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International Marketing Mix: Price
Price discrimination: demand elasticity
Strategic pricing
– Predatory (quick share-of-market focus):
lower prices to drive competitors out, then raise prices
– Multipoint pricing:
pricing in one market may have an impact in another
market; subsidize low pricing in one market from
profits in another
– Experience curve:
use aggressive pricing to build volume and move firm
down experience curve (lower marginal costs)
Regulatory issues:
antidumping, monopoly restriction
New Product Development
New product development
– High risk / high return
– Technological innovation
– Creative destruction
Location of R&D
– Disperse R&D to trend/technology leading
markets
High investment on basic and applied research
Strong underlying demand; affluent consumers
Intense competition
New Product Development
Integrate R&D, marketing and Production
Ensure:
– Product development driven by customer needs
– New products can be manufactured
efficiently/effectively
– Time to market is minimized
Plan clearly: goals, milestones, budgets
New Product Development
Use cross-functional, multinationally diverse teams
Span: initial concept development to market
introduction
Team composition critical
– Assign heavyweight project manager
High status in organization; high power and authority
Dedicated to fullest possible extent to project
– Team should have representative from each function
Physical co-location
– When appropriate?
– Build team culture
– Communication and conflict resolution processes
Strategic Analysis
Why do organizations decide to enter
international business? Passive entry:
Follow customers overseas
Respond to enquiries from overseas
Competition is in overseas markets
Seek profitable growth
Sell capacity “as is”
Strategic Analysis
Eventually one or more of key distributors become
a candidate for acquisition (FDI)
Foreign regional development organizations
actively recruit FDI
Competitive pressures force examination of local
assembly or production nearer to key international
markets
Major international customers demand local
support
Strategic Analysis
Organization acquires companies that are
complimentary to existing businesses
Continued growth requires regional
management, development, distribution,
technical and customer support
Strategic Analysis
Issues involved in conducting international
business become “significant”
Demands for organization’s resources
increases:
Management
Cash
Product adaptation or unique development
Customer support
Strategic Analysis
Eventually, these demands force the
active planning of international business by
the organization – Active strategy
Strategic Analysis
SWOT
Opportunities
and Threats – business
environment – events that are likely to
occur
Marketing Mix (4 Ps)
Product
Promotion
Pricing
Place (Distribution) – the most important
for international business entry
Marketing Mix (4 Ps)
Place (Distribution) – the most important
for international business entry:
Incoterms determine where title to goods
changes
Transportation to international freight carrier,
freight, insurance, documentation, customs
clearance, local transportation, logistic
management “in the market”, currency risk
Marketing Mix (4 Ps)
Product – usually controlled by the
exporter, initially the least impacted
element of the marketing mix