国际市场营销+5-2
常见国际市场营销策划方案范文5篇(实用)
常见国际市场营销策划方案范文5篇（实用）常见国际市场营销策划方案篇1天猫就像是一个大的集市，但作为电子商务的领军平台，在这种大型的网络营销活动当中可以尝试着做得更开放。
这次双十二活动有一些比较有趣的特点，比如无底限折扣，突出活动的社交属性，这些特点使得本次的活动与以往的活动有很大的不同，但这些特点如果结合起来是否会更好呢事实上，是可以结合起来的，就说上文说的无底限折扣和社交属性就能结合起来。
好东西人们愿意分享，好且便宜的东西人们当然更愿意分享。
但怎样的分享形式才能让吸引更多的人呢当然做法有很多，但无外乎借助自身的平台增加人们的分享和借助一些社交平台增加分享两种途径。
下面是我们小组对于这两种途径增加分享的想法。
(一)借助知名社交平台借助知名社交平台进行分享是目前提高知名度和分享率的一般做法，此次活动中也可以使用，以价格便宜为引子，借助豆瓣、人人、微博等社交平台扩大知名度。
当用户拍下宝贝，付完账后，系统自动提醒用户要不要晒单，如果用户同意，淘宝系统会自动生成订单状况(缩略图、折扣情况等)，然后发布到用户的那些平台上。
(二)站内信息更新平台当然，除了利用知名社交网站的社交平台之外，还可以利用淘宝自身的名气，建立自己的信息更新平台，当然可以是只针对此次活动的，也可以作为常用的信息更新平台。
针对此次淘宝活动中可以加入专门制作一个及时更新的网页，把消费者跟商家砍价的信息发布到这一网页上，当然，这个网页以分类标签的形式显示。
打一个比方吧，就是说：买家B跟商家A就某一双靴子进行砍价，最后他以很低的折扣给了我，当订单生成的时候，系统自动提醒——您要不要将您和商家砍价的情况发布到信息更新平台上，这样的话，很可能有更多的人也能像您那样低价购入该商品了。
如果买家同意了，然后系统自动将物品的缩略图以及基本信息乃至具体的折扣发至信息更新平台。
信息更新平台是对所有的淘宝用户公开，因此每一个淘宝用户均可以看到新更新的内容，不过需要在分类方面下工夫，因为有如果信息量太大会增加人们的信息搜寻难度，导致淘宝用户流失。
国际市场营销方案策略5篇
国际市场营销方案策略5篇随着经济全球化的发展，各国企业经营活动日益同国际市场产生紧密的联系，许多企业由过去推敲“应当在国内什么地方建立新厂或首创市场”发展到现在推敲“应当在世界什么地方制造或销售新产品”。
下面给大家分享一些关于国际市场营销方案策略范文5篇，期望能够对大家有所帮助。
国际市场营销方案策略范文1一、策划目的/概述。
企业开张伊始，尚无一套系统营销方略，因此需要根据市场特点策划出一套行销计划。
二、分析当前的营销环境状态。
(一)市场状态分析及市场前景猜测1、产品的市场性、现实市场及潜伏市场状态。
2、市场成长状态，产品目前处于市场生命周期的哪一阶段上。
对于不一样市场阶段上的产品公司营销侧重点如何，相应营销策略成效怎样，需求变化对产品市场的影响。
3、消费者的知道性，这一资料需要策划者凭借已掌控的资料分析产品市场发展前景。
如台湾一品牌的漱口水《德恩耐行销与广告策划案》中策划者对德恩耐进入市场风险的分析，产品市场的决定颇为杰出。
如对产品市场成长性分析中指出：①以同类产品李施德林的良好事迹说明德进入市场风险小。
②另一同类产品速可净上市受普遍知道说明李施德林有缺点。
③漱口水属家庭成员使用品，市场大。
④生活水平提高，中、上阶层增多，显示其将来市场成长。
(二)影响产品的不可控因素进行分析如宏观环境、政治环境、居民经济条件，如消费者收入水平、消费结构的变化、消费心理等，对一些受科技发展影响较大的产品如：运算机、家用电器等产品的营销策划中还需要摸索技术发展趋势方向的影响。
三、SWOT分析。
营销方案，是对市场机会的掌控和策略的运用，因此分析市场机会，就成了营销策划的关键。
只是找准了市场机会，策划就成功了一半。
(一)优势(二)劣势一样营销中存在的具体问题/劣势，表现为多方面：企业知名度不高，形象不佳影响产品销售。
产品质量但是关，功能不全，被消费者冷落。
产品包装太差，提不起消费者的购买爱好。
产品价格定位不当。
销售渠道不畅，或渠道选取有误，使销售受阻。
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。
《国际市场营销(双语)》课程标准(含课程思政)
《国际市场营销（双语）》课程标准表1 课程基本信息1.1 课程定位与作用1.1.1 课程的定位本课程为双语课程，属于跨境电子商务（普高）专业核心课程，旨在培养学生跨境电商相关的专业核心能力。
跨境电商人才需求表明企业急需具有一定英语应用能力、营销推广能力的运营人才。
本课程将通过“做中学，学中做”，利用双语教学模式，培养学生跨境电商营销与推广的实践能力、创新能力、协作与沟通能力等，同时提高学生国际化素养。
1.1.2 课程的地位与作用国际市场营销是一门双语课程，是跨境电子商务专业核心课。
本专业对双语课程的学分提出了一定要求，本课程是归属国际贸易实务专业的唯一一门双语课程，因此具有重要地位。
本课程的开设是为了培养适应跨境电子商务和网络经济发展需要的、应用型的、高层次的专业人才为目标的。
本课程根据跨境电商营销岗位的工作任务及能力要求设计教学项目，要求学生熟练地、系统地掌握跨境电商营销推广的工作内容和方法。
在教学过程中，向学生完整介绍跨境电商营销的知识体系与操作方法；同时，在实践过程中，训练学生开展各项跨境电商网络营销活动，培养学生成为具有国际市场调研分析能力和跨境电商营销推广能力的综合型人才，为学生将来的工作和创业打下坚实的基础。
符合国际贸易实务专业人才培养目标和专业相关技术领域岗位任职要求，对在培养学生具备处理国际贸易市场营销尤其是互联网+外贸背景下国际市场营销与推广工作的实践能力、创新能力、协作与沟通能力等方面有明显的支撑作用。
1.1.3 与其他课程的关系本课程针对大二学生开设，前期课程主要包括互联网+外贸实务、跨境电商实务、跨境电商应用英语等专业核心课，这些课程是国际市场营销双语课程顺利开展的基础。
保证学生英语知识与英语应用技能达到一定水平，双语教学的质量才能得到保障；后续课程包括国际贸易综合实训（POCIB+）、跨境电商模拟软件实训、品牌策划与推广等，学生还可参加跨境电商项目运营（基地/园区）等实践项目，本课程将为这些课程的开展提供基础与准备。
国际市场营销(第五版)第02章国际市场营销环境分析
有些发展中国家对外资企业存有某种恐惧感，他 们害怕外资企业会吞并本国企业，害怕外国企业 经营方法将会带来太多的外国色彩，影响本国传 统文化。
一般而言，一种商品的政治敏感性越高，则在东 道国销售的障碍和困难就越大。
2.2.3 政治风险对国际市场营销的影响
影响
2.2 国际市场营销政治环境分析
2.2.1 影响国际市场营销的主要政治因素
考虑政治环境，首先要考虑的是一个国家或者地 区的社会性质和政治体制。
其次还要考虑重大政治事件。 最后，要考虑所在国的政治稳定性。不仅是目前
的政治气氛，还要考虑将来的稳定程度。
2.2.2 东道国政府的态度对国际市场营销的影 响
2.4.6 技术水平对国际市场营销的影响
科学技术的不断进步对于市场营销所造成的影响 是多方面的。
科技的发展不仅与企业的生存息息相关，而且还 改变了企业所面临的经济和社会文化环境。
由于各国科技水平各不相同，有的科技较发达， 有的科技不发达，所以我们在工业品出口时不能 一样设计，要适应不同市场的需求。
2.4.2 风俗习惯对国际市场营销的影响
风俗习惯是人们在一定的社会物质生产条件下长 期形成的风尚、礼节、习俗、惯例和行为规范的 总和。它主要体现在人们的饮食、服饰、居住、 婚丧、节日、道德伦理、心理、行为方式和生活 习惯等方面。
要进入国际市场，首先必须了解目标市场的风俗 习惯，尤其是人们的禁忌、避讳、伦理、偏爱习 俗和信仰等。
如果不注意科技环境，往往会失掉做生意的机会。
本章小结
国际市场营销与国内市场营销相比面临着差异很大的市场营销环境 因素，影响国际市场营销的环境因素主要有经济环境、政治环境、法 律环境和文化环境。
国际市场营销学自考题-5-2_真题(含答案与解析)-交互
国际市场营销学自考题-5-2(总分100, 做题时间90分钟)一、单项选择题1.评价国际市场营销活动经济效益的信息来源主要是______A．国家的GNP B．国家的GDPC．国家的国际收支平衡表D．企业的账户及有关记录SSS_SIMPLE_SINA B C D分值: 1答案:D[考点] 本题主要考查的知识点为评价国际市场营销活动经济效益的信息来源。
评价国际市场营销活动经济效益的信息来源主要是企业的账户及有关记录；评价国际贸易活动经济效益的信息来源主要是国家的国际收支平衡表。
2.下列关于价值观描述不正确的是______A．文化背景不同，时间观不同B．文化背景不同，风险观不同C．人的价值观是一成不变的D．人的价值观因所持立场不同而异SSS_SIMPLE_SINA B C D分值: 1答案:C[考点] 本题主要考查的知识点为价值观。
人的价值观不是一成不变的，而是不断变化的，并且因人、因地、因时而异。
在同一个社会文化背景下，有许多分支文化和亚文化，其影响时时处处都会彰显出来。
3.汇率风险不包括______A．会计风险B．政治风险C．交易风险D．经济风险SSS_SIMPLE_SINA B C D分值: 1答案:B[考点] 本题主要考查的知识点为汇率风险。
汇率风险包括会计风险、交易风险和经济风险三种。
4.高湿度下变质的货物需要特别的防潮包装，这是受以下哪种自然环境的影响______A．自然资源B．气候条件C．地理位置D．地形地貌SSS_SIMPLE_SINA B C D分值: 1答案:B5.进行焦点小组座谈时，小组成员一般以______人为宜。
A．5～10 B．3～5C．6～9 D．10～12SSS_SIMPLE_SINA B C D分值: 1答案:A[考点] 本题主要考查的知识点为进行焦点小组座谈时，对小组成员人数的要求。
在进行焦点小组座谈时，必须确定好主题和小组成员的组成与规模。
小组成员一般以5～10人为宜。
国际市场营销 全球营销学每章课后习题答案
