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International Marketing w/Student CD and PowerWeb,9780072941647

International Marketing w/Student CD and PowerWeb

by ;
Edition:
12th
ISBN13:

9780072941647

ISBN10:
0072941642
Format:
Hardcover
Pub. Date:
2/27/2004
Publisher(s):
McGraw-Hill/Irwin
List Price: $169.70

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Table of Contents

PART ONE AN OVERVIEW
The Scope and Challenge of International Marketing
2(24)
Global Perspective: Global Commerce Causes Peace
3(1)
The Internationalization of U.S. Business
4(5)
International Marketing Defined
9(1)
The International Marketing Task
10(4)
Marketing Decision Factors
11(1)
Aspects of the Domestic Environment
11(1)
Aspects of the Foreign Environment
12(2)
Environmental Adaptation Needed
14(1)
The Self-Reference Criterion and Ethnocentrism: Major Obstacles
15(3)
Developing a Global Awareness
18(1)
Stages of International Marketing Involvement
18(4)
No Direct Foreign Marketing
19(1)
Infrequent Foreign Marketing
19(1)
Regular Foreign Marketing
19(1)
International Marketing
20(1)
Global Marketing
20(2)
Strategic Orientation
22(2)
Domestic Market Extension Orientation
22(1)
Multidomestic Market Orientation
23(1)
Global Marketing Orientation
23(1)
The Orientation of International Marketing
24(2)
The Dynamic Environment of International Trade
26(30)
Global Perspective: Trade Barriers---An International Marketer's Minefield
27(2)
The Twentieth to the Twenty-first Century
29(5)
World Trade and U.S. Multinationals
30(3)
The First Decade of the Twenty-first Century and Beyond
33(1)
Balance of Payments
34(3)
Protectionism
37(9)
Protection Logic and Illogic
37(2)
Trade Barriers
39(7)
Easing Trade Restrictions
46(6)
The Omnibus Trade and Competitiveness Act
46(2)
General Agreement on Tariffs and Trade
48(2)
World Trade Organization
50(1)
Skirting the Spirit of GATT and the WTO
51(1)
The International Monetary Fund and World Bank Group
52(1)
Protests against Global Institutions
53(3)
PART TWO THE CULTURAL ENVIRONMENT OF GLOBAL MARKETS
History and Geography: The Foundations of Culture
56(36)
Global Perspective: Birth of a Nation---Panama in 67 Hours
57(1)
Historical Perspective in Global Business
58(6)
History and Contemporary Behavior
58(1)
History Is Subjective
59(2)
Manifest Destiny and the Monroe Doctrine
61(3)
Geography and Global Markets
64(7)
Climate and Topography
65(2)
Geography, Nature, and Economic Growth
67(1)
Social Responsibility and Environmental Management
68(2)
Resources
70(1)
Dynamics of Global Population Trends
71(6)
Controlling Population Growth
72(1)
Rural/Urban Migration
73(2)
Population Decline and Aging
75(1)
Worker Shortage and Immigration
76(1)
World Trade Routes
77(2)
Communication Links
79(2)
World Maps
81(11)
Cultural Dynamics in Assessing Global Markets
92(30)
Global Perspective: Equities and eBay---Culture Gets in the Way
93(1)
Culture's Pervasive Impact
94(3)
Definitions and Origins of Culture
97(7)
Geography
99(1)
History
99(1)
The Political Economy
99(3)
Technology
102(1)
Social Institutions
102(2)
Elements of Culture
104(8)
Cultural Values
104(3)
Rituals
107(1)
Symbols
108(3)
Beliefs
111(1)
Thought Processes
112(1)
Cultural Knowledge
112(2)
Factual versus Interpretive Knowledge
112(1)
Cultural Sensitivity and Tolerance
113(1)
Cultural Change
114(8)
Cultural Borrowing
114(1)
Similarities: An Illusion
115(1)
Resistance to Change
116(1)
Planned and Unplanned Cultural Change
117(1)
Consequences of Innovation
118(4)
Culture, Management Style, and Business Systems
122(34)
Global Perspective: Do Blondes Have More Fun in Japan?
