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INTERNATIONAL BUSINESS MANAGEMENT (BA5301)
UNIT I INTRODUCTION 6
International Business –Definition – Internationalizing business-Advantages –factors causing

globalization of business- international business environment – country attractiveness –Political,
economic and cultural environment – Protection Vs liberalization of global business environment.
UNIT II INTERNATIONAL TRADE AND INVESTMENT 11
Promotion of global business – the role of GATT/WTO – multilateral trade negotiation and
agreements – VIII & IX, round discussions and agreements – Challenges for global business – global
trade and investment – theories of international trade and theories of international investment – Need
for global competitiveness – Regional trade block – Types – Advantages and disadvantages – RTBs
across the globe – brief history.
UNIT III INTERNATIONAL STRATEGIC MANAGEMENT 11
Strategic compulsions-Standardization Vs Differentiation – Strategic options – Global portfolio

management- global entry strategy – different forms of international business – advantages -
organizational issues of international business – organizational structures – controlling of international
business – approaches to control – performance of global business- performance evaluation system.
UNIT IV PRODUCTION, MARKETING, FINANCIAL AND HUMAN RESOURCE

MANAGEMENT OF GLOBAL BUSINESS 11
Global production –Location –scale of operations- cost of production – Make or Buy decisions –
global supply chain issues – Quality considerations- Globalization of markets, marketing strategy –
Challenges in product development , pricing, production and channel management- Investment
decisions – economic- Political risk – sources of fund- exchange –rate risk and management – 29
strategic orientation – selection of expatriate managers- Training and development – compensation.
UNIT V CONFLICT MANAGEMENT AND ETHICS IN INTERNATIONAL BUSINESS

MANAGEMENT 6
Disadvantages of international business – Conflict in international business- Sources and types of

conflict – Conflict resolutions – Negotiation – the role of international agencies –Ethical issues in
international business – Ethical decision-making.
TEXT BOOKS
Dr.S.Hariharaputhiran, Professor –MBA, PSVPEC, Chennai - 600127 Page 1

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1. Charles W.I. Hill and Arun Kumar Jain, International Business, 6th edition, Tata Mc Graw Hill,
New Delhi, 2010.
2. John D. Daniels and Lee H. Radebaugh, International Business, Pearson Education Asia, New
Delhi, 2000.
3. K. Aswathappa, International Business, 5 th Edition, Tata Mc Graw Hill, New Delhi, 2012.
4. Michael R. Czinkota, Ilkka A. Ronkainen and Michael H. Moffet, International Business, 7 th

Edition, Cengage Learning, New Delhi, 2010.
5. Rakesh Mohan Joshi, International Business, Oxford University Press, New Delhi, 2009. 6.
Vyuptakesh Sharan, International Business, 3rd Edition, Pearson Education in South Asia, New Delhi,
2011.

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INTERNATIONAL BUSINESS MANAGEMENT
UNIT I
MEANING OF INTERNATIONAL BUSINESS
International business is a term used to collectively describe all commercial transactions that take place
between two or more nations. Usually, private companies undertake such transaction for profit;
governments undertake them for profit and for political reasons.
Transaction of economic resources include capital, skills, people etc. for international production of
physical goods and services such as finance, banking, insurance, construction etc
DEFINITION OF INTERNATIONAL BUSINESS
International business is defined as organization that buys and/or sells goods and services across two or
more national boundaries, even if management is located in a single country.
OBJECTIVES OF INTERNATIONL BUSINESS
1. Sales expansion,
2. Resource acquisition,
3. Risk minimization
FUNCTIONS OF INTERNATIONAL BUSINESS
1. Marketing,
2. Global Manufacturing and Supply chain Management,
3. Accounting,
4. Finance,
5. Human Resources
NEEDS OR BENEFITS OF INTERNATIONAL BUSINESS
 Enhances the domestic competitiveness
 Takes advantage of international trade technology
 Increase sales and profits
 Extend sales potential of the existing products
 Maintain cost competitiveness in your domestic market
 Enhance potential for expansion of your business
 Gains a global market share

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 Reduce dependence on existing markets
 Stabilize seasonal market fluctuations
 The existence of resources (e.g. human resources and research and information infrastructures);
 A business environment that invests in innovation;
 A demanding local market; and
 The presence of supporting industries.
FACTORS THAT PROVOKE INTERNATIONAL BUSINESS
• Pull Factor: These are the proactive reason which forces the business to the foreign markets. In
other words, companies are motivated to internationalize because of the attractiveness of the
foreign market, such attractiveness includes profitability & growth prospects.
• Push Factor: It refers to the compulsions of domestic market like saturations of market, which
prompt companies to internationalize. Most of the push factors are reactive reasons.
REASONS FOR GOING INTERNATIONAL
• Profit Advantage
• Domestic market constraints
• Competition
• Government policies and Regulations
• Monopoly Power
• Spin-offs of International Business
• Strategic Vision
SCOPE OF INTERNATIONAL BUSINESS
• Many of the parameters and environmental variables that are very important in international
business (such as foreign legal systems, foreign exchange markets, cultural differences, and
different rates of inflation) are either largely irrelevant to domestic business or are so reduced in
range and complexity.
• The distinguishing feature of international business is that international firms operate in

environments that are highly uncertain.
• Major competitive advantage over their competitors who cannot or will not adapt to these
changing priorities.
• The impacts of the dynamic factors unique for international business are felt in all relevant stages
of evolving and implementing business plans.

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• Some firms use “the decision circle” which is simply an interrelated set of strategic choices
forced upon any firm faced with the internationalization of its markets.
• Each country is dealing with multiple currency, legal, marketing, economic, political, and cultural
systems.
1. To increase their profit and achieve company goals.
2. Adverse business environment in the home country pushed the companies to globlise their
markets.
3. The failure of the domestic companies in catering the needs of their customer pulled the
foreign countries to market their products.
2. Globalisation Of Production:
Factors influencing the location of manufacturing facilities vary from country to country. They
may be more favorable in foreign countries rather than in the home country.
Reasons:
1. Imposing of restriction on imports by the foreign countries forces the MNC’s to establish the
manufacturing facilities.
2. Availability to high quality raw material and components in other countries.
3. Availability of skilled human resources at low cost.
4. Liberal labor laws in the foreign countries.
5. To reduce the cost of transportation and easy logistics management.
6. Facility of exporting to other neighboring foreign countries.
7. To design and procedure the products as per the varying tastes of customer in foreign
countries.
3. Globalization Of Investment:
It refers to investment of capital by a global company in any part of the world. Global company
conducts the financial feasibility of the new project in different countries of the world and invests the
capital in that country where it is relatively more profitable.
Reasons:

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1. Rapid increase in the volume of global trade.
2. Many countries provided more congenial environment for attracting direct investment.
3. To avoid the restriction imposed by the host country on exports.
4. Liberalizing the measures of flow of foreign capital across the borders by various counties.
5. Limitations of exporting and licensing force the domestic companies.
6. In order to have the control over manufacturing and marketing activities.
Modes of Globalization of Investment:
1. Acquisition of foreign companies.
2. Joint ventures.
3. Long-term loans.
4. Issuing equity shares, debentures, bonds.
5. Global deposit receipts etc.
4. Globalisation Of Technology:
Technological change is amazing and phenomenal after 1950’s. It is like a revolution in case of
telecommunication information technology and transportation technology.
Methods of Globalization of Technology:
1. Companies with latest technology acquire distinctive competencies and gain the advantages
of producing high quality product at low cost.
2. Companies many have technological collaboration with the foreign companies through which
technology spreads from country to country.
3. The foreign companies allow the companies of various other countries adopt their
technologies on royalty payment basis or an outright purchase basis.
4. Companies also globalize the technology through the modes of joint ventures and mergers.
The technology makes a company to acquire distinctive competencies over the foreign companies and
paves the way for entering foreign markets.
INTERNATIONAL BUSINESS ENVIRONMENT
Environmental analysis is defined as “the process by which strategists monitor the economic,
governmental/legal, market/competitive, supplier/technological, geographic, and social settings to
determine opportunities and threats to their firms”.

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“Environmental diagnosis consists of managerial decisions made by analyzing the significance of

the data (opportunities and threats) of the environmental analysis”.
An analysis of the strengths, weaknesses, opportunities and threats (SWOT) is very much
essential for the business policy formulation.
1. MICRO ENVIRONMENT
“The micro environment consists of the actors in the company’s immediate environment” that
affects the performance of the company. These include
I. Suppliers
II. Marketing intermediaries
III. Competitors
IV. Customers, and
V. Publics.
2. MACRO ENVIRONMENT
“The macro environment consists of the larger societal forces that affect all the actors in the
company’s micro environment namely,
I. The demographic
II. Economic
III. Natural
IV. Technological
V. Political and cultural forces”.
1. MICRO ENVIRONMENT
I. SUPPLIERS
An important force in the microenvironment of a company is the supplier, i.e., those who supply the
inputs like raw materials and components to the company. The importance of reliable source/sources of
supply to the smooth functioning of the business is obvious.
It is very risky to depend on a single because a strike, lock out or any other production problem with that
supplier may seriously affect the company. Similarly, a change in the attitude or behavior of the supplier
may also affect the company. Hence, multiple sources of supply often help reduce such risks.
II. CUSTOMERS

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As it is often, exhorted, the major task of a business is to create and sustain customers. A business exists
only because of its customers. Monitoring the customer sensitivity is, therefore, a prerequisite for the
business success.
A company may have different categories of consumers like individuals, households, industries and other
commercial establishments, and government and other institutions. For example, the customers of a tyre
company may include individual automobile owners, automobile manufacturers, and public sector
Transport undertakings and other transport operators.
The choice of the customer segments should be made by considering a number Of factors including the
relative profitability, dependability, stability of demand, Growth prospects and the extent of competition.
III. COMPETITORS
A firm’s competitors include not only the other firms, which market the same or similar products, but also
all those who compete for the discretionary income of the consumers.
For example, the competition for a company’s televisions may come not only from other T.V.
manufacturers but also from two-wheelers, refrigerators, cooking ranges, stereo sets and so on and from
firms offering savings and investment schemes like banks, Unit Trust of India, companies accepting
public deposits or issuing shares or debentures etc.
If the consumer decides to spend his discretionary income on recreation (or recreation cum education) he
will still confronted with a number of alternatives choose from like T.V., stereo, two-in-one, three –in-one
etc. The competition among such alternatives, which satisfy a particular category of desire, is called
generic competition.
IV. MARKETING INTERMEDIARIES
The immediate environment of a company may consist of a number of marketing intermediaries which
are “firms that aid the company in promoting, selling and distributing its goods to final buyers”.
The marketing intermediaries include middlemen such as agents and merchants who “help the company
find customers or close sales with them”, physical distribution firms which “assist the company in
stocking and moving goods form their origin to their destination” such as warehouses and transportation
firms; marketing service agencies which “assist the company in targeting and promoting its products to
the right markets” such as advertising agencies, marketing research firms, media firms and consulting
firms; and financial intermediaries which finance marketing activities and insure business risks.
Marketing intermediaries are vital links between the company and the final consumers. A dislocation or
disturbance of this link, or a wrong choice of the link, may cost the company very heavily.
V. DEMOCRATIC

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A company may encounter certain publics in its environment. “A public is any group that has an actual or
potential interest in or impact on an organization’s ability to achieve its interests. Media publics, citizens
action publics and local publics are some examples.
2. MACRO ENVIRONMENT
The macro forces are, generally, more uncontrollable than the micro forces.
i. ECONOMIC ENVIRONMENT
Economic conditions, economic policies and the economic system are the important external factors that
constitute the economic environment of a business.
The economic conditions of a country-for example, the nature of the economy, the stage of development
of the economy, economic resources, the level of income, the distribution of income and assets, etc- are
among the very important determinants of business strategies.
In countries where investment and income are steadily and rapidly rising, business prospects are generally
bright, and further investments are encouraged. There are a number of economists and businessmen who
feel that the developed countries are no longer worthwhile propositions for investment because these
economies have reached more or less saturation levels in certain respects.
The economic policy of the government, needless to say, has a very great impact on business. Some types
or categories of business are favorably affected by government policy, some adversely affected, while it is
neutral in respect of others.
For example, a restrictive import policy, or a policy of protecting the home industries, may greatly help
the import-competing industries. Similarly, an industry that falls within the priority sector in terms of the
government policy may get a number of incentives and other positive support from the government,
whereas those industries which are regarded as inessential may have the odds against them.
The monetary and fiscal policies, by the incentives and disincentives they offer and by their neutrality,
also affect the business in different ways.
The scope of international business depends, to a large extent, on the economic system. At one end, there
are the free market economies or capitalist economies, and at the other end are the centrally planned
economies or communist countries. In between these two are the mixed economies. Within the mixed
economic system itself, there are wide variations. The freedom of private enterprise is the greatest in the
free market economy.
Macro environmental scanning involves analyzing:
GNP or GDP per capita
· GNP or GDP growth
· Unemployment rate
· Inflation rate
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· Consumer and investor confidence
· Inventory levels
· Currency exchange rates
· Merchandise trade balance
· Financial and political health of trading partners
· Balance of payments
· Future trends
ii. POLITICAL AND LEGAL ENVIRONMENT
Political and government environment has close relationship with the economic system and economic
policy. For example, the communist countries had a centrally planned economic system. In most
countries, apart from those laws that control investment and related matters, there are a number of laws
that regulate the conduct of the business. These laws cover such matters as standards of products,
packaging, promotion etc.
Political Risks of Global Business
a) Confiscation
The most severe political risk is confiscation, which is seizing of company's assets without payment.
b) Expropriation
Which requires reimbursement, for the government seized investment.
c) Domestication
Which occurs when host country takes steps to transfer foreign investments to national control and
ownership through series of government decrees? A change in the government's attitudes, policies,
economic plans and philosophies toward the role of foreign investment is the reason behind the decision
to confiscate, expropriate or domesticate existing foreign assets.
Assessing Political Vulnerability
Some products are more politically vulnerable than others, in that they receive more government
attention. This special attention may result in positive or negative actions towards the company.
Unfortunately there are no absolute guidelines for marketer's to follow whether the product will receive
government attention or not.
Politically Sensitive Products
There are some generalizations that help to identify the tendency for products to be politically sensitive.
Products that have an effect upon the environment exchange rates, national and economic security, and

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the welfare of the people are more apt to be politically sensitive. For products judged non essential the
risk would be greater, but for those thought to be making an important contribution, encouragement and
special considerations could be available.
Forecasting Political Risks
A number of firms are employing systematic methods of measuring political risk. Political risk
assessment can:
· Help managers decide if risk insurance is needed
· Devise and intelligence network and an early warning system
· Help managers develop a contingency plan
· Build a database of past political events for use by corporate management Interpret the data gathered
and getting forewarnings about political and economic situations
Instruments used by government for trade control
Trade Restrictions / Trade Barriers

· Dumping
· Subsidies
· Countervailing Duties
· Tariffs
· Quotas
· VERs - Voluntary Export Restraints
The WTO Initiative
The WTO has become increasingly involved in dealing with the "challenging" area of non-tariff barriers.
It is challenging because more and more countries are trying to show they will abide by bi-lateral and
multi-lateral trade agreements so they cut tariffs - but at the same time, domestic political pressure cause
the politicians to think of ways they can erect non-tariff barriers to still keep out lower priced foreign
products, so that domestic industries can still sell competitively to their citizens.
Strategies to Lessen Political Risks

· Joint ventures
· Expanding the investment base
· Marketing and distribution
· Licensing
· Planned domestication
· Political payoffs
In many countries, with a view to protecting consumer interests, regulations have become stronger.
Regulations to protect the purity of the environment and preserve the ecological balance have assumed
great importance in many countries.

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Some governments specify certain standards for the products (including packaging) to be marketed in the
country; some even prohibit the marketing of certain products.
In a number of countries, including India, the advertisement of alcoholic liquor is prohibited.

Advertisements, including packaging, of cigarettes must carry the statutory warning that “cigarette
smoking is injurious to health”. Similarly, advertisements of baby food must necessarily inform the
potential buyer that breast-feeding in the best.
In India, the monopolistic undertakings, dominants undertakings and large industrial houses are subject to
a number of regulations which prevent the concentration of economic power to the common detriment.
The MRTP Act also controls monopolistic, restrictive and unfair trade practices which are prejudicial to
public interest.
Certain changes in government policies such as the industrial policy, fiscal policy, tariff policy etc. may
have profound impact on business. Some policy developments create opportunities as well as threats.
iii. SOCIO-CULTURAL ENVIRONMENT
Culture consists of specific learned norms based on attitudes, values, and beliefs, all of which exist in
every society. Culture cannot easily be isolated from such factors as economic and political conditions.
The socio-cultural fabric is an important environmental factor that should be analysed while formulating
business strategies. The cost of ignoring the customs, traditions, taboos, tastes and preferences, etc., of
people could be very high.
The buying and consumption habits of the people, their language, beliefs and values, customs and
traditions, tastes and preferences, education are all factors that affect business. For Example, Nestle, a
Swiss multinational company, today brews more than forty varieties of instant coffee to satisfy different
national tastes.
The two most important foreign markets for Indian shrimp are the U.S and Japan. The product attributes
for the success of the product in these two markets differ. In the U.S. market, correct weight and
bacteriological factors are more important rather than eye appeal, colour, uniformity of size and
arrangement of the shrimp which are very important in Japan. Similarly, the mode of consumption of
tuna, another seafood export from India, differs between the U.S. and European countries.
A very interesting example is that of the Vicks Vaporub, the popular pain balm, which is used as a
mosquito repellant in some of the tropical areas.
The differences in languages sometimes pose a serious problem. In some languages, Pepsi-Cola’s slogan
“come alive” translates as “come out of the grave”.
The values and beliefs associated with colour vary significantly between different cultures. Blue,
considered feminine and warm in Holland, and is regarded as masculine and cold in Sweden. Green is a

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favorite colour in the Muslim world; but in Malaysia, it is associated with illness. White indicates death
and mourning in China and Korea; but in some countries, it expresses happiness and is the colour of the
wedding dress of the bride. Red is a popular colour in the communist countries; but many African
countries have a national distaste for red colour.
Behavioral Practices Affecting Business
a) Group Affiliation
A person's affiliations reflecting class or status.
b) Role of Competence
Rewarded highly in some societies. Seniority in Japan
c) Gender Based Groups
There are strong country-specific differences in attitudes towards males and females.
D) Age-Based Groups
Many cultures assume that age and wisdom are correlated
E) Family-Based Groups
f) Importance of Work
Protestant ethic, belief in success and reward; work as a habit, high-need achiever.
g) Need Hierarchy
People try to fulfill lower-order needs sufficiently before moving on to higher ones. The hierarchy of
needs theory is helpful for differentiating the reward preferences of employees.
h) Importance of Occupation
The importance of business as a profession
i) Self-Reliance
Uncertainty avoidance, trust, fatalism, individual versus group
j) Preference for Autocratic versus Consultative Management
Reconciliation of International Differences
a) Stereotypes
A generalized picture of a person, created without taking the whole person into account; to make such a
generalization. Stereotypes are generalizations about people usually based on inaccurate information or
assumptions rather than facts.
b) Cultural Shock
The term, culture shock, was introduced for the first time in 1958 to describe the anxiety produced when a
person moves to a completely new environment. This term expresses the lack of direction, the feeling of
not knowing what to do or how to do things in a new environment, and not knowing what is appropriate
or inappropriate. The feeling of culture shock generally sets in after the first few weeks of coming to a
new place.
c) Polycentrism
Polycentrism is the principle of organisation of a region around several political, social or financial
centres. A county is said to be polycentric if its population is distributed almost evenly among several
centres in different parts of the county.

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d) Ethnocentrism
The belief that one's own culture is superior to all others and is the standard by which all other cultures
should be measured. The feeling that one's group has a mode of living, values, and patterns of adaptation
that is superior to those of other groups. Violence, discrimination, proselytizing, and verbal
aggressiveness are other means whereby ethnocentrism may be expressed.
e) Geocentrism
The view of things in which one looks at positive aspects of both home & host cultures & accept the
differences.
The Elements of Culture
iv. DEMOGRAPHIC ENVIRONMENT
Demographic factors such as size of the population, population growth rate, age composition, life
expectancy, family size, spatial dispersal, occupational status, employment pattern etc, affect the demand
for goods and services.
Markets with growing population and income are growth markets. A rapidly increasing population
indicates a growing demand for many products. High population growth rate also indicates an enormous
increase in labour supply.
For Example, The decline in the birth rates in countries like the United States has affected the demand for
baby products. Johnson and Johnson have overcome this problem by repositioning their products like
baby shampoo and baby soap, promoting them also to the adult segment, particularly to the females.

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But most developing countries of today are experiencing a population explosion and a situation of labour
surplus. The governments of developing countries, therefore, encourage labour intensive methods of
production.
The heterogeneous population with its varied tastes, preferences, beliefs, temperaments, etc. gives rise to
differing demand patterns and calls for different marketing strategies.
v. NATURAL ENVIRONMENT
Geographical and ecological factors, such as natural resource endowments, weather and climatic
conditions, topographical factors, locational aspects in the global context, port facilities, etc., are all
relevant to business.
For example, industries with high material index tend to be located near the raw material sources.
Climatic and weather conditions affect the location of certain industries like the cotton textile industry. In
Hilly areas with a difficult terrain, jeeps may be in greater demand than cars.
vi. PHYSICAL AND TECHNOLOGICAL ENVIRONMENT
Physical Factors, such as geographical factors, weather and climatic conditions may call for modifications
in the product, etc., to suit the environment because these environmental factors are uncontrollable.
Business prospects depend also on the availability of certain physical facilities. The sale of television sets,
for example, is limited by the extent of the coverage of the telecasting. Similarly, the demand for
refrigerators and other electrical appliances is affected by the extent of electrification and the reliability of
power supply. The demand for LPG gas stoves is affected by the rate of growth of gas connections.
Technological factors sometimes pose problems. A firm, which is unable to cope with the technological
changes, may not survive.
Advances in the technologies of food processing and preservation, packaging etc., have facilitated product
improvements and introduction of new products and have considerably improved the marketability of
products.
The advent of TV and VCP/VCR has, however, adversely affected the cinema theatres.
The fast changes in technologies also create problems for enterprises as they render plants and products
obsolete quickly. It may be interesting to note that almost half of Hindustan Lever’s 1980 export business
did not exist in 1987.
vii. INTERNATIONAL ENVIRONMENT
The international environment is very important from the point of view of certain categories of business.
It is particularly important for industries directly depending on imports or exports and import-competing
industries. For example, a recession in foreign markets, or the adoption of protectionist policies by

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foreign nations, may create difficulties for industries depending on exports. On the other hand, a boom in
the export market or a relaxation of the protectionist policies may help the export-oriented industries. A
liberalization of imports may help some industries which use imported items, but may adversely affect
import-competing industries.
The Great Depression in the United States sent its shock waves to a number of other countries. Oil price
hikes have seriously affected a number of economies. These hikes have increased the cost of production
and the prices of certain products, such as fertilizers, synthetic fibers, etc.
The oil crisis also prompted some companies to resort to demarketing. “Demarketing refers to the process
of cutting consumer demand for a product back to level that can be supplied by the firm”.
Thus to go global, the first step would be to understand the international business environment.
INTERNATIONAL ORIENTATIONS (OR) INTERNATIONAL BUSINESS APPROACHES:
International Orientation is the degree and nature of involvement in international business. The EPRG
framework identifies four types of attitudes or orientation.
1. Ethnocentrism (home country orientation): The domestic company normally formulates their
strategies, their product design and their operations towards the national markets, customers and
competitors. But the excessive production more than the demand for the product , either due to
competition or due to changes in customer preferences push the company to export the excessive
production to foreign countries. This organization is suitable for smaller companies.
Managing Director
Mgr – R& D Mgr-‐ Finance Mgr-‐ Production Mgr-‐HR
2. Polycentrism (host country orientation): The domestic companies which are exporting to
foreign countriesAsst
using the Asst Mgr -
‐ South Asst Mgr -
‐ Export
ethnocen tric approach find that th e foreign market needs an a ltogether
Mgr-‐ North
different approach. Then the company establishes a foreign subsidiary companies and
decentralizes all the operation and delegates decision – making and policy making authority to its
Managing Director
CEO Foreign Subsidiary
executives.
Mgr – R& Mgr-‐ Finance Mgr-‐ Production Mgr-‐HR

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3. Regiocentrism (Regional Orientation): The Company offer operating successfully in a foreign

country thinks of exporting to the neighboring countries of the host countries. At this stage the
foreign subsidiary considers the regional environment for formulating policies and strategies.
However it markets more or less the same product designed under polycentric approach in other
countries of the region, but with different market strategies.
Managing Director
Mkg -‐ Mkg -‐ Mkg –

Lesotho Kenya Nambia
4. Geocentrism (World Orientation): Under this approach the entire world is just like a single
country for the company. They select the employees from the entire globe and operate with a
number of subsidiaries. The head quarters co-ordinate the activities of the subsidiaries. Each
subsidiaries function like an independent and autonomous company in formulating policies ,
strategies , product design , human resources policies, operation etc.
Managing Director – Headquarters
Subsidiary – Subsidiary -‐ Subsidiary – Subsidiary

India Nambia Kenya
COUNTRY ATTRACTIVENESS
Country attractiveness depends on the balancing the benefits, costs, and risk associated with doing
business in a foreign country.

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PROTECTION VS LIBERALIZATION OF GLOBAL BUSINESS ENVIRONMENT
Protectionism is the economic policy of restraining trade between nations, through methods such as high
tariffs on imported goods, restrictive quotas, and anti-dumping laws in an attempt to protect domestic
industries in a particular nation from foreign take-over or competition.
Protectionism refers to policies or doctrines which "protect" businesses and living wages by restricting or
regulating trade between foreign nations:
i. Subsidies - To protect existing businesses from risk associated with change, such as costs
of labour, materials, etc.
ii. Tariffs - to increase the price of a foreign competitor's goods. (Including restrictive
quotas, and anti-dumping measures.) On par or higher than domestic prices.
iii. Quotas - to prevent dumping of cheaper foreign goods that would overwhelm the
market’s.
iv. Intervention - The use of state power to bolster an economic entity.
In the modern trade arena many other initiatives besides tariffs have been called protectionist. Developed
countries' efforts in imposing their own labor or environmental standards as protectionism. Also, the
imposition of restrictive certification procedures on imports are seen in this light.
Liberalization (or liberalisation) refers to a relaxation of previous government restrictions, usually in

areas of social or economic policy. Most often, the term is used to refer to economic liberalization,
especially trade liberalization or capital market liberalization.
International business grew over the last half of the twentieth century partly because of liberalization of
both trade and investment, and partly because doing business internationally had become easier. In terms
of liberalization, the General Agreement on Tariffs and Trade (GATT) negotiation rounds resulted in
trade liberalization, and this was continued with the formation of the World Trade Organization (WTO) in
1995. At the same time, worldwide capital movements were liberalized by most governments, particularly
with the advent of electronic funds transfers. In addition, the introduction of a new European monetary
unit, the euro, into circulation in January 2002 has impacted international business economically.

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UNIT II
INTERNATIONAL TRADE AND INVESTMENT
Promotion of Global Business
The GATT/WTO
The World War–II, which lasted from 1939 to 1945, left many countries in Europe and Asia totally
ravaged. And there was urgent pressure on them for rapid economic development and political
stabilization. In this background the United Nations Organization (UNO) was born on the collective
wisdom of the world. It formed various forums and agencies. One such forum under the UNO was the
General Agreement on Tariffs and Trade (GATT) which was established in 1947.
The critical juncture was reached during the Uruguay Round of multilateral trade negotiations, which may
be called the final act. It was signed by 12 countries in which India was signatory. Popularly known as
Dunkel agreement, it finally emerged as the World Trade Organization (WTO) on 1st January, 1995.
GATT
The General Agreement on Tariffs and Trade (GATT) is simply a multinational treaty which now covers
eighty per cent of the world trade. It is a decision making body with a code of rules for the conduct of
international trade and a mechanism for trade liberalization. It is a forum where the contracting parties
meet from time to time to discuss and solve their trade problems, and also negotiate to enlarge their trade.
The GATT rules provide for the settlement of trade disputes, call for consultations, waive trade
obligations, and even authorize retaliatory measures.
Headquarters at Geneva. 25 governments have signed it. Its function is to call International conferences to
decide on trade liberalizations on a multilateral basis.
WORLD TRADE ORGANISATION (WTO)
The WTO was established on January 1, 1995. It is the embodiment of the Uruguay Round results and the
successor to GATT. 76 Governments became members of WTO on its first day. It has now 146 members,
India being one of the founder members. The Ministerial Conference (MC) is the highest body. It is
composed of the representatives of all the Members. The Ministerial Conference is the executive of the
WTO and responsible for carrying out the functions of the WTO. The MC meets at least once every two
years.
The GC has three functional councils working under its guidance and supervision namely:
a) Council for Trade in Goods.
b) Council for Trade in Services.

c) Council for Trade Related Aspects of Intellectual Property Rights (TRIPs).

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OBJECTIVES OF WTO
 To raising standards of living, ensuring full employment and large and steadily growing volume
of real income and effective demand, and expanding the production and trade in goods and
services.
 To allow for the optimal use of the world’s resources seeking both (a) to protect and preserve the
environment, and (b) to enhance the means for doing so in a manner consistent with respective
needs and concerns at different levels of economic development.
 To secure a share in the growth particularly for least developed countries
 To achieve these objectives by entering into reciprocal and mutually advantageous arrangements
 To develop an integrated, more viable and durable multilateral trading system
 To ensure linkages between trade policies, environment policies and sustainable development.
FUNCTIONS OF WTO
The following are the functions of the WTO:
1. It facilitates the implementation, administration and operation of the objectives of the Agreement and
of the Multilateral Trade Agreements.
2. It provides the framework for the implementation, administration and operation of the Plurilateral
Trade Agreements
3. It provides the forum for negotiations among its members concerning their multilateral trade relations
4. It administers the Understanding on Rules and Procedures governing the Settlement of Disputes of the
Agreement.
5. It cooperates with the IMF and the World Bank and its affiliated agencies with a view to achieving
greater coherence in global economic policy-making.
The WHO Agreements:
The WTO agreements cover goods, services and intellectual property.
The three corresponding agreements as mentioned above.
a. General Agreement on tariff & trade.
b. General Agreement on trade in services.
c. General Agreement on Trade related aspects of Intellectual property rights.
This agreement in turn(Features of Multilateral Agreement)
 Include individual countries commitment to lower custom tariff and other trade barriers, and to
open and keep open the services markets.
 Set procedures for settling disputes.