全球营销学第四版每章课后习题答案第一章Introduction to Global Marketing1.What are the basic goals of marketing? Are these goals relevant to globalmarketing?P31、Surpass the competition at the task of creating perceived value for customers2、The Guide line is the value equation –Value = Benefits/Price (Money, Time, Effort, Etc.)P42.What is mean by “global localization”?（全球本土化策略）Is Coca-Cola a globalproduct? Explain.The phrase “global localization” represents an attempt to capture the spirit of the rallying cry for o rganizations in the 21st century, namely, “think globally, act locally.”Most people will agree that Coca-Cola is a global product by virtue of the fact that it is available in more than 195 countries in red cans bearing the distinctive signature style. It must be noted, however, that customer service efforts are adapted to the needs of particular markets, e.g., vending machines in Japan. Thus, Coca-Cola is both global and local.3.Describe some of the global marketing strategies available to companies. Giveexamples of companies that use the different strategies.Global marketing strategies: 1. global market participation is the extent to which a company has operations in major world markets; 2. standardization versus adaptation is the extent to which each marketing mix element can be standardized or adapted in various country markets; 3. concentration of marketing activities is the extent to which activities related to marketing mix are performed in one or a few country locations; 4. coordination of marketing activities is the extent to which activities related to marketing mix are performed interdependently around the globe; 5. integration of competitive moves is the extent to which a firm’s competitive marketing tactics in different parts of world are interdependent.Examples: 1. Coke is the best-known, strongest brand, as the Coca-Cola Company, supporting its Coke, Fanta, and Powerade brands with marketing mix elements both that are globe and local, is adept at adapting sales promotion, distribution, and customer service efforts to local needs;2. Mcdonald’s business model is a restaurant system that can be set up virtually anywhere in the world and offers core menu items-hamburgers, French fries, and soft drinks-in most countries, and the company also customizes menu offerings according to local eating customs.4.How do the global marketing strategies of Harley-Davidson and Toyota differ?Harley-Davidson motorcycles are known the world over as “the” all-American motorcycle. Harley’s mystique and heritag e are associated with the USA. The company backs up this positioning with exports from two U.S. manufacturing locations. By contrast, Toyota builds some models (e.g., Camry and Avalon) for the U.S. market in the U.S., a fact that Toyota stresses in its American ad. Thus, Harley-Davidson serves global markets while sourcing locally, while Toyota’s strategy calls for serving world markets and using the world as a source of supply.5.Describe the difference between ethnocentric, polycontric, regiocentric, andgeocentric management orientations.The premise of an ethnocentric orientation is that home country products and management processes are superior. An ethnocentric company that neither sources inputs from, nor seeks market opportunities in the world outside the home country may be classified as an domestic company. A company that does business abroad while still presuming the superiority of the home country may be classified as an international company. Such a company would rely on an extension strategy whereby it would export, without adaptation, products designed for the domestic market.The polycentric orientation that predominates at a multinational company leads to aview of the world in which each country markets is different from the others. Local country managers operating with a high degree of autonomy adapt the marketing mix in a polycentric, multinational company. Managers who are regiocentric or geocentric in their orientations recognize both similarities and differences in world markets. Market opportunities are pursued using both extension and adaptation strategies. The regiocentric and geocentric orientations are characteristic of global transnational companies.OrEthnocentric orientation: home country is superior to the rest of the world, sees similarities in foreign countries，leads to a standardized or extension approach; Polycentric orientation: the opposite of ethnocentrism, each country in which a company does business is unique, sees differences in foreign countries, leads to localized or adaption approach; Regiocentric orientation: a region becomes the relevant geographic unit; management`s goal is to develop an integrated regional strategy; Geocentric orientation：views the entire world as a potential market and strives to develop integrated world market strategies.6.Identify and briefly describe some of the forces that have resulted in increased globalintegration and the growing importance of global marketing.P21+Driving