123(1)
Required Adaptation
124(3)
Degree of Adaptation
125(1)
Imperatives, Electives, and Exclusives
125(2)
The Impact of American Culture on Management Style
127(3)
Management Styles around the World
130(10)
Authority and Decision Making
130(1)
Management Objectives and Aspirations
131(2)
Communication Styles
133(4)
Formality and Tempo
137(2)
P-Time versus M-Time
139(1)
Negotiations Emphasis
139(1)
Gender Bias in International Business
140(2)
Business Ethics
142(7)
Corruption Defined
142(1)
The Western Focus on Bribery
143(3)
Bribery: Variations on a Theme
146(2)
Ethically and Socially Responsible Decisions
148(1)
Culture's Influence on Strategic Thinking
149(1)
A Synthesis, Relationship-Oriented versus Information-Oriented Cultures
150(6)
The Political Environment: A Critical Concern
156(22)
Global Perspective: Chiquita Bananas and Prosciutto di Parma, Louis Vuitton Handbags, Scented Bath Oils and Soaps, and Batteries---Strange Bedfellows from the World of Politics
157(1)
The Sovereignty of Nations
158(1)
Stability of Government Policies
159(5)
Political Parties
161(1)
Nationalism
162(2)
Political Risks of Global Business
164(6)
Confiscation, Expropriation, and Domestication
164(1)
Economic Risks
165(2)
Political Sanctions
167(1)
Political and Social Activists
167(1)
Violence and Terrorism
168(1)
Cyberterrorism
169(1)
Assessing Political Vulnerability
170(3)
Politically Sensitive Products and Issues
171(1)
Forecasting Political Risk
171(2)
Reducing Political Vulnerability
173(3)
Joint Ventures
175(1)
Expanding the Investment Base
175(1)
Licensing
175(1)
Planned Domestication
175(1)
Political Payoffs
175(1)
Government Encouragement
176(2)
The International Legal Environment: Playing by the Rules
178(32)
Global Perspective: The Pajama Caper
179(1)
Bases for Legal Systems
180(4)
Common and Code Law
181(1)
Islamic Law
182(1)
Marxist-Socialist Tenets
183(1)
Jurisdiction in International Legal Disputes
184(2)
International Dispute Resolution
186(3)
Conciliation
186(1)
Arbitration
187(1)
Litigation
188(1)
Protection of Intellectual Property Rights: A Special Problem
189(6)
Counterfeiting and Piracy
190(1)
Inadequate Protection
191(1)
Prior Use versus Registration
192(1)
International Conventions
192(3)
Commercial Law within Countries
195(4)
Marketing Laws
196(2)
Green Marketing Legislation
198(1)
Antitrust
198(1)
U.S. Laws Apply in Host Countries
199(4)
Foreign Corrupt Practices Act
200(1)
National Security Laws
201(1)
Antitrust Laws
201(1)
Antiboycott Law
202(1)
Extraterritoriality of U.S. Law
203(1)
Cyberlaw: Unresolved Issues
203(7)
Cybersquatters
204(2)
Taxes
206(1)
Jurisdiction of Disputes and Validity of Contracts
206(4)
PART THREE ASSESSING GLOBAL MARKET OPPORTUNITIES
Developing a Global Vision through Marketing Research
210(32)
Global Perspective: Selling Apples in Japan Can Be a Bruising Business
211(2)
Breadth and Scope of International Marketing Research
213(1)
The Research Process
214(1)
Defining the Problem and Establishing Research Objectives
214(1)
Problems of Availability and Use of Secondary Data
215(3)
Availability of Data
216(1)
Reliability of Data
216(1)
Comparability of Data
217(1)
Validating Secondary Data
218(1)
Gathering Primary Data: Quantitative and Quantitative Research
218(3)
Problems of Gathering Primary Data
221(5)
Ability to Communicate Opinions
221(1)
Willingness to Respond
222(1)
Sampling in Field Surveys
223(1)
Language and Comprehension
224(2)
Multicultural Research: A Special Problem
226(2)
Research on the Internet: A Growing Opportunity
228(1)
Estimating Market Demand
229(3)
Expert Opinion
230(1)
Analogy
231(1)
Problems in Analyzing and Interpreting Research Information
232(1)
Responsibility for Conducting Marketing Research
232(2)
Communicating with Decision Makers
234(1)
Appendix: Sources of Secondary Data
235(7)
Emerging Markets
242(34)
Global Perspective: Wal-Mart, Tide, and Three-Snake Wine
243(1)
Marketing and Economic Development
244(10)
Stages of Economic Development
245(2)
NIC Growth Factors
247(2)
Information Technology, the Internet, and Economic Development
249(1)
Objectives of Developing Countries
250(1)
Infrastructure and Development
251(1)
Marketing's Contributions
252(2)
Marketing in a Developing Country
254(4)
Level of Market Development
254(1)
Demand in a Developing Country
254(4)
Developing Countries and Emerging Markets
258(14)
The Americas
259(2)
Eastern Europe and the Baltic States
261(3)
Asia
264(6)
Newest Emerging Markets
270(2)
Strategic Implications for Marketing
272(4)
Multinational Market Regions and Market Groups
276(36)
Global Perspective: Might Free Trade Bring Peace to the Middle East?