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 Prescribe special treatment for developing counties.
 Require government to make their trade policies transparent by notifying the WTO about laws in
force and measures adopted and through regular reports to the secretariat on the countries trade
policies.
WTO ORGANIZATION CHART
GENERAL COUNCIL
Disputes Settl-‐ Director Trade policy review

ement Body body committees
Concil for trade

Secretariat of the
in goods. Committee on trade and
development.
Council for
trade in Committee on balance
services. of payment restrictions
Committee on budget
Council for
finance and otiations are
trade related
administration.
aspects of
intellectual
GATT ‘ROUNDS’ OF GLOBAL TRADE NEGOTIATIONS
The b rief particulars of t he various GATT ‘Rounds’ (confere nces) for global trade neg
discussed below:
1. Fir rights rlier rounds of GATT have achieved a limited measure of success. In the first
round st Round: - The ea Havana in 1947, 23 countries, which had formed GATT, exchanged tariff
concessions on held
of talks 45,000
in products worth 10 billion US dollars of trade per annum.
2. Second Round: - Ten more countries had joined GATT when its second round was held in Annecy
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(France) in 1949. In this round, customs and tariffs on 5000 additional items of international trade were
reduced.
3. Third Round: - The Third round was organized in Torquay (England) in 1950-51. 38 member
countries of GATT participated in it and they adopted tariff reduction on 8700 items.

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4. Fourth Round: - The fourth round of world trade negotiations were held in Geneva in 1955-56. In this
round countries decided to further cut duties on goods entering international trade. The value of
merchandise trade subjected to tariff cut was estimated at $ 2.5b.
5. Fifth Round: - The fifth round took place during 1960-62 at Geneva. In this round the negotiations
covered the approval of common external tariff (CET) of the European countries and cut in custom duties
amounting to US $ 5 billion on 4400 items. Twenty-six countries participated in this round.
6. Sixth Round or the Kennedy Round: - The US Congress passed the Trade Expansion Act in October
1962 which authorised the Kennedy administration to make 50 per cent tariff reduction in all
commodities. This paved the way for the opening of the Kennedy round of trade negotiations at Geneva
in May 1964, which were to be completed by 30 June 1967. This round had the participation of 62
countries and negotiated tariff reductions of approximately $ 40 billion.
7. Seventh Round or Tokyo Round: - The Seventh Round of Multilateral Trade Negotiations (MTN)
was launched in September 1973 under the auspices of GATT. Its objectives were laid down in the Tokyo
Declaration.
The Declaration set out a far-reaching programme for the negotiations in six areas. These are (i) tariff
reduction; (ii) reduction of elimination of non-tariff barriers; (iii) coordinated reduction of all trade
barriers in selected sectors; (iv) discussion on the multilateral safeguard system; (v) trade liberalisation in
the agricultural sector taking into account the special characteristics and (vi) special treatment of tropical
products.
8. Eight Round or the Uruguay Round: -
Started in 1986, was concluded in April 1994 at Punta-de-Este, Uruguay. The negotiation were held in
Geneva, Switzerland and continued for some seven and a half years covering the most wide ranging and
ambitious agenda of any round so far. The negotiation held on 15 December 1993 in Geneva
Switzerland.
On 20 December 1991. Aurthur Dunkel, the then Director-General of GATT tabled a Draft Final Act of
the Uruguay Round, known as the Dunkel Draft Text. This was a “take-it-or-leave-it” document which
was hotly discussed.
On 31 August 1993, the Trade Negotiations Committee (TNC) passed a resolution to conclude the
Uruguay Round by 15 December. On 15 December 1993 at the final session, Chairman Sutherland
declared those seven years of Uruguay Round negotiations had come to an end.
Finally, on 15 April 1994, 123 Ministers of member countries approved the results of the Uruguay Round
at Marrakesh (Morocco) and the GATT disappeared and passed into history and it was absorbed by the
World Trade Organization (WTO) on 1 January 1995
The main objectives of the Uruguay Round were:

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 to reduce agricultural subsidies

 to put restrictions on foreign investment, and
 to begin the process of opening trade in services like banking and insurance.
 They also wanted to draft a code to deal with copyright violation and other forms of intellectual
property rights.
The agreements fall into a simple structure with six main parts:
 an umbrella agreement (the Agreement Establishing the WTO);

 agreements for each of the three broad areas of trade that the WTO covers: goods and investment
(the Multilateral Agreements on Trade in Goods including the GATT 1994 and the Trade Related
Investment Measures (TRIMS)), General Agreement on Trade in Services (GATS), and
Agreement on Trade-Related Aspects of Intellectual Property Rights (TRIPS);
 dispute settlement (DSU);
 Agreement on Customs Valuation and
 reviews of governments' trade policies (TPRM)
Uruguay Round ministerial decisions and declarations
Decisions adopted by the Trade Negotiations Committee on 15 December 1993 and 14 April 1994
1. Measures in favour of least-developed countries

2. Notification procedures
3. Agriculture: measures concerning the possible negative effects of the reform programme on least-
developed and net food-importing developing countries
4. Textiles and clothing: notification of first integration under Article 2.6
5. Technical barriers to trade:
Proposed Understanding on WTO-ISO Standards Information System
Review of the ISO/IEC Information Centre Publication
6. Customs valuation (GATT Article VII):
Cases where customs administrations have reasons to doubt the truth or accuracy of the declared value
Minimum values and imports by sole agents, sole distributors and sole concessionaires
7. Services:
Institutional arrangements for the GATS
Certain dispute settlement procedures for the GATS
Trade in services and the environment
Negotiations on movement of natural persons
Financial services

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Negotiations on maritime transport services

Negotiations on basic telecommunications
Professional services
8. Government procurement: accession to the agreement
9. Dispute settlement: application and review of the Dispute Settlement Understanding
10. Agreement Establishing the WTO: acceptance of and accession to the agreement
11. Trade and Environment
12. Organization and financial consequences flowing from implementation of the Agreement
Establishing the WTO
13. Establishment of the Preparatory Committee for the WTO
Declarations adopted by the Trade Negotiations Committee on 15 December 1993
1. Contribution of the WTO to achieving greater coherence in global economic policymaking

2. Relationship of the WTO with the International Monetary Fund
THE URUGUAY ROUND INCREASED BINDINGS
Percentages of tariffs bound before and after the 1986-94 talks (These are tariff lines, so
percentages are not weighted
Before After according to trade volume or
value)
Developed countries 78 99
Developing countries 21 73
Transition economies 73 98 Results:

a. Average cuts of 40% on industrial products. Average increase in the percentage of tariff
binding from 21%-&3% (developing countries), from 78%-99% (for developing countries),
73%-98% (for transaction economies).
b. Replacement of all quantitative restriction.
c. Strengthening of GATT disciplines.
d. Problems of liberalization of trade in services, Trade Related Aspects of Intellectual Property
Rights (TRIPS) Trade Related Investment Measure (TRIMS).
e. Formation of World Trade organisation.

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It took seven and a half years, almost twice the original schedule. By the end, 123 countries were taking
part. It covered almost all trade, from toothbrushes to pleasure boats, from banking to
telecommunications, from the genes of wild rice to AIDS treatments. It was quite simply the largest trade
negotiation ever, and most probably the largest negotiation of any kind in history.
The seeds of the Uruguay Round were sown in November 1982 at a ministerial meeting of GATT
members in Geneva. Although the ministers intended to launch a major new negotiation, the conference
stalled on agriculture and was widely regarded as a failure. In fact, the work programme that the ministers
agreed formed the basis for what was to become the Uruguay Round negotiating agenda.
• The GATT originally covered international trade rules in the goods sector only. Domestic policies
were outside the GATT purview and it operated only at international border.
• In the Uruguay Round, the GATT extended to three new areas, viz. Intellectual property rights
services and investment.
• It also covered agriculture and textiles, which were outside the GATT jurisdiction.
• The final year embodying the results of the Uruguay Round of Multilateral Trade Negotiations
comprises 28 Agreements.
• It had two components: the WTO Agreement and the Ministerial decisions and declarations.
• The WTO Agreement covers the formation of the organisation and the rules governing its
working.
9. Ninth Annual WTO Conference:
The Doha Development Agenda (DDA or Doha Round) is the ninth round of multilateral trade
negotiations.
The Round was launched in Doha, Qatar, in November 2001, at the WTO’s Fourth WTO Ministerial
Conference, where Ministers provided a mandate for negotiations on a range of subjects and work in on-
going WTO Committees. In addition, the mandate gives further direction on the WTO’s existing work
program and implementation of the WTO Agreement.
The goal of the Doha Round is to reduce trade barriers in order to expand global economic growth,
development, and opportunity.
The Doha negotiations offer an opportunity to revive confidence in global trade and to lay the
groundwork for the robust global trading system of tomorrow.
The ninth round, under the Doha Development Agenda, is now underway. At first these focused on
lowering tariffs (customs duties) on imported goods. As a result of the negotiations, by the mid-1990s
industrial countries’ tariff rates on industrial goods had fallen steadily to less than 4% but by the 1980s,
The negotiations had expanded to cover non-tariff barriers on goods, and to the new areas such as services
and intellectual property. Opening markets can be beneficial, but it also requires adjustment. The WTO

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agreements allow countries to introduce changes gradually, through “progressive liberalization”.

Developing countries are usually given longer to fulfill their obligations.
The negotiations focus on the following areas:

 agriculture
 industrial goods market access
 services
 trade facilitation
 WTO rules (i.e., trade remedies, fish subsidies, and regional trade agreements)
 Development
The Trade Negotiations Committee (TNC) oversees the agenda and negotiations in cooperation with the
WTO General Council. The WTO Director General serves as Chairman of the TNC and worked closely
with the Chairman of the General Council.
The Chairman of the General Council and the WTO Director General play a central role in steering
efforts toward progress on the Doha Round.
Ministerial discussions
Ministerial discussions have taken place in Cancún in 2003, Geneva in 2004, Hong Kong in 2005 and
Geneva in 2006 and 2008. See a brief summary of these negotiations.
The First WTO Ministerial Conference was held in Singapore between 9 and 13 December 1996.
Trade, foreign, finance and agriculture Ministers from more than 120 World Trade Organization Member
governments. The Conference was the first since the WTO entered into force on 1 January 1995.
The Second WTO Ministerial Conference was held in Geneva, Switzerland between 18 and 20
May 1998.
The Third WTO Ministerial Conference was held in Seattle, Washington State, US between 30
November and 3 December 1999.
The Fourth WTO Ministerial Conference was held in Doha, Qatar from 9 to 14 November 2001.
The Fifth Ministerial Conference in Cancún, Mexico, in September 2003, was intended as a stock-
taking meeting where members would agree on how to complete the rest of the negotiations. But the
meeting was soured by dispute on agricultural issues, including cotton, and ended in deadlock on the
“Singapore issues”. Geneva 2003 The first major agreement in the Doha Round after the Doha
Ministerial Conference was on special treatment in services for least-developed countries.
The Sixth Ministerial Conference in Hong Kong, December 2005, recorded the progress made in the
year and a half since then. The final declaration included agreement on a range of questions, which
further narrowed down members’ differences and edged the talks closer to consensus. A new timetable

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was agreed for 2006 and members resolved to finish the negotiations by the end of the year. By then, the
original 1 January 2005 deadline had been missed.
The Seventh Session of the WTO Ministerial Conference in Geneva, Switzerland, took place from 30
November to 2 December 2009. The general theme for discussion was “The WTO, the Multilateral
Trading System and the Current Global Economic Environment”.
The work programme
Implementation-related issues and concerns
“Implementation” is short-hand for problems raised particularly by developing countries about the
implementation of the current WTO Agreements, i.e. the agreements arising from the Uruguay Round
negotiations. In Doha issues including agriculture, subsidies, textiles and clothing, technical barriers to
trade, trade-related investment measures and rules of origin were discussed
1. Agriculture
.
The purpose is to correct and prevent restrictions and distortions in world agricultural markets.
Without prejudging the outcome, member governments commit themselves to comprehensive

negotiations aimed at:
 market access: substantial reductions
 exports subsidies: reductions of, with a view to phasing out, all forms of these
 domestic support: substantial reductions for supports that distort trade
2. Services
Negotiations on services were already almost two years old when they were incorporated into the new
Doha agenda. In March 2001, the Services Council fulfilled a key element in the negotiating mandate by
establishing the negotiating guidelines and procedures.
3. Market access for non-agricultural products
The ministers agreed to launch tariff-cutting negotiations on all non-agricultural products. The aim is “to
reduce, or as appropriate eliminate tariffs, including the reduction or elimination of tariff peaks, high
tariffs, and tariff escalation, as well as non-tariff barriers, in particular on products of export interest to
developing countries”.
4. Trade-related aspects of intellectual property rights (TRIPS)
TRIPS and public health. In the declaration, ministers stress that it is important to implement and
interpret the TRIPS Agreement in a way that supports public health — by promoting both access to

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existing medicines and the creation of new medicines. They refer to their separate declaration on this
subject.
5. Transparency in government procurement
The Doha Declaration says that the “negotiations shall be limited to the transparency aspects and
therefore will not restrict the scope for countries to give preferences to domestic supplies and suppliers”
— it is separate from the plurilateral Government Procurement Agreement. The declaration also stresses
development concerns, technical assistance and capacity building.
6. WTO rules: anti-dumping and subsidies
The ministers agreed to negotiations on the Anti-Dumping (GATT Article 6) and Subsidies agreements.
The aim is to clarify and improve disciplines while preserving the basic, concepts, principles of these
agreements, and taking into account the needs of developing and least-developed participants.
WTO Benefits to India:

1. It is estimated that largest increase in the level of merchandise trade in goods (i.e) in areas of
clothing, agriculture, forestry & fishery, products and processed food and beverages.
2. India’s textile and clothing exports will increase due to the phasing out of multi-fiber
arrangement by 2005.
3. The reduction in agricultural subsidies and barriers to export of agricultural products,
agricultural exports from India will increase.
4. The multilateral rules and disciplines relating to anti-dumping, subsidies and countervailing
measure, safeguards and disputes settlement machinery will ensure greater security and
predictability of international trade.
5. Market access to advanced countries.
Disadvantages to India:
1. TRIPS agreement goes against the Indian Patents Act.
2. Introduction of product patent in India will lead to hike in drug prices by the MNC’s affect the
poor people.
3. Extension of intellectual property right to agricultural has negative effects on India. India
scientists would not be able to undertake plant breeding & seed production for farmers will be denied
access to patented genetic material. MNC’s will control over our genetic resources as such the control
over food production would be jeopardized.
4. Patenting has also been extended to a large area of micro-organisms.
5. TRIM agreement undermines any plan or strategy of self-reliant growth based on local
technology & resources.
6. Services sector like insurance, banking, telecommunications transportation is backward in India
compared to that of developed countries.

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On 20TH MAY 2009 Organized a conference in association with the Institute of International
Economic Law at Georgetown University Law Center, the Journal of International Economic Law and the
Society of International Economic Law.
DAY ONE: WTO DISPUTE SETTLEMENT
Product Safety and the WTO

Testing the Limits of the TRIPS Agreement
Fragmentation of International Law: The ILC Study Three Years Later
View from the Bench and Bar Roundtable: A year in review
DAY TWO: THE WTO IN A BROADER CONTEXT
The Global Financial Crisis and the WTO

Trade Agreements and Climate Change – Are we making Progress?
The Doha Agenda – Can it still deliver Meaningful Results?
DIFFERENCES BETWEEN GATT AND WTO
1. The GATT had no status whereas the WTO has a legal status.
2. The GATT was a set of rules and procedures relating to multilateral agreements of selective nature.
Any member could stay out of the agreement. The agreements, which form part of the WTO, are
permanent and binding on all members.
3. The GATT dispute settlement system was dilatory and not binding on the parties to the dispute. The
WTO dispute settlement mechanism is faster and binding on all parties.
4. GATT was a forum where the member countries met once in a decade to discuss and solve world trade
problems. World Trade Organization where decisions on agreement are time bound.
5. The GATT rules applied to trade in goods. Trade in services was included in the Uruguay Round but
no agreement was arrived at. The WTO covers both trade in goods and trade in services.
6. The GATT had a small secretariat managed by a Director General. But the WTO has a large secretariat
and a huge organizational setup.
THE ISSUES REQUIRING WTO ATTENTION RELATE TO:
(i) TRIPS
(ii) TRIMS
(i) Anti-dumping
(ii) Movement of natural persons

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(iii) Agriculture
(iv) Textiles
(v) Industrial tariffs including peak tariffs
(vi) Services
(vii) Rules to protect investments
(viii) Competition policy
(ix) Transparency in government procurement
(x) Trade facilitation
CHALLENGES BEFORE INTERNATIONAL TRADE
As far as the challenges facing the international trade are concerned, they vary with the economic
And social scenarios of the countries involved in cross border trade.
1. Be it a developed or developing economy, the primary challenge of global trade is to maximize

the gains from trade.
2. The countries involved in international trade always try to focus on the efficient utilization of the
opportunities derived from exchange of goods and services with their trading partners
3. To utilize the benefits of the open market economy is another major challenge before world trade.
4. International trade has a crucial role to play so as to bring about economic and social harmony
among the developed and developing nations of the world.
5. With openness to trade becoming more popular, the issues of trade solidarity both at the domestic
and multilateral level have gained huge importance across the world.
6. Globalization and the resulting economic liberalization have opened up an array of challenges
before the developed and less developed economies
7. One of the major challenges that the macroeconomic policies of these countries are not always
proportionate to utilize the gains from world trade.
8. International trade can be beneficial if the gains derived from it can be distributed evenly across
the different layers of the society.
9. Use these techniques in an efficient manner
So the challenges before international trade may arise from different fronts. The countries involved in
world trade need to adopt proportionate policy measures to make use of the gains from trade for the
overall development of their economies.
PROBLEMS IN INTERNATIONAL BUSINESS
1. PoliticaFactors: Political instability is the major factor that discourages the spread of international
business.
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2. Huge Foreign Indebtness;
The developing countries with less purchasing power are lured into debt trap due to the operations of
MNCs in these countries.
3. Exchange Instability:
Currencies of countries are depreciated due to imbalances in the balance of payment political instability
and foreign indebtness. This in turn leads to instability in the exchange rates of domestic currencies in
terms of foreign currencies.
4. Entry requirements:
Domestic governments impose entry requirements to multinationals. Eg, Joint venture , % of FDI, tariff ,
quota, trade barriers etc
5. Corruption.
Corruption has become an international phenomenon. The higher rate bribes and kickbacks discourage the
foreign investor to expand their operations.
6. Bureaucratic practices of government:
Bureaucratic attitudes and practices of government delay sanctions, granting permission and licenses to
foreign companies.
7. Technology pirating:
Copying the original technology producing imitative products other areas of business operations were
common in Japan during 1950s and 1960s in Korea, India etc This practices invariably alarms the foreign
companies against expansion.
8. High Cost:
Internationalizing the domestic business involves market survey product improvement quality up
gradation. Managerial efficiency and the like. These activities need larger investment and involve higher
cost and risk. Hence most of the business houses refrain themselves from internalizing their business.
NATIONAL GAINS FROM INTERNATIONAL TRADE:
1. Availability of variety of goods:
Often it is either impossible or not economically feasible to produce certain goods within a country even
though the demand for them may be great. Importation results in availability at a lower cost which in turn
presents the possibility of more widespread consumption.
2. Enhances the standard of living:

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It provides new consumption experiences plus the possibility of buying products that more closely meet
the requirements of varying life style. International track opens the world market to producers of these
goods thereby allowing more efficient and profited production with only local sales.
3. To get non available natural resources;
The significance of imports is obvious where the country lacks a strong resources base but similar
conditions exist even in more endowed nations. The production of many items in India for example
depends on the importation of critical raw material and energy supplies.
4. Quantity goods available will increases;
A nation by concentrating production on the items having the greatest comparative advantage and trade a
portion of this output for goods that have comparative disadvantages at home. The importation of goods
that are produced more efficiently abroad results in a greater variety and quantity of goods on the local
market than if resources were applied to the production of where applied to the production of goods
where the country does not have a comparative advantage.
5. Wider market availability lead for low cost production.
The international trade led to the expansion of plant size. If such expansion in trade leads to scale
economics there is a good possibility that the benefits of lower cost will be available to either or both the
domestic and foreign consumers. The presence and the degree of domestic competition will be available
to either or both the domestic and foreign consumers. The presence and the degree of domestic
competition will determine whether and how much of the savings will be passed on to consumer. This
lower cost may further broaden the domestic market and make luxury products available to lower income
segments.
6. Transfer of technology;
Even when the foreign market is serviced by producing abroad there are advantages for domestic
consumers and producers. Since both from the transfer of products and technology among countries.
7. Provides the means of exports:
While imports sometimes are viewed as competing with domestic products it must be recognized that
imports of goods services and capital are necessary to provide foreigners with the means of payments for
domestically produced exports without imports a country merely sends away it resources and products
without receiving usual products in return.
Salient features of international Trade:
1. Heterogeneous market
2. Different national groups
3. Different political unit
4. Different national policies

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5. Government intervention
6. Different currencies
7. Immobility of factor.
INTERNATIONAL TRADE THEORY

The following are the reasons for a separate theory of international trade
• Perfect mobility of the factors of production within the country.
• Different currencies
• Differences in natural resources
• Different national policies
• Exchange & trade control
• Separate markets
• Problem of balance of payment
• Different political group
THE INTERNATIONAL TRADE THEORY INCLUDES
I Classical Approach
1. Absolute cost theory
2. Comparative Cost theory
3. Opportunity cost theory
4. Ricardo’s theory
II. Modern Theories
1. Factor Endowment theory
a. Heckscher –ohlin theorem
b. Factor price Equalization theorem
III Complementary Trade Theories
1. Intra industry trade
2. Economics of scale

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3. Productivity theory
4. Vent for Surplus Theory
5. Mill theory of reciprocal demand
6. Different Tastes
7. Technology Gap model
8. Product life cycle Model
9. Availability & Non availability
I Classical Approach
Acc to this theory, international trade occurs because of geographical specialization in the production of
different goods which can be seen through the differences in the comparative cost of production of two
Nations
1. Absolute cost theory
• Adam Smith: Wealth of Nations (1776).
• Capability of one country to produce more of a product with the same amount of input than
another country.
• Produce only goods where you are most efficient, trade for those where you are not efficient.
• Trade between countries is, therefore, beneficial.
• Assumes there is an absolute advantage balance among nations.
• Ghana/cocoa.
Criticism:
Acc to this theory every country should be able to produce certain products at low cost, compared to other
countries. It should produce certain other products at comparatively high price than other countries. But
there are very genuine chances that a particular country may not be in a position to specialize in any line
of productivity due to technical backwardness. Adam Smith was unable to solve this.
2. Comparative Cost theory
David Ricardo developed this theory in the year 1817. The theory says that the countries which are having
cost advantage will export goods to the countries with cost disadvantage
Assumptions of Comparative cost theory:
• The only element of cost of production is labour

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• Production is subject to the law of constant returns
• There are no trade barriers
• Trade is free from cost of transportation
3. Opportunity cost theory
• Gottfried Habler gave the theory in terms of opportunity costs in 1933.
• The opportunity cost is the value of alternatives, which have to be foregone in order to obtain a
particular thing.
• The opportunity cost of a commodity is the amount of a second commodity that must be given up
in order to release just enough factors of production or resources to be able to produce one
additional unit of the first commodity. This approach specifies the cost in terms of the value of
the alternatives which have to be foregone in order to fulfill a specific act.
• Thus this theory provides the basis for international business in terms of exporting a particular
product rather than other products. This theory also provides the basis for international business
of exporting a product to a particular country rather to another country
II. Modern Theories
The factor endowment theory was developed by Swedish economist, Eli Heckscher and his student Bertill
ohlin. Paul Samulelson and wolggang stopler have also made significant contribution to this theory.
This theory explains the reasons for comparative cost differences. There are different prevailing
endowments of the factors of production. Different factors of production are to be used in different
degrees of intensity for producing different products.
Ohiln theory begins where the Ricardian theory of international trade ends. The Ricardian theorem states
that the basis of international trade is the comparative costs differences. But he didn’t explain the cost
differences ohlin theory explain the real cause of this differences. Ohlin theory supplement but does not
support the Ricardian theory. Ohlin states that trade results on account of the different relative price of
different goods in different countries. The relative costs and factor price is different in different countries.
Different in factor prices are due to differences in factor endowments in different countries.
Assumptions:

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1. Perfect competition is in existence for both product and factor in both the countries.
2. Factor of production are perfectly mobile within each country only.
3. Factors supplies are fixed in each quality in both the countries.
4. Factors of production have full employment in both the countries.
5. Factor endowment varies from one country to another country.
6. Business between two countries is free from all barriers.
7. There is no cost of transportation.
8. Production in both the countries is subject to law of returns.
9. Factor intensity varies between goods.
The factor price equalization theorem states that free international trade equalizes factor prices between
countries relatively and absolutely and this serves as a substitute for international factor mobility.
According to ohlin thus trade takes place when relative prices of goods differ between countries and
continues until these relative commodity prices in all regions.
As the volume of the trade increases comparative cost difference between the two countries diminishes so
that differences in relative prices become small.
Assumptions
1. There are quantitative differences of factors in different region
2. Production functions of different products are different requiring different proportion

of different factors in producing different goods.
3. There is perfect competition in the commodity markets as well as the factor market in
all regions.
4. There is no restriction on trade that is free trade policy is followed by all the
countries.
5. The consumer preferences as well as demand patterns and positions are unchanged.
6. There are stable economic and physical policies in the participating nations.
7. The transport cost element is ignored.
8. Technological; progress in different region is identical.

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9. There are constant returns to scales in each region.
10. There is perfect mobility of factor
Draw backs Ohlins Theory:
1. Over simplification: Some critics hold that the factor proportion theory of Ohlin is unrealistic
because it is based on over simplified assumption like those of the classical doctrine.
2. Partial equilibrium and not general equilibrium analysis: According to him though the location
theory of Ohlin is less abstract and operates closer to reality it has failed to develop a
comprehensive general equilibrium concept.
3. One sided theory: Ohlin assumes that relative factor prices would reflect exactly relative factor
endowments. This means that in the determination of factor price, supply is more significant than
demand. But if demand forces are more important in determining factor prices. Probably the
capital abundant country will be exporting the labour intensive good.
III Complementary Trade Theories
1. Intra industry trade
2. Economics of scale
3. Productivity theory
4. Vent for Surplus Theory
5. Mill theory of reciprocal demand
6. Different Tastes
7. Technology Gap model
8. Product life cycle Model
9. Availability & Non availability
1. Intra industry trade:
One important pattern of international trade left unexplained by the H.O. theory is the intra industry
trade or the trade in the differentiated products i.e., products which are similar but not identical. A large
proportion of such trade takes place between the industrialized countries. Intra-industry trade represents
international trade within industries rather than between industries. Such trade is more beneficial than
inter-industry trade because it stimulates innovation and exploits economies of scale.
Where the same kinds of goods and services are both imported and exported.
Examples of this kind of trade include automobiles, foodstuffs and beverages, computers and minerals.
Europe exported 2.6 million motor vehicles in 2002, and imported 2.2 million of them
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There are two reasons for this
(i) The producers cater to majority taste within each country leaving the minority taste to be satisfied
by imports.
(ii) (ii)Another reason is the failure to recognize the in-adequacy of the lumping factors of production
into just capital, land and couple of types of labour
2. Economics of scale:
The H.O. model is based on assumption of constant return to scale. It refers to the cost advantages that a
business obtains due to expansion. There are factors that cause a producer’s average cost per unit to fall as
the scale of output is increased. "Economies of scale" is a long run concept and refers to reductions in unit
cost as the size of a facility and the usage levels of other inputs increase.
The common sources of economies of scale are purchasing (bulk buying of materials through long-term
contracts), managerial (increasing the specialization of managers), financial (obtaining lower-interest
charges when borrowing from banks and having access to a greater range of financial instruments),
marketing (spreading the cost of advertising over a greater range of output in media markets), and
technological (taking advantage of returns to scale in the production function).
3. Productivity theory:
Mr H. Myint proposed productivity theory and the vent for surplus theory. This theory points towards
indirect and direct benefits. This emphasis that the process of specialization involves adapting and
reshaping the production structure of a trading country to meet the export demands. Countries increases
productivity in order to utilize the gains of exports. This theory encourages the developing countries to go
for each crops increases productivity by enhancing the efficiency of human resources adapting latest
technology etc.
4. Vent for Surplus Theory:
International trade absorbs the output of unemployed factors. If the countries produce more than the
domestic requirements they have to export the surplus to other countries otherwise a part of the
productive labour of the country must cease and the value of its annual produce diminishes. Thus in the
absence of foreign trade they would be surplus productive capacity in the country is taken by another
country and in turn gives the benefit under international trade.
According to Smith a country which had till now been isolated but ‘about to enter into international trade
possesses a surplus productive capacity of some sort or another’ and displayed features for vent-for-
surplus.
5. Mill theory of reciprocal demand:
Comparative cost advantage theories do not explain the ratio at which commodities are exchanged for one
another. Mr. J.S Mill introduced the concept of “Reciprocal Demand” to explain the determination term
of trade. Reciprocal demand indicates country demand for one commodity in terms of the other
commodity ,it is prepared to give up in exchanges reciprocal demand determine the terms of trade and
relative share of each country.
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Equilibrium = Quantity of a product exported by country A
Quantity of another product exported by country B
6. Different Tastes:
It has also been shown that even of all countries were identical in their production abilities and had
identical production possibility curves there would be a basis for trade as long as tastes differ. Thus even
if production capabilities remain same for two different mutually beneficial international trade could take
place.
7. Technology Gap model :
According to the technological gap model propounded by posner, a great deal of trade among the
industrialized of new products and new production processes. In order words, technological innovation
forms the basis of trade. The innovation firm and nation get a monopoly through patents and copyrights or
other factors which turn other nations into imports of these products as long as the monopoly remains.
However as foreign producers’ acquire this technology they may become more competitive than the
innovator because of certain favorable innovating country may turn into an importer of the very product it
had introduced. Firms in the advanced countries however strive to stay ahead through frequent innovation
which makes the earlier products obsolete.
8. Product life cycle Model;
It is developed by Vernon represents a generalization model. According to this model an innovative

product is then exported to other developed countries. As the market in these developed countries enlarge
production facilities are established there. These subsidiaries in addition to catering to the domestic
markets export to the developing countries and to the United States.
9. Availability & Non availability:
The availability approach to the theory of international trade seeks to explain the pattern of trade in terms
of domestic availability and non availability of goods. Availability influences trade through both demand
and supply forces. In a nutshell the availability approach states that a nation would tend to import those
commodities which are not readily available domestically and export those whose domestic supply can be
easily expand beyond the quantity needed to satisfy the domestic demand. There are 4 basis of the
availability factor namely;
a. Natural resources
b. Technological progress
c. Product differentiation
d. Government policy

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INTERNATIONAL INVESTMENT THEORIES

International investment theories attempt to explain why foreign direct investment takes place.
International investment theory explains the flow of investment capital into and out of a country by
investors who want to maximize the return on their investments. One of the major factors that influences
international investment is the potential return on alternative investments in the home country or other
foreign markets.
The difference between a country's external financial assets and liabilities is the net international
investment position (NIIP)
International Investment Position = domestically owned foreign assets - foreign owned domestic assets.
1. Theory of capital movements:
The earliest economist who assumed in classical theories considered foreign investment as a form of
factor movement to take advantage of differential profit. The validity of this theory is clear from the
observations of noted economist, Clarles Kindle berger that under perfect competition, foreign direct
investment would not occur, & that would be unlikely to occur in the world where the conditions where
even approximately competitive.
2. Market imperfection theory:
Market in which some of the producers and/or consumers are significant enough to affect the price and
quantity of goods by their actions alone.
Imperfect competition includes monopoly and oligopoly with one or more sellers controlling the market
price
One of the important market imperfection approaches to the explanation of foreign investment is the
monopolistic advantage theory. Acc to this theory FDI occurred largely in oligopolistic industries
rather than in industries operating under perfect competition. Hymer suggested that the decision of a
firm to invest in foreign market was based on certain advantages the firm possessed over the local firms
such as economies of scale, superior technology or skills in the field of management, production,
marketing & finance.
3. Appropriatability theory:
The appropriability theory of the multinational corporation emphasizes the conflict between innovators
and emulators of new technologies. Appropriability is "high," and innovators can protect their profits
more easily for sophisticated technologies and on breakthroughs that can be transmitted worldwide
through the innovator's own subsidiaries. Conversely, appropriability is "low," and multinationals find it
less profitable to create simple technologies and ideas that require market transfer. This theory explains
the limited role multinationals have played in the development of simple products and simple production
technologies, both of which are important to the developing countries.

