International Business

EXPORTACION E IMPORTACION

____________________________Docente: Pedro Espino V.

Objetivos de Aprendizaje Para aclarar por qué las empresas pueden necesitar usar

modos distintos de exportación para operar con eficacia en los negocios internacionales

Para comprender por qué y cómo las empresas hacen inversiones extranjeras directas

Comprender los principales motivos que guían gerentes al elegir un acuerdo de colaboración para los negocios internacionales

Para definir los principales tipos de acuerdos de colaboración

Para describir lo que las compañías deben tener en cuenta al concertar acuerdos internacionales con otras compañías

Para comprender por qué los acuerdos de colaboración a tener éxito o fracasar

Para ver cómo las empresas pueden gestionar diversos acuerdos de colaboración

Objetivos de Aprendizaje 1

Para aclarar por qué las empresas pueden necesitar usar modos distintos de exportación para operar con eficacia en los negocios internacionales

"Si te caes siete veces, levántate

ocho.

proverbio chino

Wang Jianlin, hombre más rico de China con 10.827 millones de euros,

Copyright © 2013 Pearson Education, Inc. publishing as Prentice Hall

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Introduction

Factors Affecting Operating Modes in International Business

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IntroductionForeign Expansion: Alternative Operating Modes

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Why Exporting May Not Be Feasible

Learning Objective 1: Para aclarar por qué las empresas pueden

necesitar usar modos distintos de exportación para operar con eficacia en los negocios internacionales

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Why Exporting May Not Be Feasible

• Production abroad is cheaper than at home• Transportation costs to move goods or services internationally

are too expensive• Companies lack domestic capacity• Products and services need to be altered substantially to gain

sufficient consumer demand abroad• Governments inhibit the import of foreign products• Buyers prefer products originating from a particular country

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Non-Collaborative Foreign Equity Arrangements

Learning Objective 2: To comprehend why and how companies make foreign direct investments

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Non-Collaborative Foreign Equity Arrangements

• Why do firms want control?• Internalization

– choose the lower cost between conducting operations internally and contracting to another party

– it may be cheaper to handle operations internally• Appropriability

– do not transfer vital resources to another company to avoid having competitive position undermined

• Freedom to pursue a global strategy

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Non-Collaborative Foreign Equity Arrangements

• There are two ways to invest in a foreign country– Acquisition of existing facilities– Building new facilities – known as greenfield

investment

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Why Companies Collaborate

Learning Objective 3: To understand the major motives that guide managers when choosing a collaborative arrangement for international business

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Why Companies CollaborateCollaborative Arrangements and International Objectives

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Types of Collaborative Arrangements

Learning Objective 4: To define the major types of collaborative arrangements

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Types of Collaborative Arrangements

Learning Objective 5: To describe what companies should consider when entering into international arrangements with other companies

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Types of Collaborative Arrangements

• Two key factors influence the type of collaborative arrangement– Control– Prior expansion

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Types of Collaborative Arrangements

• Licensing – a company grants intangible property rights to

another company to use in a specified geographic area for a specified period in exchange for royalties

• Can be– exclusive or nonexclusive– used for patents, copyrights, trademarks, and other

intangible property

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Types of Collaborative Arrangements

• Franchising – a specialized form of licensing– includes providing an intangible asset and

continually infusing necessary assets• Franchise organization

– Master franchise• Operational modifications

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Types of Collaborative Arrangements

• Management contract– a company is paid a fee to transfer management

personnel and administrative know-how abroad to assist a company

• Foreign management contracts are used primarily when the foreign company can manage better than the owners

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Types of Collaborative Arrangements

• Turnkey operation – one company contracts with another to build

complete, ready-to-operate facilities• Most commonly performed by industrial-

equipment, construction, and consulting companies

• Often performed for a governmental agency

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Types of Collaborative Arrangements

• Joint ventures– involve more than two companies, one of which

may own more than 50 percent• may have various combinations of ownership

• A consortium involves more than two organizations

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Types of Collaborative Arrangements

• Equity alliances– an arrangement in which at least one of the

companies takes an ownership position in the other

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Types of Collaborative Arrangements

Collaborative Strategy and Complexity of Control

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Problems with Collaborative Arrangements

Learning Objective 6: To grasp why collaborative arrangements succeed or fail

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Problems with Collaborative Arrangements

• Problems with collaborative arrangements include– Relative importance– Divergent objectives– Questions of control– Comparative contributions and appropriations– Culture clashes – Differences in corporate cultures

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Problems with Collaborative Arrangements

How to Dissolve a Joint Venture

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Managing International Collaboration

Learning Objective 7: To see how companies can manage diverse collaborative arrangements

Copyright © 2013 Pearson Education, Inc. publishing as Prentice Hall

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Managing International Collaboration

• Collaborative arrangements are dynamic• The motivation for collaboration can change

over time because of changes in – the company’s capabilities– the external environment

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Managing International Collaboration

Country Attractiveness/Company Strength Matrix

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Managing International Collaboration

• Potential collaborative partners should be evaluated in terms of – the resources they will supply– their motivation– compatibility

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Managing International Collaboration

• Contracts should address– Whether the contract will be terminated if the parties do not adhere

to the directives– What methods will be used to test for quality– What geographic limitations should be placed on an asset’s use– Which company will manage which parts of the operation– What each company’s future commitments will be– How each company will buy from, sell to, or otherwise use intangible

assets that result from the arrangement

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Managing International Collaboration

• When collaborating with another company, managers must– Continue to monitor performance– Assess whether to change the form of

operations– Develop competency in managing a

portfolio of arrangements

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Why Innovation Breeds Collaboration

• Collaborative arrangements will bring both opportunities and problems as companies move simultaneously to new countries and to contractual arrangements with new companies