国际营销英文版第16版第5章PPT

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国际市场营销第16版chapter 5

国际市场营销第16版chapter 5
6 Know how buying by service firms, retailers, wholesalers, and governments is similar to—and different from— buying by manufacturers.
7 Understand important new terms
International Marketing
Business and Organizational Customers
— A big opportunity!
International Marketing
Who are business and organizational customers?
More professional purchasing effort
Buying decisions
More complex More formalized Close supplier-customer relationship
International Marketing
Overlapping needs of individual influencers and the customer organization
Chapபைடு நூலகம்er 5
Business and Organizational Customers and Their Buying
Behavior
International Marketing
Learning Objectives
1 Describe who the business and organizational customers are.
•Utilities •Office Supplies •Bulk chemicals

30国际营销 英文版 课件 (16)

30国际营销 英文版 课件 (16)
▪ Sales promotions are short-term efforts directed to the consumer or retailer to achieve such specific objectives as consumer-product trial or immediate purchase
advertising LO6 The effect of limited media, excessive media, and
government regulations on advertising and promotion budgets
16-2
Integrated Marketing Communications
▪ Once a market offering is developed to meet target market needs, intended customers must be informed of the offering
▪ Integrated marketing communicationSales Promotions in International Markets
▪ Cents-off ▪ In-Store Demonstrations ▪ Samples ▪ Coupons ▪ Gifts
▪ Product Tie-Ins ▪ Contests ▪ Sweepstakes ▪ Sponsorship of Special Events, ▪ Point-Of-Purchase Displays
• advertising • sales promotions • personal selling • direct selling, and • public relations

最新第16版国际营销重点

最新第16版国际营销重点

1,international marketing(国际营销):is the performance of business activities designed to plan,price,promote,and direct the flow of company’s goods and services to consumers or users in more than one nation for profit.国际营销是指对商品和劳务流入一个以上国家的消费者或用户手中的过程进行计划、定价、促销和引导,以便获取利润的活动。

2.Self-reference criterion(SRC)自我参照标准The SRC is an unconscious reference to one’s own cultural values,experience, and knowledge as a basis for decisions.是指无意识的参照个人的文化价值观、经验和知识,作为决策的依据。

3. ethnocentrism 民族中心主义Ethnocentrism is the notion that people in one’s own company,culture,or country know best how to do things.’4.如何避免SRC建立全球意识?1.Select individual(个人的,独特的)managers specifically for their demonstrated global awareness选择有全球意识的个人经理2.Personal relationships in other countries.在其他国家的人际关系3.Successful long-term business relationships with foreign customs和外国长期的贸易关系4.Have a culturally diverse senior executive staff or board of directors有一个多元文化的高级主管或者董事会5.国际营销的五个阶段1.No direct foreign marketing2.Infrequent foreign marketing3.Regular foreign marketing4.International marketing5.Global marketing6.三种策略导向1.See international marketing as ancillary to the domestic operations.国际营销用来辅助国内业务2.See international marketing as a crucial aspect of sales revenue generation but treats each market as a separate entity.将国际营销作为销售收入的一个重要方面,但是把每一个市场当做独立的实体对待mon consumer characteristics and behaviors come into play as keysegmentation variables applied across countries共同的消费特性和消费行为作为应用于各国的主要细分变量。

