds representing 90% of the assem- bled sequences, with an N50 scaffold (N50 scaffold is a weighted median statistic indicating that 50% of the entire assembly is contained in scaf- folds equal to or larger than this value) size of 1.97 Mb. Genetic mapping of 1,427 markers in B. rapa allowed us to produce ten pseudo chromo- somes that included 90% of the assembly (Supplementary Table 2). We found the difference in the physical sizes of the A. thaliana and B. rapa genomes to be largely because of transposable elements (Supplementary Table 3). Although widely dispersed throughout the genome, as shown in Figure 1, the transposon-related sequences were most abundant in the vicinity of the centromeres. We estimated that transposon-related sequences occupy 39.5% of the genome, with the proportions of retrotransposons (with long terminal repeats), DNA transposons and long interspersed elements being 27.1%, 3.2% and 2.8%, respectively (Supplementary Tables 4 and 5). We modeled and analyzed protein coding genes (described in the Online Methods and the Supplementary Note). We identified 41,174 protein coding genes, distributed as shown in Figure 1. The gene models have an average transcript length of 2,015 bp, a coding length of 1,172 bp and a mean of 5.03 exons per gene, both similar to that observed in A. thaliana16. A total of 95.8% of gene models have a match in at least one of the public protein databases and 99.3% are represented among the public EST collections o.

Date
Approved___________________________________________
N.B. Place yourself into the position of an Export Manager
within a company. Prepare an
Export Plan for a product brand being exported from the U.S. to
another country.
The purpose of this project is to use the information from
chapters within the book to help you
prepare an export plan. Each chapter in the book should provide
insight into the issues one must
consider as an exporter.
Do not exclude (1) What channels of distribution you will use
once in the country of choice; (2)
How you will be paid; whether you will be just exporting or
export marketing within the country
and (3) Are you making any money? Supply a profit and loss
and income statement on your
export plan.
This project is due on the last class of the semester (5/6/20)
Sample Outline for an Export Plan     (Source www.export.gov).docx

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Sample Outline for an Export Plan (Source www.export.gov).docx

  • 1. Sample Outline for an Export Plan (Source: www.export.gov) Is you company's management committed to pursue exporting operations? Make sure you've answered the following questions. Table of Contents Executive Summary (one or two pages maximum) Introduction: Why This Company Should Export Part I Export Policy Commitment Statement Part II Situation/Background Analysis n
  • 2. Part III Marketing Component nternal Organization and Procedures Part IV Tactics: Action Steps Part V Export Budget tements Part VI Implementation Schedule
  • 3. -up Results Against Plan) InternatIonal MarketIng and export ManageMent Gerald Albaum Edwin Duerr Seventh Edition www.pearson-books.com Front cover image: © Getty Images In ter n atIo
  • 5. Albaum Duerr Seventh EditionInternatIonal MarketIng and export ManageMent Gerald Albaum Edwin Duerr Seventh Edition International Marketing and Export Management offers an accessible and authoritative perspective on international marketing with a strong export management orientation, comprehensively describing the evolving competitive landscape as created by technological advances and international trade patterns. The seventh edition retains its clear and informed coverage of the opportunities for companies of all sizes and in all industries in the export of goods, services, intellectual property and business models. Written in a no-nonsense style, the book has been updated to offer the most current discussion of the literature in the area, as well as new and engaging cases and examples in every chapter. Key features include: • Updated to take account of the global economic crisis • New case studies including BP’s problems in the Gulf of Mexico and Toyota’s worldwide recalls, along with more practical examples and vignettes throughout the text • Increased coverage of the service sector
