国际商务Chap016.ppt

International Business 9e by Charles W.L. Hill Chapter 16 Exporting, Importing and Countertrade Introduction Large and small firms export Exporting is on the rise thanks to the decline in trade barriers under the WTO and regional economic agreements such as the EU and NAFTA Exporting firms need to identify market opportunities deal with foreign exchange risk navigate import and export financing understand the challenges of doing business in a foreign market The Promise And Pitfalls Of Exporting Exporting is a way to increase market size--the rest of the world is usually much larger market than the domestic market Large firms often proactively seek new export opportunities Many smaller firms are reactive and wait for the world to come to them Many firms fail to realize the potential of the export market Smaller firms are often intimidated by the complexities of exporting and initially run into problems The Promise And Pitfalls Of Exporting Common pitfalls include: poor market analysis poor understanding of competitive conditions a lack of customization for local markets a poor distribution program poorly executed promotional campaigns problems securing financing a general underestimation of the differences and expertise required for foreign market penetration an underestimation of the amount of paperwork and formalities involved Improving Export Performance There are various ways to gain information about foreign market opportunities and avoid the pitfalls associated with exporting Some countries provide direct assistance to exporters Export management companies can also help with the export process Classroom Performance System Which of the following is not a common pitfall of exporting? a) a product offering that is customized to the local market b) a poor understanding of competitive conditions in he foreign market c) poor market analysis d) problems securing financing An International Comparison