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Acc to this theory the firm should be able to appropriate the benefits resulting from a technology it
has generated. If this condition is not satisfied the firm would not be able to bear the cost of technology
generation & therefore would have no incentive for research & development. MNCs tend to specialize in
developing new technology which are transmitted efficiently through inter channels.
4. Location specific advantage theory:
It suggests that foreign investment is pulled by certain location specific advantages. There are
4 factors which are pertinent to the location specific theory are (a) labour cost (b) marketing factors (c)
trade barriers (d) Govt policy.however there are also other factors like cultural factors which influence
foreign investment.
5. International product life cycle theory:
It is developed by Raymond Vernon & Lewis T.Wells. Acc to this theory, the production of the
product shifts to the different categories of countries through different stages of product life cycle.
The theory suggests that early in a product's life-cycle all the parts and labor associated with that product
come from the area in which it was invented. After the product becomes adopted and used in the world
markets, production gradually moves away from the point of origin. In some situations, the product
becomes an item that is imported by its original country of invention. A commonly used example of this
is the invention, growth and production of the personal computer with respect to the United States.
6. Electric theory:
John Dunning has attempted to formulate a general theory of international production by

combining the postulates of some of the other theories. Acc to this foreign investment by MNCs results
from three comparative advantages which they enjoy.
a. Firm’s specific advantages.
b. Internationalization advantages.
c. Location specific advantages.
Firm specific advantages result from tangible & intangible resources held exclusively atleast temporarily
by a firm which provide the firm a comparative advantage over other firms.
7. Monopolistic Advantage Theory
Stefan Hymer saw the role of firm-specific advantages as a way of marrying the study of direct foreign
investment with classic models of imperfect competition in product markets. He argued that a direct
foreign investor possesses some kind of proprietary or monopolistic advantage not available to local
firms.
These advantages must be economies of scale, superior technology, or superior knowledge in

marketing, management, or finance. Foreign direct investment took place because of the product and
factor market imperfections
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The direct investor is a monopolist or, more often, an oligopolist in product markets. Humer implied that
governments should be ready to impose controls on it.
8. Product and Factor Market Imperfection
Caves (1971) expanded Hymer's theory and hypothesized that the ability of firms to differentiate their
products - particularly high income consumer goods and services - may be key ownership advantages
of firms leading to foreign production.
The consumers would prefer to similar locally made goods and thus would give the firm some control
over the selling price and an advantage over indigenous firms. To support these contentions, Caves noted
that companies investing overseas were in industries that typically engaged in heavy product research and
marketing effort.
9. Other Theories
Cross Investment Theory

(E. M. Graham). Graham noted a tendency for cross investment by European and American firms in
certain oligopolistic industries; that is, European firms tended to invest in the United States when
American companies had gone to Europe.
The Internalization Theory
It is an extension of market imperfection theory, the foreign investment results from the decision
of a firm to internationalize a superior knowledge. For eg, if a firm decides to externalize its knowhow
by licensing a foreign firm, the firm does not make any foreign investment in this respect. But on the
other hand if the firm decides to internationalize it may invest abroad in production facilities.
TRADE BARRIERS
Trade barriers refer to government-imposed policies to restrict international trade. Most commonly, a
country’s government employs tariffs, duties, embargos (Ban or Restrictions) and subsidies as trade
barriers. However, imposing trade barriers are against the concept of free trade, popularized by developed
nations.
Almost every trade barrier works as a tool to ensure a protectionism policy. Trade barriers aim to hike the
prices of imported products in order to secure the domestic industry against fierce competition from
foreign products. Some of the most common trade barriers are:
Tariffs: Taxes levied on products that are traded across borders are called tariffs. However, governments
impose tariffs essentially on imports and not on exports.
Two most popular types of tariffs are:
 Ad valorem: This tariff involves a set percentage of the price of the imported goods.
 Specific: This refers to a specific amount charged by the government on import of goods.

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Subsidies: Subsidies work to foster export by providing financial assistance to locally-manufactured

goods. Subsidies help to either sustain economic activities that face losses or reduce the net price of
production.
Quotas: Import quotas are the trade limits set by the government to restrict the quantity of imports during
a specified period of time.
Embargo: This is an extreme form of trade barrier. Embargoes prohibit import from a particular country
as a part of the foreign policy. In the modern world, embargoes are imposed during wartimes or due to
severe failure of diplomatic relations.
REGIONAL TRADE BLOC- BRIEF HISTORY
The countries which had something in common with respect to trade started joining together and formed
the economic unions for their mutual benefit. Such economic unions are called Trade Blocs which will
get additional advantageous terms especially for the import of raw material from the developing
countries.
A trade bloc is a type of intergovernmental agreement, often part of a regional intergovernmental

organization, where regional barriers to trade (tariffs and non-tariff barriers) are reduced or eliminated
among the participating states
One of the first economic blocs was the German Customs Union (Zollverein) initiated in 1834, formed on
the basis of the German Confederation and subsequently German Empire from 1871. Surges of trade bloc
formation were seen in the 1960s and 1970s, as well as in the 1990s after the collapse of Communism. By
1997, more than 50% of all world commerce was conducted under the auspices of regional trade blocs.
Economist Jeffrey J. Scott of the Peterson Institute for International Economics notes that members of
successful trade blocs usually share four common traits: similar levels of per capita GNP, geographic
proximity, similar or compatible trading regimes, and political commitment to regional organization.
Scholars and economists continue to debate whether regional trade blocs are leading to a more
fragmented world economy or encouraging the extension of the existing global multilateral trading
system. Trade blocs can be stand-alone agreements between several states (such as the North American
Free Trade Agreement (NAFTA) or part of a regional organization (such as the European Union).
Depending on the level of economic integration, trade blocs can fall into different categories, such as:
preferential trading areas, free trade areas, customs unions, common markets and economic and monetary
unions.
REGIONAL TRADE BLOC
Trade blocks are free trade Zones designed to encourage trade activities across nations. The formation of
trade blocks involves a number of agreements on tariff, trade and tax. The activities of trade blocks have
huge importance in the economic and political scenarios of the contemporary world. Over the years
trading blocs have played a major role in regulating the trend and pattern of international trade.

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Regional trade blocks protect the interests of the member countries. The primary aim of trade block
activities is to create a favorable economic framework for promotion of cross border trade among the
member countries.
ACTIVITIES OF TRADE BLOCKS
The activities of trade blocks can be evaluated by using three basic measures.
1. The number of latest agreements, meetings and other activities undertaken by the regional trade
blocks
2. The pattern of future planning regarding trade promotion and focus on intergovernmental
associations and quicker timeframe for policy implementation
3. Number of practical achievements attained by the member countries
Some of the functionally active trading blocks are listed below:

NAFTA (NORTH AMERICAN FREE TRADE AGREEMENT
NAFTA was established in the year 1988 with US and Canada as members. Later Mexico joined the
council on 1 January 1994.
Goals: Eliminate trade barriers among member states, promote conditions for free trade,
increase investment opportunities, and protect intellectual property rights.
Objectives:
1. To create new business opportunities particularly in Mexico.
2. To enhance the competitive advantage of the companies operating in USA, Canada, and Mexico in
wider international markets.
3. To reduce the prices of the products and services by enhancing the competition.
4. To enhance industrial development and thereby employment throughout the region.
5. To provide stable and predictable political environment for the investors.
6. To develop industries in Mexico in order to create employment and to reduce e migration from Mexico
to USA.
7. To assist Mexico in earning additional foreign exchange to meet its foreign debt burden.
8. To improve & consolidate political relationship among member countries.
Measures:
 Opening up of government procurement markets in each member country of NAFTA.
 Residents of NAFTA countries can invest in any other NAFTA countries freely.

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 Protection of intellectual property rights of the NAFTA member countries.
 Simplification and harmonization of product standard in all the member countries of NAFTA.
 Free flow of employee and business people from one member country to another. Prevention of
non-Mexican firms assembling goods in Mexico.
 Avoidance of re-export of the product imported by any member country from the third party.
 Pollution control along the USA-Mexico border.
Critical Appraisal:
 Most of the US industrial will shift to Mexico as Mexico has less stringent environment
protection and health and safety legislation than USA.
 NAFTA agreement is implemented with prior preparations. Therefore, Mexican economy may
face adjustment and assimilation problems than USA and Canada.
European Economic Community (EEC) or European Common Market or European Community

or European Union
Founded in 1958 by the Treaty of Rome which was signed during the year 1957. Initially six countries
joined the union which includes Belgium, France, Federal Republic of Germany, Italy, Luxembourg, and
the Netherland.
EU now has the 27 member countries. These include Austria, Belgium, Bulgaria, Cyprus, Czech
Republic, Denmark, Estonia, Finland, France, Germany, Greece, Hungary, Ireland, Italy, Latvia,
Lithuania, Luxembourg, Malta, Poland, Portugal, Romania, Slovakia, Slovenia, Spain, Sweden, The
Netherlands, and the United Kingdom.
The largest and most comprehensive of the regional economic group is the European Union. It began as a
customs union, but the formation of the euro parliament and the establishments of a common currency,
the Euro, make the EU the most ambitious of all the regional trade groups.
Goals: Evolved from a regional free-trade association of states into a union of political, economic and
executive connections.
Features & Functions of EEE
 To coordinate the efforts of all member countries
 Separate tariff schedules for import from the member countries were abandoned
 The member countries enjoy free movement of all goods and services
 Sometimes factors of production like labour and capital have free movement
 The problems faced by the member countries related to balance of payments were settled

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 Though it is a political union it has worked as an economic union
Activities of the EEC
1. Elimination of custom duties, quantitative restrictions with regard to exports and import of
goods among member countries.
2. Establishment/formulation of a common custom tariff and common commercial policy with

regard to non-member countries.
3. Abolition of all obstacles for movement of persons, services and capital among member
countries.
4. Formulation of a common policy in the area of agriculture and transport.
5. Establishment of a system which would ensure competition among member countries.
6. Application of programmes in order to coordinate the economic policies of the member

countries.
7. Application of the procedures and programme to control the disequilibrium in the balance of
payment s of member countries.
8. Approximation of legislation of the member governments to the extent required for the proper
functioning of the common market.
9. Establishment of European social fund with a view to enhance the employment opportunities
for worker and to improve their living standard.
10. Establishment of European Investment Bank for Mobilization of fresh resources and to
contribute to the economic development of the community.
11. Development of association with foreign countries to promote jointly the economic and social
development of the EEC.
Functioning Of The EEC:
Complete custom union became reality among the member countries of the EEC by July 1, 1968.
a. Common Agricultural Policy:
1. Agricultural products are free to move from one member country to other member countries.
2. Imports are allowed only when the demand for a product is more than its supply. Variable import levy
is used to offset any price advantage to the importers.
3. If the community supply is more than the demand, subsidies are allowed to export or to encourage
additional consumption among the member countries.

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4. EEC reformed its CAP by introducing cuts in subsidies in July 1992 with a view to make its agriculture
more competitive globally.
5. EEC has achieved self-sufficiency in agriculture.
6. Some of the farmers of the member countries have became unemployed and the EEC could not
motivate them to seek alternative employment.
7. The reform enabled the rich farmers to become richer, but the poor farmer included loss.
8. Since the support prices are set at higher levels, consumers are set at higher levels; consumers are
deprived of the benefit of lower prices.
9. The policy led to the surplus production of certain products like milk lakes, wine lakes and butter.
b. Common Fisheries Policy:
a. Market for fresh frozen and preserved fish.
b. Common market standard and facilities for trading among members.
c. Equal access to fishing areas to all the nationals of the EEC countries.
c. European Monetary Union:
1. Exchange rate mechanism.
2. European currency unit.
3. European Monetary cooperation fund.
4. Factor Mobility.
5. Regional development policy.
6. European Investment Bank.
7. European social fund.
8. European regional development fund.
d. Common Transport Policy:
1. Removal of obstacles for having a common transport policy with a view to have common
market place.
2. Integration of transport facilities of the entire community.
3. Organization and control of the transport system within the community.

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The EEC could not achieve these objectives completely due to the issues involved in infrastructure
pricing, entry controls for the transportation goods by rails and road.
European Council
European council acts as the executive agent of the EEC in.
a. Making routine decisions.
b. Preparing new legislations.
c. Formulating rules of conduct.
d. Enabling members to carry out the provisions of the Treaty.
European Commission
The European commission assists the European council. This is the executive body of the EEC. The
members of this commission are
 Court Of Justice:
There is a court of justice to adjudicate dispute relating to agriculture, social security for migrant
among the member countries and competition policy. The court also adjudicates disputes between the
member countries brought by the commission against the council or commission reported by a person or a
company.
 Court Of Auditors:
Court of auditors was appointed as a part of the EEC by amending the treaty of Rome. The
activities of the court of auditors include.
1. Auditing the EEC budget.
2. Monitoring the EEC’s expenditure.
3. Laying down improved procedures for collection of duties and levies.
European Parliament
The European commission should consult the parliament before a final decision is taken. The parliament
acts through the parliamentary committee. The activities of the European parliament include.
1. Provide consultations and information to the commission.
2. Approve or reject the draft budget prepared by the commission.
3. Dismiss the commission.
Advisory Committees

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There are several advisory committees to advise the European commission. These committees
include.
1. Economic & Social committee.
2. Monetary committee.
3. Consultative committee on coal and steel industry.
Economic & Social Committee: This committee represents the activities like employees,
employers, farmers, retail trader, liberal professions and public. European commission appoints the
member on this committee.
Monetary Committee: This committee examines the monetary problems, problems of the
balance of payment and suggests measures to overcome them.
Consultative committee on coal & steel industry: This committee studies the problems of coal
and steel industries and offers suggestions.
ASEAN (Association of Southeast Asian Nations)
Established on August 8, 1967, in Bangkok/Thailand. Member States: Brunei Darussalam, Cambodia,

Indonesia, Laos, Malaysia, Myanmar, Philippines, Singapore, Thailand, and Vietnam.
Goals: (1) Accelerate economic growth, social progress and cultural development in the region and
(2) Promote regional peace and stability and adhere to United Nations Charter.
Like other unions it is also aiming at better understanding
ASEAN FREE TRADE AREA (AFTA)
The ASEAN countries are vigilant of the developments in the international environment like the
formation NAFTA, SAARC and the introduction of Euro. In view of these developments, the ASEAN
countries formed the ASEAN Free Trade Area (AFTA) in September 1994.
Objectives:
♥ To encourage inflow of foreign investment into this region.
♥ To establish free trade area in the member countries.
♥ To reduce tariff of the products produced in ASEAN countries. 40% value addition in the
ASEAN counties to the product value is treated as manufactured in ASEAN countries.
European Free Trade Association (EFTA)
It was established in 1960 with the member countries like Austria, Denmark, Norway, Iceland, Portugal,
Sweden and Switzerland. Finland is an associate member

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Objective:
a) To eliminate almost all tariffs among member countries.
b) To abolish the trade restrictions regarding imports and exports of goods among member
countries.
c) To enhance economic development employment, incomes and living standard of the people of the
member countries.
d) To enable free trade in Western Europe.
It does not regulate the agriculture and economy of the member countries and member’s trade outside the
EFTA.
LATIN AMERICAN FREE TRADE ASSOCIATION (LAFTA)
It on the lines of EFTA was formed in 1960. The counties signed the LAFTA agreement were Argentina,
Brazil, Chile, Mexico, Paraguay, Peru, Uruguay, Columbia, Ecuador, Venezuela and Bolivia. Later it
was replaced by LAFTA (Latin American Integration Association).
Objectives:
 To eliminate restrictions on trade among the member counties.
 To reduce the custom and tariffs and eliminate them gradually.
Operations:
Members prepare a list of goods on which they consider duty reductions member countries negotiate once
in three years for complete exemption of tariffs and decide the list of products eligible for complete
exemption of tariffs.
Critical Appraisal:
 Delay and negative approach of the members in preparing common list.
 High cost of transportation.
 Contentment of the members with the sheltered markets.
 Forces of nationalism.
SAARC (South Asian Association for Regional Cooperation)

The successful performance of EEC, NAFTA and other trade blocks in the economic development of the
member countries and in the process of improving employment opportunities, incomes and living
standard of people of the region gave impetus for the formation of the South Asian Association for
Regional Cooperation (SAARC). India, Bangladesh, Sri Lanka, Bhutan, Pakistan and Maldives adopted a
declaration on SAARC in August 1983.

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Objectives
 To improve the quality of life and welfare of the people of the member countries
 To develop the region economically, socially and culturally
 To provide opportunity to the people of the region to line in dignity and to exploit the
potentialities
 To enhance the self-reliance of the member countries
 To provide conducive climate for creating and enhancing mutual trust and
understanding and applications of one another’s issue
 To enhance the cooperation with other developing economies
 To extend cooperation with other trade blocks
SAARC PREFERENTIAL TRADING ARRANGEMENT: ( SAPTA)
The council of Minister has signed the SAARC Preferential Trading Arrangement Agreement on
April 11, 1993.
Objectives:
 To gradually liberalize the trade among member countries of SAARC.
 To eliminate trade barriers among SAARC countries and reduce or eliminate tariffs.
 To promote and sustain mutual trade and economic cooperation among member countries.
Administration
The benefits to the member countries would be accorded on equitable basis for reciprocity and mutuality.
The agreement would be improved step by step through mutual negotiation. The agreement has taken the
special needs of the less developed countries into consideration.
Product Areas:
All raw material, semi-finished products and finished products are included for mutual
concessions
Tariffs:
 Providing technical assistance, establishment of industrial and agricultural project in order to

boost up their exports.
 Enhancing training facilities in the area of export trade.
 Providing export credit insurance & market information.

Entering into long-term contracts.
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THE ECONOMIC & SOCIAL COMMISSION FOR ASIA AND THE PACIFIC:
It has 48 member countries and 10 associate members. The original name of the ESCAP was the
Economic Commission for Asia and the Far East. Its geographical area covers as follows:
East - Cook Island.
West - Azerbaijan.
North - Mongolia.
South - Australia & New Zealand.
The ESCAP region is sub-divided into
§ Pacific island countries.
§ The developing ESCAP countries.
§ ASEAN-4 countries.
§ The developed ESCAP countries.
§ China and the newly industrializing countries.
§ South Asian Countries.
Achievements of ESCAP:
! Promoted regional cooperation remarkably.
! Helped in creating an integrated communication infrastructure in the Asian region.
! Established Asian and pacific centre for transfer of technology.
! Worked for the reduction of the tariff barriers and promotion of free trade among the Asian
Countries.
! Assumed the role of regional centre of growth.
! Promoted intra-regional trade and investment, transfer of technology, privatization, urbanization,

poverty, alleviation, social and cultural development, etc.
! Helped for regional economic cooperation environment, sustainable development,

poverty alleviation etc.
CENTRAL AMERICAN COMMON MARKET MEMBER:
a. Costa Rica.
b. El. Salvador.

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c. Guatemala.
d. Hondura.
e. Nicaragua.
f. Panama.
Formation:
It was formed in 1960’s. It collapsed in 1969 when war broke out between Honduras and El
Salvador after a riot a soccer match between teams from the two countries. Now the five countries are
trying to revive their agreement, although no definite progress has been made.
CARICOM: (CARIBBEAN COMMON MARKET)
Members:
Antigua, Bermuda, Bahamas, Barbados, Belize, Domino, Grenada, Guyana, Jamaica, Montserrat, St.
Kitts-Nevis, St. Lucia, St. Vincent, and Trinidad. It was established in 1973. However it has repeatedly
failed to progress toward economic integration. A formal commitment to economic and monetary union
was adopted by CARICOM’s member status in 1984, but since then little progress has been made. In
October 1991 the CARICOM government failed for the third consecutive time to meet a deadline for
establishing a common external tariff.
MERCOSUR:
It originated in 1988 as a free trade pact between Brazil and Argentina. Encouraged by this
success the pact was expand in March 1990 to include Paraguay and Uruguay. The initial aim was to
establish a full free trade area by the end of 1994 and a common market sometime thereafter.
ANDEAN COMMON MARKET:
It was established in 1969. The member countries are Bolivia, Colombia, Ecuador, Peru, and
Venezuela.
GULF COOPERATION COUNCIL
It was established in 1981. The member countries included: Bahrain, Kuwait, Oman, Qatar,
Saudi Arabia, and United Arab Emirate.
ARAB COMMON MARKET:
It was formed in 1964. The member countries are Egypt, Iraq, Jordan, Lebanon, Libya, Syria and
Mauritania.
ARAB MAGHREB UNION:

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This was established in 1989. The member countries are Algeria, Libya, Mauritania, Morocco,
and Tunisia.
SOUTHERN AFRICAN CUSTOM UNION:
It was established in 1969. The member countries are Bophuthatswana, Botswana, Ciskei,
Lesotho, Namibia, South African, Swaziland, Transkei, and Venda.
ECONOMIC COMMUNITY OF WEST AFTRIAN STATES:
This was established in 1975. The member countries include Benin, Burkina, Faso, Cape Verda,
Cote d Ivorie, Gambia, Ghana, Guinea-Bissau, Liberia, Mali, Mauritania, Niger, Nigeria, Senegal, Togo
and Sierra Leone.
ECONOMIC COMMUNTIY OF CENTRAL AFRICAN COUNTRIES:
It was established in 1981. The member countries include Burundi, Cameroon, Central African
Republic, Chad, Congo, Equatorial Guinea, Gabon, Rwanda, and Sao Tome, Zaire.
WEST AFRICAN ECONOMCI COMMUNITY:
It was established in 1959. The member countries are Benin, Burkina, Faso, Cote d’Ivorie, Mali,
Mauritania, Niger and Senegal.
ECONOMIC AND CUSTOMS UNION OF CENTRAL AFRICA:
It was established in 1964. The member countries include Cameroon, Central African Republic,
Chad, Congo, Equatorial Guinea, and Gabon.
MANO RIVER UNION:
It was established in 1973. The member counties are guinea, Liberia, and Sierra Leone.
BANGKOK AGREEMENT:
It was formulated in 1976. The member countries are Bangladesh, India, Laos, South Korea, and
Sri Lanka.
AUSTRALIA, NEW ZEALAND CLOSER ECONOMIC RELATIONS AND TRADE

AGREEMENTS:
It was established in 1983. The member countries are Australia and New Zealand.
ADVANTAGES OF TRADE BLOCKS
1. Faster way to remove trade and investment barriers within trade blocs
2. Increasing interdependency of neighboring countries on one another.
3. Greater weight and voice on world's political and economic stage when represented as a group.
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4. Definite cost advantage. For example, one advantage of many export industries in Chile,
Singapore, Australia, Costa Rica, and in other countries who have signed free trade agreements
with the US, is that their products can enter the US market without paying tariffs (at least within a
few years), whereas exporters from China, Vietnam, Pakistan and others outside these blocs must
continue to pay the tariffs to sell products in the US. This gives firms in US trade partner
countries a definite cost advantage and helps them to compete against the Chinese and others.
DISADVANTAGES OF TRADE BLOCKS
1. Blocs are discriminatory since they give favorable treatment (i.e., zero tariffs) to some countries
but not to others.
2. Blocs violate the MFN rule at the WTO which states that all WTO member countries should
receive the very best (or most favorable) trade policy that any country offers. However, Article 24
of the original GATT agreement allowed for an exception in the case of free trade areas since
these represented a movement in a trade liberalizing direction.
ADVANTAGES OF INTEGRATION
1. It includes more trade among member countries

2. It help in sourcing of market from one country to another country
3. It eliminates or reduces the tariffs and a barrier reduces the import duties and thereby reduces the
prices of the products or services
4. Consumer get the advantage of having the product at less prices
5. Rapid technological innovation and development and consequent large size operations demand
heavy investment
6. Economic integration enables the group of countries to pool required financial resources for the
large – scale operations
7. It enables to reduce monopoly in the production of certain goods and services and increase
competition.
TYPES OF RTB’S/ FORMS OF ECONOMIC INTEGRATION
Forms of Economic Integration
Economic integration is a general term which covers several kinds of agreements by which two or
more countries agree to draw their economies closer either in part or total. They maintain the
cohesiveness among or between the countries through tariffs. They discriminate against the other
countries which are not parties to the agreement through tariffs; they also discriminate against the goods
produced by other countries.
Forms:
1. Free-Trade Area

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A free trade area is a grouping of countries to bring about free trade between them. The free trade area
abolishes all restrictions on trade among the members but each member is left free to determine its own
commercial policy with non-members
Examples:
 European Free Trade Area (EFTA, 1960)
 Latin American Free Trade Area (LAFTA, 1960, deceased 1969)
 Association of South East Asian Nations (ASEAN, 1976)
 North American Free Trade Area (NAFTA, 1994)
2. Customs Union
The customs union is a more advanced level of economic integration than the free trade area. It not only
eliminates all restriction on trade among members but also adopts a uniform commercial policy against
non - members
Examples:
 European Economic Community (till 1992)
3. Common Market
The common market is a step ahead of the customs union. A common market allows free movement of a
labour and capital within the common market, besides having the two characteristics of the customs
union, namely, free trade among members and a uniform tariff policy towards outsiders.
Examples:
 European Economic Community (after 1992, “Single Market”)
4. Economic Union
A still more advanced level of integration is the economic union. Apart from satisfying the conditions of
the common market, the economic union achieves some degree of harmonization of economic policies
such as monetary policy, fiscal policy etc.
Examples:
 Belgium and Luxembourg (1921)
 U.S.A.
 Not yet EU
2 Marks
Anti- dumping
If a company exports a product at a price lower than the price it normally charges on its own home
market, it is said to be “dumping” the product. WTO focus is on how governments can or cannot react to
dumping — it disciplines anti-dumping actions, and it is often called the “Anti-dumping Agreement”.

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Most-favoured-nation (MFN): treating other people equally
Under the WTO agreements, countries cannot normally discriminate between their trading partners. Grant
someone a special favour (such as a lower customs duty rate for one of their products) and you have to do
the same for all other WTO members. This principle is known as most-favoured-nation (MFN) treatment
It is so important that it is the first article of the General Agreement on Tariffs and Trade (GATT), which
governs trade in goods. MFN is also a priority in the General Agreement on Trade in Services (GATS)
(Article 2) and the Agreement on Trade- Related Aspects of Intellectual Property Rights (TRIPS) (Article
4), although in each agreement the principle is handled slightly differently. Together, those three agree-
ments cover all three main areas of trade handled by the WTO
Trade related investment measures
It refers to certain condition or restrictions imposed by a government in respect of foreign

investment in the country. The TRIM text provides that the foreign capital would not be discriminated by
the member governments.
This foreign capital gets equal treatment at par with domestic
capital. The significant features of TRIMS include:
a. Abolition of restriction imposed on foreign capital.
b. Offering equal rights to the foreign investor equal to those of the domestic investor.
c. No restrictions on any area of investment.
d. No limitation or ceiling on the quantum of foreign investment.
e. Granting of permission without restrictions to import raw material and other components.
f. No force on the foreign investors to use total products or materials.
g. Export of the part of the final product will not be mandatory.
h. Restriction on repatriation of dividend interest and royalty will be removed.
i. Phased manufacturing programme will be introduced to increase the domestic content of

manufacturer.
The agreement requires their phasing out within two, five and seven years by industrial, developing and
least developed countries respectively transition period can be extended for developing and least
developed if they face difficulties in eliminating TRIMS.
Trade Related Intellectural Property Rights

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Intellectual property rights may be defined as “information with commercial value”. IPR have been
characterized as a composite of “ideas, inventions and creative expression”. Plus the “public willingness
to bestow the status of property”. It includes:
a. Protection of patent.
b. Copyright.
c. Industrial design.
d. Geographical indication.
e. Trademarks.
f. Trade secrets.
g. Layout design (topographies of integrated circuits).
The patent rights include item like copyright, computer programming, integrated circuit design, trade
mark, trade secrets, and data compilation will be protected for at least 50 years. Trademarks would be
protected for at least seven years and semi-conductor layout design would be protected for nearly 10
years. A council on TRIPS would supervise operation of the accord along with GATT and the general
agreement on trade in services.
UNIT III
INTERNATINAL STRATEGIC MANAGEMENT
International Strategic Management (ISM) is an ongoing management planning process aimed at

developing strategies to allow an organization to expand abroad and compete internationally. Strategic
planning is used in the process of developing a particular international strategy.
During the last half of the twentieth century, many barriers to international trade fell and a wave of firms
began pursuing global strategies to gain a competitive advantage. However, some industries benefit more
from globalization than do others, and some nations have a comparative advantage over other nations in
certain industries. To create a successful global strategy, managers first must understand the nature of
global industries and the dynamics of global competition.
STRATEGIC CHOICE/ OPTIONS - FOUR BASIC STRATEGIES:
I. International strategy.
II. Multidomestic strategy.
III. Global strategy.