Forces：Regional economic agreements、Market needs and wants、TechnologyTransportation and communication improvements、Product development costs、Quality、World economic trends、LeverageRestraining Forces：Management myopia、Organizational culture、National controls 7.Define leverage and explain the different types of leverage utilized by companieswith global operations.Define leverage：P25第二章The Global Economic Environment1.Explain the difference between market capitalism, centrally planned capitalism,centrally planned socialism, and market socialism. Give an example of a country that illustrates each types of system.Market capitalism is an economic system in which individuals and firms allocate resources and production resources are privately owned. (England).Centrally planned capitalism is an economic system in which command resource allocation is utilized extensively in an environment of private resource ownership. (Sweden)Centrally planned socialism, in this type of economic system, the state has broad powers to serve the public interest as it sees fit. (Former Soviet Union)Market socialism, in such a system, market allocation policies are permitted within an overall environment of state ownership. (China)2.What is a BEM? Identify the BEMs according to their respective stages of economicdevelopment.P53P56-583. A manufacture of satellite dishes is assessing the world market potential for hisproducts. He asks you if he should consider developing countries as potential markets.How would you advise him?Despite the difficult economic conditions in parts of developing countries, many nations will involve into attractive markets.One of marketing’s roles in developing countries is to focus resources on the task of creating and delivering products that are best suited to local needs and incomes. The role of marketing to indentify people’s needs and wants is the same in all countries, irrespective of level of economic development. It is also an opportunity to help developing countries join the information age.And P654.Turn to the Index of Economic Freedom (Table 2-1) and identify where the BEMs areranked. What does the result tell you in terms of the relevance of the index to global marketers?P52第三章Social and Cultural Environments1.What are some of the elements that make up culture? How do these find expression inyour native culture?Culture is a collection of Values, beliefs, behaviors, customs, and attitudes that distinguish one society from another.Culture is acted out in social institutions, such as, family, education, religion, government, business.2.What is the difference between a low-context culture and a high-context culture?Give an example of a country that is an example of each type and provide evidence for your answer.PPT 第四章4-63.How can Hofstede’s cultural typologies help Western marketers better understandAsian culture?P874.Explain the self-reference criterion(自我参照准则). Go to the library and findexamples of product failures that might have been avoided through the application of the SRC.Unconscious reference to one’s own cultural values; creates cultural myopia5.Briefly explain the social research of Everrtt Rogers regarding diffusion ofinnovations,……P94pare and contrast USA and Japan in terms of traditions and organizationalbehavior and norms.第四章The Legal and Regulatory Environments of Global Marketing1.What is sovereignty? What is it an important consideration in the politicalenvironment of global marketing?sovereignty2.Describe some of the sources of political risk. Specially, what forms can political risktake?Tension between aspirations and realityPrimarily occurs in lower and lower-middle income countries–Indonesia and economic crisisWhen political risk occurs in high income countries, it is generally due to a long-standing conflict–Northern IrelandP1423.Briefly describe some of the differences between the legal environment of a countrythat embraces common law and one that observes civil law.4.Global marketers can avoid legal conflicts by understanding the reasons conflictsarise in the first place. Identify and describe several legal issues that relate to global commerce.Intellectual PropertyAntitrustContractualLicensing and Trade Secrets5.