277(2)
La Raison d'Etre
279(1)
Economic Factors
279(1)
Political Factors
279(1)
Geographic Proximity
280(1)
Cultural Factors
280(1)
Patterns of Multinational Cooperation
280(3)
Global Markets and Multinational Market Groups
283(1)
Europe
283(13)
European Community
283(5)
European Union
288(4)
Strategic Implications for Marketing in Europe
292(2)
Marketing Mix Implications
294(1)
The Commonwealth of Independent States
294(2)
Central European Free Trade Area
296(1)
The Americas
296(9)
North American Free Trade Agreement
296(4)
Southern Cone Free Trade Area (Mercosur)
300(1)
Latin American Economic Cooperation
301(2)
NAFTA to FTAA or SAFTA?
303(2)
Asian-Pacific Rim
305(2)
Association of Southeast Asian Nations
305(1)
Asia-Pacific Economic Cooperation
306(1)
Africa
307(1)
Middle East
308(1)
Regional Trading Groups and Emerging Markets
309(3)
PART FOUR DEVELOPING GLOBAL MARKETING STRATEGIES
Global Marketing Management: Planning and Organization
312(28)
Global Perspective: Global Gateways
313(2)
Global Marketing Management: An Old Debate and a New View
315(5)
The Nestle Way: Evolution Not Revolution
317(1)
Benefits of Global Marketing
318(1)
A Balanced Approach to Global Marketing Strategy---3M Corporation
319(1)
Planning for Global Markets
320(5)
Company Objectives and Resources
321(1)
International Commitment
321(1)
The Planning Process
321(4)
Alternative Market-Entry Strategies
325(10)
Exporting
327(1)
Contractual Agreements
328(2)
Strategic International Alliance
330(5)
Direct Foreign Investment
335(1)
Organizing for Global Competition
335(5)
Locus of Decision
337(1)
Centralized versus Decentralized Organizations
337(3)
Products and Services for Consumers
340(32)
Global Perspective: Hong Kong---Disney Rolls the Dice Again
341(1)
Quality
342(5)
Quality Defined
343(1)
Maintaining Quality
344(1)
Physical or Mandatory Requirements and Adaptation
345(1)
Green Marketing and Product Development
346(1)
Products and Culture
347(6)
Innovative Products and Adaptation
349(1)
Diffusion of Innovations
350(2)
Production of Innovations
352(1)
Analyzing Product Components for Adaptation
353(5)
Core Component
354(1)
Packaging Component
355(2)
Support Services Component
357(1)
Marketing Consumer Services Globally
358(5)
Services Opportunities in Global Markets
359(1)
Barriers to Entering Global Markets for Consumer Services
360(3)
Brands in International Markets
363(9)
Global Brands
365(1)
National Brands
366(1)
Country-of-Origin Effect and Global Brands
367(2)
Private Brands
369(3)
Products and Services for Businesses
372(26)
Global Perspective: Intel, the Boom and the Inescapable Bust
373(2)
Demand in Global Business-to-Business Markets
375(4)
The Volatility of Industrial Demand
375(3)
Stages of Economic Development
378(1)
Technology and Market Demand
378(1)
Quality and Global Standards
379(7)
Quality Is Defined by the Buyer
380(1)
Universal Standards
381(3)
ISO 9000 Certification: An International Standard of Quality
384(2)
Business Services
386(3)
After-Sale Services
386(2)
Other Business Services
388(1)