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IV. Transnational strategy.
1. International strategy.
 Go where locals don’t have your skills.
 Little adaptation. Products developed at home (centralization).
 Manufacturing and marketing in each location.
 Makes sense where low skills, competition, and costs exist.
Examples:
OPEL- Europe, Middle East Asia
GMC- North America, Middle East, Europe
SATURN- North America
2. Multi-domestic Strategy
 Maximize local responsiveness.
o Customize the product and marketing strategy to national demands.
 Skill and product transfer.
 Decentralized control - local decision making
 Effective when large differences exist between countries
 Transfer all value-creation activities, no experience curve rewards.
 Good for high local responsiveness and low cost reduction pressures.
 Advantages: product differentiation, local responsiveness, minimized political risk, minimized

exchange rate risk
 Prominent strategy among European firms due to broad variety of cultures and markets in Europe
Example: McDonald’s.

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In 1955, McDonald's opened its first restaurant in Des Plaines, Illinois. Today, 2008, it operates over
31,000 restaurants worldwide, in 119 countries, on six continents, employing more than 1.5 million
people all over the world. I consider McDonald’s a multidomestic company because they adjust to the
cultures of their host countries.
Philips is a good example of a company that followed a multi domestic strategy
3. Global Strategy
 Best use of the experience curve and location economies.
 This is the low cost strategy.
 Utilize product standardization.
 Not good where local responsiveness demand is high.
 Product is the same in all countries.
 Centralized control - little decision-making authority on the local level
 Effective when differences between countries are small
 Advantages: cost, coordinated activities, faster product development
Examples: Chevrolet, General Motors, SAAB, Hummer, Matsushita, Semiconductor industry
4. Transnational Strategy
Seeks to achieve both global efficiency and local responsiveness
A transnational strategy allows for the attainment of benefits inherent in both global and multidomestic
strategies. The overseas components are integrated into the overall corporate structure across several
dimensions, and each of the components is empowered to become a source of specialized innovation.
The key philosophy of a transnational organization is adaptation to all environmental situations and
achieving flexibility by capitalizing on knowledge flows (which take the form of decisions and value-
added information) and two-way communication throughout the organization. The principal characteristic
of a transnational strategy is the differentiated contributions by all its units to integrated worldwide
operations.
Example: Nokia, Caterpillar
Nokia is currently the number one manufacturer of mobile devices in the world. With a market share of
about 38% in 2007 and with net sales of up to 51.1 billion Euros, there’s no doubt about the company’s
significance and success. From Africa to the Asia Pacific to Europe, Latin America, Middle East and
North America, Nokia provides us with cellular phones that are both stylish and functional.

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The five implementation tactics (Vitalari and Wetherbe, 1996) used for implementing the transnational
model are:
 mass customization-synergies through global research and development (e.g., American Express,
Time Warner, Frito-Lay, MCI)
 global sourcing and logistics (e.g., Benetton, Citicorp)
 global intelligence and information resources (e.g., Andersen Consulting, McKinsey Consulting)
 global customer service (e.g., American Express)
 global alliances (e.g., British Airways and US Air; KLM and Northwest)
Core competencies can develop in any of the firm’s worldwide operations. Flow of skills and product
offerings occurs throughout the firm - not only from home firm to foreign subsidiary (global learning).
Makes sense where there is pressure for both cost reduction and local responsiveness.
Advantages and disadvantages of Four Strategies
Strategy Advantage Disadvantage
Global Exploit experience curve effects Lack of local responsiveness
International Exploit location economies Lack of local responsiveness
Transfer distinctive In ability to realize location economies
Competencies to Foreign Markets Failure to exploit experience curve effects
Multidomestic Customise product offerings and Inability to realise location economies
Marketing in accordance with local Failure to exploit experience curve effects

responsiveness
Failure to distinctive competencies to the
foreign market
Transnational Exploit experience curve effects Difficult to implement due to organisational

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Exploit location economies problems
Customise product offerings and
Marketing in accordance with local

responsiveness
Reap benefits of global learning
International Business Approaches:
The EPRG framework identifies four types of attitudes or orientations towards internationalization that
are associated with successive stages in the evolution of international operations these four orientations
are:
1. Ethnocentrism:
The domestic company normally formulates their strategies, their product design and their operations
towards the national markets, customers and competitors. But the excessive production more than the
demand for the product , either due to competition or due to changes in customer preferences push the
company to export the excessive production to foreign countries. They continue the exports to the foreign
countries and view the foreign market as an extension to the domestic markets just like a new region. This
organization is suitable for smaller companies.
Managing Director
Asst Mgr-‐ North

Asst Mgr -‐ South Asst Mgr -‐ Export
2. Polycentric Approach
The domestic companies which are exporting to foreign countries using the ethnocentric approach find
that the foreign market needs an altogether different approach. Then the company establishes foreign
subsidiary companies and decentralizes all the operation and delegates’ decision – making and policy
making authority to its executives. In fact the company appoints executives and personnel including chief
executives who reports directly to the Managing director of the company. The executives of the

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subsidiary formulate the policies and strategies design the product based on the host country’s
environment and the customer preferences.
Managing Director
3. Regio-centric Approach:
The company offer operating successfully in a foreign country thinks of exporting to the neighboring
countries of the host countries. At this stage the foreign subsidiary considers the regional environment for
formulating policies and strategies. However it markets more or less the same product designed under
polycentric approach in other countries of the region, but with different market strategies.
Managing Director
Mkg -‐ Mkg -‐ Mkg –

Lesotho Kenya Nambia
4. Geocentric Approach:
Under this approach the entire world is just like a single country for the company. They select the
employees from the entire globe and operate with a number of subsidiaries. The head quarters co-ordinate
the activities of the subsidiaries. Each subsidiaries function like an independent and autonomous company
in formulating policies , strategies , product design , human resources policies, operation etc.

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Managing Director – Headquarters
Subsidiary – Subsidiary -‐ Subsidiary – Subsidiary

India Nambia Kenya
STRATEGIES IN INTERNATIONAL BUSINESS
Profiting from Global Expansion
International firms can earn a greater return from distinctive skills or core competencies.
 Realize location economies by dispersing value creation activities to locations where they can be
performed most efficiently.
 Realize greater experience curve economies, which reduce the cost of value creation.
When making location decisions:
Consider trade barriers and transportation costs.
Assess political and economic risks
Experience Curve Economies
 Learning Effects:
o Labour productivity increases over time as individuals learn the most efficient ways to
perform particular tasks.
 Economies of Scale:
o Reductions in unit cost achieved by producing a large volume of a product.
 Strategic Significance:
o Moving down the experience curve allows a firm to reduce its cost of creating value.
The Experience Curve
Unit
Costs B

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Accumulated Output
Note: Moving down the curve reduces the cost of creating value
Firms Face Two Conflicting Concepts Overseas
 Reduce costs.
 Be responsive to local needs.
FORMS OF BUSINESS / ENTRY
Companies desiring to enter the foreign markets face the dilemma while deciding the method of entry
into a given overseas locations companies can reduce the dilemma by analyzing the decision factors.
Decision Factors;
After deciding to go to foreign market the companies have to decide the mode of entry. This dilemma
can be solved to some extent by considering the following factors.
1. Ownership Advantages;
Those benefits designed by a company by owing resources. Those benefits provide competitive
advantages to the company over its competitors.
2. Location Advantages
Certain location factors grant benefit to the company. When the manufacturer facilities are located in the
host country rather than in the home country. These location factors include;
a. Customer needs preferences and tastes.
b. Logistic requirements
c. Cheap land acquisition cost
d. Cheap labour
e. Political stability
f. Low cost raw materials
g. Climatic conditions.
3. Internationalization Advantages :

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Internationalization advantages are those benefits that a company gets by manufacturing goods or
rendering services in the host country by itself rather than contract arrangements with the companies in
the host country. Sometimes the cost of negotiating, monitoring and enforcing an agreement with the host
country’s company would be difficult and costly. In such cases the company enters the international
markets through direct investment. Otherwise if the company thinks that the transaction cost are low and
the produce efficiently without jeopardizing the interest the company can enter the foreign market through
contract manufacturing , franchising or licensing. Thus different firms select different modes based on the
nature of the industry, company‘s abilities and the conditions in the host country.
MODES OF INTERNATIONAL BUSINESS
1. Importing and exporting,

2. Licensing and franchising,
3. Turnkey operations,
4. Management contracts,
5. Green field strategy
6. Mergers and acquisitions
7. Joint ventures
8. Direct investment and portfolio investment.
9. Tourism and transportation,
Importing and exporting
It means the sale abroad of an item produced, stored or processed in the supplying firm’s home country.
It is a convenient method to increase the sales. Passive exporting occurs when a firm receives canvassed
item. Active exporting conversely results from a strategic decision to establish proper systems for
organizing the export functions and for procuring foreign sales.
In most countries, it represents a significant share of gross domestic product (GDP). Industrialization,
advanced transportation, globalization, multinational corporations, and outsourcing are all having a major
impact on the international trade system.
Types of exports
a. Indirect exports
b. Direct exports
c. Intra – corporate transfers: a company transfers an employee to work temporarily in a different

office, often in another country.
E.g. HLL and Unilever of UK
Advantages Of Exporting:

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1. Need for limited finance;
If the company selects a company in the host country to distribute the company can enter international
market with no or less financial resources but this amount would be quite less compared to that would be
necessary under other modes.
2. Less Risks;
Exporting involves less risk as the company understand the culture , customer and the market of the host
country gradually. Later after understanding the host country the company can enter on a full scale.
3. Motivation for exporting:
Motivation for exporting is proactive and reactive. Proactive motivations are opportunities available in the
host country. Reactive motivators are those efforts taken by the company to export the product to a
foreign country due to the decline in demand for its product in the home country.
Licensing
A shorthand definition of a license is "an authorization (by the licensor) to use the licensed material (by
the licensee)." In this mode of entry the domestic manufacturer leases the right to use his intellectual
property, copyrights, brand name to a manufacturer in a foreign country for a fee. Here the manufacturer
in the domestic country is called licensor and the manufacturer in the foreign country is called licensee.
The cost of entering market through this mode is less costly. The domestic company can choose any
international location and enjoy the advantages without incurring any obligations of ownership,
managerial, investment etc.
Term: many licenses are valid for a particular length of time. This protects the licensor should the value
of the license increase, or market conditions change. It also preserves enforceability by ensuring that no
license extends beyond the term of IP ownership.
Territory: a license may stipulate what territory the rights pertain to. For example, a license with a
territory limited to "North America" (United States/Canada) would not permit a licensee any protection
from actions for use in Japan.
Advantages
1. Low investment on the part of the licensor
2. Low financial risk to the licensor
3. Licensor can investigate the foreign market without many efforts on his part.
4. Licensee gets the benefits with less investment on research and development

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5. Licensee escapes himself from the risk of product
failure Disadvantages
1. It reduces market opportunities for both
2. Both the parties have to maintain the product quality and promote the product. Therefore one party can
affect the other party through their improper acts
3. Chance for misunderstanding between parties
4. Chance for leakages of the trade secrets of the licensor
5. Licensee may develop his reputation
6. Licensee may sell the product outside the agreed territory and after the expiry of the
contract Franchising
Franchising is the practice of using another firm's successful business model. For the franchisor, the
franchise is an alternative to building 'chain stores' to distribute goods and avoid investment and liability
over a chain. The franchisor's success is the success of the franchisees. The franchisee is said to have a
greater incentive than a direct employee because he or she has a direct stake in the business.
Various tangibles and intangibles such as national or international advertising, training, and other support
services are commonly made available by the franchisor.
Examples: CSC Computer education, KFC, Mc Donalds.
Businesses for which franchising works best have the following characteristics:
 Businesses with a good track record of profitability.

 Businesses which are easily duplicated.
Two important payments are made to a franchisor:
(a) a royalty for the trade-mark and
(b) the training and advisory services given to the franchisee.
The franchise is usually for a fixed period and is for a specific "territory" or miles from location. There
may be several such locations. Agreements typically last from five to thirty years.

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A franchise is merely a temporary business investment, involving renting or leasing an opportunity, not
buying a business for the purpose of ownership. It is classified as a wasting asset due to the finite term of
the license.
The franchiser provides following services to the franchisee
a. Trade marks
b. Operating system
c. Product reputations
d. Continuous support system like advertising, employee training, quality assurance etc.
Advantages
1. Low investment and low risk
2. Franchiser can get information regarding the market culture, customs and environment of
the host country.
3. Franchiser learns more from the experience of franchisees
4. Franchisee gets benefits of R& D with low cost
5. Franchisee escapes from the risk of product
failure Disadvantages
1. It may be more complicating than domestic franchising
2. It is difficult to control the international franchisee
3. It reduce the market opportunities for both
4. Both the parties have to maintain the product quality and promote the product. Therefore one party can
affect the other party through their improper acts
5. There is a problem of leakage of trade secrets
Turnkey operations

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A turnkey project is a contract under which a firm agrees to fully design, construct and equip a
manufacturing/ business /services facility and turn the project over to the purchase when it is ready for
operation for a remuneration like a fixed price e.g. Nuclear power generation projects.
Turn-key refers to something that is ready for immediate use, generally used in the sale or supply of
goods or services. Turnkey is often used to describe a home built ready for the customer to move in. If a
contractor builds a "turnkey home" they frame the structure and finish the interior. "Turnkey" is
commonly used in the construction industry; 'Turnkey' is also commonly used in motorsports to describe
a car being sold with drivetrain (engine, transmission, etc.) to contrast with a vehicle sold without one so
that other components may be re-used.
Use in business
In a turnkey business transaction different entities are responsible for setting up a plant or a part of it. A
complex project involving infrastructure facility, a chemical plant, or a refinery demands expertise which
is not available with a single firm. The owner organizes the overall project with a turnkey firm and
'receives' the project on its completion and can then start to operate it.
The most common type of business sold as a turnkey business is a franchise.
"A product or service which can be implemented or utilized with no additional work required by the
buyer (just by 'turning the key')".
A turnkey project could involve the following elements depending on its complexity:
 Project administration
 licensing-in of process
 design and engineering services
 subcontracting
 management control
 procurement and expediting of equipment;
 materials control
 inspection of equipment prior to delivery
 shipment, transportation
 control of schedule and quality
 pre-commissioning and completion
 performance-guarantee testing
 inventorying spare-parts
 training of owner's/plant sub-system operating and maintenance personnel
PRITI INTERNATIONAL a Kolkata, India based company, caters their Turnkey project solutions for
Mineral Water Plant, Packaged Drinking Water Plant, DM Plant, Effluent Treatment Plant, Sewage
Treatment Plant, Water Softening Plant, Soda Water Plant, Fruit Juice Plant, Confectionary & Bakery
Plants, Candy & Chocolate Plant, Flour Mill and Cattle Feed Meal Plant etc

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Foreign direct investment
Foreign direct investment (FDI) refers to long term participation by country A into country B. It usually
involves participation in management, joint-venture, transfer of technology and expertise.
By investing in a foreign company, the investor takes ownership in a foreign property for a financial
return. When two or more companies share in an FDI, it is known as a joint venture. When a government
joins a company in an FDI, it becomes a mixed venture. Conversely, a portfolio investment is a
noncontrolling interest in a company that usually involves either taking stock in a company or making
loans to a company in the form of bonds, bills, or notes that the investor purchases. Portfolio investments
are particularly popular with multinational enterprises as they offer a safe means towards short-term
financial gain.
Reasons / Motives For direct foreign investment
1. High transport costs associated with exporting.
2. Problems with licenses and the need to protect intellectual property.
3. Availability of investment grants from foreign governments.
4. Lower operating costs.
5. Faster access to the local market.
6. under capacity at home.
7. A desire to protect supplies of new materials and components in particular countries.
8. Local content requirements
9. Especially favorable economic conditions in particular countries.
10. Wanting to spread the risk of downturns in particular markets.
11. Acquisition of know – how and technical skills only available locally.
12. Desires to minimize worldwide tax burdens.
13. The need to engage in local assembly or part – manufacture.
14. The increase in world trade and the opening up of new markets that have occurred in recent decades.
15. The development of new technologies that can be transplanted between countries.

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16. Liberalization of the economies of nations throughout the globe including removal of exchange
controls and controls on the repatriation of profits.
17. Establishments of common markets and other regional blocs with common external tariffs.
Types
A foreign direct investor may be classified in any sector of the economy and could be any one of the
following
 an individual;
 a group of related individuals;
 an incorporated or unincorporated entity;
 a public company or private company;
 a group of related enterprises;
 a government body;
 an estate (law), trust or other societal organization; or
 Any combination of the above.
Methods/ Techniques of FDI
The foreign direct investor may acquire 10% or more of the voting power of an enterprise in an economy
through any of the following methods:
The strategies for DFI may be product driven, market driven or technology driven. Product driven
strategies arise when a firm’s welfare depends critically on the properties capabilities or composition of a
specific product e.g. oil companies, Pharmacy etc. Market – driven strategies relate to the quest for new
markets served by foreign – owned local manufacturing plants and distributing systems. This type of DFI
typically arises when firms existing markets cannot absorb its potential outputs. Technology driven
strategies are found among enterprises that reply on the application of state of the art technologies for
their competitive advantages such firms invest in order to undercut the prices of foreign local competition
or to introduce completely new products to foreign markets.
1. Acquisitions & Mergers:
A merger is a voluntary and permanent combination of business whereby one or more firms integrate
their operations and identities with those of another and henceforth work under a common name and in
the interests of the newly formed amalgamations.
Motives for acquisitions:
1. Removal of competitor
2. Reduction of the Co failure through spreading risk over a wider range of
activities.

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3. The desire to acquire business already trading in certain markets &

possessing certain specialist employees & equipments.
4. Obtaining patents, license & intellectual property.
5. Economies of scale possibly made through more extensive operations.
6. Acquisition of land, building & other fixed asset that can be profitably sold
off.
7. The ability to control supplies of raw materials.
8. Expert use of resources.
9. Tax consideration.
10. Desire to become involved with new technologies & management method
particularly in high risk industries.
2. Divestment:
This involves the sale of closure of operating units in order to rationalize activities, concentrate
resources in particular areas or down size the organization.
Reasons:
2. Financial losses attributable to specific operations.

3. The decision to focus all the firms’ attention on its core business at the expense of
peripheral activities.
4. The need to raise large amount of cash at a short notice.
5. Govt’s insistence that a firm may be broken up in order not to contravene state
monopoly legislation.
6. Predicted technological changes that will cause product to become out dated.
7. Collapse of a market.
8. Failure of a merger or acquisition.
9. A subsidiary absorbing most of the firm’s resources than of the management is
willing to provide.
3. New startups:
An entirely new business can be set up to satisfy precisely the owner’s specific needs & all the
problems & pit falls of mergers & acquisitions are avoided. Selection of a location for a fresh startup is a
major strategic decision.
Factor relevant to this include:
1. Finance: Availability of long term funds, govt grants, subsidiaries & tax relieves in various
regions.
2. Labour: Amount of skilled labour in the area, local wage level, training facilities etc.
3. Ancillary services: Extent of local service industries, consultant, distributions etc.

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4. Operational factors: Assess to raw material, adequacy of energy supplies, water, road & rail
network etc.
Once the location decision has been taken the firm committees itself to major capital expenditure. The
establishment cannot be relocated in the short term.
4. Joint ventures:
A large amount of the recent foreign investment in most countries is associated with joint
venturing with local entrepreneur.
Major types of joint ventures:
1. Joint venture by adoption ie acquisition of a part of the equity in a small entrepreneur company.
2. By rebirth which occur when a foreign partner transfer technology to an alien domestic business
& takes an equity stack in a rejuvenated business.
3. By procreation in which a truly new venture is born out of a marriage between the technical &
market know how of the partners.
4. Joint venture through family ties which occur when suppliers join together with each other or
when a manufacturer takes in a equity portion in a supplier business.
Foreign direct investment incentives may take the following forms
 low corporate tax and income tax rates

 tax holidays
 other types of tax concessions
 preferential tariffs
 special economic zones
 EPZ - Export Processing Zones
 Bonded Warehouses
 Maquiladoras
 investment financial subsidies
 soft loan or loan guarantees
 free land or land subsidies
 relocation & expatriation subsidies
 job training & employment subsidies
 infrastructure subsidies
 R&D support
 derogation from regulations (usually for very large projects)
Management Contract
The companies with low level technology and managerial expertise may seek the assistance of a foreign
company. Then the foreign company may agree to provide technical assistance and managerial expertise.

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This agreement between these two companies is called management contract. For the assistance and
expertise provided by the foreign company it may charge a fee.
A Management contracts involve not just selling a method of doing things (as with franchising or
licensing) but involves actually doing them. A management contract can involve a wide range of
functions, such as technical operation of a production facility, management of personnel, accounting,
marketing services and training.
In Asia, many hotels operate under management contract arrangements, as they can more easily obtain
economies of scale, a global reservation systems, brand recognition etc. The Marriott International
Corporation operates solely on management contracts.
Management contracts have been used to a wide extent in the airline industry, and when foreign
government action restricts other entry methods. Management contracts are often formed where there is a
lack of local skills to run a project. It is an alternative to foreign direct investment as it does not involve as
high risk and can yield higher returns for the company.
Advantages
1. Foreign company earns additional income without any additional investment, risks etc.
2. This agreement and additional income allows the company to enhance its image among
the investors and mobilise funds for expansion
3. It helps the companies to enter other business areas in the host country.
4. The companies act as dealer for the business of the host country business in the home
country
Disadvantages
1. Sometimes the companies allow the companies in the host country even to use their
trademarks and brand name. The host country companies spoil the brand name of the
home country companies
2. The host country companies may leak the secrets of technology
Green field strategy
It is starting of a company from the scratch in the foreign market. It involves market survey,
selection of location, make or buy decision, eructing of the organisation, recruitment of human resource
and starts the operations and marketing activities.
Advantages
1. The company selects the best location from all view points
2. The company can avail the latest models of the building, machinery and equipment technology

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3. The company can also have its own policies and styles of HRM
4. It can avoid the cultural
shock Disadvantages
1. The longer gestation period as the successful implementation takes time and patience
2. Some companies may not get the land in the location of its choice
3. The company has to follow the rules and regulations imposed by the host country’s Government
Mergers and acquisitions
A domestic company selects a foreign company and merge itself with the foreign company in
order to enter international business. Alternatively the domestic company may purchase the foreign
company and acquires the ownership and control it. It provides immediate manufacturing facilities and
marketing network.
Advantages
1. The company immediately gets the ownership and control over the acquired firm.
2. The company can formulate international strategy and generate more revenues
3. If the industry already reached the stage of optimum capacity level or overcapacity level in the
host country. This strategy helps the host country.
Disadvantages
1. Acquiring a firm in a foreign country is a complex task involving bankers, lawyers, M&A
specialists etc
2. This strategy adds no capacity to the industry
3. Sometimes host countries imposed restrictions on acquisition of local companies by the foreign
companies
4. Labour problem and political threat
Joint ventures
Two or more firm join together to create a new business entity that is legally separate and distinct
from the partners. It involves sharing of ownership, various environmental factors like socio-cultural,
political, technical and cultural aspects e.g. Hero – Honda, Maruti – Suzuki, TVS – Suzuki.
Advantages
1. Large capital and other resources

2. Risk being spread among all partners

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3. Provides skills and knowledge development

4. It makes large projects and turnkey projects feasible and possible
5. Synergy advantage]
Disadvantages
1. Conflict may arise between the partners

2. Delay in decision making when dispute arises
3. Lifecycle of a joint venture is hindered by many causes of collapse.
4. Entry of new competitors
5. Changes in business environment may collapse the joint venture
6. Today’s partners may become tomorrow’s competitors
7. Changes in partners’ style
Tourism and transportation
Tourism is travel for recreational, leisure or business purposes. As a result of the late-2000s recession,
international travel demand suffered a strong slowdown beginning in June 2008, with growth in
international tourism arrivals worldwide falling to 2% during the boreal summer months. Tourism is vital
for many countries due to the large intake of money for businesses with their goods and services and the
opportunity for employment in the service industries associated with tourism. These service industries
include transportation services, such as airlines, cruise ships and taxicabs, hospitality services, such as
accommodations, including hotels and resorts, and entertainment venues, such as amusement parks,
casinos, shopping malls, music venues and theatres.
In 2009, Malaysia made it into the top 10 most visited countries' list.
France, US, Spain, China, Italy, UK, Turkey, Germany, Malaysia, Mexico
Functions of International Business
6. Marketing,
7. Global Manufacturing and Supply chain Management,
8. Accounting,
9. Finance,
10. Human Resources
Problems in International Business/ organizational issues of international Business:
1. PoliticalFactors:
Political instability is the major factor that discourages the spread of international business.
2. Huge Foreign Indebtness;

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The developing countries with less purchasing power are lured into debt trap due to the operations of
MNCs in these countries.
3. Exchange Instability:
Currencies of countries are depreciated due to imbalances in the balance of payment political instability
and foreign indebtness. This in turn leads to instability in the exchange rates of domestic currencies in
terms of foreign currencies.
4. Entry requirements:
Domestic governments impose entry requirements to multinationals. Eg, Joint venture , % of FDI, tariff ,
quota, trade barriers etc
5. Corruption.
Corruption has become an international phenomenon. The higher rate bribes and kickbacks discourage the
foreign investor to expand their operations.
6. Bureaucratic practices of government:
Bureaucratic attitudes and practices of government delay sanctions, granting permission and licenses to
foreign companies.
7. Technology pirating:
Copying the original technology producing imitative products other areas of business operations were
common in Japan during 1950s and 1960s in Korea, India etc this practices invariably alarms the foreign
companies against expansion.
8. High Cost:
Internationalizing the domestic business involves market survey product improvement quality up
gradation. Managerial efficiency and the like. These activities need larger investment and involve higher
cost and risk. Hence most of the business houses refrain themselves from internalizing their business.
APPROACHES TO ORGANISATION STRUCTURE IN MNE
The fundamental purpose of organizational design and structure is to facilitate organizational survival and
prosperity. To survive and prosper, MNE need to:
1. Acquire necessary resources.
2. Transform products and services efficiently.
3. Produce valued outputs.
4. Effectively co-ordinate activities.
5. Adapt to changing conditions.

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6. Satisfy multiple constituencies, including employees, investors, customers and government and
regulatory agencies.
The organizational designing for international environment facilitates the accomplishment of these
requirements through two basic processes.
1. Differentiation :-
Divided various tasks into subtasks which then are performed by individual with specialized skills.
2. Integration :-
Integrates these subtotals around the completion of organizational goals.
Basic Principles:
The processes of dividing and then putting things back together have been referred to as
differentiation and integration. Differentiation and integration. Differentiation refers to the difference in
tasks as well as the cognitive orientation of managers in different areas of an organization. Task
differentiation refers to the differences in what tasks are done and how they are completed. Cognitive
differentiation refers to what and how the doors of the task think.
Integration refers to the extent of within an organization. The integration can be achieved through a
variety of mechanisms:
1. Rules: The more task interdependence is pooled or sequential in nature and the lower the
uncertaininty the more rules can be used as an effective co-ordination mechanism.
2. Goals: As task uncertainity and interdependence increase the probability that preset rules
can effectively co-ordinate tasks declines. Consequently, goals become a more effective co-
ordination mechanisms.
3. Values: Values specify underlying objectives such as customer satisfaction, but unlike goals
do not specify quantitative outcomes.
Formal Vs Informal Structure

Formal systems specify clear lines of authority within an organization. MNE’s with strong
formalization rely on the chain of command for decision-making, communication or control.
Informal structure of decision making, communication and control are often not represent able in
objective description of the organization such as organizational charts.
Centralized Vs. Decentralized Structure
Centralization and decentralization refer to the extent to which decisions are made at the top of
the organization or pushed down into lower levels.
Organizational Structure

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As firms expand across border, they adopt a variety of organizational structures in order to meet
the demand of the international business environment. Organization structures of MNC’s need to
integrate their worldwide operations within a single administrative system that optimizes the use of the
company resources and enable the firm to take full advantage of opportunities wherever they arise.
I. International Division Structure
Many firms make their initial entry international markets by setting up a subsidiary or by
exporting locally produced goods or services. A subsidiary is a common organizational arrangement for
handling finance related business or other operations that require an onsite presence from the start. If
international operation continues to grow, subsidiaries commonly are grouped into an international
division structure, which handles all international operations out of a division that is created for this
purpose. The production activities are not part of the international division products are produced within
the normal “domestic” organizational structure and modified a simply turned over “as is “to the
international business.
A good example is the recent General Motors Joint venture in China. Establishing foreign manufacturing
subsidiaries can help the MNC to deal with both local government pressures and competition.
Strengths:-
1. It is an efficiently means of dealing with the international market when an MNE has limited
experience with the international environment.
2. It focuses on international activities and issues within the division can foster a strong professional
identity and career path among its members.
3. It also allows for specialization and training in international activities.
4. The focus on international markets, competitors and environments can also facilitate the
development of a more focuses international strategy.
5. The International issue can receive high level corporate consideration and support.
Weakness:-
1. International divisions dependence upon other divisions for products and support.
2. Low priority may be given to international sales as it products are only a small percentage of the
products overall sales.
3. The other parts may be unwilling to make modification that would facilitate greater international
sales.