“See you in court” is one way to respond when legal issues arise. What otherapproaches are possible?LitigationFormal arbitration–Settles disputes outside of court–Groups agree to abide by panel’s decision1958 United Nations Convention on the Recognition and Enforcement of Foreign Arbitral Awards–Most important treaty regarding international arbitration第五章Global Information Systems and Market Research1.Explain two information technology puts powerful tools in the hands of globalmarketers.Modern IT tools provide the means for a company's marketing information system and research functions to provide relevant information in a timely, cost –efficient, and actionable manner.Electronic data interchange (EDI) allows business units to submit orders, to issue invoices, to conduct business electronically, Wal-Mart legendary for its EDI, save time and money, enables retailers to improve inventory management. Transaction formats are universalEfficient Consumer Response (ECR) This is in addition to EDI, an effort for retailers and vendors to work closely on stock replenishment(补充). ECR can be defined as a joint initiative by members of a supply chain to work toward improving and optimizing(最优化) aspects of the supply chain to benefit customersIntranet, Electronic Point of Sale (EPOS), Data Warehouses are also helping businesses improve their ability to target consumers and increase loyalty.2.What are the different modes of information acquisition? Which is the most importantfor gathering strategic information?3.4、Outline the basic steps of the market research process.5、What is the difference between existing, latent, and incipient demand? How mightthese differences affect the design of a marketing research project?Demand and profit potential, in turn, depend in part on whether the market being studied can be classifieds existing or potential. Existing markets are those in which customer needs are already being served by one or more companies. In some instances, there is no existing market to research and. information may be readily available. A latent market is in essence, an und iscovered segment .It’s a market in which demand would materialize if an appropriate product were made available. An incipient market is a market that will emerge if particular economic demographic, political, or sociocultural trend continues. A company is not likely to achieve satisfactory results if it offers a product in an incipient market before the trends have taken root.Market growth, brand loyalty, market segment, product, sales promotion, pricing, distribution, will be different in marketing research project.6.Describe some of the analytical techniques used by global marketers. When is it appropriate to use each technique?A number of techniques are available for analyzing survey data.Factor analysis can be used to transform large amount of data into manageable units. It is useful in psychographic segmentation studies or creating perceptual maps; cluster analysis allows the researchers to group variables into clusters that maximize within-group similarities and between-group differences. It can be used to do global marketing research, to perform benefit segmentation, and to identify new product opportunities. Multi dimensional scaling is another technique for creating perceptual maps which is particular useful when there are many product to choose and consumers have difficulty in verbalizing their conceptions. Conjoint analysis is used to gain insights into the combination of features that will be the most attractive to consumers. It is useful when determines the values and utilities of the various levels of product features and plots them graphically.第六章Segmentation, Targeting, and Positioning1.differentiate the five basic segmentation strategies. Give an example of a companythat has used each one.P170-P1831、IncomePopulationsAge distributionGenderEducationOccupation2、Grouping people according to attitudes, value, and lifestyles3、4、Benefit segmentation focuses on the value equation–Value = Benefits / Price5、The population of many countries includes ethnic groups of significant size2.Explain the difference between segmenting and targeting.P200pare and contrast standardized, concentrated, and differentiated global marketing.Illustrate each strategy with an example from a global company.Standardized global marketing is mass marketing on a global scale with undifferentiated target marketing (Revlon International)Concentrated global marketing, involves devising a marketing mix to reach a niche. A niche is simply a single segment of the global market. (Germany`s Winter halter) Differentiated global marketing, represents a more ambitious approach than concentrated target marketing with multi-segment targeting and two or more distinct markets (Rover)4.5.What is positioning? Identify the different positioning strategies presented in thechapter and give examples of companies or products that illustrate each.Locating a brand in consumers’minds over and against competitors in terms of attributes and benefits that the brand does and does not