  • 6. • New material on the increased importance of the BRIC countries (Brazil, Russia, India and China) and their rapid export-led growth • Greater emphasis on corporate social responsibility and ethics About the authors Gerald Albaum is Research Professor at the Robert O. Anderson Schools of Management, University of New Mexico, and Professor Emeritus of Marketing at the University of Oregon, USA. He is also Senior Research Fellow at the IC2 Institute, University of Texas, Austin, USA. He has been a visiting professor and scholar at universities in Canada, Denmark, New Zealand, Australia, Turkey, France, Finland and Hong Kong. Edwin Duerr is Professor Emeritus of International Business at San Francisco State University, USA. He has been a visiting professor at universities in Japan, Brazil, Germany, Denmark, Sweden and the Netherlands, and has extensive consulting business around the globe. He is also Senior Editor of The Journal of International Business and Economy. The book is ideal for undergraduate and postgraduate students taking modules in International Marketing and Export Marketing/International Trade. It will also be used as a supplementary text on International Business courses. CVR_ALBA3880_07_SE_CVR.indd 1 20/04/2011 15:09
  • 7. International Marketing and Export Management We work with leading authors to develop the strongest educational materials in marketing, bringing cutting-edge thinking and best learning practice to a global market. Under a range of well-known imprints, including Financial Times Prentice Hall, we craft high quality print and electronic publications which help readers to understand and apply their content, whether studying or at work. To find out more about the complete range of our publishing, please visit us on the World Wide Web at: www.pearsoned.co.uk Gerald Albaum University of New Mexico, USA Edwin Duerr San Francisco State University, USA International Marketing and Export Management Seventh Edition
  • 8. Pearson Education Limited Edinburgh Gate Harlow Essex CM20 2JE England and Associated Companies throughout the world Visit us on the World Wide Web at: www.pearsoned.co.uk First published 1989 Second edition published 1994 Third edition published 1998 Fourth edition published 2002 Fifth edition published 2005 Sixth edition published 2008 Seventh edition published 2011 © Addison-Wesley Publishers Limited 1989, 1994 © Gerald Albaum, Edwin Duerr and Jesper Strandskov 1998, 2008, 2011 The rights of Gerald Albaum, Edwin Duerr and Jesper Strandskov to be identified as authors of this work have been asserted by them in accordance with the Copyright, Designs and Patents Act 1988. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without either the prior written permission of the publisher or a licence permitting restricted copying in the United Kingdom
  • 9. issued by the Copyright Licensing Agency Ltd, Saffron House, 6–10 Kirby Street, London EC1N 8TS. All trademarks used herein are the property of their respective owners. The use of any trademark in this text does not vest in the author or publisher any trademark ownership rights in such trademarks, nor does the use of such trademarks imply any affiliation with or endorsement of this book by such owners. ISBN: 978-0-273-74388-0 British Library Cataloguing-in-Publication Data A catalogue record for this book is available from the British Library Library of Congress Cataloging-in-Publication Data Albaum, Gerald S. International marketing and export management / Gerald Albaum, Edwin Duerr. — 7th ed. p. cm. Includes bibliographical references and index. ISBN 978-0-273-74388-0 (pbk.) 1. Export marketing—Management. I. Duerr, Edwin. II. Title. HF1416.I617 2011 658.8'4—dc22 2011001761 10 9 8 7 6 5 4 3 2 1
  • 10. 16 15 14 13 12 11 Typeset in Book Antiqua 10/12.5 by 73 Printed and bound in Great Britain by Ashford Colour Press Ltd, Gosport, Hampshire The publisher’s policy is to use paper manufactured from sustainable forests. Dedication To my wife, Carol, whose support and encouragement have sustained me in my continuing research and through seven editions of International Marketing and Export Management. Gerald Albaum To Mitsuko Saito Duerr, my wife and companion in life in teaching, consulting, writing and international adventures. Edwin Duerr Preface xvii About the authors xxii List of abbreviations xxiii Publisher’s acknowledgements xxviii