Trade Shows: A Crucial Part of Business-to-Business Marketing
389(3)
Relationship Marketing in Business-to-Business Contexts
392(6)
International Marketing Channels
398(36)
Global Perspective: 500 Million Sticks of Doublemint Today---Billions Tomorrow
399(1)
Channel-of-Distribution Structures
400(9)
Import-Oriented Distribution Structure
400(1)
Japanese Distribution Structure
401(2)
Channel Control
403(3)
Trends: From Traditional to Modern Channel Structures
406(3)
Distribution Patterns
409(5)
General Patterns
409(2)
Retail Patterns
411(3)
Alternative Middleman Choices
414(9)
Home-Country Middlemen
415(4)
Foreign-Country Middlemen
419(4)
Government-Affiliated Middlemen
423(1)
Factors Affecting Choice of Channels
423(2)
Cost
424(1)
Capital Requirements
424(1)
Control
424(1)
Coverage
424(1)
Character
425(1)
Continuity
425(1)
Locating, Selecting, and Motivating Channel Members
425(3)
Locating Middlemen
426(1)
Selecting Middlemen
426(1)
Motivating Middlemen
427(1)
Terminating Middlemen
427(1)
Controlling Middlemen
427(1)
The Internet
428(6)
Exporting and Logistics: Special Issues for Business
434(32)
Global Perspective: An Export Sale: From Trade Show to Installation
435(3)
Export Restrictions
438(5)
Determining Export Requirements
438(4)
ELAIN, STELLA, ERIC, and SNAP
442(1)
Import Restrictions
443(4)
Tariffs
443(1)
Exchange Permits
444(1)
Quotas
445(1)
Import Licenses
445(1)
Standards
446(1)
Boycotts
446(1)
Voluntary Restrictions
446(1)
Other Restrictions
446(1)
Terms of Sale
447(1)
Getting Paid: Foreign Commercial Payments
448(3)
Letters of Credit
448(2)
Bills of Exchange
450(1)
Cash in Advance
451(1)
Open Accounts
451(1)
Forfaiting
451(1)
Export Documents
451(2)
Packing and Marking
453(1)
Customs-Privileged Facilities
453(2)
Foreign Trade Zones
453(1)
Offshore Assembly (Maquiladoras)
454(1)
Logistics
455(11)
Interdependence of Physical Distribution Activities
455(3)
Benefits of a Physical Distribution System
458(1)
Export Shipping and Warehousing
458(3)
Foreign Freight Forwarder
461(1)
The 24-Hour Rule and Logistics
461(1)
Role of the Internet in International Logistics
462(4)
Integrated Marketing Communications and International Advertising
466(34)
Global Perspective: Barbie versus Mulan
467(1)
Sales Promotions in International Markets
468(1)
International Public Relations
469(2)
International Advertising
471(2)
Advertising Strategy and Goals
473(5)
Product Attribute and Benefit Segmentation
474(1)
Regional Segmentation
475(3)
The Message: Creative Challenges
478(9)
Global Advertising and the Communications Process
478(4)
Legal Constraints
482(2)
Linguistic Limitations
484(1)
Cultural Diversity
485(1)
Media Limitations
486(1)
Production and Cost Limitations
486(1)
Media Planning and Analysis
487(8)
Tactical Considerations
487(1)
Specific Media Information
487(8)
Campaign Execution and Advertising Agencies
495(2)
International Control of Advertising: Broader Issues
497(3)
Personal Selling and Sales Management
500(28)
Global Perspective: International Assignments Are Glamorous, Right?