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CHIEF EXECUTIVE OFFICER
VP PRODUCT A VP PRODUCT B VP PRODUCT C INTERNATIONAL DIVISION
AUSTRALIA JAPAN ITALY
4. Conflicts regarding the prices at which the international division will transfer goods to other
division and vice versa.
5. Overspecialization within the international division leading to narrow perspectives and a failure to
recognize the needs of the enterprise as a whole.
6. Heavy reliance on assistance from domestic divisions, especially in relation to R & D, new product
development and quality control.
7. Possible conflict between domestic and international divisions.
II. Global Structural Arrangement
MNC’s typically turn to good structural arrangement when they begin acquiring and allocating
their resources based on international opportunities and threats.
a. Global Product Division: -

It is a structural arrangement which domestic division are given worldwide responsibility for
product groups. Business that supply several unrelated types of product or which have products that
require significant modifications for that various markets might decide to organize around product
divisions. Each division contrasts all activities, associated with the product, including purchase of raw
material, processing, administration and the sale and distribution of the final output. It is suitable for high
technology items and for multiple product, multiple market situations.
Strengths:
1. Facilitate areas functional co-ordination for a given product.
2. Facilitate ability to capture global scale economies of product.
3. Firm uses a product division structure when a product has reached the maturity stage in the
home country.
4. It faciliate to cater to local needs

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5. When the firm is diverse the specific demands of the buyer becomes important this arrangement
help to manage this activity.
Weaknesses:-
1. Duplication of resources by product division.
2. It can inhibit co-ordination across product divisions which in turn can create problems, products
from 2 or more global product divisions.
3. Division managers spend too much time trying to tap the local rather than the international
market, because it is more convenient, and they are more experienced in domestic operations.
4. The division’s managers may pursue currently attractive geographic prospects for their products
and neglect other areas with better long term potential.
PRODUCT A PRODUCT B PRODUCT C
NORTH AMERICA ASIA EUROPE
b. Global Functional Structure:-
It organizes worldwide operations based primarily on function and secondarily on product .

Each functional area like accounting, finance, marketing, operations etc has worldwide responsibilities.
This structure is more common when the technology and products that the MNE produces are similar
throughout the world.
Strengths:-
1. Higher international orientations of all managers.
2. Facilitates global co-ordination within function.
3. Effective when international market demand is similar.
4. An emphasis on functional expertise.
5. High centralized control.
6. A relatively lean managerial staff.

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7. It reduces potential headquarters subsidiary conflicts because of operation.
Weaknesses:-
1. Co-ordination of manufacturing and marketing often is difficult.
2. Managing multiple product lines can be very challenging because of the separations of
production and marketing into different departments.
3. Only the chief executive officer can be held accountable for the profits.
4. slower response to specific market changes.
5. Ineffective when international market demands differ.
6. Often creates cross functional co-ordination difficulties.
c. Global Area Structure:-
In this structure global operations are organized on a geographic rather than a product basis.
Under this arrangement, global division managers are responsible for all business operation in their
designated geographic area. The chief executive officer and other members of top management are
charged with formulating strategy that ensures that the global divisions all work in harmony. This is
suitable when product lines often are differentiated based on geographic area.
Strengths:-
1. Facilitates local responsiveness.
2. Develops in-depth knowledge of specific regions / countries.
3. Accountability by region.
4. Facilitates cross-functional coordination within regions.
Weaknesses:-
1. Creates cross regional co-ordination difficulties.
2. Can inhibit ability to capture global scale economies.
3. Duplication of resources and functions across regions.
4. Insufficient emphasis on new product development.
5. Regional units improperly favoring operations within their own particular regions at the expense
of global consideration.
V.P NORTH AMERICA VP EUROPE VP ASIA VP AFRICA

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d. Global Functional Structure
VP OPERATIONS VP R &D VP MARKETING VP SALES
NORTH AMERICA EUROPE
e. Global Mixed/ Organizational Structure:-
A structure that is a combination of a global product, area or functional arrangement. If a

company uses a global area approach, committees of functional managers may provide assistance and
support to the various geographic divisions. Conversely if the firm uses a global functional approach
product committee may be responsible for co-coordinating transactions that cut across functional lines.
The general intent of these mixed or hybrid organizational structure is to gain the advantage associated
with one structure and reduces the disadvantage by incorporating the strength of a different form.
PRODUCTION MARKETING FINANCE HR
NORTH AMERICA EUROPE INDUSTRIAL GOODS
MANAGER, INDUSTRIAL MANAGER INDUSTRIAL

GOODS, NORTH AMERICA GOODS, EUROPE
f. Global Matrix Structure:-

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It consists of two organization structure superimposed on each other. As a consequence there are
dual reporting relationships. These two structure can be a combination of the general forms.
Matrix structure is useful for
 Managing complex projects where immediate access to several highly specialized professional
skills is required.
 Managing strategic business units often SBU do not correspond to existing divisions or
departments so that it becomes necessary to establish a team representing each aspect of the work
of the unit to oversee its activities.
Strengths:-
1. There is a much face to face communication between managers with interest in the same
project.
2. Project teams can be immediately disbanded following a project’s competitor.
3. Departmental boundaries do not interfere with the completion of projects.
4. Specialized professional knowledge relevant to a project or function is instantly available.
5. Interdisciplinary co-operation is facilitated
6. Flexible attitudes are encouraged.
7. Top management is left free to concentrate on strategic planning.
8. Team leaders become focal points for all matters pertaining to particular projects or functions.
Weakness:
1. It is more complicated and costly to administer than other forms of organizations.
2. They might differ fewer discrete promotion opportunities that do hierarchical systems.
3. Teams rather than individual are appraised.
4. Unofficial links between members of various projects teams may emerge which subvert teams
abilities to achieve their objectives.
5. Staff need to be trained in the methods of matrix management and the cost of such training
could be substantial.
6. conflict may occur between the decisions of individual line manager and the collective
decisions of project teams.
7. Matrix structure might encourage managers to develop their potential and negotiating skills at
the expense of their managerial abilities.

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8. The system may severely over word certain key manger
9. Team member may be unclear about the precise nature of their roles in the team and in the
organization
EUROPE ASIA AMERICA Other countries
Product A
Product B
Product C
g. Global customer structure:-
This structure is organized around categories of customer. This structure is utilized when
different categories of customer have separated but broad needs.
Strengths:-
1. It facilitates in-depth understanding of specific customer segments.
2. The focus on the customer segment can facilitate adaptations in design, manufacturing,
advertising and so forth.
Weakness:-
1. To the extent that the differentiating lines between categories of customer begin to diminish sub
optimizing competition as well as duplication of resources, between division can occur.
Designing the International Organization Structure:
It is an important means whereby a company can attain its objectives.
The essential purpose of an organizational structure is
1. To have the right people taking the right decisions at the right time
2. To establish who is accountable for what and who reports to whom.
3. To facilitate the easy flow of information through the organization.

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4. To provide a working environment that encourage efficiency and the acceptance of change.
5. To integrate and co-ordinate activities.
Factors Influencing The Choice Of Organizational Form ;-
1. The number size, types and complexity of operating units in various countries.
2. Ability levels and experience of the MNC’s staff in each country, especially their capacities to
think strategically and plan for the long term.
3. Ease of communication with and control of operating units.
4. Availability of local finance and other resources.
5. Stability of local markets.
6. Level of uncertainty.
INTERNATIONAL OPERATIONS CONTROL
Control focus on means to verify and correct actions that differ from established plans. Compliances need
to be secured from subordinates through different means of coordinating specialized and interdependent
parts of the organization. Within an organization, control serves as an integrating mechanism. Control are
designed to reduce uncertainty, increase predictability and ensure that behavior originating in separate
parts of the organization are compatible and in support of common organizational goals despite physical,
psychic and temporal distances. Control has three aspects establishing standards and targets, monitoring
activities and comparing actual implementing measures to remedy deficiencies. It links inputs to outputs
and provides feedbacks to those in command. Control systems are needed for both strategic and
operational purposes. Strategic control involves establishing benchmarks for determining whether current
strategies should be altered and if so, how and when? Thus, strategic control information on key external
events and environment and the data collected has to be for wide- ranging than that necessary for
operational control.
TYPES OF CONTROL
1. Internal control
From an internal control standpoint, an MNC will focus on the things that it does best. At the same time,
management wants to ensure that there is a market for the goods and services that it is offering. Therefore,
the company first needs to find out what the customer want and be prepared to respond appropriately.
This requires an external control focus.
2. Direct control
It involves face-to-face or personal meeting to monitor operation.
3. Indirect control

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It uses reports and other written forms of communication to control operations. E.g.
Financial statement
4. Formalized control
The elements of a bureaucratic /formalized control system are
 An international budget and planning system
 The functional reporting system
 Policy manual used to direct functional performance.
5. Cultural control
Sometime MNC emphasize corporate values and culture, the evaluation is based on the extent to which an
individual or an entity complies with the norms. Cultural controls require an extensive socialization
process to which informal, personal interaction is central.
6. Exercising control:
Within most corporation different functional areas subjected to different guidelines because, they are
subject to different constraints. For E.g., marketing function is traditionally been seen as incorporating
many more behavioral dimensions than manufacturing or finance.
Approaches to Control:
International mangers can employ many different approaches to control. These approaches typically are
dictated by the MNC’s philosophy of control, the economic environment in which the overseas unit is
operating and the needs and desires of the managerial personnel who staff the unit. Working within
control parameters. MNC’s will structure their processes so that they are as efficient and effective as
possible that are used will give the unit manager the autonomy needed to adopt to changes in the market
as well as to attract competent local personnel. These tools will also provide for coordination of operation
will the home office so that the overseas unit is in harmony with the MNC’s strategic plan.
Some major differences
1. Control in US organisations are highly centralised
2. Control in Europe organisations are highly decentralised
3. German organisations favour vertical spans or reporting channels from the foreign subsidiary
to responsible positions in the parent.
4. Euro system is socio emotional control system where as Americans follow task oriented
objective control system

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EVALUATING APPROACHES TO CONTROL
 One control approach is not better than the other is. Each seems to work best for its respective
group. As MNCs’ increase in size, they likely move towards object orientation.
 Approaches to control differ between Japanese firms and US. Japanese managers prefer less
participation in the control process than their US.
 In addition the Japanese have longer-term planning horizons view budgets as more of a
communication device than a controlling tool and prefer more slack in their budgets than the
Americans.
 Japanese managers place human relationships ahead of economic efficiency and they focus on
long term objectives rather than short-term ones.
Control Mechanisms
1. Corporate culture
Maintaining organisation culture e.g. banning the use of cell phones
2. Coordinating mechanism
i. Strengthening the corporate staff
ii. Planning international and domestic personnel in closer
iii. Establishing liaisons among them
iv. Establishing teams from different countries to work in special projects
v. Placing the foreign personnel on Board of directors
vi. Giving equal importance for all individual units
vii. Job rotation
viii. Bringing different people from different countries
CONTROL TECHNIQUES
A number of performance measures are used for control purpose. Three of the most
common types are those related to financial performance, quality performance and personal
performance.
1. Financial performance:
Financial performance evaluation of a foreign subsidiary or affiliate usually is based on profit and return
on investment. Profit is the amount remaining after all expenses are deducted from total revenues. Return

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on investment through dividing profit by assets. Some firms use profit divided by owner’s equity in
referring to the return on investment performance measure.
2. Quality performance:
Quality becomes a major focus technique of concurrent engineering employee empowerment,

reward/recognition systems and training another technique more directly associated with the control
function is the quality control circles. A quality control circle is a group of workers who meet on a regular
basis to discuss ways of improving the quality of work.
3. Personnel performance:
Besides financial techniques and the emphasis on quality another key area of control is personnel
performance evaluation. The most common approaches to personnel performance evaluation are the
periodic appraisal of work performance. Although the objective is similar from country to country, how
performance appraisals are done differs. The Japanese lend to use a more social or group orientation
while the Americans are more individualistic.
Problems of the control:
 Language differences can distort communication between head office and subsidiaries.
 Local cultural factors may cause the failure in some countries of motivational incentive
systems that were enormously successful elsewhere.
 Host country government might pressurize the management of a local subsidiary to act in the
interests of the local economy at the expenses of the company.
 Managers in the local subsidiaries might have difficulty in understanding the control
information requirement imposed by head office.
 The cost of implementing control mechanisms is much higher than for a domestic firm.
 Physical distance separating countries and management.
 Non availability of adequate and accurate information particularly with regard to economic,
business and competitive forces.
Designing an International Control System:
International control process is composed of five stages:
I. Establishing objectives:
The objectives, goals, purpose, mission should be communicated clearly, since the focus of the
control process is on evaluation of actual results against the planned results. Objectives provide basis for
setting company standards. Without these objectives management cannot have any idea about what
resources are required or what gains are expected.

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II. Selecting control method:
Once the general and operational objectives have been set, management should select the basic method
or methods of co-ordination and control which are likely to be effective in given circumstances. The
control methods may be direct or indirect.
III. Setting standards:
The management must set performance standards if a control mechanism has to work effectively.
Performance standards are specific statements of expected levels of accomplishments. The organizational,
divisional & position level of operation should be established. The standard may also be used as
performance measures for the top level managers who are responsible for meeting those objectives. The
standards can be expenses, revenues, market shares, product development, etc.
IV. Locate responsibility:
So as to ensure effective controlling of off shore operation, a management must decide the authority
that will be ultimately responsible for Coordinating & controlling the efforts and operations of various
divisions, departments and units operating outside the home turf.
V. Establishing communication system:
If controls are to be effective, an organized & formal communication system has to be established &
strengthened. This is a major challenge for a multi-national firm, considering the distance involved, both
physical & cultural and need to transfer data and information from a variety of environment. One of the
most important methods of control used by an international organization is the establishment of reporting
requirement & procedures for staff and departments within the organization.
VI. Measuring actual performance:
An overseas firm generally requires a variety of reports on activities in their worldwide operations.
Thus these reports are financial, operating in country and market based. Financial reports furnish to the
firm information regarding the flow of funds within the subsidiary and between its suppliers and
customers. The market based report should highlight the actions of the firm’s competitors in existing
market areas, consumer behavior, buying pattern and demand and pricing structures. The performance
can be measured through informal reports made in face-to-face contacts or telephone conversations. Field
audits by head quarters personnel can add insights into a company’s foreign problems and opportunities.
VII. Comparison of actual and desired performance:
Once performance standards have been set and information from the subsidiaries has been received, the
corporate management should compare the two to find out deviations.
VIII. Evaluating deviations:
After comparing the actual and standard performance, the deviations between the actual and desired
performance must be evaluated and the reasons for the deviations discerned.
IX. Taking corrective action:

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The purpose of this is not to identify past errors rather is to develop needed correction to obtain desired
goals. Decisions regarding corrective actions should be made in the light of currently desirable long range
objectives. In international business there is a possibility of a significant lag between the time corrective
action is initiated and the time it is completed. While such a time lag is understandable in view of the
distance cultural variations and organizational problems involved, it is particularly important that
evaluation and correcting be continuing activities. The corporate management should consider one other
possible action. The performance standards should be evaluated to determine its appropriateness. The
management should establish whenever possible contingency plans in advance and restructure action
pattern which could be employed on short notice to meet unanticipated market conditions. The cycle is
establishing, evaluating, re-establishing and re-evaluating.
FACTORS INFLUENCING CONTROL:
Control should not be constructed as a code of law and allow eventually to stifle local initiative.
There are number of factors, the management should keep in mind while deciding about the degree of
control that the head office should have over it’s off shore operation in order to achieve the objectives.
I. Internal factors:
a. Corporate philosophy:
It is a most crucial factor of a MNE which dictate the degree of control. When the MNE
philosophy is the integration of global activities so as to increase overall efficiency of the firm and
improve its international competitiveness, tighter control will be recovered. When a firm is pursuing a
national responsiveness strategy will allow more leeway to foreign affiliate so that they may quickly react
to the local environments.
b. Mode of operation:
It is another determinant of the extent of control over off shore operations. For instance,
licensing or industrial co-operation agreement requires some quality control or control over marketing
channels. This would be less when compared with fully owned subsidiaries.
c. Nature of firm’s foreign business:
Where a MNE relies heavily on overseas suppliers for sourcing the components or raw materials,
the head office will exercise tighter control over its foreign operations. Further where the firm is dealing
in product which is complicated in terms of process end-use market and channel of distribution, it will
need tighter control to alleviate potential problems in these areas.
d. Location of the foreign operation:
The firm having its subsidiaries branches nearer to the head office can effectively monitor its
foreign operative, with relatively greater degree of de-centralization.
e. Nature of technology:

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Extend of head office control over the overseas branches and subsidiaries also depend on the
nature of technology the firm is using. Firms competing in overseas market on the basis of product
technology will have to exercise tighter control than those competing on the basis of process technology.
f. Nature of functions:
The different functions require varying degree of corporate control. For instance, strategic planning
and financial operations are typically, highly centralized because of their repercussions on the overall
success of the firm. R&D, sourcing of material, quality, need dose monitor. But marketing, production
must be allocated between the parent and the subsidiaries.
g. Size and maturity of firms:
It is another determinant of the level of corporate control to be exercised over the overseas
operations. The larger corporations with a pool of exclusive with high amount of expertise and experience
in handling will prefer to have central control. But a younger firm with smaller degree of involvement in
foreign business would grant great degree of autonomy to the subsidiaries.
II. External factors:
a. Nature of economical environment:
The host country environment within which an overseas firm is operating is an important factor.
When the environment is fussy and uncertain, involving high degree of economic risks, the firm will de-
centralize decision making power so that subsidiary manager is in a position to react to the environment
development quickly.
b. Political environment:
Nature of political environment of the host country and sensitivity of local community to the
firm’s operations also determines the degree of corporate control over the off shore subsidiaries. The
degree of centralized control may be relatively less in the host country where there is political stability.
SIGNIFICANCE OF CONTROL:
 It provides an insight into the efficacy and effectiveness of the overall plan.
 It also enables the management to judge the suitability of the ongoing strategies.
 It influences the behaviors of events and ensures programmes are confirmed to plans.
 It avoids inefficient intra-company conflicts ranging from corporate divisions.
 It ensures harmonization and co-ordination between corporate and subsidiary’s objectives,

strategies, etc.
 It serves as a potent instrument for the purpose of achieving stability and continuity on one hand
and adaptation and adjustment on the other.

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 It helps the management in making effective use of source and valuable resources of the
enterprise.
STANDARDIZATION
Standardization or standardization is the process of developing and agreeing upon technical standards.
A standard is a document that establishes uniform engineering or technical specifications, criteria,
methods, processes, or practices. Some standards are mandatory while others are voluntary. Voluntary
standards are available if one chooses to use them. Some are de facto standards, meaning a norm or
requirement which has an informal but dominant status. Some standards are de jure, meaning formal legal
requirements. Formal standards organizations, such as the International Organization for Standardization
(ISO) or the American National Standards Institute, are independent of the manufacturers of the goods for
which they publish standards.
The goals of standardization can be to help with independence of single suppliers (commoditization),
compatibility, interoperability, safety, repeatability, or quality.
In the context of business information exchanges, standardization refers to the process of developing data
exchange standards for specific business processes using specific syntaxes. These standards are usually
developed in voluntary consensus standards bodies such as the United Nations Center for Trade
Facilitation and Electronic Business (UN/CEFACT), the World Wide Web Consortium W3C, and the
Organization for the Advancement of Structured Information Standards (OASIS).
Standards can be:
 de facto standards which means they are followed by informal convention or dominant usage.
 de jure standards which are part of legally binding contracts, laws or regulations.
 Voluntary standards which are published and available for people to consider for use
To preserve the word "standard" as the domain of relatively disinterested bodies such as ISO, the W3C,
for example, publishes "Recommendations", and the IETF publishes "Requests for Comments" (RFCs).
These publications are sometimes referred to as being standards.
Techniques for Standardization
There are typically four different techniques for standardization
 Simplification or variety control
 Codification
 value engineering / value analysis
 Statistical process

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DIFFERENTIATION
In marketing, product differentiation (also known simply as "differentiation") is the process of

distinguishing a product or offering from others, to make it more attractive to a particular target market.
This involves differentiating it from competitors' products as well as a firm's own product offerings.
Differentiation can be a source of competitive advantage. Although research in a niche market may result
in changing a product in order to improve differentiation, the changes themselves are not differentiation.
Marketing or product differentiation is the process of describing the differences between products or
services, or the resulting list of differences. This is done in order to demonstrate the unique aspects of a
firm's product and create a sense of value. Marketing textbooks are firm on the point that any
differentiation must be valued by buyers the term unique selling proposition refers to advertising to
communicate a product's differentiation.
In economics, successful product differentiation leads to monopolistic competition and is inconsistent

with the conditions for perfect competition, which include the requirement that the products of competing
firms should be perfect substitutes. There are three types of product differentiation: 1. Simple: based on a
variety of characteristics 2. Horizontal: based on a single characteristic but consumers are not clear on
quality 3. Vertical: based on a single characteristic and consumers are clear on its quality [3]
 Differences in quality which are usually accompanied by differences in price
 Differences in functional features or design
 Ignorance of buyers regarding the essential characteristics and qualities of goods they are
purchasing
 Sales promotion activities of sellers and, in particular, advertising
 Differences in availability (e.g. timing and location).
The objective of differentiation is to develop a position that potential customers see as unique.
Differentiation primarily impacts performance through reducing directness of competition: As the product
becomes more different, categorization becomes more difficult and hence draws fewer comparisons with
its competition. A successful product differentiation strategy will move your product from competing
based primarily on price to competing on non-price factors (such as product characteristics, distribution
strategy, or promotional variables).
Most people would say that the implication of differentiation is the possibility of charging a price
premium; however, this is a gross simplification. If customers value the firm's offer, they will be less

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sensitive to aspects of competing offers; price may not be one of these aspects. Differentiation makes
customers in a given segment have a lower sensitivity to other features (non-price) of the product
UNIT IV
PRODUCTION, MARKETING, FINANCIAL AND HUMAN RESOURCE MANAGEMENT OF

GLOBAL BUSINESS
HUMAN RESOURCE MANAGEMENT
SOURCES OF HUMAN RESOURCES
There are three basic sources that MNCs can tap for overseas position
1. Home country nationals

2. Host-country nationals
3. Third-country nationals
Home country nationals:
 Are the citizens of the country where the MNC is headquarted.

 These managers commonly are called expatriates or simply
expats Reasons for using home-country nationals
1. MNCs prefer to have their own people launch a new venture

2. Home-country people had the necessary technical expertise
3. The desire to provide the company’s more promising managers with international
experience.
4. The need to maintain and facilitate organizational coordination and control
5. The unavailability of managerial talent in the host country
Host-country nationals:
 Local managers hired by MNC

 Many countries expect the MNC to hire local talent
 The cost of transferring and maintaining them in the host country would be prohibitive
Reasons for using the host-country nationals
1. These individuals are familiar with the culture

2. They know the language

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3. They are less expensive than home-country personnel

4. Hiring them is good public relations
Third-country nationals:
 Citizens of countries other than the one in which the MNC is headquartered or the one in which
they are assigned to work by the MNC.
 Third-country nationals are typically found in companies that have progressed and are in more
advanced stages
Reasons for using the host-country nationals
1. The salary and benefit package usually is less than of a home-country nationals
2. They may have very good working knowledge of the region and speak the same language as
a local people.
SELECTION CRITERIA FOR INTERNATIONAL ASSIGNMENTS
1. General criteria:
Chief executive officers had to be good communicators, and they have to have management talent,
maturity, emotional stability, and the ability to adapt to new environmental settings.
Functional Heads had to be mature and have emotional stability and technical knowledge.
Troubleshooters had to have technical knowledge, initiative and creativity.
Operatives had to be mature, emotionally stable, and respectful.
2. Adaptability to cultural change:

Overseas managers must be able to adapt to change. They also need a degree of cultural toughness.
3. Independence and self-Reliance

In foreign assignments, managers often must be self-reliant. One analysis reports that some of the
determinants of independent and self-reliance include prior field experience, special project or task force
experience, a hobby or avocation that requires a high degree of self-reliance, and a record of
extracurricular college activities.
4. Physical and Emotional Health:

Most organization requires that their overseas managers have good physical and emotional health. An
employee with a heart condition or nervous disorder would be rejected for overseas assignment.

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5. Age, Experience and Education

Most MCs strive for a balance between age and experience. There is evidence that younger managers are
more eager for international assignments. Many companies consider an academic degree, preferably a
graduate degree. MNCs use formal education only as a point of departure for their own training and
development efforts.
6. Language Training
One recognized weakness of many MNCs is that they do not give sufficient attention to the
importance of language training. English is the primary language of international business, and most
expatriates from all countries can converse in English.
7. Motivation for a Foreign Assignment

Although individuals being sent overseas should have a desire to work abroad, this usually is not
sufficient motivation. Applications that are unhappy with their current situation at home and are
looking to get away seldom make effective overseas managers.
8. Spouses and Dependents

Spouses and dependents are another important consideration when a person is to be chosen for an
overseas assignment.
9. Leadership Ability
The ability to influence people to act in a particular way, commonly called “leadership”, is another
important criterion in selecting managers for an international assignment.
10. Other Consideration

It includes staring to learn the language, customs, and etiquette of the region where one will be
posted, developing an awareness of the culture etc.
INTERNATIONAL HUMAN RESOURCE SELECTION PROCEDURE
1. Testing Procedures
2. Interviewing Procedures
3. An Adjustment Model
Testing Procedure:
Some evidence suggests that although testing is used by some firms, it is not extremely popular. Tests
are too expensive and you have to be a mathematical and psychological wizard to construct and
interpret them.

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Interviewing Procedures
Many firms use interviews to screen people for overseas assignment.
An Adjustment Model
These adjustment models help to identify the theoretical underpinnings of effective selection of
expatriates. There are two major types of adjustments that an expatriate must make when going on
overseas assignment. One is the anticipatory adjustment. This is carried out before the expat leaves
for the assignment. The other is the in-country adjustment, which takes place on-site.
THE COMPENSATION ISSUE
Common Elements of Compensation Packages:
The overall compensation package often will vary from country to country. The additional challenge
in compensation design is the requirement that excessive costs are avoided and at the same time
employee morale be maintained at high levels.
There are four common elements in a compensation package Base salary, benefits, allowances,
and taxes.
Base Salary:
Base salary is the amount of money that an expatriate normally receives in his home country.
Expatriate salaries typically are set according to the base pay of the home countries. Therefore, a
German manager working for a U.S. MNC is assigned to Spain would have a base salary that reflects
the salary structure of Germany.
The salaries usually are paid in home currency, local currency, or a combination of the two. The base
pay also serves as the benchmark against which bonuses and benefits are calculated.
Benefits:
Approximately one-third of compensation for regular employees is benefits. These benefits compose
a similar, or even larger, portion of expat compensation.
Additionally, MNCs often provide expatriate with extra vacation and with special leaves. The MNC
typically will pay the airfare for expats and their families to make an annual visit home, for
emergency leave, and for expenses when a relative in the home country is ill or dies.

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Allowances:
Allowances are an expensive feature of expatriate compensation packages. One of the most common
parts is a cost-of-living allowance – a payment for differences between the home country and the
overseas assignment. This includes relocation, housing, education, and hardship.
a. Relocation expenses typically involve moving, shipping, and storage charges that are
associated with personal furniture, clothing, and other items that the expatriate and his or her family
are taking to new assignment.
b. Housing allowances cover a wide range. Some firms provide the expat with a
residence during the assignment and pay all associated expenses. Others give a predetermined
housing allotment each month and let expat choose their own residence.
c. Education Allowances for expat children are another integral part of the compensation
package.
d. Hardship allowances are designed to induce expats to work in hazardous areas or an

area with a poor quality of life.
Taxes:
The other major component of expatriate compensation is tax equalization. For example, an expat
may have two tax bills, one from the host country and one from the U.S. Internal Revenue service, for
the same pay. IRS code section 911 permits a deduction of up to $70,000 on foreign-earned income.
Usually MNC pay the extra tax burden.
APPROACHES OR POLICIES TO INTERNATIONAL COMPENSATION OR TAILORING

THE PACKAGE
MNCs will tailor make compensation packages to fit the specific situation. In formulating the
compensation package, a number of approaches can be used. The most common is the balance sheet
approach, which involves ensuring that the expat is “made whole” and does not lose money by taking
the assignment. A second, and often complementary approach, is negotiation, which involves
working out a special, ad hoc arrangement that is acceptable to both the company and the expat. A
third approach is called localization and involves paying the expat a salary that is comparable to those
of local nationals. A fourth approach is the lump sum method, which involves giving the expat a
predetermined amount of money and letting the individual make his or her own decisions regarding

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how to spend it. A fifth approach is cafeteria approach, which entails giving expats a series of
options and then letting them decide how to spend the available funds. A sixth method is the regional
system, under which the MNC sets a compensation system for all expats who are assigned to a
particular region.
The most important thing to remember about global compensation is that the package must be cost
effective and fair.
TRAINING IN INTERNATIONAL MANAGEMENT
Training is the process of altering employee behavior and attitudes in a way that increases the
probability of global attainment. This training process is particularly important in preparing
employees for overseas assignments.
The most common topics covered in cultural training include social etiquette, customs, economics,
history, politics, and business etiquette.
The impact of overall Management Philosophy on Training
The type of training that is required of expatriates is influenced by the firm’s overall philosophy of
international management.
1. An ethnocentric MNC puts home-office people in charge of key international management

positions.
2. A polycentric MNC places local nationals in key positions and allow these managers to appoint
and develop their own people.
3. A regiocentric MNC relies on local managers from a particular geographic region to handle
operations in and around that area.
4. A geocentric MNC seeks to integrate diverse regions of the world through a global approach to
decision making.
The impact of Different Learning styles on Training
Another important area of consideration is learning styles. “Learning is the acquisition of skills,
knowledge, and abilities that result in a relatively permanent change in behavior. A great deal of
research has been conducted on the various types and theories of learning.

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Two dimensions of learning style were measured: analysis and action. The analysis dimension
measures the extent to which the learner adopts a theory-building and test approach as opposed to
using an intuitive approach. The action dimension measures the extent to which the learner uses a
trial-and-error approach as opposed to employing a contemplative or reflective approach. Indian
managers were much higher on analysis than the other groups. British were much higher on action.
Those responsible for training programs must remember that even if learning does occur, the new
behaviors will not be used if they are not reinforced.
Reasons for training
1. Organizational Reasons
2. Personal Reasons
1. Organizational Reasons:
a. Organizational Reasons for training relate to the enterprise at large and its efforts to manage
overseas operations more effectively. One primary reason is to help overcome ethnocentrism, the
belief that one’s way of doing things is superior to that of others.
b. Another organizatrional reason for training is to improve the flow of communication between the
home office and the international subsidiaries and branches.
c. Finally, another organizational reason for training is to increase overall efficiency and profitability.
2. Personal Reasons:
Although there is overall organizational justification, the primary reason for training overseas
managers is to improve their ability to interact effectively with local people in general and their
personnel in particular.
Types of Training Programs
Standardized vs. Tailor-made:
Some management training is standard, or generic. Behaviorally oriented concepts such as

communication, motivation, and leadership often initially are taught with a generic program, and then

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a tailor-made program is created so that small firms usually rely on standard training programs and
larger MNCs design their own.
One of the most common types of training is both standard and tailor-made packages is that of self-
evaluation. Participants in such training are provided personal insight about their behaviors. A factual
manager looks at the available information and makes decisions based on the data. An intuitive
manager is imaginative, innovative, and can jump from one idea to another. An analytical manager is
systematic, logical, and carefully weighs alternatives to problems. A normative manager is idealistic
and concerned with how things should be done.
Six major types of cross-cultural training programs:
1. Environmental briefings used to provide information about things such as geography, climate,
housing, and schools.
2. Cultural orientation designed to familiarize the individual with cultural institutions and value
systems of the host country.
3. Cultural assimilators the cultural assimilator has become one of the most effective approaches to
cross-cultural training. A cultural assimilator is a programmed learning technique that is designed to
expose members of one culture to some of the basic concepts, attitudes, role perceptions, customs,
and values to another.
4. Language training
5. Sensitivity training
6. Field experience.
Some of the specific steps that well-designed cultural training program follow include:
1. Local instructors and a translator, typically someone who is bicultural, observe the pilot training
program and examine written training materials.
2. The educational designer then debriefs the observation with the translator, curriculum writer, and
local instructors.
3. Together, the group examines the structure and sequence, ice breaker, and other materials that will
be used in the training.