offer.P192-1956.What is global consumer culture positioning? What other strategic positioningchoices do global marketers have?Identifies the brand as a symbol of a particular global culture or segment.P1967.What is high-touch product? Explain the difference between high-tech productpositioning and high-touch product positioning. Can some products be positioned using both strategies? Explain.High-tech products are sophisticated technologically complex, and/or difficult to explain or understand, and frequently evaluated in terms of their performance against established objective standards. High-tech global consumer positioning also works well for special interest products associated with leisure of recreation.High-touch products, consumers are generally energized by emotional motives rather than rational ones, and frequently evaluated in terms of their performance against established subjective, aesthetic terms.Some products can be positioned using both strategies, with both satisfying buyers’ rational criteria and evoking an emotional response. Nokia, for example, combines technical performance with a fashion orientation.第七章Global Market Entry Strategies:1.What are the advantages and disadvantages of using licensing as a market entry tool?Give examples of companies from different countries that use licensing as a global marketing strategy.Advantages to LicensingProvides additional profitability with little initial investmentProvides method of circumventing tariffs, quotas, and other export barriersAttractive ROILow costs to implementDisadvantages to LicensingLimited participationReturns may be lostLack of controlLicensee may become competitorLicensee may exploit company resourcesP2062.What is foreign direct investment? What forms can FDI take?P209Partial or full ownership of operations outside of home countryForms:Joint ventures–Minority or majority equity stakes–Outright acquisition3.Do you agree with Ford’s decision to acquire Jaguar? What was more valuable toFord---the physical assets or the name?P2154.What is meant by the phrase global strategic partnership? In what ways does this formof market entry strategy differ from more traditional forms such as joint ventures? Participants remain independent following formation of the allianceParticipants share benefits of alliance as well as control over performance of assigned tasksParticipants make ongoing contributions in technology, products, and other key strategic areasPPT3055.What are Keiretsu? How does this form of industrial structure affect companies thatcompete with Japan or that are trying to enter the Japanese market?PPT307书P2276.Which Strategic options for market entry or expansion would a small company belikely to pursue? A large company?StrategiesCompanies must decide to expand by:–Seeking new markets in existing countries–Seeking new country markets for already identified and served market segments第八章Product and Brand Decisions1.What is the difference between a product and a brand?A product is a good, service, or ideaBrandsBundle of images and experiences in the customer’s mindA promise made by a particular company about a particular productA quality certificationDifferentiation between competing productsThe sum of impressions about a brand is the Brand ImageThe added value that accrues to a product as a result of investments in the marketing of the brandAn asset that represents the value created by the relationship between the brand and customer over time2.How do local, international, and global products differ? Cite examplesLocal Product is one that has achieved success in a single national market and represents the lifeblood of domestic companies. （Coca-cola, ginseng beverage only in Japan）International product is offered in several markets in a particular region (Euro-product, only in euro zone)Global product meets the wants and needs of a global market and is offered in all world regions (personal stereos)3.What are some of the elements that make up a brand? Are these elements tangible orintangible?IntangibleP2414.What criteria should global marketers consider when making product designdecisions?In many instances, packaging is an integral element of product-related design decisions. Packaging is designed to protect or contain the product during shipping；Labeling provides consumers with various types of information; Aesthetics differ around the world. Global marketers must understand the importance of visual aesthetics; Product Warranties is a written guarantee that assures the buyer is getting what they paid for or provides a remedy in case of a product failure. Warranties can be used as a competitive tool5.How can buyer at titudes about a product’s country of origin affect marketing strategy?