  • 11. 1 International marketing and exporting 1 2 Bases of international marketing 102 3 The international environment: culture; economic forces; and competition 174 4 The international environment: government, political and legal forces 217 5 Market selection: definition and strategies 262 6 Information for international market(ing) decisions 322 7 Market entry strategies 391 8 Export entry modes 442 9 Nonexport entry modes 512 10 Product decisions 580 11 Pricing decisions 670 12 Financing and methods of payment 730 13 Promotion and marketing communication 774 14 Supply chain management/logistics and handling export orders 854 15 Organization of international marketing activities 921 Glossary 959 Index 974
  • 12. Brief contents vii Preface xvii About the authors xxii List of abbreviations xxiii Publisher’s acknowledgements xxviii 1 International marketing and exporting 1 Introduction 2 Reasons why rapid growth in international business will resume 7 Increasing competitive demands on business world wide 14 Problems and needs 17 Being effective: the nature and practice of international marketing 21 Export marketing planning and strategy 33 The Internet, the World Wide Web, and e-business 42 The impact of technology 48
  • 13. Entrepreneurial approaches to international marketing 51 The growth of non-traditional exports 54 Purpose and approach of the book 60 Appendix The worldwide recession of 2007–2010 61 Questions for discussion 63 References 64 Further reading 68 Case study 1.1 Voice4u 68 Case study 1.2 New United Motors Manufacturing Inc. 70 Case study 1.3 Export of art goods from Hungary 87 Contents ix x Contents Case study 1.4 eBay, Inc. 88 Case study 1.5 Dell, Inc. 93 2 Bases of international marketing 102 Introduction 103
  • 14. Potential benefits from export marketing 103 International trade theories 107 Export behavior theories and motives 116 The development of export in the firm: internationalization stages 126 Exporting and the network model 128 Ethical/moral issues 132 Social responsibility and the business environment 137 Summary 148 Questions for discussion 148 References 150 Further reading 152 Case study 2.1 BP 152 Case study 2.2 Toyota Motor Corporation 161 Case study 2.3 GlaxoSmithKline PLC 166 3 The international environment: culture; economic forces; and competition 174 Introduction 174 Culture and the socio-cultural environment 175
  • 15. Economic forces 194 Competition 200 Summary 204 Questions for discussion 205 References 205 Further reading 207 Case study 3.1 Supreme Canning Company 208 Case study 3.2 Ford Motor Company 211 4 The international environment: government, political and legal forces 217 Introduction 217 Role of government 218 Economic integration 242 Summary 247 Questions for discussion 248 Contents xi References 248
  • 16. Further reading 250 Case study 4.1 Avon Products, Inc. (A) 250 Case study 4.2 Woberg Company 260 5 Market selection: definition and strategies 262 Introduction 263 Market definition and segmentation 268 Market expansion/selection process, procedure, and strategy 277 Foreign market portfolios: technique and analysis 297 Summary 302 Questions for discussion 303 References 304 Further reading 306 Case study 5.1 IKEA 307 Case study 5.2 Seven-Eleven Japan 312 Case study 5.3 Better Way Company Limited 318 6 Information for international market(ing) decisions 322 Introduction 323 Sources of information 327
  • 17. Assessing market potential 335 Export marketing research 339 Using the Internet and e-mail for data collection 359 Summary 360 Questions for discussion 361 References 361 Further reading 364 Appendix: Selected publications and websites providing secondary data 364 Case study 6.1 SAN A/S 370 Case study 6.2 Aquabear AB 374 Case study 6.3 Ford Motor Company Latin America 377 Case study 6.4 United Parcel Service, Inc. 388 7 Market entry strategies 391 Introduction 392 Entry as a channel decision 392 Importance of the entry decision 393 Entry as a strategy 398
  • 18. xii Contents Factors influencing choice of entry mode 406 Managing the channel 417 Selecting the entry mode 419 Using free areas 421 Summary 421 Questions for discussion 422 References 423 Further reading 425 Case study 7.1 Yang Toyland Pte, Limited 425 Case study 7.2 Avon Products, Inc. (B) 434 Case study 7.3 Klako Group 438 Case study 7.4 Li and Fung Ltd 440 8 Export entry modes 442 Introduction 443 Indirect export 446 Direct export 462
  • 19. Foreign sales branch 466 The Internet and e-commerce 480 Gray market exporting 486 Measuring performance 489 Summary 491 Questions for discussion 492 References 492 Further reading 495 Appendix: Developing an export plan 496 Case study 8.1 Sinova Management Consultancy Ltd. 498 Case study 8.2 Quint Winery 500 Case study 8.3 Nestlé 504 Case study 8.4 Urban Outfitters 509 9 Nonexport entry modes 512 Introduction 513 Alternative modes of entry 515 Manufacturing facilities 517 Assembly operations 532
