国际市场营销学Lscu_Chapter9.pptVIP

Managing International Distribution Operations and Logistics Dana-Nicoleta Lascu Chapter 9 Chapter Objectives Describe the functions of home-country and host-country intermediaries involved in international distribution. Identify the facilitators of international distribution and logistics and describe their involvement in the international distribution process. Address the challenges encountered by distribution in countries of different development levels. Issues Related to International Distribution An important distribution decision for the company is whether to use established channels or to build its own channels. Using Established Channels Could charge high prices. Could be blocked by competition. Channel partnership is a long-term decision: company may be bound indefinitely to the channel choice. Building Own Channels Necessary if there are no channels at all and if the existing channels do not conform to company needs. Expensive. Time-consuming. Home-Country Middlemen Export Management Companies Highly specialized in certain industries, they typically represent smaller companies in a region of the country. Typically work as a companys export department. Home-Country Middlemen (contd.) Trading Companies Large companies that provide intermediary services, risk reduction through extensive information channels, and significant financial assistance to manufacturing firms. In Japan, trading companies (sogo shoshas) act as intermediaries, but are also involved in manufacturing and finance. In the U.S., they are consortia of smaller suppliers, service-oriented firms, multinational corporations and public and quasi-public entities; they were created by the Export Trading Company Act to encourage and promote exports. Home-Country Middlemen (contd.) Home-Country Brokers and Agents Middlemen who bring international buyers and sellers together in the companys home country. Do not carry title to the product. Manufacturer’s export agent: represents a manufacturer. B