International Marketing 118. 330 Slides


International Distribution



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Presentation Self Study -4

International Distribution

  • Critical Considerations for Merchant/Agent
    • Availability
    • Cost of Service
    • Functions Performed
    • Extent of Control Desired
  • Alternative 1 - Direct -- Own Sales Force

International Distribution

  • Alternative 2 - Indirect--Merchant Middleman
    • Domestic Merchant Middleman
      • Purchase on Own Account
      • Minimum Credit Risk
      • Handles Functions Outside Domestic Market

International Distribution

  • Alternative 2 - (cont.)
    • Varieties of Domestic Merchant Middlemen
      • Export Merchants
      • Export Jobbers
      • Export Buyers
      • Trading Companies
      • Complementary Marketers
    • Foreign Merchant Middlemen

International Distribution

International Distribution

  • Alternative 3 - Agent Middlemen
    • Domestic Agents

International Distribution

  • Alternative 3 - Agent Middlemen
    • Foreign Agents
      • Broker
      • Manufacturer’s Rep
      • Factor
      • Managing Agent

International Distribution

  • General Issues
    • Issue of Social Acceptance
    • Line Breadth
    • Costs and Margins
    • Channel Length
    • Maintenance of Customer Value
    • Channel Existence
    • Channel Cost and Control
      • Conflict
      • Cooperation
      • Leadership

Stages of Export Development

  • Completely Uninterested Exporter
  • Partially Interested Exporter
  • Exploring Exporter
  • Experimental Exporter
  • Small Experienced Exporter
  • Large Experienced Exporter

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