  • 20. Strategic alliances 535 Choosing between alternatives 554 Summary 555 Questions for discussion 555 Contents xiii References 557 Further reading 560 Case study 9.1 Imagination Entertainment 561 Case study 9.2 GG Farm Machinery Company 565 Case study 9.3 VW in China 566 Case study 9.4 Gloria Jean’s Coffees 573 Case study 9.5 Sonya Madden 576 Case study 9.6 Wah Shing Toys 577 10 Product decisions 580 Introduction 581 Product policy 581 Product planning and development 583
  • 21. Product mix decisions 605 Standardization vs adaptation 616 Packaging 625 Branding issues 630 Summary 639 Questions for discussion 640 References 641 Further reading 644 Case study 10.1 Daewoo Corporation 645 Case study 10.2 Tata Motors and Tata Daewoo 649 Case study 10.3 General Motors, GM Daewoo, and Hyundai 651 Case study 10.4 The Pampered Chef 653 Case study 10.5 The internationalization of Chinese brands 658 Case study 10.6 Royal Philips Electronics 663 Case study 10.7 The Boeing Company 665 11 Pricing decisions 670 Introduction 671
  • 22. Determinants of an export price 673 Fundamental export pricing strategy 688 Relation of export to domestic price policies 695 Exchange rate changes, currency issues, and hedging 702 The price quotation 707 Transfer pricing 713 Summary 718 Questions for discussion 719 xiv Contents References 719 Further reading 721 Case study 11.1 RAP Engineering and Equipment Company 722 Case study 11.2 The Capitool Company 723 Case study 11.3 Strato Designs 728 12 Financing and methods of payment 730 Introduction 731 Export financing methods/terms of payment 732
  • 23. Payment/financing procedures 739 Export credit insurance 759 Countertrade 760 Summary 767 Questions for discussion 769 References 769 Further reading 770 Case study 12.1 Tainan Glass Manufacturing Company 771 Case study 12.2 Arion Exports 772 13 Promotion and marketing communication 774 Introduction 775 Export marketing promotion and communication decisions 778 Alternative techniques of promotion 786 Promotional programs and strategy 814 Standardization or adaptation? 818 Advertising transference 827 Management issues 829 Summary 830
  • 24. Questions for discussion 831 References 832 Further reading 834 Case study 13.1 Christa Clothing International 835 Case study 13.2 Nove Ltd 841 Case study 13.3 Eli’s Cheesecake Company 846 Case study 13.4 Kraft Foods 852 14 Supply chain management/logistics and handling export orders 854 Introduction 855 Contents xv Handling the export order 859 Physical distribution 863 Logistics and the systems concept 868 Structure of international physical distribution 876 A concluding comment 906 Questions for discussion 906
  • 25. References 907 Further reading 908 Case study 14.1 Jaguar Electronics, Inc. 908 Case study 14.2 Primex Marketing, Inc. 912 Case study 14.3 EFI Logistics 918 15 Organization of international marketing activities 921 Introduction 922 Main considerations of being organized internationally 923 Organizational structures 929 Summary 940 Questions for discussion 940 References 941 Case study 15.1 Hewlett-Packard (HP) 941 Case study 15.2 Unilever (A) 945 Case study 15.3 Unilever (B) 956 Glossary 959 Index 974 Supporting resources
  • 26. Visit www.pearsoned.co.uk/albaum to find valuable online resources. For instructors: ● Complete, downloadable Instructor’s Manual. ● PowerPoint slides that can be downloaded and used for presentations. ● Links to articles and resources on the web. Also: The Companion Website provides the following features: ● Search tool to help locate specific items of content. ● E-mail results and profile tools to send results of quizzes to instructors. ● Online help and support to assist with website usage and troubleshooting. For more information please contact your local Pearson Education sales representative or visit www.pearsoned.co.uk/albaum Meeting the changing challenges in international marketing Three changes in international business have made international marketing and export management of even greater importance – and a new edition of this book necessary. The first is the economic recession beginning in 2007–08, and its aftermath. The second is the exceptionally strong growth and economic power of China and India. The third is the continuing development of the
