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1、Developed by Cool Pictures and Bruce Seifert and John Ford, “Export Distribution Channels,” Columbia Journal of World Business 24 (Summer 1989): 16; http:/www.usatrade.gov.Developed by Cool Pictures terms and conditions of sales Means of communication between partiesDeveloped by Cool Pictures & Mult
2、iMedia PresentationsCopyright 2004 by South-Western, a division of Thomson Learning. All rights reserved.Channel Management Coordinating two independent entities with shared goals. The relationship needs to be managed for the long term. Factors complicating channel management Ownership Geographic, c
3、ultural, and economic distance Different rules of lawDeveloped by Cool Pictures & MultiMedia PresentationsCopyright 2004 by South-Western, a division of Thomson Learning. All rights reserved.Gray Markets (Parallel Importation)Arguments for: The right to “free trade.” Consumers benefit from lower pri
4、ces. Discount distributors have found a profitable market niche.Arguments against: Gray marketers take unfair advantage of trademark owners marketing and promotion. Parallel imports deceive consumers by not meeting product standards or expectations of after-sale service.Developed by Cool Pictures &
5、MultiMedia PresentationsCopyright 2004 by South-Western, a division of Thomson Learning. All rights reserved.The Solution to the Gray Market Problem? A contractual relationship that ties businesses together. Developed by Cool Pictures & MultiMedia PresentationsCopyright 2004 by South-Western, a divi
6、sion of Thomson Learning. All rights reserved.E-Commerce Any worldwide web strategy must be tied closely to the companys overall growth strategy in international markets. Companies must come to terms with issues related to security, privacy, and access to global networks, at the same time, promoting global commerce over the Internet.