501(1)
Designing the Sales Force
502(2)
Recruiting Marketing and Sales Personnel
504(6)
Expatriates
504(1)
Virtual Expatriates
505(1)
Local Nationals
506(3)
Third-Country Nationals
509(1)
Host-Country Restrictions
510(1)
Selecting Sales and Marketing Personnel
510(2)
Training for International Marketing
512(1)
Motivating Sales Personnel
513(2)
Designing Compensation Systems
515(3)
For Expatriates
515(1)
For a Global Sales Force
516(2)
Evaluating and Controlling Sales Representatives
518(1)
Preparing U.S. Personnel for Foreign Assignments
519(3)
Overcoming Reluctance to Accept a Foreign Assignment
519(1)
Reducing the Rate of Early Returns
519(1)
Successful Expatriate Repatriation
520(2)
Developing Cultural Awareness
522(1)
The Changing Profile of the Global Manager
522(2)
Foreign Language Skills
524(4)
Pricing for International Markets
528(34)
Global Perspective: The Price War
529(1)
Pricing Policy
530(4)
Pricing Objectives
530(1)
Parallel Imports
531(3)
Approaches to International Pricing
534(4)
Full-Cost versus Variable-Cost Pricing
535(1)
Skimming versus Penetration Pricing
535(3)
Price Escalation
538(4)
Costs of Exporting
538(1)
Taxes, Tariffs, and Administrative Costs
538(1)
Inflation
539(1)
Deflation
539(1)
Exchange Rate Fluctuations
540(1)
Varying Currency Values
540(1)
Middleman and Transportation Costs
541(1)
Sample Effects of Price Escalation
542(1)
Approaches to Lessening Price Escalation
543(6)
Lowering Cost of Goods
543(1)
Lowering Tariffs
544(2)
Lowering Distribution Costs
546(1)
Using Foreign Trade Zones to Lessen Price Escalation
546(2)
Dumping
548(1)
Leasing in International Markets
549(1)
Countertrade as a Pricing Tool
549(5)
Types of Countertrade
550(2)
Problems of Countertrading
552(1)
The Internet and Countertrade
553(1)
Proactive Countertrade Strategy
553(1)
Transfer Pricing Strategy
554(2)
Price Quotations
556(1)
Administered Pricing
556(6)
Cartels
557(1)
Government-Influenced Pricing
558(4)
PART FIVE IMPLEMENTING GLOBAL MARKETING STRATEGIES
Negotiating with International Customers, Partners, and Regulators
562(29)
Global Perspective: A Japanese Aisatsu
563(2)
The Dangers of Stereotypes
565(1)
The Pervasive Impact of Culture on Negotiation Behavior
566(10)
Differences in Language and Nonverbal Behaviors
567(6)
Differences in Values
573(2)
Differences in Thinking and Decision-Making Processes
575(1)
Implications for Managers and Negotiators
576(12)
Negotiation Teams
576(2)
Negotiation Preliminaries
578(3)
At the Negotiation Table
581(6)
After Negotiations
587(1)
Conclusions
588(3)
PART SIX SUPPLEMENTARY MATERIAL
THE COUNTRY NOTEBOOK---A Guide for Developing a Marketing Plan
591(87)
CASES
An Overview
601(18)
Starbucks---Going Global Fast
602(4)
Nestle: The Infant Formula Controversy
606(4)
Coke and Pepsi Learn to Compete in India
610(6)
Marketing Microwave Ovens to a New Market Segment
616(3)
The Cultural Environment of Global Marketing
619(18)
The Not-So-Wonderful World of EuroDisney---Things Are Better Now at Paris Disneyland
620(4)
Cultural Norms, Fair & Lovely, and Advertising
624(3)
Starnes-Brenner Machine Tool Company: To Bribe or Not to Bribe?
627(3)
Ethics and Airbus
630(4)
Coping with Corruption in Trading with China
634(2)
When International Buyers and Sellers Disagree
636(1)
Assessing Global Market Opportunities
637(12)
Krispy Kreme Doughnuts Going Global?
638(2)
International Marketing Research at the Mayo Clinic
640(4)
Swifter, Higher, Stronger, Dearer
644(5)
Developing Global Marketing Strategies
649(29)
Boeing's Product Development Stumble
650(4)
Tambrands: Overcoming Cultural Resistance
654(2)
Iberia Airlines Builds a BATNA
656(3)
Blair Water Purifiers India
659(8)
Sales Negotiations Abroad for MRI Systems
667(1)
National Office Machines---Motivating Japanese Salespeople: Straight Salary or Commission?
668(3)
AIDS, Condoms, and Carnival
671(3)
Making Socially Responsible and Ethical Marketing Decisions: Selling Tobacco to Third World Countries
674(4)
Name Index 678(7)
Subject Index 685


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