  • 27. factors that had led to economic growth and the importance of international business in previous decades. 1. The recession that began in 2007–08 had dramatic effects, reducing GDP and demand in most nations, and causing the first drop in the volume and value of international trade in 50 years. Paradoxically, as we shall see, it made inter- national business and export marketing of even greater importance to both countries and businesses. We will discuss the many problems businesses faced, the strategies taken to meet the challenges, and the effects these changes can be expected to have on long-term operations. However, in order to place the effects of the recession in perspective, we will first briefly discuss five aspects of the situation: (1) the recession and expected renewed growth; (2) increasing international interdependence; (3) exports as an engine of growth; (4) importance of innovation and entrepreneurship; and (5) the rea- sons why rapid growth in international business and trade will resume. 2. China’s economic development has made it one of the world’s largest exporters and importers, and the second largest economy in the world. It is exporting manufactured goods with increasing levels of technology, and importing more luxury goods. This has resulted in continually
  • 28. changing world trade patterns and greater threats to and opportunities for companies throughout the world. India has become the world’s leader in the provision of services of knowledge-industry workers, and also an important IT provider. 3. The other major advances that have occurred during past decades will con- tinue to drive increasing globalization, and the ever-greater importance of international marketing and export management. These include: Preface xvii xviii Preface ● The information revolution with the technological advances and lowered costs in communications, the development of the Internet and e- commerce, and the development of increasingly sophisticated and diverse software to support a wide variety of business functions. New companies and industries have emerged while a number of existing companies have undertaker major changes or failed. Blogs and other new communications networks, some of which were initially developed as social network sites, have enabled easier
  • 29. gathering of information by individuals as well as providing new opportuni- ties for businesses. They have provided means for companies to more effec- tively interact with key stakeholders: obtaining information on consumer preferences, demands and suggestions as well as advertising to the cus- tomers; obtaining suggestions from and providing information to company personnel as well as other stakeholders and the public. ● The further development of logistics and supply chain management, draw- ing upon new concepts and methods, advances in information technology in its most broad sense, and major advances in physical equipment and facilities. This has resulted in goods moving around the world with increas- ing efficiency and lower costs. ● The increased importance of innovation as ideas, and advances in technolo- gies, strategies, and business models, spread more rapidly. The advantages of being ahead, and the dangers of failing to adjust to new conditions, have increased greatly. ● The recognition that increasing incomes, and the increasingly diverse pop- ulations in some countries, have provided new and often more segmented markets. Niche markets have emerged that provide additional opportuni-
  • 30. ties for small companies and the need for larger companies to respond to the increasing diversity in demand. ● The expected resumption of lowering of governmental and other barriers to trade and investment as economies around the world recover. Some in- creases in such barriers have resulted from the current economic problems, but increased multilateral trade agreements are still being developed. ● The increased competition and increased opportunities for companies of all sizes, resulting from the greater mobility of goods, services, information, and ideas due to all of the changes noted above. Although many of these changes have created new problems that firms must address, they have opened new opportunities for businesses ranging from one-person operations to corporate giants. E-commerce has had a partic- ularly strong impact in furthering the globalization of business, especially for smaller and medium-sized businesses. With a viable product or service, the smallest business can now find potential customers and means of distribution across the globe. The increased ease of entry has also resulted in new entrants creating increased competition in all marketplaces.