买家对于原产国的态度对营销策略有什么影响？Perceptions about and attitudes toward particular countries often extend to products and brands known to originate in those countries–Japan–Germany–France–ItalyP252-2546.Identify several global brands. What are some of the reasons for the global success ofthe brands you chose?Both products and brand are good……7.Briefly describe various combinations of product-communication strategies availableto global marketers. When is it appropriate to use each?Product-communication extension (dual extension) is a strategy selling the same product with the same promotional appeals used in domestically when pursuing opportunities outside the home market. It used frequently with industrial (business to business) products.Product extension-communication adaptation strategy is a relatively low cost of implementation because the physical product is unchanged, and the main costs are associated with market research and revising promotional appeals. It used frequently when consumer conceptions outside the home market are very different from domestic marketProduct adaptation-communication extension is an approach to global product planning is to extend, without change, the basic home-market communications strategy while adapting the product to local use or preference conditions. It used frequently when natural conditions outside the home market are very different from domestic market Product-communication adaptation (dual adaptation) strateg y is an approach used both the different product serves and advertising appeals to consumer receptivity when comparing a new geographic market to the home market, environmental conditions or consumer preferences differ;第九章Pricing Decisions1.What are the basic factors that affect price in any market? What considerations enterinto the pricing decision?In global marketing, the task of setting prices is complicated by fluctuating exchange rates. Currency fluctuations can create significant problems and opportunities for the classic international company that exports from the home country.Inflation, or a persistent upward change in price levels, is a problem in many country markets. It can be caused by an increase in the money supply and currency devaluation. Governmental policies and regulations that affect pricing decisions include dumping legislation, resale price maintenance legislation, price ceilings, and general reviews of price levels.Pricing decisions are bounded not only by cost and nature of demand but also by competitive action.Competitive Behavior: If competitors do not adjust their prices in response to rising costs it is difficult to adjust your price to maintain operating margins; If competitors are manufacturing or sourcing I a lower-cost country, it may be necessary to cut prices to stay competitiveThe global marketer has several options for addressing the problem of price escalation orthe environmental factors described in the last section.2.Define the various types of pricing strategies and objectives available to globalmarketers.Market Skimming and Financial Objectives: Market Skimming charges a premium price which may occur at the introduction stage of product life cyclePenetration Pricing and Non-Financial Objectives: Penetration Pricing charges a low price in order to penetrate market quickly which appropriates to saturate market prior to imitation by competitors3.Identify some of the environmental constraints on global pricing decisions. Currency FluctuationsInflationary EnvironmentGovernment Controls, Subsidies, RegulationsCompetitive BehaviorSourcing4.Why do price differences in world markets often lead to gray marketing?Because price differences in world markets lead to trademarked products are exported from one country to another where they are sold by unauthorized persons or organizationsGray marketing occurs when product is in short supply, when producers use skimming strategies in some markets, and when goods are subject to substantial mark-ups 5.What is dumping? Why was dumping such an important issue during the UruguayRound of GATT negotiations?Sale of an imported product at a price lower than that normally charged in a domestic market or country of origin.P2966.What is transfer price? Why is it an important issue for companies with foreignaffiliates(外国子公司)? Why did transfer pricing in Europe take on increased importance in 1999?The transfer price is that Pricing of goods, services, and intangible property bought and sold by operating units or divisions of a company doing business with an affiliate in another