INTERNATIONAL MARKETING 6e Chapter 8 The Export Process Copyright 2001 by Harcourt, Inc.. All rights reserved. Requests for permissions to make copies of any part of the work should be mailed to the following address: Permissions Department, Harcourt, Inc, 6277 Sea Harbor Drive, Orlando, Florida 32887-6777
Copyright © 2001 by Harcourt, Inc.. All rights reserved. Requests for permissions to make copies of any part of the work should be mailed to the following address: Permissions Department, Harcourt, Inc., 6277 Sea Harbor Drive, Orlando, Florida 32887-6777. INTERNATIONAL MARKETING 6e The Export Process Chapter 8
Motivations to internationalize Proactive motivations Profit advantage Unique products technological advantage Exclusive information Managerial urge Tax benefit of a Foreign Sales Corporation(FSC) o Economies of scale Copyright 2001 by Harcourt, Inc. All rights reserved
Copyright © 2001 by Harcourt, Inc. All rights reserved. 8-2 Motivations to Internationalize Proactive Motivations Profit advantage Unique products Technological advantage Exclusive information Managerial urge Tax benefit of a Foreign Sales Corporation (FSC) Economies of scale
Motivations to internationalize Reactive Motivations Competitive pressures Overproduction Stagnant or declining domestic sales Excess production or service capacity Saturated domestic markets Proximity to customers and ports Copyright 2001 by Harcourt, Inc. All rights reserved
Copyright © 2001 by Harcourt, Inc. All rights reserved. 8-3 Motivations to Internationalize Reactive Motivations Competitive pressures Overproduction Stagnant or declining domestic sales Excess production or service capacity Saturated domestic markets Proximity to customers and ports
Change Agents Internal change agents Enlightened management ° New management Significant internal event Copyright 2001 by Harcourt, Inc. All rights reserved
Copyright © 2001 by Harcourt, Inc. All rights reserved. 8-4 Change Agents Internal change agents • Enlightened management • New management • Significant internal event
Change Agents External change agents Foreign demand Other firms and distributors Banks and other service firms Chambers of commerce Export agents Governmental activities Copyright 2001 by Harcourt, Inc. All rights reserved
Copyright © 2001 by Harcourt, Inc. All rights reserved. 8-5 Change Agents External change agents • Foreign demand • Other firms and distributors • Banks and other service firms • Chambers of commerce • Export agents • Governmental activities