  • 31. Preface xix New to the seventh edition The changes in the international marketing landscape discussed above are re- flected in both new material and in expanded coverage of topics previously emphasized. Several new cases have been added, and almost all of the previ- ous cases updated. An important change is the addition of several interesting and insightful new cases. They cover success, challenges and problems of companies ranging in size from a profitable one-person exporter to well-known internationals operating worldwide. One particularly interesting case involves the unexpected shutdown in 2010 of a unique Japanese-US joint venture that had been operating very suc- cessfully for 26 years. Other new cases include BP, Royal Phillips Electronics, Toyota, India’s Tata Motors, Gloria Jean’s Coffees, Boeing Company, Kraft Foods, and the one-person company that is now successfully exporting its product to 21 countries. Cases carried over from the sixth edition have been updated to reflect changes in the economic, competitive, social, legal, and political environments. Aims and objectives
  • 32. The basic aims and objectives of this seventh edition remain the same as those of the previous editions: 1. to provide a text in international marketing which will be as applicable and valuable for small and medium-sized enterprises as it is for large interna- tional corporations; 2. to provide an emphasis on exporting which is appropriate, given its posi- tion as the major international activity of most small and medium-size busi- nesses and its extensive use by all global companies; and 3. to provide coverage of the non-export modes of market penetration used by both expanding smaller companies and corporate giants as a part of their overall international marketing strategy and channel management. These emphases are a reflection of both the international marketing environ- ment and the authors’ view of exporting. In terms of the numbers of compa- nies doing some type of international business, small and medium-sized companies are most prevalent. Most of these companies never diversify and grow to the size where being a multinational (or global) company is desirable or even feasible. The major activity of most small and medium- size companies is exporting. It is in this area that the transition from domestic
  • 33. to international marketing usually occurs, and in which knowledge of international dimen- sions of marketing is of critical importance. For the increasing number of enter- prises that do expand into other methods of market entry, exporting typically remains a major activity. Even the largest multinational firms with global oper- ations are involved in extensive exporting. This book is focused primarily on the marketing decisions and management processes involved in developing export operations. The key procedural aspects and activities required in exporting, which the manager must know, are covered. Necessarily, a certain amount of descriptive material must be included. While xx Preface this is not a ‘how to’ treatment of technical details, it does provide the basic knowledge and references to facilitating organizations that can guide the poten- tial exporter in determining what he or she needs to do to begin exporting. As in previous editions, the emphasis remains on exporting as a marketing activity. From a marketing perspective, the ideas underlying international market se- lection, information development, product development, and
  • 34. strategy, pricing, and promotion are often the same whether the mode of entry is export or non- export. Thus export marketing and international marketing as a whole con- verge from both an educational and an operational/practice perspective. As in previous editions, we approach the material from the perspective of the process by which a company – from any country – can creatively adapt to the international environments within which it can operate. To enhance the discussion of each topic, case studies are provided at the ends of each chapter. We have added a number of new cases to provide coverage of emerging areas of opportunity and concern, such as e-commerce, changing strategies for mar- ket entry and development, and social responsibility. Some of the cases from the previous edition have been retained, and updated where appropriate. Most of the cases have been written expressly for this book. The experiences of the companies covered in the cases illustrate issues covered in the text and provide a vehicle for (a) integrating material from throughout the book and (b) illus- trating key elements and concerns in making decisions. This edition of International Marketing and Export Management has been rewritten and updated to cover the events and changes that have occurred since
  • 35. the fifth edition was published. Both increasing opportunities and challenges are addressed. While the exporting focus remains, more extensive material on other forms of entry and methods for evaluating market entry strategy is provided so that decisions can be made regarding economical and effective entry mode selec- tion. As in previous editions, we continue to link the various topics to strategy. Target audience The seventh edition of International Marketing and Export Management is designed for anyone desiring to increase his or her knowledge of international and export marketing. It provides comprehensive coverage of the marketing mix, including all types of entry modes and channels. It also provides informa- tion on all aspects of the changing international marketing environment, making it particularly well suited for: ● undergraduate and graduate students taking courses in export manage- ment or international marketing; ● those enrolled in management education courses and other tertiary non- university programs that cover export management and/or international marketing; ● export/international marketing practitioners interested in