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4. The group the collectively identifies stories, metaphors, experiences, and examples in the culture
that will fit into the new training program.
5. The educational designer and curriculum writer make the necessary changes in the training
materials.
6. The local instructors are trained to use the newly developed materials.
7. After the designer, translator, and native-language trainers are satisfied, the materials are printed.
8. The language and content of the training materials are tested with a pilot group.
Other Approaches:
Other approaches to training include visit to the host country, briefings by host-country managers, in-
house management programs, and the training in local negotiation techniques.
The best “mix” of training often is determined by the individual’s length of stay. The longer that a
person will be assigned to an international locale, the greater the depth and intensity of the training
should be.
ORGANIZATION DEVELOPMENT
Organization development has been broadly defined as the deliberate and reasoned introduction,
establishment, reinforcement, and spread of change for the purpose of improving an organization’s
effectiveness and health.
Nature of OD
A basic purpose of OD is to reconcile individual-group-organization differences. Two of the most

common reasons for this reconciliation are:
A. individual or group conflicts in the organization are resulting in a loss of overall effectiveness and
B. the organization is introducing changes, such as new technology and efforts must be made to gain
acceptance by the personnel.
This OD change agent typically will use one or more OD interventions. OD intervention is a catch-all
term used to describe the structured activity in which targeted individuals, groups, or units engage in
accomplishing task goals that relate to organization development.

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Some of the most common interventions include the following:
 Team building
 Management by Objectives (MBO)
 Confrontation Meetings
 Third-party peacemaking
 Survey feedback
Research shows that in most cases, Success of an OD intervention depends on a number of important
conditions. These include:
 Use of an outside OD consultant

 Support for the effort from all levels of management
 Proper implementation of the OD intervention.
 Follow-up to ensure that once things are improved, they do not slip back
PRODUCTION MANAGEMENT
INTERNATIONAL OPERATIONS
MANAGEMENT
Operations management concerns the transformation of material resource inputs into outputs of goods and
services. Special factors that apply to international (as opposed to domestic) operations management are
as follows:
1. Widely disparate economic, technological and social environments influence the production
process in various states.
2. Co-ordination of the activities of production units in different parts of the world may be difficult
and complex.
3. Material and other inputs often have to be moved between countries. This could be expensive and
involve lengthy delays.
4. Wage costs in developed and underdeveloped countries differ enormously.
International Operations Management Strategy
A successful operations management strategy is one which results in the supply of the correct amount of
output in the right places at the right quality cost and time. Absence of coherent operations management
strategy is likely to result in loss of market share, high worldwide inventories, effective and inefficient
working practices, use of inappropriate production methods in various countries and ineffective

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management.

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The Strategic objectives of International Production Management include:
 To lower cost and

 To increase product Quality by eliminating defective products.
Issues that need to be addressed by an international operations management strategy include the
following. (Strategic Issues of Operation Management)
1. The technologies to be used in manufacturing

2. International make versus buy decisions
3. Criteria for selecting capital investment projects in various countries
4. How host country workforces are to acquire appropriate technical skills
5. When to introduce new technologies and how quickly
6. The calibers of the plant and equipment to be employed in manufacturing
7. The nature of the quality control and quality assurance procedures
8. How to integrate international manufacturing activities to marketing
9. How best to integrate computer assisted manufacturing into the firms overall organization system.
LOCATION OF PRODUCTION OPERATIONS
Choices of Location
Companies need to identify a place where they should locate their operation facilities. In other words
locating a manufacturing/ service facility is a major strategic operation, decision. Facility location
problem is faced by both new and existing businesses, and its solution is critical to a firm’s eventual
success. For a firm contemplating to locate in foreign countries, several sets of factors must be
considered.
An MNC must balance the lower costs available in some countries against the possible need to transport
goods over long distances and perhaps lack of skill among workers in low-cost nations. Other factors
affecting the location decision include:
 Country factors
 Technology factors
 Product factors
 Government policies and
 Organizational issues

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Facilities Location
Country Factors Product Factors Organizational Issues
Resource availability Value to weight ratio Business strategy

Infrastructure Suitability to universal Organizational structure
Inventory
Technological Factors Govt. Policies
Feasibility Incentives
Factors Affecting Int ernati onal & Subsidies
Facility
Setup costs Import
LocationRestrictions
Environmental Regulations
Recent Tr ends in Location
Labour Legislation
 Core trend that is observed now is the gradual decline in the significance of incentives and
subsidies in location decision.
 Another trend is Just in Time manufacturing techniques which encourage suppliers to locate near
their customers to reduce supplier lead time.
 Advances in Information Technology are likely to push factories closer to markets.
 Another trend is the tendency on the part of manufacturer to minimize the negative impact of ‘not
made’ in this country. What manufacturers do is hire locals to work in factories located in
countries where the phobia persists. For example, Japanese car manufacturers use US workers to
produce cars in factories located in US.
 Currency fluctuations and devaluation have impact on locations, currency fluctuations and
devaluations determine demand and profits.
Production costs determine location decisions. Multinationals tend to locate themselves in low cost
countries, but the benefit of low cost may be out weighted by low productivity prevailing in most
developing countries.
Standardization of production Facilities

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Companies generally use same method of production, degree of capital invested, plant layout, control
systems and the like in all their subsidiaries located in different countries. A few firms seek to customize
their facilities to suit local conditions.
Standardization of production facilities offers specific advantages to international business.
 Interchangeability of components of production across plants, between countries easily and

quickly.
 Less need for production planning and design.
 Simplicity in comparison of the performances of production units in various countries.
 More efficient inventory management across plants, due to less worldwide stockholding.
 Easy transfer of technology among plants.
 Easy establishment of new plants as the employees have already acquired expertise in erecting
equipment and machinery.
SUPPLY CHAIN MANAGEMENT
Managing the supply chain is vital for international business. The ultimate objective is to deliver products
to market with variety, responsiveness, timeliness and efficiency. The strategic requirements of
International business determine the extent, characteristics and strategic direction of the supply chain.
Some businesses are only involved with international operations to secure a supply of materials and
components; marketing is domestic. Other businesses manufacturer and export from a home base and
procure materials overseas.
According to Houlihan, the underlying concept of the supply chain embraces the following points:
 The supply chain identifies the complete process of providing goods and services to the final user.
 It includes all parties and logistics operations from supplier to customer within a single system.
 The scope of the supply chain includes procurement, production and distribution operations.
 The supply chain extends across organizational boundaries.
 It is coordinated through an information system accessible to all members.
 The primary objective of the supply chain is service to customers. This must be balanced against
costs and assets.
 Objective of individual supply chain members are achieved through the performance of the chain
as a whole.

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As the supply chain becomes more complex, there is an increasing need to integrate each stage as part of
a larger system.
A supply chain is a sequence of an organization’s facilities, functions and activities that are involved in
producing and delivering a product/service. The sequence begins with basic raw material supplies and
extends all the way to the final customers.
A comprehensive supply chain includes the following elements:
i. Customer service requirements,

ii. Plant and distribution centre network design,
iii. Inventory management,
iv. Outsourcing,
v. Key customer and supplier relationship,
vi. Business processes,
vii. Information systems,
viii. Organizational design and training programmes,
ix. Performance metrics, and
x. Performance goals.
Different firms have different types supply chain, nature of business being the deciding factor.
Supply chain for manufacturing unit
Supplier
Supplier Storage Mfg. Storage Distribut Retailer Custome

or r
Supplier
Supply chain management offers competitive advantage to manufacturers but the firms need to configure
their supply chain operations effectively. E.g. Dell computers skip the distribution and retail shop typical
of a manufacturer’s supply chain. Dell takes order for its computers over the internet and manufacturers
according to orders.

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An important dimension of supply chain is logistics, also called materials management. Materials
management focuses on the transportation and storage of materials whereas supply chain management
extends beyond that to include the management of supplies as well as customer relations.
SCALE OF OPERATIONS
The term scale of production refers to the quantity or number of a product made. The quantities of
products will depend upon the needs of the customers. The company making the products will choose the
appropriate manufacturing process.
Its decision will be influenced by the
 Volume or quantities of products required

 Types of materials used to make the products
 Type of product being manufactured.
The scale of production may be:
1. Continuous production or mass production: This method is a large scale production. This type of
production requires specially planned layout. In this type, production is on continuous basis. This type is
commonly used when there is continuous demand for the product. E.g. Soft drinks.
2. Batch Production: In this type, the product is produced in small batches. It is adopted in medium size
enterprises. E.g. Furniture Manufacturing.
3. Single Item Production or Unit Production: This is the oldest method of production on a very small
scale. With this the individual requirements are met. Each job order stand alone and is not likely to repeat.
The layout of such unit is made flexible. E.g. Ship building, Dam construction.
COSTS OF PRODUCTION
There are two types of costs in production, namely,
1. Fixed costs and
2. Variable costs
Fixed costs: are the costs which remain fixed irrespective of the level of production, like investment in
land, building, and plant and machinery. Besides these, there may be some other types of fixed costs. For
example, even if there is no production, some people may have to be employed to look after the factory
and premises and there may be some minimum fixed expenses like electricity costs, etc.

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TFC
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Production
Variable costs: are the costs which vary with the variation in the level of output and includes cost of
factors like labour, material, etc. Although the average variable cost per unit may remain same for
different levels of output, the total variable cost (TVC) will vary with the level of production.
Production
MAKE OR BUY DECISIONS
The make-or-buy decision is the act of making a strategic choice between producing an item internally
(in-house) or buying it externally (from an outside supplier). The buy side of the decision also is referred
to as outsourcing.
Large multinational companies have the choice of making their own component inputs or buying them
from other firms. Factors influencing make/buy decision include:
 Currency exchange rates between various nations
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Production
Fixed Cost, Variable cost and Total Cost

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 Production costs in different locations.

 Quality levels of alternative suppliers
 How quickly inputs need to be delivered.
 Comparisons of foreign and local firms prices, product features, technical support etc.
 The extent to which a particular input is crucial for the firm’s survival.
 Local content requirements.
 Whether internal economies of scale in the production of inputs are possible.
 The number of external supplier of the input.
 The number of buyers of the item relative to the number of sellers.
 Set-up costs for each production run.
 The need to protect intellectual property.
 Whether management wishes to maintain continuity of employment for the firms’ workers.
 Investments grants, subsidies and tax allowances possibly available from national Governments.
Products that are most likely to be purchased are:
 Labour-intensive items that require large amounts of unskilled labour.

 Simple products the design, specifications and products technologies of which are unlikely to
change over time.
 Items for which internal company demand is unpredictable.
 Products with numerous suppliers.
Advantages and Disadvantages of Make and Buy
Make Buy
Advantages 1. Control over cost Wide Choice
2. Control over supply Release of capital, managerial

and other resources
3. Control over quality Benefit of concentration on core

activities.
4. Control over technology Scope for bargaining
5. R&D initiatives. Benefits of technological and

product development outside the firm.

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Lower impact of recession
Ease of exit
Disadvantages 1. Higher investment Bargaining power of suppliers
2. Many a time, high cost Uncertainty of supply
3. Out-suppliers may be more Control over cost and quality is

innovative and efficient sometimes difficult
4. Dissipation of managerial Labour or other problems of the
expertise and other resources suppliers may affect the buyer
5. Problems associated with large if the vendor base is not well developed,
labour force. It may cause several problems.
6. Greater impact of recession
7. Difficulty of exit.
INTERNATIONAL QUALITY STANDARDS
Quality refers to the ability of a product/service to consistently meet or exceed customer expectations.
Dimensions of quality are: Performance; features; reliability; serviceability; durability; appearance;
customer service and safety. Honda, Nissan, and Toyota captured US market because of quality cars. At
the same time, lack of quality will have serious implications.
During 1999, Coca-Cola ran serious problems. It recalled 1, 80,000 plastic bottles of water after
discovering traces of non-hazardous caliform bacteria in the drink.
TQM is Japanese approach to quality. TQM is a process that underlines three philosophies.
 One is never-ending push to improve, which is referred to as continuous improvement

 Second is the involvement of every employee in the organizations and
 The third is the goal of customer satisfaction.
Quality Certification

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Many international businesses recognize the importance of quality certification. The EU, in 1987,
established ISO (International Organization for Standardization) 9000 certification. Two of the most well
known of these are ISO 9000 and ISO 14,000.
ISO 9000 pertains to quality management. It concerns what an organization does to ensure that its
products or services are suitable to customer’s expectations. ISO 14,000 concerns minimization of
harmful effects to the environment caused by its operations.
ISO 9000 is composed of the national standard bodies of 91 countries. About 90 countries have adopted
ISO 9000 as national standards. This certification is intended to promote the idea of quality at every level
in the organization.
ISO certification is an elaborate and expensive process. Any firm seeking certification needs to document
how its workers perform every function that affects quality and install mechanisms to ensure that they
follow on expected lines. ISO 9000 certification entails a complex analysis of management systems and
procedures. With certification comes registration in an ISO directory, that firm seeking suppliers can refer
to, for a list of certifies companies. They are generally given preference over unregistered companies.
There are essentially five standards associated with the ISO 9000 series.
Procurement Installation
Design and Production Servicing
Development
ISO 9003
ISO 9001
ISO 9002
The series, if we place them on a continuum, would range from design and development through
procurement, production, installation and servicing. Whereas, ISO 9000 and 9004 only establish

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guidelines for operation, ISO 9001, 9002 and 9003 are well-defined standards.

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Quality System
9001 Model for Quality assurance in Design, production, Installation, and servicing
9002 Model for Quality Assurance in Production and Installation.
9003 Model for Quality Assurance in Final Inspection Test.
Guidelines for Use
9000 Quality Management and Quality Assurance Standards- Guidelines for selection and Use.
9004 Quality Management and Quality System Elements- Guidelines.
ISO certification is a must for doing business with any member of the EU. The latest version of ISO 9000
2000 forms the basis of eight quality management principles.
1. A system approach to management

2. Continual improvement
3. Actual approach to decision making
4. Mutually beneficial supplies relationship
5. Customer focus
6. Leadership
7. People involvement
8. Process approach.
INTERNATIONAL FINANCIAL MANAGEMENT
INVESTMENT DECISION
Political Risk of foreign Investment
Investment in foreign country is not only exposed to the exchange rate, but also to the political risk. A
firm, which is deciding to make investment in another country, must vouch for the political risk in the
host country. A firm’s exposure to political risk depends on the host country’s political system, its
economic conditions and the Government’s policies and action towards foreign direct investment (FDI)
that affects the firm’s investment cash flows. The most important, but less frequent now, political risk is
the risk of expropriation. The most frequent political risk arise on account of the host government’s
regulations that constraint the efficient operations of the foreign firms. The host country government may

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restrict repatriation of dividends, may impose additional taxes on the income of the foreign firm or may
control price of its output after the firm has made investment in the host country.
The total avoidance of the political risk is not possible as all countries do have some degree of political
risk. A firm should have a strategy of managing the political risk. It can insure its foreign investment with
international insurance companies. But the insurance against political risk is not a guarantee against the
economic value as it only guarantees the initial investment. The most appropriate strategy for the firm is
to increase its bargaining power. If expropriation is a threat, the firm increases the cost of expropriation
and benefits of not expropriating to the host country.
Foreign political risk and Investment Evaluation
There are two ways in which a firm can handle the political risks in the investment evaluation. The firm
may increase the cost of capital (discount rate) to allow for the political risks. In practice, it is very
difficult to adjust the cost of capital for the political risk. Hence, an alternative available to the firm is to
adjust the investment’s cash flows to account for political risk. It is relatively easy to adjust cash flows by
making conservative forecasts of the cash flows when political risks are high.
Economic Determinants
Traditionally, the economic determinants of inward FDI have been grouped, for analytical convenience,
into three clusters:
1. Resources seeking
2. Market seeking
3. Efficiency seeking
Resources: The most important motivation of FDI has been the exploration of natural resources. Up to
the eve of the Second World War, about 60 per cent of the world stock of FDI was in Natural resources.
Although, the share of the primary sector in FDI has declined, there has been a substantial increase of the
FDI in this sector in absolute terms.
Markets: Another important determinant of FDI has been market seeking. Markets protected from
international competition by high tariffs or quotas triggered tariff jumping FDI. It is very relevant to note
that the largest markets in the world, USA and China, are among the largest recipient of FDI. The lion’s
share of FDI flow to the developing countries goes to the larger markets with comparatively good
infrastructure and political stability in general.

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Efficiency: Another important motivation of FDI is efficiency seeking. Low cost of production, deriving
mostly from cheap labour, is the driving force of many FDIs in developing countries. Export processing
zones have been developed by developing countries mostly to take advantage of the efficiency seeking
FDI flows.
Theories of Exchange Rate determination
The exchange rates are permitted to find their own market levels. The determinants of value of a
particular currency includes, a countries short run balance of payments, moreover that difference in
interest rates and difference in inflation rates between any pair of countries will exert powerful influence
on movements in the currency rate of exchange between two nations, as follows:
a. Difference between interest rates: If one country has a rate of interest significantly higher than
the other then financial investors in the low interest rate nation will close down their interest
earning accounts, convert the money into the high interest rate countries currency and make new
deposits in the high interest nation.
b. Difference between inflation rates: Suppose that the rate of inflation in the first country is
significantly above that in the second. Exports from the former nation to the latter will fall,
because the prices of the goods exported are so high.
Fixed versus flexible exchange rates
The system established via the International Monetary Fund in 1947 was based on fixed exchange rates,
which at that time were considered superior given the experience of the widespread disruptions seemingly
caused by flexible exchange rates during 1930s.
Arguments in favour of flexible exchange rates are as follows:
a. The forces of supply and demand should create an objectively correct rate of exchange for any
given currency without the need for government intervention.
b. Countries are not required to hold stocks of international reserves of gold and foreign currencies
which in a fixed exchange rate system would be used to intervene on foreign exchange markets
when their exchange rates were falling.
c. Governments do not have to spend money on the administrative bureaucracies and information-
gathering activities that otherwise would be necessary to manage interventions on foreign
exchange markets.

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d. The state does not need to have a balance of payments policy as such. Policy decisions relating to
the balance of payments are taken by politicians and civil servants, and are frequently wrong.
e. Nations can pursue their own independent policy objectives without having to worry about the
effects on currency exchange rates.
f. In principle a country should not be affected by an economic depression occurring in one of its
major trading partners.
g. The activities of currency speculation in a flexible exchange rate system should be beneficial
rather than damaging.
h. Exchange rates adjust quickly to changing circumstances. This prevents the accumulation of large
balance of payments deficits the removal of which will require harsh remedial action in the longer
period.
i. A sudden fall in the exchange rate immediately alerts a nations government to the fact that
something is wrong.
j. There is no a priori reason to suppose that a flexible exchange rate should of itself be unstable.
Problems with a system of flexible exchange rates include the following:
a. Instability and uncertainty of internal prices

b. Increase cost of international transactions
c. Continuing decline in the balance of payments
d. Competitive devaluation resulting from many countries attempting to expand their economies
simultaneously
e. Possibilities for destabilizing speculation
f. Reduced capital inflows
g. Loss of an important benchmark against which national governments can anchor their economic
policies.
h. Encouragement of governments to pursue their national self-interests.
Major issues in International Financial Management include:
 Administration of working capital and cash flows

 Selection of sources of funds
 Choosing whether to centralize or decentralize financial decision making
 Profit repatriation policies
 The management of foreign exchange risk

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FINANCING INTERNATIONAL OPERATIONS
International Financial market transfers funds across countries. The government regulations in many
countries do not allow foreigners to access funds from those domestic financial markets.
The most important sources of international finance are:
1. Eurocurrency loans
2. Eurobonds and Foreign Bonds
3. American or Global Depository Receipts (ADRs or GDRs).
Eurocurrency loans: Most international firms can raise funds from the Eurocurrency market.
Eurocurrency is any freely convertible currency deposited in banks outside the country of its origin.
Depositors put their savings in banks for short period. Thus they hold short-term claim on banks. Banks
that make Eurocurrency loans to international companies for a long period of time use these deposits.
Usually the size of the Eurocurrency loans is very large, and therefore, these loans are syndicated by more
than one bank. Interest rates are fixed as LIBOR (London Interbank Offering Rate) plus a premium
(margin), based on the default risk.
Eurobonds and Foreign Bonds: A company can also raise funds by issuing Eurobonds and foreign
bonds. Eurobonds are bonds sold outside the country in whose currency they are denominated. They are
issued directly by borrowers to investors. For e. g. an Indian company may issue US dollar-denominated
bonds to investors in Switzerland. Eurobonds may be issued in different currencies. Eurobond market is
free market without any regulation. It is a self-regulated market.
A Foreign Bond is denominated in the currency of the country where it is issued, and is subjected
to the laws and regulations of that country.
Depository Receipts: It is difficult for companies from developing countries to raise equity capital from
developed capital markets. The country risk of these companies is high and the listing and disclosure
requirements of the developed capital markets, like the US market, are very stringent. An indirect method
of raising equity capital from foreign market is to issue depositary receipts. A depositary receipt
represents number of foreign shares that are deposited in a bank in the foreign country. For e. g. A
company issues its shares to a reputed international financial institution in the USA that acts as a
depositary or the transfer agent. The depositary bundles a specified number of shares as a depositary
receipt and issues them to investors in the USA. ADRs can be listed and traded on the USA stock
exchanges. The ADRs are denominated in US dollar and ADR investors receive dollar equivalent
dividends.

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The Indian firms can also issue Global Depositary Receipts (GDRs) in many other countries. For e. g.
GDRs allow an Indian firm (or any other foreign firm) to raise funds from the UK, and list and trade
GDRs on the London stock exchange.
Reliance and Grasim were the first companies to issue GDRs in May and November 1992.
FOREIGN EXCHANGE RATES
The foreign exchange market is the market where the currency of one country is exchanged for the
currency of another country.
A foreign exchange rate is the price of one currency quoted in terms of another currency. The
International Monetary System. For example, an exchange rate of USdollar (US$) 0.02538 per Indian
rupee (INR) means that the price of one INR is $ 0.02538. When the rate is quoted per unit of the
domestic currency, it is referred to as direct quote. When the rate is quoted as units of domestic currency
per unit of the foreign currency, it is referred to as indirect quote.
a. Cross Rates
Given the exchange rates of two currencies, we can find the exchange rate for the third currency. A cross
rate is an exchange rate between the currencies of two countries that are not quoted against each other, but
are quoted against one common currency. Currencies of many countries are not freely traded in the forex
market. Therefore, all currencies are not quoted against each other. Most currencies are, however, quoted
against the US dollar. The cross rates of currencies that are not quoted against each other can be quoted in
terms of the US dollar.
b. Spot exchange Rates
The spot exchange rate is the rate at which a currency can be bought or sold for immediate delivery which
is within two business days after the day of the trade. In the spot market, currencies are traded for
immediate delivery. Financial newspapers generally provide information on exchange rates.
c. Bid-ask Spread
The foreign exchange dealers are always ready to buy or sell foreign currencies. The quotations are given
as a bid-ask price. The difference between the buying (bid) and the selling (ask) rates is the forex
operator’s (say, the bank) spread. Bid-ask spread is the difference between the bid and ask rates of the
currency.

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Spread = (Ask price- Bid price)/ Ask Price
d. Forward Exchange Rates
The forward exchange rate is the rate that is currently paid for the delivery of a currency at some future
date. In the forward market, currencies are traded for future delivery.
Forward rates (for example, 30-day, 90-day, or 180-day forward rates) for a few currencies are quoted in
the forex market. Most banks will, however, quote currency forward rates to the traders. The forward rate
may be at a premium or at a discount.
MANAGEMENT OF FOREIGN EXCHANGE RISK

A business which invoices its foreign customers in terms of local foreign currency, or which accumulates
foreign currencies for some other reason, runs the risk that the exchange rates of these foreign currencies
will depreciate in value relative to the firm’s home country currency between the moment that contracts are
signed and when the money is actually received. Hence less domestic currency is obtained for a given
amount of foreign currency after the exchange rate has moved in the home countries favour. To avoid this
risk the exporter can sell to its bank, in advance, the foreign currency that its customers have been invoiced
to pay. The bank will quote a fixed forward exchange rate for these transactions, which will apply to the
conversions regardless of the actual spot exchange in force one month or three months (say) from today.
Devices for avoiding foreign exchange risk include the following:
a. ‘Swap Arrangements’ whereby two or more firms in different countries agree to lend their surplus cash to
each other on a reciprocal basis
Suppose for example that a French company needs US dollars for imports from the US. It might have an
arrangement with an American business whereby the latter lends (at low interest) to the French firm the
dollars necessary to settle the import transaction. When the US Company imports from France and requires
francs it borrows these from the French firm. The two loans then are balanced-off against each other at a
predetermined currency rate of exchange.
b. Inclusion of ‘renegotiation clauses’ in all sales contracts to enable an exporter automatically to change
the contract price in the event of significant exchange rate fluctuations.
c. Accumulation of foreign currency balances in various countries, to be exchanged for another currency at
appropriate moments or used to purchase local products for subsequent exporting to other markets.
INTERNATIONAL MARKETING
L.S. Walsh defines international marketing as:
a. The marketing of goods and services across national frontiers; and

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b. The marketing operations of an organization that sells and or produces within a given country when:
i. that organization is part of, or associated with, an enterprise which also operates in other
countries; and
ii. There is some degree of influence on or control of that organization’s marketing activities from
outside the country in which it sells and or produces.
Problems of International Marketing
1. Products and promotional methods may have to be modified to suit the needs of specific
countries.
2. Foreign market environments might be turbulent and unpredictable.
3. Distribution channels are sometimes very long and involve many intermediaries
4. International Marketing managers require a wide range of marketing skills.
5. Diverse national laws on advertising, consumer protection, sales promotions, direct
marketing, etc., need to be taken into consideration.
6. Pricing decisions have to take account of currency exchange rate fluctuations.
7. Market research is more expensive that for domestic marketing, and can be extremely
problematic.
8. Competitor’s behaviour may be difficult to observe.
9. Special packaging and labeling might be required.
The Marketing Mix
Marketing is a collection of activities that includes selling, advertising, public relations, sales
promotions, research, new product development, package design, merchandising, the provision
for after-sales service, and exporting. The term marketing Mix describes the combination of
marketing elements used in a given situation.
Major elements of marketing mix can be listed under four headings:

1. Promotion- Including advertising, merchandising, public relations, and the utilization of
salespeople.
2. Product- design and quality of output, assessment of consumer needs, choice of which
products to offer for sale, and after-sale service.
3. Price- choice of pricing strategy and prediction of competitor’s responses.
4. Place- Selection of distribution channels and transport arrangements.
Approaches to International Marketing or Market coverage Strategies

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1. Differentiated International Marketing: Strategies involve the modification of products

and promotional messages to take account of cultural, linguistic, legal and other national
characteristics.
2. Undifferentiated Marketing: Strategy conversely means the application of an identical
marketing mix in all countries, and is normally cheaper to implement than the differentiated
approach. Here the firm offers exactly the same product using identical promotional image
and methods in a wide range of markets.
3. Concentrated Marketing: involves focusing all the firms’ attention on a handful of markets
and applying a different marketing mix to each market. The market involved could be
particular countries, or types of customer with common characteristics but resident in several
different countries.
Product Life Cycle
A product normally passes through (i.e., a PLC has) four different stages namely, introduction,
growth, maturity, and decline.
Steps in New Product Development
1. Idea Generation
2. Evaluation and selection
3. Concept Testing
4. Business Analysis
5. Product Development
6. Market Testing
7. Commercialization
International Product Policy
A fundamental decision that has to be taken by companies operating internationally is whether to
supply to foreign markets the firms existing product, or modify the product to suit the needs of
each foreign country.
Product modification is appropriate where there exist:
a. Significant differences in local customer taste.
b. Intense competition in foreign markets
c. Special local requirements in relation to package size, technical standards, consumer protection
laws and customer care facilities.
d. Differences in local climate, living conditions, literacy and technical skill level of users,
customer buying habits, incomes and in the uses to which the product might be put in various
markets.