国际市场营销第五章

国际市场营销第五章
国际市场营销第五章
3、出口商品包装设计对实物图形的 喜好与禁忌
§ 菊花在意大利被奉为国花,日本把菊花当成皇家 的象征,而拉丁美洲把菊花视为妖花,只有送葬 时才会用,法国人也认菊花是不吉利的象征。
§ “龙”是中华民族的象征,也是东南亚许多国家 喜好的形象。而英国人却不喜欢“龙”;阿拉伯 许多国家喜欢零碎、复杂的花鸟图案。
民族品牌
国际市场营销第五章
v 原产地效应(country of origin effect)
v 对某些国家的某类产品有固定的看法 v 原产地效应与民族优越感、时尚有关 v 工业化国家具有产品质量最佳的印象 v 技术含量越高的产品,如果是在欠发达国家
或在处于工业化进程中的国家里生产的,人 们对其看法越消极 v 消费者知识越丰富,对原产地效应越敏感
do. v ——“永远超乎你的想象”。
国际市场营销第五章
颜色
❖ 可口可乐:红色 ❖ 百事可乐:蓝色 ❖ IBM:蓝色巨人
国际市场营销第五章
国际市场营销第五章
第六节 国际市场商标与包装策略
§一、商标设计
§ 符合各国消费者的传统文化和风俗习惯 § 符合国际商标法和目标国商标法的规定
§二、包装设计
§ 消费者要求、运输商要求、分销商要求、 目标市场国政府要求、标签(英文与当地 语言并用;条形码)
§ 澳大利亚重视牧草的繁殖,认为白兔子会 吃掉草地,所以忌用兔子作图案设计;印 度视牛为神,禁止用牛作图案;北非一些 国家忌用狗作为图案,因为狗在这些地区 居民中有着特殊的地位;利比亚禁止使用 猪的图案和女性人体图像; 国际市场营销第五章
§ 美国人最喜欢的图案是鹰,因为鹰是美国 国徽的标记,其次是蝴蝶;忌用珍贵动物 如大象图案,禁用猫作图案设计。

国际营销英文版最新版教学课件unit05

国际营销英文版最新版教学课件unit05
Chapter 5
The Cultural Environment of Global Markets
Learning Objectives
5-1 The necessity for adapting to cultural differences
5-2 How and why management styles vary around the world
Management Styles around the World 5 of 8
Communication Styles continued
• Face-to-face communication
• Meanings of words differ widely among languages • Edward T. Hall’s high-context/low-context continuum
• Personal life
• To Japanese, personal life is company life
• Affiliation and social acceptance • Power and achievement
Exhibit 5.1 Annual Hours Worked
Management Styles around the World 3 of 8
Management Objectives and Aspirations
• Personal security and job mobility
• Cultures higher in individualism (Individualism versus Collectivism, or IDV) make risker R&D investments

国际市场营销英文ppt课件

国际市场营销英文ppt课件
D. Capture value from customers to create profits and customer equity E. Understand the marketplace and customer needs and wants
1-14
2.(1 )International Marketing(P10)
1-24
5) Developing a Global Awareness
To be globally aware is to have: tolerance of cultural differences knowledge of cultures, history, world
market potential, and global economic, social, and political trends
1-4
Part Three Research of the international marketing (Chapter 8)
Part Four STP (Chapter12 )
Segmentation Targeting Positioning
1-5
Part Five 4Ps
International marketing is the performance of business activities designed to plan, price, promote, and direct the flow of a company’s goods and services to consumers or users in more than one nation for a profit.

国际市场营销英文版PPT课件

国际市场营销英文版PPT课件

Sociocultural Environment
• Sociocultural environmrnt 1) high persistence core cultural
values 2) existence of subcultures 3) shift of secondary cultural values through time
4
Economic Environment
I The economic environment for marketing comprises the overall economy
II It includes: Business cycles Spending patterns Consumer income issues
• It provides important opportunities to improve customer value
Prosperity production employment demand
Recession production employment demand
Recovery production employment demand
• Consumer Income It influences whether or not consumers 6
5
• Business cycles and Spending patterns Spending patterns are linked to the
business cycle. The level of business activity that moves from prosperity to recession, to recovery.