  • 36. fresh insights in the rapidly changing field of international marketing; and ● individuals interested in beginning export or import ventures. Preface xxi Authors’ acknowledgements The authors wish to thank the many people who have encouraged, or assisted in, the preparation of this book. We are particularly gratefully to two people: Jesper Strandskov, who made outstanding contributions as co- author of the first five editions, and Juliet Dowd for making material available to us from the book Introduction to Export Management, written by Laurence Dowd and published by Eljay Press. We owe a great debt to the many scholars and busi- ness people whose articles, books, and other materials we have cited or quoted. Also, personal contacts with specialists in many of the subject areas have enhanced our knowledge. We wish to acknowledge the help we received from the following: J. Andrzej Lubowski J. H. Dethero Dico de Jon, ABN AMRO James Fitzgerald, President, EFI Logistics
  • 37. Daniel Scanlan, Bank of America Steven Schafer, Fenestra Technologies Corporation In particular, we want to thank Gordon Miracle from Michigan State Univer- sity for making material available to us from work he did in the past with one of the authors of this book. We are also grateful to those who reviewed the fifth edition and previous editions of the book in part or in whole. We value their suggestions even though we were not able to incorporate all of them. There- fore, any deficiencies remaining are ours. Reviewers include: Michele Akoorie, University of Waikato Jeremy Baker, London University Guildhall University Geraldine Cohen, Brunel University Ofer Dekel, University of Derby David Demick, University of Ulster Nick Foster, Sheffield Hallam University Collin Gilligan, Sheffield City Polytechnic Raul de Gouva, University of New Mexico, Anderson School of Management E. P. Hibbert, Durham University Business School Valerie Isaac, University of Derby Jürgen Reichel, University of Stockholm Finally, the Publishing Team at Pearson Education, including Rachel Gear, Emma Violet and Tim Parker deserve our appreciation for their encourage- ment, support and most of all, patience while we prepared the manuscript. Gerald Albaum
  • 38. Edwin Duerr Spring 2011 About the authors xxii Gerald Albaum is Research Professor at the Robert O. Anderson School of Management at the University of New Mexico. In addition, he is Professor Emeritus of Marketing at the University of Oregon and a Senior Research Fel- low at the IC2 Institute, University of Texas at Austin. He received his PhD in 1962 from the University of Wisconsin-Madison and his MBA (1958) and BA (1954) from the University of Washington. He is the author, or co-author, of 8 books, 9 monographs, and more than 90 ar- ticles in refereed journals, 40 papers in refereed conference proceedings, 20 papers in other publications, and 14 book and software reviews published in the Journal of Marketing Researc h. His writings deal with issues in research methods, inter- national marketing activities, cross-cultural/national research, and retailing (especially direct selling). Many of his studies are cross- cultural/national in nature. Dr. Albaum has presented seminars for such Danish companies
  • 39. as Danfoss, GfK Research, Novo Nordisk, and LEGO. He has also made presentations be- fore industry groups such as the Northern Jutland Export Council in Denmark and the Hong Kong Institute of Marketing. He has given seminars for the Hong Kong Housing Authority and for Air China … INBS 347-01 Spring Semester 2020 Export Plan Term Project Student Name________________________________________________ _ Country/ Product ______________________________________________ You will be writing an Export Plan (Select a Country and a Product); just a few sentences on what you are going to explore in your term project _____________________________________________________ ____________________
  • 40. _____________________________________________________ ____________________ _____________________________________________________ ____________________ _____________________________________________________ ____________________ _____________________________________________________ ____________________ _____________________________________________________ ____________________ _____________________________________________________ ____________________ _____________________________________________________ ____________________ _____________________________________________________ ____________________ _____________________________________________________ ____________________ _____________________________________________________ ____________________ The Project Title must be submitted no later than 3/4/20 for approval.
  • 41. Date Approved___________________________________________ N.B. Place yourself into the position of an Export Manager within a company. Prepare an Export Plan for a product brand being exported from the U.S. to another country. The purpose of this project is to use the information from chapters within the book to help you prepare an export plan. Each chapter in the book should provide insight into the issues one must consider as an exporter. Do not exclude (1) What channels of distribution you will use once in the country of choice; (2) How you will be paid; whether you will be just exporting or export marketing within the country and (3) Are you making any money? Supply a profit and loss and income statement on your export plan. This project is due on the last class of the semester (5/6/20)