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Hopefully product modification will increase world wide sales of the firm’s core products
through.
a. the satisfaction of different customer needs in various regions
b. retention of existing customers by keeping the product up-to-date, and
c. matching the product attributes offered by competing firms
A number of problems apply to product modification, notably that

a. Extra promotional costs have to be incurred.
b. There is duplication of effort within the business.
C. The company may possess insufficient experience and technical know-how of different
products and how to market them.
d. Technical research and development efforts might become fragmented.
Supplying a single unmodified (Standardization) product can provide several advantages:

a. Economies of scale in production
b. Concentration of Technical research methods
c. Fewer staff training requirements etc.
Standardization may be suitable where:

a. The essential need that the product aims to satisfy is basically the same in all national and
market segments.
b. After-sales service is easily standardized.
c. There exists a large market across several countries and cultural differences do not necessitate
adaptation.
d. The product has a strong international brand image.
International Promotions policy

International Advertising:
The key issue in International advertising is whether the firm should standardize its advertising
messages or adapt them to meet the requirements of particular foreign markets.
The Advantages of uniformity are that it:
 Requires less marketing research in individual countries
 Is relatively cheap and convenient to administer

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 Demands less creative time to devise advertisements; a single message is constructed and
used in all markets.
Customization, conversely, might be necessary in consequence of:

 Cultural differences between countries and or market segments
 Translation difficulties between different languages
 Differences in the educational background of target groups in various countries.
 Non-availability of certain media in some regions
 Differences in national attitudes towards advertising.
Laws and regulations on advertising
These vary from country to country. Comparative advertising, for example, is unlawful in many
nations.
Example: The use of superlatives in advertising copy is allowed in UK, Belgium and Italy, but
not in Germany or France.
International Direct Marketing
Direct marketing covers direct mail, telephone selling, catalogues, and off-the-page selling via
cut-outs in newspaper and magazine advertisements.
A number of factors have contributed to the increasing use of direct marketing for international
campaigns, as follows:
a. The widespread availability of freefone telephone facilities in most nations.
b. The growing number of independent households in many countries.
c. Increasing levels of female employment throughout the world.
d. New possibilities for the identification of distinct market segments
e. Vast improvements in the availability of mailing lists both for households and for
business-to- business customers.
f. Greater competition among the providers of international mail dispatch services.
Relationship Marketing
This is an approach to marketing that seeks to establish long-term relationship with customers
based on trust and mutual co-operation.
International Sales promotion
Sales promotion covers the issue of coupons, the design of competitions, special offers,
distribution of free samples, etc. The objectives of sales promotion campaign include:
 Stimulation of impulse purchasing

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 Encouraging customer loyalty

 Attracting customers to the firms premises
 Penetration of new markets
 Increasing the rate at which customers repeat their purchases.
International Pricing
Determinants of selling prices
The price a firm may charge for its output depends on many factors, including the following:
 Customers perception of the attributes and quality of the product
 Total demand for the good
 The degree of competition in the market
 Price elasticity of demand for the product
 Competitors likely reactions to a price cut
 Consumers knowledge of the availability of substitute products
 The products brand image and the degree of consumer loyalty
 Costs of production and distribution
Pricing Strategies
A number of pricing strategies are available:
a. Penetration Pricing: Whereby a low price is combined with aggressive advertising
aimed at capturing a large percentage of the market. The firm hopes that unit production
cost will fall as output is expanded. The strategy will fail, however, if competitors
simultaneously reduce their prices.
b. Skimming Pricing: This is a high-price policy suitable for top-quality versions of
established products. The firm must convince high-income consumer’s that the expensive
model offers distinct improvements over the standard version.
c. Cost-Plus Pricing: Whereby the supplying firm predetermines the length of a production
run, adds up all its anticipated costs-fixed and variable-and divides estimated total cost by
planned output. Some percentage mark-up is then added to get a unit price.
d. Product life-cycle pricing: Here the price is varied according to the stage in the products
life cycle. Initially, a high price may be set to cover development and advertising costs.
The price might then be systematically lowered to broaden the products appeal.
Transfer Pricing

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Transfer pricing means the determination of the prices at which an MNC moves goods between
its subsidiaries in various countries. A crucial feature of large centralized MNCs is their ability to
engage in transfer pricing at artificially high or low prices.
International Channel System
Where international marketing involves exporting, two categories of marketing channels are
involved, viz., channel between the nations and channel within the foreign market.
Indirect Exporting
Direct Export

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UNIT V
CONFLICT MANAGEMENT AND ETHICS ININTERNATIONAL BUSINESS MANAGEMENT
CONFLICT
Conflict occurs whenever:
 Disagreements exist in a social situation over issues of substance.

 Emotional antagonisms cause frictions between individuals or groups.
Types of Conflict
1. Inter-organizational conflict
 Occurs in the competition and rivalry that characterize firms operating in the same markets.
 Occurs between unions and organizations employing their members.
 Occurs between government regulatory agencies and organizations subject to their surveillance.
 Occurs between organizations and suppliers of raw materials
2. Functional (or constructive) conflict
Results in positive benefits to individuals, the group, or the organization. Their likely effect includes:
 Surfaces important problems so they can be addressed.

 Causes careful consideration of decisions.
 Causes reconsideration of decisions.
 Increases information available for decision making.
 Provides opportunities for creativity.
3. Dysfunctional (or destructive) conflict.
Works to the disadvantage of individuals, the group, or the organization. Likely effects:
 Diverts energies.
 Harms group cohesion.
 Promotes interpersonal hostilities.

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 Creates overall negative environment for workers.
CONFLICT RESOLUTION
A situation in which the underlying reasons for a given destructive conflict are eliminated. Effective
resolution begins with a diagnosis of the stage to which conflict has developed and recognition of the
cause(s) of the conflict.
Managing conflict successfully
1. Compromise
– Moderate assertiveness and moderate cooperativeness.
– Working toward partial satisfaction of everyone’s concerns.
– Seeking acceptable rather than optimal solutions so that no one totally wins or loses.
2. Competition and authoritative command.
– Assertive and uncooperative.
– Working against the wishes of the other party.
– Fighting to dominate in win/lose competition.
– Forcing things to a favorable conclusion through the exercise of authority.
3. Collaboration and problem solving.
– Assertive and cooperative.
– Seeking the satisfaction of everyone’s concerns by working through differences.

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– Finding and solving problems so everyone gains as a result.

4. The issue of “who wins?”
a. Lose-lose conflict.
• Occurs when nobody gets what he or she wants.

• Avoidance, accommodation or smoothing, and compromise are forms of lose-lose conflict.
b. Win-lose conflict.
• One part achieves its desires at the expense and to the exclusion of the other party’s desires.
• Competition and authoritative command are forms of win-lose conflict.
c. Win-win conflict.
• Both parties achieve their desires.
• Collaboration or problem solving are forms of win-win conflict.
NEGOTIATION
The process of making joint decisions when the parties involved have different preferences.
Substance goals - Outcomes that relate to content issues.
Relationship goals - Outcomes that relate to how well people involved in the negotiations and any
constituencies they represent are able to work with one another once the process is concluded.
I. Effective negotiation.
a. Occurs when substance issues are resolved and working relationships are maintained or improved.
b. Criteria for an effective negotiation.
• Quality.
• Harmony.
• Efficiency.
II. Ethical aspects of negotiation.
a. To maintain good working relationships, negotiating parties should strive for high ethical standards.
b. The negotiating parties should avoid being side tracked by self-interests, thereby being tempted to
pursue unethical actions.

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III. Organizational settings for negotiation.
a. Two-party negotiation.
b. Group negotiation.
c. Intergroup negotiation.
d. Constituency negotiation.
IV. Culture and negotiation.
Differences in negotiation approaches and practices are influenced by cultural differences in:
• Time orientation.
• Individualism-collectivism.
• Power distance.
DIFFERENT STRATEGIES INVOLVED IN NEGOTIATION
1. Bargaining zone
• The range between one party’s minimum reservation point and the other party’s maximum
reservation point.
• A positive bargaining zone exists when the two parties’ points overlap.
• A positive bargaining zone provides room for negotiation.
2. Integrative negotiation.
a. The key question is: “How can the resource best be utilized?”
b. Is less confrontational than distributive negotiation, and permits a broader range of alternative solutions
to be considered.
c. Opportunity for a true win-win solution.
d. Range of feasible negotiation tactics.
• Selective avoidance.
• Compromise.
• True collaboration.
Gaining truly integrative agreements rests on:

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a. Supportive attitudes.
b. Constructive behaviors.
c. Good information.
a. Supportive attitudes.
Integrative agreements require that each party must:
• Approach the negotiation with a willingness to trust the other party.

• Convey a willingness to share information with the other party.
• Show a willingness to ask concrete questions of the other party.
b. Constructive behaviors.
Reaching integrative agreements depends on the negotiator’s ability to:
• Separate the people from the problem.

• Focus on interests rather than positions.
• Avoid making premature judgments.
• Keep alternative creation separate from evaluation.
• Judge possible agreements on an objective set of criteria or standards.
c. Good information.
a. Each negotiation party must know what he/she will do if an agreement can’t be reached.
b. Each party must understand the relative importance of the other party’s interests.
COMMON NEGOTIATION PITFALLS
a. The myth of the fixed pie.
b. The possibility of escalating commitment.
c. Negotiators often develop overconfidence in their positions.
d. Communication problems can cause difficulties during a negotiation.
 Telling problem.
 Hearing problem.
THIRD-PARTY ROLES IN NEGOTIATION

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a. Arbitration: A third party acts as a “judge” and has the power to issue a decision that is binding on all
disputing parties.
b. Mediation: A neutral third party tries to engage the disputing parties in a negotiated solution through
persuasion and rational argument.
Distributive negotiation.
–Focuses on positions staked out or declared by the conflicting parties.

–Parties try to claim certain portions of the existing pie.
Integrative negotiation.
–Sometimes called principled negotiation.

–Focuses on the merits of the issues.
–Parties try to enlarge the available pie.
The key question is: “Who is going to get this resource?”
a. “Hard” distributive negotiation: Each party holds out to get its own way.
b. “Soft” distributive negotiation: One party is willing to make concessions to the other party to get things
over.
Negotiation:
Negotiations are a means by which a company may initiate, carry on, or terminate operations in a
foreign country. At one time negotiations were prevalent only for direct investments. But today, they
play a part in other operating arrangements such as licensing arrangements, debt repayment and large-
scale export sales. The negotiation process leads to multitiered bargaining. An MNE may need to reach
an agreement with a local company to purchase an interest in it, sell technology or products to
it, or loan money to it. That agreement must sometimes be presented to a host- country agency that
may approve, disapprove, or propose entirely new terms. The MNE may need to negotiate with its
home government to transfer technology or burrow funds. The home and host government may
negotiate loans, investment guarantees and overall economic and political relationships.
Bargaining:
Bargaining school theory hold that the negotiated terms for a foreign investors operations
depend on how much the investor and host country need each other’s assets of either a company

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or a country has assets that the other strongly desires and if there are few alternatives for
acquiring them, negotiated concessions may be very one sided. The bargaining relationship between
companies and government depends very much on whether the parties see agreement as zero-sum
gain or positive-sum gains. In the former relationships may conflict because the parties think they
lose by making any concessions. In the latter the relationship may be seen as a partnership of co-
operation and interdependence.
Country Bargaining Strength:
Companies prefer to establish investment in highly developed countries because those

countries offer large markets and a high degree of political stability. The company enjoy better
bargaining strength in foreign operation when they have few competitors and when they control
certain types of assets, These assets include :
1. Technology (e.g.) IBM
2. Marketing (e.g.) Coco-cola
3. Ability to export output
4. Product diversity
Joint Company Activities:
To counter too high a dependence on foreign companies, countries have encouraged

their own manufacturers to consolidate. They have given governmental assistance for R&D and
preference to their own companies in awarding governmental contracts. Two or more companies
from different countries sometimes invest jointly abroad not so much to strengthen the initial
negotiating terms as to improve their positions in later negotiations. By invest a smaller amount
in a given locality, each company can invest in more countries reducing the impact of loss in one.
Further in conflicts , a host government may be more hesitant to deal simultaneously with more
than one home government.
Home-Country Needs:
The interplay between an MNE’s needs and those of the host country is not the only
bargaining factor in negotiation. The home-country government seldom takes a neutral position in
the relationship. Like the host country government , the home country is interested in achieving
certain economic objectives such as increased tax revenues and full employment. It may give

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incentives to or place constraints on the foreign expansion of home based companies in order to
gain what it sees as its due share of the rewards from their transactions.
Other External Group:
Although there are pressure to find mutual interests, there are also constraints,
particularly on governmental decision makers. Pressure may come from local companies with
which the foreign investor presently or potentially competing from political opponents who seize the
“external” issue as a means of turning voter’s against present political leadership.
Bargaining Process:
Comprehensive bargaining among companies and governments may begin long before
they agree an MNE’s terms of operations. Behavioral factor in addition to economic ones affect the
agreement terms .They may negotiate these terms later.
Acceptance Zones: Before taking part in overseas negotiation a manager probably has some
experience with a domestic bargaining process similar to that in the foreign sphere. For (e.g.)
collective bargaining with labour as well as agreement to acquire or merger facilities with
another company usually start with an array of proposal just like negotiation with foreign
organization. The proposal undoubtedly include provisions that one side or the other is willing either
to give up entirely or to compromise on. These provisions are used as bargaining tokens, permitting each
side to claim that it is reluctantly giving in on some point in exchange for compromise on another
point. They also serve as face-saving devices allowing either side to report to interested parties
that it managed to extract concessions on some points compromise can be reached. Finally, there
are zones of acceptance and non-acceptance for the proposal presented of the acceptance zone
overlap an agreement is possible if zones have no overlap posture negotiation are not possible.
The final agreements would depend on each party’s negotiating ability and strength and on the
other concessions that each made in the process. Because each side could only speculate on how
far the other was willing to go , the exact amount of ownership allowed might fall anywhere within
the overlapping acceptance zones.
Range Of Provisions:
The major difference between domestic and foreign negotiation is a matter of degree.
International negotiation may take much longer and may include provisions unheard of in the
home country, such as a negotiated tax rate. Further government vary in their attitudes towards

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foreign investors so their negotiating agendas also vary. Most countries offer investment incentives
to attract MNE’s. Direct incentives that countries have offered foreign investors include tax
holidays, employee training, R&D grants, accelerated depreciation , low interested loans, loans
guarantees, subsidized energy and transportation , exemption of import duties and the construction of
rail spurs and roads. When managers negotiate to gain concessions from a foreign government they
should understand some problems the concessions might bring. Companies may face more domestic
labour problems because of claim that they are exporting jobs to gain access to cheap labour. The
foreign facility may be accused of dumping because of the subsidies given by the host
government. It may be more difficult to evaluate management performance in the subsidized operation.
There is always a risk that promises will be broken. Companies agree to many performance requirement
aimed at helping host countries reach economic and non-economic objectives such as a high
employment and local control over important decision. These performance requirements include:
 Foreign exchange deposits to cover the cost of imports and foreign-exchange

payments on loans and dividends.
 Limits on payments to the parent for services it provides to its host-country
subsidiary.
 Requirement to create a certain number of jobs.
 Provision to reduce the amount of equity held in subsidiaries.
 Maximum prices on goods sold
 Obligatory levels of local input into products manufactured.
 Limits on the use of expatriate personnel and on old or reconditioned
equipment.
 Demand to enter into joint venture.
 Control of prices on goods the MNE imports or exports to the host-country
subsidiary.
Renegotiations:
For early foreign investments in emerging economies. It was common to companies to

obtain concessions on fixed terms for long periods or to expect that the original terms would
not change. But now, not only the terms of operation be bargained before any operations begin
the same terms may be rebargained anytime during start-up or after operations are underway. The
company can demand only before it make an investment, after investment host country may be in

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a better position to extract additional concessions from the company. This erosion of the MNE’s
bargaining strength is known as the theory of the obsolescing bargain.
Behavioural Characteristics Affecting Negotiations:
(a) Cultural Factors:
Some cultural differences among negotiators may create misunderstanding and mistrust across the
conference table. They are:
o Some negotiators are decision makers. Some are not.

o Some take a pragmatic view others take a holistic view.
o Some want to get to the heart of the matter quickly. Some want to spend
time in developing rapport and trust.
o Some attempt to separate the issue into small categories while negotiators
from idealistic culture view negotiation more holistically.
o Some want to give their undivided attention to one issue at a time. Some
prefer to take more than one issue.
o Some give importance on punctuality and schedules are more prone to set
deadlines and then make concessions. Some may not be so.
(b) Language Factors:
It may be difficult for negotiations to find words to express their exact meaning in
another language which result in occasional pause while translator resort to dictionaries. The
pauses cause negotiation to take longer than if they were among people from the same country.
Moreover of negotiation stop while an interpreter translator the process takes even longer
negotiator find facial expression difficult to judge because of cultural differences.
Culturally Responsive Strategies:
The fact that managers counterpart in negotiation come from countries with different
cultures does not necessarily mean they will behave according to their culture’s norm. First a
counterpart may be an exception to the country’s norm. Second a counterpart may know the
other culture and be adaptor to it. So manager should determine at the start whether they will adjust
to the counterparts to adjust to them a follow some form of hybrid adjustment.

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Induce counterpart to improvise an approach
Follow one’s own script
Adapt to the counterpart’s script
Low Medium High
Negotiator’s familiarity with counterpart culture
The choice is dependent on how well you and your counterpart understand each other culture.
Government and business negotiators may start with mutual mistrust due to historic animosity or to
differences in their professional status. The business people may come armed with business and
economic data that governmental officials may counter with sovereignty consideration that are nearly
incomprehensible to the business people.
Termination of Negotiations:
When one or both parties want to end serious consideration of proposals the method of cessation can
be extremely important. It may affect the negotiator’s position with their superiors who may wonder
why their appointed negotiator have spent so much time and money without reaching an agreement. Also
affected may be future transaction between the parties and their dealing with other organization
both in that country and elsewhere in the world. Because termination is an admission of failure
negotiators are prone to publicly blame others to save face. Such accusations may complicate future
dealing the country or the company may have with other parties fearing adverse consequences from
termination. Negotiators sometimes drag out the process until a proposal eventually dies unnoticed.
Although termination is stressful when it is necessary the parties should attempt to find means that
allow each to save face and that avoid publicity.

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Preparation for Negotiations:
Role playing is a valuable technique for projects requiring approval by a foreign government
or agreement with a foreign company. By practising their own roles and those of the counterpart
negotiators, researching the country’s culture and history to determine attitudes toward foreign
companies . Negotiator may be much better able to anticipate response and plan their own
actions..
ARBITRATION
Arbitration is now the first-choice method of binding dispute resolution in the widest range of
international commercial contracts. It is a private process requiring the agreement of the parties, which is
usually given by way of an arbitration clause in their contract, but may also be entered into once a dispute
has arisen. Arbitration offers contracting parties the freedom to choose a method of dispute resolution
tailored to their precise needs. That freedom extends to the choice of applicable law; the venue; the
language; and the choice of arbitration procedures, whether under institutional rules, stand-alone
procedures, like the UNCITRAL rules*, or entirely ad hoc. Parties may also choose their arbitrators, thus
ensuring the constitution of a tribunal with precisely the right qualifications and experience.
Definition:
Arbitration is the process by which parties voluntarily agree to refer a future or a present dispute to an
individual or individuals who after hearing submissions from the parties will issue a legally binding
decision ("an award") determining the issues between the parties of liability and quantum of damages or
giving other specific remedies.
Key Elements of Arbitration
 Enforcement of Awards
For the many parties for whom a final and binding settlement is paramount, the enforcement argument is,
perhaps, the most persuasive and enduring. The rules of the major international arbitration institutions,
including the LCIA, expressly provide that any award will be final and binding and will be complied with
without delay.
 Party Control
Arbitration offers parties a great degree of control over the proceedings. It allows them to establish, from
the outset, a method of resolving disputes which is not bound by the often rigid procedures and timetables
of the courts. Parties may agree a wide range of procedural matters, including such key issues as the

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number of arbitrators and their qualifications, the venue and language of the arbitration, the timetable, and
the need or otherwise for oral hearings.
 Party-nominated Arbitrators
In arbitration, parties may also choose the judges who will determine their dispute.
Where they say so in their contracts, or subsequently agree, each side may nominate an arbitrator to be
one of a panel of three. Each side may satisfy itself that the arbitrator it nominates has the requisite
experience and knowledge in the field relating to which the dispute has arisen. An arbitrator may also be
nominated because of his or her knowledge of a particular national or State law and/or of a language
pertinent to the dispute.
 Neutrality
Parties to international agreements may be concerned that the national courts of the party with which they
are contracting may have an instinctive, or even a manifest, bias towards a party of the same nationality.
An arbitration venue in a third country, with which neither party has links which might be considered by
the other to be influential, will provide a neutral environment within which to resolve any dispute.
 Privacy and Confidentiality

Litigation in national courts is generally open to the public and to the media. By contrast, arbitral
proceedings are conducted in private, so that the identities of the parties and of the tribunal, and the nature
of the dispute, should remain confidential. This may assist to preserve trade secrets and, in some cases,
even to re-build commercial relations. It will also provide an environment that may be more conducive to
reaching a settlement.
 Cost-Effectiveness and Speed

Despite claims to the contrary by some proponents of litigation, there is a strong case for international
arbitration as the cost-effective alternative to litigation across different jurisdictions, when costs are
considered within the proper framework of cost/benefit analysis. And the issuing of a final award is most
likely to be the conclusion of the proceedings, in contrast to the judgment of a court of first instance, from
which there may be several levels of appeal, each involving considerable legal costs and making
unwelcome demands on the parties' management time.
The Case for Administered Arbitration
It is sometimes asked why parties should bother with institutional arbitration rules at all when there are
effective arbitration laws in place in the jurisdictions of most, if not all, of the important trading regions

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of the world, when there are good "stand-alone" procedures like the UNCITRAL rules, and when there is
a body of highly experienced arbitrators, whose identities and qualifications may already be known to
parties in dispute and/or their lawyers. The reasons can be the following.
 Certainty in Drafting
Ad hoc clauses are frequently either inadequate or overly complex. By incorporating institutional rules
into their contract, parties have the comfort of a comprehensive and proven set of terms and conditions
upon which they can rely, regardless of the seat of the arbitration; minimizing the scope for uncertainty
and the opportunity for delaying or wrecking the process.
 Taking care of the fundamentals without recourse to the Courts

The incorporation of a set of established rules will take care of the fundamentals, including the
mechanism and timeframe for the appointment of the tribunal;
Determining challenges to arbitrators; default provisions for the seat and language of the arbitration;
interim and conservatory measures; and control of the costs of the arbitration.
 Professional and cost-effective administration

An established arbitral institution provides a professional administrative service, which an ad hoc
tribunal, with or without the co-operation of the parties, frequently cannot ensure. An arbitral institution
will also have in place a framework of charges, both for its own administrative services and for its
arbitrators, and will monitor the costs as the proceedings progress.
 Administration of Funds
The major institutions will also act as secure and independent fund holders of sums deposited by the
parties, disbursing these funds as required and, at all times, accounting to the parties for sums held and
disbursed.
 Testing the water

A significant number of arbitrations are commenced with a view to forcing, or crystallizing, settlement
discussions. With the backing of an institution, that objective can be achieved more easily and less
expensively than by taking the ad hoc route. A Request for Arbitration need only be a brief submission,
which, together with the registration fee, is all that is required by the institution formally to set the
proceedings in motion.
 Knowledge of Arbitrators

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An institution will also have detailed knowledge of, and ready access to, the most eminent and most
appropriately qualified arbitrators.
Institutions also keep up to date with developments and individual progress within the pool of arbitrators
and have tried and tested procedures for checking conflicts and availability.
 Keeping the Process Moving

Whilst it is not the role of an institution to interfere with the conduct of the proceedings institutions do
have an important role in monitoring the process, in lending support to parties, counsel and arbitrators,
and in giving the occasional judicious nudge if things get stuck.
 Balance of Relationships
There are at least two sides to every dispute. In many cases, however, there is not a balance of knowledge,
experience, expertise and sophistication in the arbitral process, either on the part of the parties or of their
attorneys. Institutional rules can act effectively to safeguard due process and, thereby, the quality and
enforceability of awards and the reputation of the arbitral process.
 Ad-hoc more likely to mimic litigation?

There is anecdotal evidence that the conduct of ad hoc arbitrations in certain jurisdictions may be more
likely to mimic local litigation procedures than institutional arbitration, with all the ponderous, complex
and costly procedures that a well-run institutional arbitration will avoid. The rules of the major
institutions seek to combine the best of civil and common law procedures and to provide a framework for
fast and cost-effective dispute resolution wholly independent of the culture and procedures of Court
litigation.
 The Imprimatur of the Institution

It is also often said that arbitrations conducted under the auspices of the major institutions are regarded by
parties, and by the courts, with greater respect and confidence than ad hoc arbitrations. Court decisions
relating to institutional arbitrations have frequently commented favorably on the role of arbitral
institutions.
 Permanent Information and Support Service

Last, but not least, subscribing to the services of an arbitral institution, whether or not those services are
ever employed "in anger", brings to parties and their legal advisers, to academics, and to the next
generation of practitioners, an invaluable and permanent source of information and assistance, be it for
theoretical or for practical purposes.

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MEDIATION
In most jurisdictions, ADR is taken to mean only the non-adjudicative dispute resolution options, of
which meditation is the most frequently used. In essence, mediation is a negotiated settlement, conducted
and concluded with the assistance of a neutral third-party. The process is voluntary and does not lead to a
binding decision, enforceable in its own right. Most commercial disputes, in which it is not imperative
that there should be a binding and enforceable decision, are amenable to mediation. Mediation may be
particularly suitable where the parties in dispute hope to preserve, or to renew, their commercial
relationships. As mediation is likely to be a shorter process than either litigation or arbitration, there may
also be economic arguments for attempting a mediated settlement.
 Commencing the mediation

Mediation is an entirely consensual process. There must be agreement to mediate, and agreement to
continue to mediate once the process has begun. Parties will either have agreed to mediation in their
contract, or they may agree to attempt a mediated settlement once a dispute has arisen, even when they
have provided in their contract for some other form of dispute resolution, and even when they are in the
course of litigation or arbitration.
 The Process
The process should be as flexible as possible. However, parties often find it helpful to have the basic
framework provided by a set of established procedures (like the LCIA mediation procedure or the
UNCITRAL Conciliation Rules) to bring shape and discipline to the process. The parties are free to
select the mediator, though this will usually be somebody from the lists maintained by the recognized
mediation organizations. All mediators must declare and maintain their independence and impartiality of
the parties in dispute. A representative of each of the parties will be confirmed as having the requisite
authority to settle the dispute on behalf of that party. The representative must also have instructions as to
the financial limit of his or her authority. The conduct of the mediation is in the hands of the parties and
the mediator. However, most mediation take a similar form in a combination of joint sessions, with all
parties and the mediator, and separate sessions, or caucuses, in which each side meets, separately, for
private and confidential discussions with the mediator. There is no set time limit for mediation, though
most meetings take no more than one or two days. Parties should, however, set an overall time limit for
the achievement of a mediated settlement, after which the dispute (if not settled) will be referred to an
adjudicative tribunal. Unless they agree otherwise, parties are free to commence or to continue arbitration
or judicial proceedings, despite having commenced, or being in the process of, mediation. However,

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parties may not introduce, or rely upon, anything arising out of the mediation for the purposes of any
arbitration or litigation.
 Concluding the mediation

The mediation will be at an end when either a settlement agreement is signed by the parties, or the parties
advise the mediator that it is their view that a settlement cannot be reached, or the mediator advises the
parties that, in his or her judgement, the mediation process will not resolve the issues, or the agreed time
limit for mediation has expired and the parties have not agreed to extend that time limit.
 Privacy and Confidentiality

Mediation is a private and confidential process. The mediation itself and all negotiations, and the
statements and documents prepared for the purposes of the mediation are confidential and are covered by
"without prejudice" or negotiation privilege. No formal record is kept of the mediation.
 Costs
The mediator's charges are a matter for agreement between the parties and the mediator. There will
generally also be administrative charges and charges for the hire of rooms and support facilities. Details
of those charges are available from the chosen mediation organization.
INTERNATIONAL ARBITRATION AGENCIES
1. London Court of International Arbitration
The LCIA is not only the longest-established of all the major international institutions for
commercial dispute resolution, but also one of the most modern and forward-looking. Although based in
London, the LCIA is a genuinely international institution, providing efficient, flexible and impartial
administration of dispute resolution proceedings for all parties, regardless of their location, and under any
system of law. Its entire operation and outlook is geared to ensuring that the parties may have complete
confidence in its international credentials and in its impartiality.
The Organization
The LCIA operates under a three-tier structure, comprising the Company, the Arbitration Court and the
Secretariat.
 The Company

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The LCIA is a not-for-profit company limited by guarantee. The LCIA Board is concerned with the
operation and development of the LCIA's business and with its compliance with applicable company law.
The Board is made up largely of prominent London-based arbitration practitioners. The Board does not
have an active role in the administration of arbitrations, or mediations, though it does maintain a proper
interest in the conduct of the LCIA's administrative function.
 The Arbitration Court

The formation of the LCIA Arbitration Court in 1985 represented a major step towards the
internationalization of the LCIA. The LCIA Court is made up of up to thirty five members, selected to
provide and maintain a balance of leading practitioners in commercial arbitration, from the major trading
areas of the world. UK membership of the LCIA Court is restricted to 25%. Other members are drawn
from as far afield as Hungary and Australia, Nigeria and the United States, Tunisia and China. Its
principal functions are the appointment of tribunals, the determination of challenges to arbitrators, and the
control of costs.
Arbitration Casework
The nature and the value of the disputes referred to the LCIA are very substantial, with major
international users entrusting the administration of their arbitrations to the LCIA. The subject matter of
contracts in dispute is wide and varied, and includes all aspects of international commerce, including, in
particular, telecommunications, insurance, oil and gas exploration, construction, shipping, aviation,
pharmaceuticals, IT, finance and banking.
Competitive Charges
The LCIA is a not-for-profit organization and is able to offer full and efficient administrative
services at competitive charges. The LCIA's charges, and the fees charged by the Tribunals it appoints,
are not based on the sums in issue. The LCIA's registration fee is £1,500, payable on filing the Request
for Arbitration. Thereafter, hourly rates are applied both by the LCIA and by its arbitrators, with part of
the LCIA's charges calculated by reference to the Tribunal's fees. The LCIA offers a further benefit, in not
only managing the funds deposited for the costs of the arbitration, but also crediting to the parties interest
accruing to the deposits they file with the LCIA at the rate applicable to the sum lodged. Any deposits
which remain unused are refunded.
In all cases, the LCIA Court alone may appoint arbitrators, whether or not the arbitrators are
nominated by the parties. The LCIA Secretariat reviews the Request for Arbitration and the
accompanying contractual documents. The résumé, the relevant documentation, and the names and CVs

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of the potential arbitrators are forwarded to the LCIA Court. The LCIA Court advises which arbitrator(s)
the Secretariat should contact to ascertain their availability and willingness to accept appointment. The
Registrar sends those candidates an outline of the dispute. When the candidate(s) indicate their
availability, confirm their independence and impartiality, and agree to fee rates within the LCIA's bands,
the form of appointment is drafted. The LCIA Court formally appoints the tribunal and the parties are
notified. The LCIA arbitration rules are state-of-the-art and universally applicable. They offer a
combination of the best features of the civil and common law systems, including in particular:
 maximum flexibility for parties and tribunals to agree on procedural matters

 speed and efficiency in the appointment of arbitrators, whether or not party-
nominated
 means of reducing delays and counteracting delaying tactics
 tribunals' power to decide on their own jurisdiction
 tribunals' power to order security for claims and for costs
 "fast-track" option
 prompt issue of awards with no LCIA Court scrutiny
 Waiver of right of appeal.
 costs computed without regard to the amounts in dispute
 stage deposits - parties are not required to pay for the whole arbitration in
advance
The LCIA Mediation Procedure
In response to the changing needs and demands of the international business community, the LCIA
introduced its own mediation procedure in 1999. The LCIA, therefore, now offers a "one-stop-shop" for
dispute resolution. The mediation procedure may be used by parties who are already committed to
mediate, by virtue of contractual dispute resolution provisions, and by parties who have not provided for
mediation, but who wish to mediate their dispute, either in an attempt to avoid, or during the course of,
litigation or arbitration. As with its arbitrators, the LCIA has access to a large number of experienced and
highly-qualified mediators from many jurisdictions. And, as with the arbitrations it administers, the
LCIA aims to make its mediations cost-effective. To this end mediation costs are also based on the hourly
and daily rates of the mediators and of the LCIA's administrative staff, without reference to the sums in
issue.