jurisdiction.P2997.What is the difference between ethnocentric, polycontric, and geocentric pricingstrategies? Which one would you recommend to a company that has global market aspirations?P291-292 PPT240-242pare and contrast the different forms of countertrade.Countertrade occurs when payment is made in some form other than moneyOptions–BarterThe least complex and oldest form of bilateral, non-monetary counter-tradeA direct exchange of goods or services between two parties–Counter-purchase P303-304–Offset–Compensation trading–Cooperation agreements–Switch trading第十章Global Marketing Channels and Physical Distribution1.In what ways can channel intermediaries create utility for buyers?ObjectivesMarketing channels exist to create utility for customers–Place utility -availability of a product or service in a location that is convenient to a potential customer–Time utility -availability of a product or service when desired by a customer–Form utility -availability of the product processed, prepared, in proper condition and/or ready to use–information utility -availability of answers to questions and general communicationabout useful product features and benefits2.What factors influence the channel structures and strategies available to globalmarketers?B2CThe characters of both buyers and products have an important influence on channel design.The number of individual buyers and their geographic distribution, income, shopping habits and different channel approaches.Products characters such as degree of standardization, perishability, bulk, service requirements, and unit price have an impact as well.Channels tends to be longer as the number of consumers to be served increases and the price per unit decreases. Bulky products usually require channel arrangements that minimize the shipping distances and the number of times products change hands before they reach the ultimate customer.B2BAs is true with consumer channels, product and consumer characteristics have an impact on channel structure. Three basic elements are involved: the manufacture's sales force, distributors or agents and wholesalers.Channel strategy in a global marketing program must fit the company's competitive position and overall marketing objectives in each national market.market factors: consumer profiles, market size and location of country.3.What is cherry picking? What approaches can be used to deal with this problem?P323pare and contrast the typical channel structures for consumer products andindustrial products.P340 PPT252-2555.Identify the different forms of retailing and cite an example of each form. Identifyretailers from as many different countries as you can.PPT258-259 P3256.Identify the four retail market expansion strategies discussed in the text. What factorsdetermine the appropriable mode?Organic–Company uses its own resources to open a store on a green field site or acquire one or more existing retail facilitiesFranchise–Appropriate strategy when barriers to entry are low yet the market is culturally distant in terms of consumer behavior or retailing structuresChain Acquisition–A market entry strategy that entails purchasing a company with multiple existing outlets in a foreign countryJoint Venture–This strategy is advisable when culturally distant, difficult-to-enter markets are targeted 7.What special distribution challenges exist in Japan? What is the best way for anon-Japanese company to deal with these challenges?第十一章Global Marketing Communications Decisions:Advertising and Public Relations1.In what ways can global brands and global advertising campaigns benefit a company? P3482.How does the “standardized versus localized” debate apply to advertising?Four difficulties that compromise an organization’s communicat ion efforts–The message may not get through to the intended recipient.–The message may reach the target audience but may not be understood or may even be misunderstood.–The message may reach the target audience and may be understood but still may not induce the recipient to take the action desired by the sender.–The effectiveness of the message can be impaired by noise.。
国际市场营销课程教学大纲
“国际市场营销”课程教学大纲教研室主任：执笔人：王双英一、课程基本信息开课单位：管理学院课程名称：国际市场营销课程编号：英文名称：International marketing课程类型：（请按我校教学计划安排表中的课程类型进行规范填写，即填写公共基础课、学科基础课、专业基础课、专业方向限选课、专业任选课、公共选修课等）总学时：51理论学时：51 实验学时：学分：3开设专业：市场营销先修课程：市场营销二、课程任务目标（一）课程任务（本项编写要求：写明该课程的性质和任务）本课程为市场营销专业的必修课，它研究的是以满足世界各国消费者的需要为中心的企业跨国界营销活动及其规律性。
通过本门课的学习，促进学生全面掌握国际营销的理论和实务，使学生能够具备一般的从事国际营销管理的能力。
（二）课程目标（本项编写要求：写明学生在知识和能力方面应达到的目标要求）在学完本课程之后，学生能够：本课程为应用性课程，要求学生在全面了解和系统掌握国际营销学的有关概念、理论及方法基础上，具备一般的处理国际营销问题的实际工作能力。