国际市场营销课件英文版

国际市场营销课件英文版
2. Countries entering into regional free-trade agreements do not need to extend the preferences negotiated in this context on an MFN basis.
3. A country can invoke temporary 'safeguard' protection of one of its industries suffering serious injury due to a surge of imports.
4. Temporary quantitative restrictions can be invoked by a country with serious balance-of-payment problems.
(The latter two cases are temporary exceptions and a public investigation has to be undertaken for limited relief from GATT obligations.)
Market Groups • V. Marketing in a Developing Country
I. GATT 1. GATT (General Agreement on Trade and Tariffs)
1947, Marrakech, Morocco Three basic elements: ▪Trade shall be conducted on a nondiscriminatory basis. ▪Protection shall be afforded to domestic industries through customs tariffs rather than quotas. ▪Consultation shall be the primary method used to solve global trade problems
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LO1 LO2 LO3 LO4 LO5 LO6 LO7 What the sovereignty of nations means and how it can affect the stability of government policies How different governmental types, political parties, nationalism, targeted fear/animosity, and trade disputes can affect the environment for marketing in foreign countries The political risks of global business and the factors that affect stability The importance of the political system to international marketing and its effect on foreign investments The impact of political and social activists, violence, and terrorism on international business How to assess and reduce the effect of political vulnerability How and why governments encourage foreign investment
Sovereignty refers to both the powers exercised by a state in relation to other countries and the supreme powers exercised over its own members
6-4
Stability of Government Policies
6-14
Exhibit 6.2 U.S. State Department Travel Warnings
(in order of date of posting, most recent first)
Source: /travel/cis_pa_tw/tw/tw_1764.html.
6-9
Trade Disputes: Examples
Undervalued Chinese currency (ongoing problem) Ban on beef imports into Japan Chinese subsidies in apparent violation of WTO rules Farm subsidies in developed countries AIRBUS–Boeing battlnge Controls Local Content Laws Import Restrictions Tax Controls Price Controls Labor Problems
6-12
Political Sanctions: Examples from the U.S.
6-7
Political Parties
Be knowledgeable about the philosophies of all major political parties and their attitudes towards trade
6-8
Nationalism
Nationalism refers to feelings of national pride and unity
Cyber terrorism is in its infancy The Internet provides a vehicle for terrorist and criminal attacks Internet Virus attacks can disrupt businesses
6-3
Sovereignty of Nations
A sovereign state is independent and free from all external control
• • • • enjoys full legal equality with other states governs its own territory selects its own political, economic, and social systems and has the power to enter into agreements with other nations.
6-10
Political Risks of Global Business
Confiscation
• the most severe political risk, is the seizing of a company’s assets without payment
Expropriation
• Feelings of nationalism are manifested by:
• Disaster (e.g. 9/11) • War • Recession
• Call to “buy our country’s products only,” e.g., “Buy American” • Restrictions on imports, restrictive tariffs, and other barriers to trade
6-5
Instability of Governments and Policies: Political Reasons
Some forms of government seem to be inherently unstable Changes in political parties during elections can have major effects on trade conditions Nationalism Animosity targeted toward specific countries Trade disputes
The Political Environment:
A Critical Concern
Chapter 6
McGraw-Hill/Irwin
Copyright © 2013 by The McGraw-Hill Companies, Inc. All rights reserved.
Learning Objectives
6-15
Violence, Terrorism and War
Violence and terrorism may be closely related to politics War-torn regions are areas of concern for foreign businesses to operate in
6-2
World Trade Goes Bananas!
The Banana wars and conflict between the U.S. and Europe started out as a simple tariff dispute between France and U.S. companies exporting bananas from Latin American countries to France France gave preferential treatment for bananas coming from its former colonies in the Caribbean and Africa The rest is history and politics, see more here: “Banana Wars”
6-6
Forms of Government
Democracy or market directed government ideology Communist governments Theocratic Republic
• Islamic Law countries where political parties can exist but have little power • The religious leader controls government and all governmental decisions
• is where the government seizes an investment, but some reimbursement for the assets is made; often the expropriated investment is nationalized to become a government run entity
Cuban crisis of the 1960s The Iranian revolution in the 1980s The Persian Gulf War in the 1990s
6-13
Political and Social Activists
The most entertaining protest technique was pioneered by French farmers. French farmers like to throw their food. Here they tossed tomatoes and such at McDonald’s; they’ve also lobbed lamb chops at their own trade ministers.
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