三、教学内容和要求（一）理论教学的内容及要求（本项编写要求：以基本内容为主线，对各知识点分按“了解”、“理解”、“掌握”三个层次提出要求，并说明教学重点及难点）第一章国际营销导论1.1 国际营销的基本概念1.2 企业从事国际营销的原因和方式通过本章的学习了解国际营销的基本概念，理解国际营销相关的概念以及从事国际营销的原因，掌握企业从事国际营销的方式。
第二章国际营销文化环境2.1文化与国际营销2.2 语言与教育2.3 宗教与社会组织2.4 美学观念和价值观念2.5文化适应与文化变迁通过本章的学习了解文化、语言及宗教的基本概念，理解价值观念的概念以及文化适应的原因，掌握文化、宗教、价值观念、美学观念以及文化变迁对企业国际营销的影响。
第三章国际营销的经济环境3.1 市场规模3.2 经济特性通过本章的学习了解市场规模的基本概念，理解经济特性，掌握经济环境及经济特性对企业国际营销活动的影响。
《国际市场营销》课件
通过企业自己的销售团队或在线平台直接销售产品给消费者。
直接渠道
通过经销商、代理商等中间商销售产品，扩大销售网络。
间接渠道
根据不同市场的特点，采用多种销售渠道，提高产品的覆盖面。
多元化渠道
建立有效的渠道管理体系，确保渠道的顺畅和高效运作。
渠道管理
广告宣传
通过各种媒体进行广告宣传，提高产品的知名度和吸引力。
VS
全球电商领导者、技术创新驱动
详细描述
阿里巴巴作为全球电商领导者，通过技术创新和商业模式创新，成功打造了一个国际化的电子商务平台。通过收购和合作等方式，阿里巴巴不断拓展其国际业务，为全球消费者和企业提供便捷的交易和支付服务。同时，阿里巴巴还注重与当地合作伙伴的合作，以更好地融入当地市场。
总结词
随着全球化的加速和国际贸易的不断发展，国际市场营销变得越来越重要。
总结词
随着全球化的加速和国际贸易的不断发展，国际市场营销变得越来越重要。企业需要拓展国际市场，以满足不同国家和地区的消费者需求，并获得更大的商业机会。通过国际市场营销，企业可以获得更多的市场份额和竞争优势，提高品牌知名度和影响力。
详细描述
定义
使企业在目标市场中树立独特的形象和声誉，与竞争对手区分开来。
目的
企业可采用差异化定位、集中化定位和重新定位等策略进行国际市场定位。
方法
国际市场进入策略是企业根据自身资源和目标市场的特点，选择合适的进入方式、投资形式和营销策略的过程。
定义
帮助企业有效地进入国际市场，实现长期稳定的发展。
目的
企业可采用出口、许可、合资、独资等方式进入国际市场，并需考虑文化差异、法律法规、贸易壁垒等因素。
方法
国际市场营销组合策略
全球市场(国际市场)营销教学课件
第三节 全球市场细分和目标营销战略
• 一、国际市场细分 • 国际市场细分指企业按照一定的细分标准，
把整个国际市场细分为若干个需要不同的产 品和营销组合的子市场，其中任何一个子市 场中的消费者都具有相同或相似的需求特征， 企业可以在这些子市场中选择一个或多个作 为其国际目标市场。 • 企业对国际市场有3种细分方法： • 1、微观市场细分 • 2、宏观市场细分 • 3、全球性市场细分
• 首先，应采用通用标准；
• 其次，力求使产品包装、色彩、图案与目标 市场的文化习俗以及由此而形成的风俗习惯 相适应、协调；
• 再次，要谨慎地采取各种促销方式，因为不 同文化习俗影响下的消费者群，对促销手段 的要求也不尽相同。
• 三、全球营销的政治和法律环境
• 1、政治稳定性。政局是否稳定，直接影响企 业在该国的营销活动。政局的稳定与政策的连 续性是增强投资者信心与信任感的重要因素。
一般来说，世界上许多国家和民族都有自己的 宗教信仰，影响最大的有伊斯兰教、佛教、 基督教或天主教等。
5．审美观
各国消费者在审美观上差别很大。
6．价值观
价值观念是一种能明确或含蓄地影响个人和 集团对于行为方法和行为目的选择的基本 观念。价值观念是一种信仰，它阐明什么 是正确的，什么是错误的，或者说一种总 的偏爱。
国际市场细分的标准 1．国际消费品市场细分；
(1)依据地理变数细分； (2)依据人口变数细分； (3)依据心理变数细分； (4)依据行为变数细分。 2．国际工业品市场细分 （1）根据最终用户变数来细分市场； （2）根据顾客规模与购买力大小来细分市场； （3）根据购买组织的特点来细分市场
• 二、目标市场营销战略
• 三、国际转移定价
• 国际转移定价，是指跨国公司的母公司 与各国子公司之间，或各国子公司之间 转移产品和劳务时所采用的定价方法。
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（4）区域经济一体化的组织形式
①欧盟—英国脱欧
• 2016年6月23日，英国就是否留在欧盟举行全民公投。 • 2017年3月29日，正式启动“脱欧”程序 • 2017年12月8日，英国与欧盟达成历史性脱欧协议。 • 2018年6月26日，英国女王伊丽莎白二世批准英国退出欧盟。 • 2020年1月24日，欧洲理事会、欧盟委员会主席签署英国“脱欧”协议。 • 2020年1月30日，欧盟正式批准了英国脱欧。 • 2020年1月31日，英国正式“脱欧”，结束其47年的欧盟成员国身份。
（4）区域经济一体化的组织形式
①欧盟
欧洲联盟（European Union, EU )（欧盟），1993年11月1日，正式诞生，创 始成员国有6个，现有27个成员国。
• 特征：“通过建立无内部边界的空间，加强经济、社会的协调发展，建立最终实行
统一货币的经济货币联盟，促进成员国经济和社会的均衡发展”，“通过实行共同 外交和安全政策，在国际舞台上弘扬联盟的个性”。
②关税同盟
关税同盟指两个或两个以上的国家通过签订条约或协定取消区域内关税或其他 壁垒，而且对非同盟国家采取统一的关税税率，如非洲的东非共同市场。它在 一体化程度上比自由贸易区进了一步。
它不仅包括自由贸易区的基本内容，而且成员国对同盟外的国家建立了共同、 统一的关税税率，它开始带有超国家的性质。
（3）区域经济一体化的具体类型及主要特征 ③共同市场
（三）区域经济环境
（2）区域经济一体化的含义
区域经济一体化是指区域内两个或两个以上国家或地区，在一个由 政府授权组成并具有超国家性的共同机构下，通过制定统一的对内对 外经济、财政与金融政策等，消除国别之间阻碍经济贸易发展的障碍， 实现区域内互利互惠、协调发展和资源优化配置，最终形成一个政治、 经济高度协调统一的有机体的过程。
（4）区域经济一体化的组织形式 ② 北美自由贸易区（North American Free Trade Area）
由美国、加拿大和墨西哥3国组成， 于1992年12月17日正式签署（北美自由贸易协定》。 1994年1月1日，协定正式生效，北美自由贸易区宣布成立。 成员国彼此必须遵守协定规定的原则和规则，通过如国民待遇、 最惠国待遇及程序上的透明化等来实现其宗旨，借以消除贸易障碍。 相对于欧盟等经济一体化组织或日本等国家，北美自由贸易区市场是相对开放的市场。
（4）区域经济一体化的组织形式 ③ 亚太经济合作组织（APEC）
• 亚太地区重要的经济合作论坛，亚太地区最高级别的政府间经济合作机制。 • 1989年11月成立 • 1991年11月中国以主权国家身份加入 • 21个成员国 +3个观察员 （截至2014年9月）
宗旨和目标：
为本地区人民的共同利益保持经济的增长与发展；促进成员间经济 的相互依存；加强开放的多边贸易体制；减少区域贸易和投资壁垒
• 宗旨：促进和平，追求公民富裕生活，实现社会经济可持续发展，确保基本价值观，
加强国际合作。
（4）区域经济一体化的组织形式
①欧盟
制度 ✓欧盟已经制定了一个单一市场，通过一个标准化的法律制度，适用于所有会员
国，保证人、货物、服务和资本的流动自由。 ✓它保持了一个共同的贸易政策，包括农业、渔业政策和区域发展政策。 ✓19个会员国己通过了一个共同的货币—欧元。（截止2018/7/31） ✓在对外政策上，欧盟代表其成员在世界贸易组织、在八国集团首脑会议和在联
• 宗旨和目标：本着平等与合作精神，共同促进本地区经济增长、社会进步和文化发 展，为建立一个繁荣、和平的东南亚国家共同体奠定基础，以促进本地区的和平与 稳定。
④中国一东盟自由贸易区
• 中国一东盟自由贸易区（China and ASEAN Free Trade Area, CAFTA)，是中国与 东盟10国组建的自由贸易区。2001年11月，文莱举行的第五次中国一东盟领导人会 议上正式宣布组建中国一东盟自由贸易区。2010年1月1日，贸易区正式全面启动。
第二章 第二节 国际市场营销的
经济环境
二、国际市场营销的经济环境
• 本节主要内容 国际市场营销的经济环境简介 全球经济环境 区域经济环境 本国经济环境
（三）区经济环境
（1）区域经济环境的含义 区域经济环境是指由一定地理区域范围而结成某一特定经济联盟的 国家或地区的经济环境，它是从事国际市场营销的企业所必须面对， 并会对其产生直接影响的重要经济环境。
废除政策的差异，并拥有一个制定这些政策的超国家的共同机构。
它是一种较高层次的区域经济一体化组织形式。目前的欧洲联盟属 此类型。
• 自由贸易区、关税同盟、共同市场及经济同盟的特征
内部关税的撤销 统一的外部关税 劳动力与资本的自由流动经济政策的和谐
自由贸易区
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关税同盟
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共同市场
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经济同盟
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（4）区域经济一体化的组织形式
④东盟
• 东南亚国家联盟（ASEAN )，简称东盟。1967年8月，《曼谷宣言》正式宣告东南亚 国家联盟成立。
• 10个成员国：包括文莱（1984年）、柬埔寨（1999年）、印度尼西亚、老挝（1997 年）、马来西亚、缅甸（1997年）、菲律宾、新加坡、泰国和越南（1995年）。
（3）区域经济一体化的具体类型及主要特征
①自由贸易区
自由贸易区指签订有自由贸易协定的两个或两个以上的国家或地区组成的 贸易区，如北美自由贸易区等。
在成员国之间逐渐减免甚至废除关税与数量限制，使区域内各成员国间的 商品可以完全自由流动，但每个成员国仍保持对非成员国的贸易壁垒。
（3）区域经济一体化的具体类型及主要特征
共同市场指共同市场成员国间完全废除关税与数量限制，建立对非成员国 的共同关税；同时，劳动力与资本等生产要素可以在成员国之间自由流动。 除了建立对外统一关税外，有协调间接税制度、产品标准化制度，还相互 承认劳动力的学历和技术等级制度。
（3）区域经济一体化的具体类型及主要特征
④经济同盟
经济同盟指成员国之间不但商品和生产要素可以完全自由流动，建 立共同的关税，而且成员国制定和执行某些共同的经济政策和社会政 策，包括货币、财政、经济发展和社会福利政策，以及有关贸易和生产要素的流动政策，逐步