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Other Dispute Resolution Services
The LCIA is also discussing with parties and their advisers other tailor-made dispute-resolution
services. For example, where an appointing authority is required where there is provision for expert
determination of a dispute, or for the appointment of an adjudicator, or for the establishment of a standing
dispute-review panel. The LCIA may also be willing to act as fund holder for deposits filed in non-LCIA
and in ad-hoc arbitrations.
2. Singapore International Agencies
SIAC, an independent, not-for-profit organization, was established in 1991 to meet the demands of
the international business community for a neutral, efficient and reliable dispute resolution institution in a
fast-developing Asia. Funded by the Singapore government at its inception, SIAC is now entirely
financially self-sufficient. On 1 April 2003, SIAC ceased its corporate link with the Singapore Academy
of Law. With contemporaneous effect, it forged an affiliation with the Singapore Business Federation, the
apex organization of the business community in Singapore. SIAC's operations are overseen by a broad-
based Board of Directors, composed of representatives from the international and local business and
professional communities in Singapore.
Broadly, it helps parties in:
 Appointment of arbitrators when they cannot agree on an appointment

 Management of the financial and other practical aspects of arbitration
 Facilitation of the smooth progress of arbitration
 SIAC carries out these responsibilities according to its published guidelines in its Code of
Practice. SIAC seeks to promote the highest standard of conduct and delivery in all arbitrations
conducted under its auspices.
Introduction
It appoints arbitrators under provisions of the underlying contract between the parties. It appoints
arbitrators under the default appointment provisions of the International Arbitration Act and the domestic
Arbitration Act. It also appoints arbitrators at the request of international arbitration institutions.
Criteria for Appointment
The arbitrator with the necessary attributes of integrity and competence, who is independent and
impartial, and who will be perceived as being independent and impartial by the parties will be appointed.
SIAC endeavours to appoint the right arbitrator for the right case at the right price. When a candidate is

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appointed by SIAC, he is considered to be able to meet the expectations of the parties for an expeditious
and cost-effective means of resolving their disputes. Arbitrators appointed by parties under rules that
permit party appointments are also subject to the independence and impartiality audit before their
appointments are confirmed by SIAC.
Fixing of Fees — Arbitrators Appointed by SIAC
As SIAC fixes the fees of all arbitrators arbitrating under its auspices, an arbitrator should refrain from
entering into any discussion about his terms of appointment with the parties. Arbitrator's fees are fixed on
the basis of hourly rates subject to a certain cap. SIAC encourages arbitrators undertaking its cases to set
for themselves a band of hourly rates, rather than a single fixed rate regardless of the size and nature of
the claim in a case.
Collection of Deposits
SIAC collects deposits from the parties towards the Tribunal's fees as well as SIAC's fees and charges.
The deposits are topped up from time to time as the case proceeds.
Interim Bills
Where a case goes on for a long time and a substantial amount of work has been done, it is obviously fair
to allow progress payments to be claimed as the case proceeds. Such progress claims should be made by
interim bills. The bill should be accompanied by a time record, or a summary breakdown of the time
expended to date. SIAC will pay the interim bills without reference to the parties, but will inform the
parties of such payments through an updated statement of account.
Issue of Award
All awards, including interim awards, must be issued through SIAC. The arbitrator should send to the
Registrar enough signed originals for the parties, with one extra copy for SIAC.
Rendering of Final Bill with Final Award
When the arbitrator submits his final award for issuance, he must send his final bill with the award to
SIAC. The final bill will contain a summarized breakdown of the information mentioned in the paragraph
below for the entire case from the beginning, deducting any advances paid on interim bills. If the
arbitrator has been keeping a time record in accordance with these Practice Notes, he should be able to do
this quite easily.

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Issue of the Final Award
Upon receipt of the arbitrator's final award together with his final bill, SIAC will send the final bill to the
parties for comments, without releasing the final award or disclosing any part of its contents to the parties.
Each party will be given up to 7 days to make comments in writing to SIAC. Upon the expiry of the 7-day
period or the earlier acceptance of the final bill by all parties, as the case may be, SIAC will release the
final award to the parties if there are sufficient funds in the deposit accounts to meet the arbitrator's bill. If
any difficulty should arise on the final bill, the Registrar will resolve it after considering the comments of
the parties raised within the 7-day period as well as the response of the arbitrator, if any. Where a case is
conducted according to SIAC's arbitration rules, parties pay a management fee.
3. International Centre for Settlement of Investment Disputes
On a number of occasions in the past, the World Bank as an institution and the President of the Bank in
his personal capacity have assisted in mediation or conciliation of investment disputes between
governments and private foreign investors. The creation of the International Centre for Settlement of
Investment Disputes (ICSID) in 1966 was in part intended to relieve the President and the staff of the
burden of becoming involved in such disputes. But the Bank's overriding consideration in creating ICSID
was the belief that an institution specially designed to facilitate the settlement of investment disputes
between governments and foreign investors could help to promote increased flows of international
investment. ICSID was established under the Convention on the Settlement of Investment Disputes
between States and Nationals of Other States (the Convention) which came into force on October 14,
1966. ICSID has an Administrative Council and a Secretariat. ICSID is an autonomous international
organization. However, it has close links with the World Bank. All of ICSID's members are also members
of the Bank. Unless a government makes a contrary designation, its Governor for the Bank sits ex officio
on ICSID's Administrative Council. The expenses of the ICSID Secretariat are financed out of the Bank's
budget, although the costs of individual proceedings are borne by the parties involved.
Pursuant to the Convention, ICSID provides facilities for the conciliation and arbitration of disputes
between member countries and investors who qualify as nationals of other member countries. Recourse to
ICSID conciliation and arbitration is entirely voluntary. However, once the parties have consented to
arbitration under the ICSID Convention, neither can unilaterally withdraw its consent. Moreover, all
ICSID Contracting States, whether or not parties to the dispute, are required by the Convention to
recognize and enforce ICSID arbitral awards. Provisions on ICSID arbitration are commonly found in
investment contracts between governments of member countries and investors from other member
countries. Under the ICSID Convention, ICSID proceedings need not be held at the Centre's headquarters

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in Washington, D.C. The parties to an ICSID proceeding are free to agree to conduct their proceeding at
any other place.
 Any Contracting State or any national of a Contracting State wishing to institute conciliation or
arbitration proceedings under the Convention shall address a request to that effect in writing to
the Secretary-General at the seat of the Centre. The request shall indicate whether it relates to a
conciliation or an arbitration proceeding. It shall be drawn up in an official language of the
Centre, shall be dated, and shall be signed by the requesting party. The request may be made
jointly by the parties to the dispute.
 The request shall designate precisely each party to the dispute and state the address of each;
 The party or parties concerned shall notify the Secretary-General of the appointment of each
arbitrator and indicate the method of his appointment.
 The Tribunal shall hold its first session within 60 days after its constitution or such other period
as the parties may agree. The dates of that session shall be fixed by the President of the Tribunal
after consultation with its members and the Secretary-General.
 The President of the Tribunal shall fix the date and hour of its sittings.
 Decisions of the Tribunal shall be taken by a majority of the votes of all its members. Abstention
shall count as a negative vote.
 The parties may agree on the use of one or two languages to be used in the proceeding provided,
that, if they agree on any language that is not an official language of the Centre, the Tribunal,
after consultation with the Secretary-General, gives its approval. If the parties do not agree on any
such procedural language, each of them may select one of the official languages (i.e. English,
French and Spanish) for this purpose.
 Where required, time limits shall be fixed by the Tribunal by assigning dates for the completion
of the various steps in the proceeding.
 The award shall be drawn up and signed within 60 days after the closure of the proceeding.
 The award shall be in writing and shall contain: a precise designation of each party; the name of
each member of the Tribunal, and an identification of the appointing authority of each; the names
of the agents, counsel and advocates of the parties; the dates and place of the sittings of the
Tribunal; a summary of the proceeding; a statement of the facts as found by the Tribunal; the
submissions of the parties; the decision of the Tribunal on every question submitted to it, together
with the reasons upon which the decision is based; and any decision of the Tribunal regarding the
cost of the proceeding.

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 The award shall be signed by the members of the Tribunal who voted for it; the date of each
signature shall be indicated.
4. United Nations Commission on International Trade Law (UNCITRAL)
 Where the parties to a contract should have agreed in writing that disputes in relation to that
contract shall be referred to arbitration under the UNCITRAL
 The party initiating recourse to arbitration (hereinafter called the "claimant") shall give to the
other party (hereinafter called the "respondent") a notice of arbitration.
 Arbitral proceedings shall be deemed to commence on the date on which the notice of arbitration
is received by the respondent.
 The notice of arbitration shall include the following:
(a) A demand that the dispute be referred to arbitration;
(b) The names and addresses of the parties;
(c) A reference to the arbitration clause or the separate arbitration agreement that is invoked;
(d) A reference to the contract out of or in relation to which the dispute arises;
(e) The general nature of the claim and an indication of the amount involved, if any;
(f) The relief or remedy sought;
 the arbitral tribunal may conduct the arbitration in such manner as it considers appropriate,
provided that the parties are treated with equality and that at any stage of the proceedings
each party is given a full opportunity of presenting his case.
 If the parties have not previously agreed on the number of arbitrators (i.e. one or three), and if
within fifteen days after the receipt by the respondent of the notice of arbitration the parties
have not agreed that there shall be only one arbitrator, three arbitrators shall be appointed.
 Unless the parties have agreed upon the place where the arbitration is to be held, such place
shall be determined by the arbitral tribunal, having regard to the circumstances of the
arbitration.
 The language is Subject to an agreement by the parties, the arbitral tribunal shall, promptly
after its appointment, determine the language or languages to be used in the proceedings. This
determination shall apply to the statement of claim, the statement of defence, and any further
written statements and, if oral hearings take place, to the language or languages to be used in
such hearings.
 The periods of time fixed by the arbitral tribunal for the communication of written statements
(including the statement of claim and statement of defence) should not exceed forty-five

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days. However, the arbitral tribunal may extend the time-limits if it concludes that an
extension is justified.
 At the request of either party, the arbitral tribunal may take any interim measures it deems
necessary in respect of the subject-matter of the dispute, including measures for the
conservation of the goods forming the subject-matter in dispute, such as ordering their
deposit with a third person or the sale of perishable goods.
 The award shall be made in writing and shall be final and binding on the parties. The parties
undertake to carry out the award without delay.
 An award shall be signed by the arbitrators and it shall contain the date on which and the
place where the award was made. Where there are three arbitrators and one of them fails to
sign, the award shall state the reason for the absence of the signature.
 The arbitral tribunal shall fix the costs of arbitration in its award. The term "costs" includes
only:
 The fees of the arbitral tribunal to be stated separately as to each arbitrator and to be
fixed by the tribunal itself.
1. The travel and other expenses incurred by the arbitrators.
2. The costs of expert advice and of other assistance required by the arbitral tribunal.
3. The travel and other expenses of witnesses to the extent such expenses are approved by
the arbitral tribunal;
4. The arbitral tribunal, on its establishment, may request each party to deposit an equal
amount as an advance for the costs.
5. WIPO Arbitration and Mediation Center
Based in Geneva, Switzerland, the WIPO Arbitration and Mediation Center was established in 1994 to
offer Alternative Dispute Resolution (ADR) options, in particular arbitration and mediation, for the
resolution of international commercial disputes between private parties. Developed by leading experts in
cross-border dispute settlement, the procedures offered by the Center are widely recognized as
particularly appropriate for technology, entertainment and other disputes involving intellectual property.
SOCIAL ISSUES IN INTERNATIONAL BUSINESS
Business Ethics
A very complex and controversial issue is that of ethics. The term business ethics refers to the system of
moral principles and rules of conduct applied to business.

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That there should be business ethics means the business should be conducted according to certain self-
recognized moral standards. There is, however, no unanimity of opinion regarding what constitutes
business ethics. An international marketer often finds that the norms of ethics vary from country to
country.
International business ethics and ethics of economic systems
The issues here are grouped together because they involve a much wider, global view on business ethical
matters.
International business ethics
While business ethics emerged as a field in the 1970s, international business ethics did not emerge until
the late 1990s, looking back on the international developments of that decade. Many new practical issues
arose out of the international context of business. Theoretical issues such as cultural relativity of ethical
values receive more emphasis in this field. Other, older issues can be grouped here as well. Issues and
subfields include:
 The search for universal values as a basis for international commercial behaviour.
 Comparison of business ethical traditions in different countries. Also on the basis of their
respective GDP and [Corruption rankings].
 Comparison of business ethical traditions from various religious perspectives.
 Ethical issues arising out of international business transactions; e.g., bioprospecting and biopiracy
in the pharmaceutical industry; the fair trade movement; transfer pricing.
 Issues such as globalization and cultural imperialism.
 Varying global standards – e.g., the use of child labour.
 The way in which multinationals take advantage of international differences, such as outsourcing
production (e.g. clothes) and services (e.g. call centres) to low-wage countries.
 The permissibility of international commerce with pariah states.
The success of any business depends on its financial performance. Financial accounting helps the
management to report and also control the management to report and also control the business
performance.
The information regarding the financial performance of the company plays an important role in enabling
people to take right decision about the company. Therefore, it becomes necessary to understand how to
record based on accounting conventions and concepts ensure unambling and accurate records.

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Foreign countries often use dumping as a competitive threat, selling products at prices lower than their
normal value. This can lead to problems in domestic markets. It becomes difficult for these markets to
compete with the pricing set by foreign markets. In 2009, the International Trade Commission has been
researching anti-dumping laws. Dumping is often seen as an ethical issue, as larger companies are taking
advantage of other less economically advanced companies.
Ethics of economic systems
This vaguely defined area, perhaps not part of but only related to business ethics, is where business
ethicists venture into the fields of political economy and political philosophy, focusing on the rights and
wrongs of various systems for the distribution of economic benefits. John Rawls and Robert Nozick are
both notable contributors.
Law and business ethics
Very often it is held that business is not bound by any ethics other than abiding by the law. Milton
Friedman is the pioneer of the view. He held that corporations have the obligation to make a profit within
the framework of the legal system, nothing more. Friedman made it explicit that the duty of the business
leaders is, "to make as much money as possible while conforming to the basic rules of the society, both
those embodied in the law and those embodied in ethical custom". Ethics for Friedman is nothing more
than abiding by 'customs' and 'laws'. The reduction of ethics to abidance to laws and customs however
have drawn serious criticisms.
Counter to Friedman's logic it is observed that legal procedures are technocratic, bureaucratic, rigid and
obligatory where as ethical act is conscientious, voluntary choice beyond normativity. Law is retroactive.
Crime precedes law. Law against a crime, to be passed, the crime must have happened. Laws are blind to
the crimes undefined in it. Further, as per law, "conduct is not criminal unless forbidden by law which
gives advance warning that such conduct is criminal. Also, law presumes the accused is innocent until
proven guilty and that the state must establish the guilt of the accused beyond reasonable doubt. As per
liberal laws followed in most of the democracies, until the government prosecutor proves the firm guilty
with the limited resources available to her, the accused is considered to be innocent. Though the liberal
premises of law is necessary to protect individuals from being persecuted by Government, it is not a
sufficient mechanism to make firms morally accountable.

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Ethical issues arising from the nature of markets

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- The 18th Century economist Adam Smith demonstrated how in a free market the self interest of
producers and consumers will produce an outcome desirable to all concerned
- But the market can also lead to inequality of income, wealth and market power:
 Monopoly suppliers can exploit consumers

 Monopsony buyers can exploit supply firms
 World wide inequality of income can result in unethical practices such as the child labour
Ethical issues and society - examples
 Involvement in the community

 Honesty, truthfulness and fairness in marketing
 Use of animals in product testing
 Agricultural practices e.g. intensive faming
 The degree of safety built into product design
 Donation to good causes
 The extent to which a business accepts its alleged responsibilities for mishaps, spillages and
 leaks
 The selling of addictive products e.g. tobacco
 Involvement in the arms trade
 Trading with repressive regimes
Ethical issues arising from internal and industry practices - examples
 Treatment of customers - e.g. honouring the spirit as well as the letter of the law in respect to
warranties and after sales service
 The number and proportion of women and ethnic minority people in senior positions
 The organisation’s loyalty to employees when it is in difficult economic conditions
 Employment of disabled people
 Working conditions and treatment of workers
 Bribes to secure contracts
 Child labour in the developing world
 Business practices of supply firms
Unethical practices in marketing - examples

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 Pricing lack of clarity in pricing

 Dumping – selling at a loss to increase market share and destroy competition in order to
subsequently raise prices
 Price fixing cartels
 Encouraging people to claim prizes when they phoning premium rate numbers
 “Bait and switch” selling - attracting customers and then subjecting them to high pressure selling
techniques to switch to an more expensive alternative
 High pressure selling - especially in relation to groups such as the elderly
 Counterfeit goods and brand piracy
 Copying the style of packaging in an attempt to mislead consumers
 Deceptive advertising
 Irresponsible issue of credit cards and the irresponsible raising of credit limits
 Unethical practices in market research and competitor intelligence
Unethical practices relating to products - examples
 Selling goods abroad which are banned at home

 Omitting to provide information on side effects
 Unsafe products
 Built in obsolescence
 Wasteful and unnecessary packaging
 Deception on size and content
 Inaccurate and incomplete testing of products
 Treatment of animals in product testing
Ethics and the supply chain
- It would be hypocritical to claim to be a ethical firm if it turned a blind to unethical practices by

suppliers in the supply chain. In particular:
 The use of child labour and forced labour

 Production in sweatshops
 Violation of the basic rights of workers
 Ignoring of health, safety and environmental standards

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An ethical producer has to be concerned with what is practiced by all firms (upstream and downstream) in
the supply chain.
Bribery
This is a key ethical issue in business
 It first needs to be stated that bribery to secure a contract (especially a contract with a public
sector body) is against the law and severe penalties can result
 However, it is sometimes seem (wrongly) as a victimless crime and is often rationalised in terms
of “if we don’t offer a bribery, others will”
 From a moral or ethical perspective it should be approached not in terms of “can we get away”
with it but is it right to offer a bribe to secure a contract
Institute of Business Ethics Suggestions for Good Practice
The Institute recommends that organisations issue statements of ethical practice in respect of:
 Relations with customers

 Relations with shareholders and other investors
 Relations with employees
 Relations with suppliers
 Relations with the government and the local community
 The environment
 Relations with competitors
 Issues relating to international business
 Behaviour in relations to mergers and takeovers
 Ethical issues concerning directors and managers
 Compliance and verification
What is an Ethical code?
- This is a set of principles governing morality and acceptable behaviour

It is likely to cover:
 Personal behaviour e.g. when dealing with customers and suppliers

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 Corporate behaviour e.g. when negotiating deals

 Behaviour towards society e.g. when recruiting
 Behaviour towards the environment e.g. when deciding on process
Ethical audit
- This is an audit of all the firms’
activities Purpose:
 To check that ethical principles are being pursued

 To check the extent to which actions are consistent with the organisation’s stated ethical
intentions
 And to establish action plans if they are not .
BA7401 - International Business Management
QUESTION BANK
UNIT I
PART - A
1. Why do business firm go international?
 To Increase Profit
 Expanding the production capacities
 Severe Competition in the home country
 Limited home market
2. Explain the nature of international trade.
 Heterogeneous market
 Different national groups
 Different political unit
 Different national policies
3. What are various types of foreign investment ?

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 Exporting - Indirect exports,Direct exports ,Intra-corporate transfers

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 Licensing
 Franchising
 Contract Manufacturing
 Management Contract
 Turnkey Project
 Green field strategy
 Mergers & Acquisitions
 Joint ventures
4. Bring out the reasons of foreign investment.
1. High transport costs in exporting.

2. Problems with licenses and the need to protect intellectual
property.
3. Availability of investment grants from foreign governments.
5. Explain turnkey project?
A turnkey project is a contract under which a firm agrees to fully design ,
construct and equip a manufacturing/ business/services facility and turn
the project over to the purchase when it is ready for operation for a remuneration like a fixed price ,
payment on cost plus basis.
6. What is joint venture ?
Two or more firm join together to create a new business entity that is legally separate and distinct from its
parents. It involves shared ownership. Various environmental factors like social , technological economic
and political encourage the formation of joint ventures
7.How do the contract manufacturing differ from the management
contract?
Contract manufacturing :Some companies outsource their part of or entire production and concentrate on
marketing operations. This practice is called the contract manufacturing or outsourcing.
Management Contract: The companies with low level technology and managerial expertise may seek
the assistance of a foreign company. Then the foreign company may agree to provide technical assistance
and managerial expertise. This agreement between these two companies is called the management
contract.
8. What is franchising?

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Under franchising an independent organization called the franchisee operates the business under the name
of another company called the franchisor under this agreement the franchisee pays a fee to the franchisor.
The franchisor provides the following services to the franchisee.
1. Trade marks
2. Operating System
3. Product reoutation
4. Continuous support system like advertising , employee training , etc.
9. Define Internalization.
It is the control through self handling of foreign operations, primarily because it is less expensive to deal
with in the same corporate family than to contract with an external organization.
10.What is opportunity Cost?
The opportunity cost is the value of alternative which have to be foregone in order to obtain a particular
thing. This concept was proposed by Gottfried Haberler in 1959. This theory provides the basis for
international.
PART - B
1. Bring out the trends in international trade.

2. Elucidate the stages in internalizations and it’s orientation.
3. State the recent trend in FDI and foreign investment by Indian companies
4. Why international business not a bed of roses? Elucidate your answer with suitable examples.
5. Explain the traditional theories of international business.
6. What are the assumption ,merits and derivatives of modern theory
Hecksher-ohlin factor price -equalization theory?
7. List out the various forms of international business . Suggest a best form for an Indian based
companies.
8. What are the reactive and proactive reasons for companies going
international?
9. “ Doctrine of comparative advantage” – discuss.

10. What are the methods of entering foreign markets? Explain the reasons for increased interest in
international marketing.
11. Write about the growth and development of international business. What are the option
introduced in FDI? What is the purpose of trade
agreements?
12. Write about the growth and development of international business.

13. What are the methods entering foreign markets? Explain the reasons for increased interest in
international marketing.
14. Explain the fundamentals of foreign exchange.
15. Identify the major characteristics of the foreign exchange market and
how governments control the flow of currencies across national borders.

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16. Identify the key elements of export strategies.

17. Compare direct and indirect selling of exports.
18. Discuss the role of counter trade in international business.
.
UNIT - II
PART – A
1. Explain globalisation . State the feature of globalisation.
IMF defines Globalization as “ the growing economic
interdependence of countries worldwide through increasing volume and variety of cross border
transactions in goods and services and of internal capital flows and also through the more rapid and
widespread diffusion of technology”.
2. What are the essential condition for globalisation?

 Liberalizing the rules and regulation of control.
 Removal of Quotas & Tariffs.
 Providing freedom to the business and industry.
 Providing infrastructural facilities.
 Removal of bureaucratic hurdles.
 Encouraging research and development.
 Encouraging the competitiveness based on quality, price etc.
 Providing administrative and governmental support.
3. What are the pros and cons of

globalisation? Pros Of Globalisations
 Free Flow of Capital

 Free Flow of Technology
 Increase in Industrialization
Cons Of Globalisations:
 Globalization kills domestic business:

 Exploits Human Resources:
 Leads to Unemployment & Underemployment:
4. What is dumping?
It Means selling the products less than the on going price in the market or less than the cost of
production. Dumping is used to sell the excess production or to earn foreign exchange.
5. How is economic union is formed?

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It is formed when the member countries create greater economic harmonization through the
adoption of common economic policies.
6. What are the different kinds of economic integration?

There are four types of regional economic ntegration:
 Free trade Area: No internal Tariff

 Customs union: Common external tariff
 Economic integration: Coordinate fiscal and monetary policy.
7. What is cartel?
It is an agreement to restrict competition between production of the same commodity in one
country or between many countries. Eg OPEC
8. What is counter trade?

It is an arrangement to pay for import of goods and services with something other than cash. Thus
counter trade is goods for goods deal. The different types of counter trade include : barter, counter
purchase, compensation trade, switch trading, offsets and clearing agreement.
9. What is GATS?
General Agreement on trade in services provides a multi lateral framework of principles on
services. Trade in services like insurance, travel, tourism, hotel banking, maritime, transportation,
mobility of human resources etc. has been brought within the purview of GATS.
10. What is TRIMS ?

It refers to certain condition or restriction imposed by an government in respect of foreign
investment in the country. TRIMS agreement provides that no contracting party shall apply any
trim which is inconsistent with the WTO articles.
PART - B
1. What has been the impact of globalisation in India?
2. Explain the stand of Indian in WTO. And WTO’s role in Indian socio -economic development.
3. What are the agenda of the next round of ministerial meeting of the WTO in the light of failure of
the third round?
4. What are the implications of WTO agreement in developing countries?
5. State the objectives of EEC. Explain achievement of EEC in integration its member of countries.

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6. Describe the steps taken by NAFTA in bringing economic integration among Canada and Mexico
7. Why ASEAN is next to EEC in achieving economic integration?

8. Explain the different kinds of economic integration.
9. Discuss the issues and measures introduced in the recent WTO meet. What are the preferential
treatments provided in the trade agreement?
10. What are the preferential treatments provided in the trade agreements?
11. Explain the role of Indian in WTO & WTO’s role in Indian soci economic development.
12. What do you mean by trade blocks? Explain the various regional trade blocks and their implications
on business.
13. Discuss the purpose of establishing regional blocs and various types of Regional Trade Blocks
.
UNIT - III
PART - A
1. What is technology diffusion?
Is the spreading of technology to underdeveloped countries. The developed countries spread to
technical know – how to the under develop in order to facilitate the industrial development in
thes countries.
2. Define Mutlinational Enterprises

Is an organization which produces, markets, invest and operates across the world. MNEs have
world wide involvement and a global perspective. A MNE is also defined as an organization
doing business in more than one country.
3. Define World class organization?

It is defined as enterprises that are able to compete with anybody, any where, any time. WCO
operates across the world and can compete effectively against all corners, foreign and domestic.
Eg Sony, GE
4. How does creativity and innovation help in global competitiveness?

It is defined as enterprises that are able to compete with anybody, any where, any time. WCO
operates across the world and can compete effectively against all corners, foreign and domestic.
5. State the characteristics Of MNE’s

Invest considerable portion of their assets internationally- Engage in international production and
operate in a number of countries. Take managerial decisions based on an global perspective.

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6. What is ethno centric approach of international business?

A nationalistic philosophy of management whereby the values and interests of the parent
company guide the strategic decisions.
7. What are the reasons for MNEs success global sourcing strategies?
The success of a global sourcing strategies depends on four key factors; Compatibilty
,Configuration, Coordination, Control.
8. What is technical paradox?

The situation where high tech business can thrive at the very moment that their prices are failing
the fastest.
9. What is virtual organization?

An organization that is able to conduct business as if it were a very large enterprise when, infact
it is much smaller made up of core business. Competencies and the rest outsourced or partnered.
10. What is learning Organisation?

Organisation that are able to transform themselves by anticipating change and discovering new
ways of creating products and services it has learned how to learn. Eg Kodak.
PART- B
1. What are the various type of organization structure?

2. State the various approaches in formulation of organizational structure.
3. Elucidate the steps in implementation of a organizational structure.
4. List out the stages of formulating a organizational structure.
5. Is total quality remains a major issue for MNE’s today - justify.
6. Bring out the role of functional areas in implementation.
7. Compare the models of international strategy.
8. What are issues and international dimensions of technology rest with
MNCs ? Discuss the R& D strategies of MNCs.
9. Compare the competitiveness of firms at the national & global level.

10. What are the avenues and strategies proposed for international
trade management?
11. Explain the structural design of MNEs.

12. Discuss the strategic choice of entry modes and factors affecting choice of international entry
mode.

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13. What are the different strategies of internalization? Rate the best method of international
operations.
14. What are indicators of establishing MNEs?
UNIT- IV
PART - A
1. Explain Control:
Control is the process of establishing standards and targets, monitoring activities and
comparing actual implementing measures to remedy deficiencies. It links inputs to outputs and
provides feedbacks to those in command.
2. Mention Different approaches to control the MNCs.

Working within control parameters - Focus on the quantifiable &qualitative aspects of a
foreign subsidiary - To be exercised on a unit by unit basis - Requires decentralized of operating
decisions.
3. What are the factors that affect the controlling of MNEs ?

 Distance- it takes more time & expense to communicate.
 Diversity – Country differences make it hard to compare operations.
 Uncontrollable- There is often rapid changes in the information and data problems.
4. Narrate the various Methods Of controlling MNEs,

 Internal Control
 External Control
 Direct Control
 Indirect Control.
5. Why should host country control MNE’s?

The home country government has a number of problems when attempting to prevent firms
shifting operations to other countries. The control & restrictions on MNC’s foreign operations
include;
 Prohibitions on the transfer of technology to certain nations.

 Preventing firms from using money raised in the home country for foreign
investment.
 Creation of tax regimes not conducive to FDI.
6. Mention the five aspects of the international control

process? They are:
 Planning
 Organisational Structure
 Location Of Decision making
 Control mechanisms
 Special situations.

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PART -B
1. Bring out the steps in control process.
2. Elaborately explain the various approaches in control.What are the various types of control ?
3. Explain the control procedure and performance evaluation of MNC’s
4. What are the requirements of MNCs to create organizationalcapabilities?
5. Explain the major financial measures used to evaluate foreign subsidiaries and the managers.
UNIT – V
PART - A
1. Define conflict.
Conflict is Disagreement through which the parties involved perceive a threat to their needs,
interests or concerns’. Conflict is A state of discord caused by the actual or perceived opposition of
needs, values and interests.
2. List out the reasons behind the conflict.

 Sharing Common Resources
 Goal Differences
 Communication barriers
 Cultural Differences
 Behavioral Factors
 Poor Governance, Weakest Economies, Poverty and Highest Corruption
3. What do you understand by negotiation?

Negotiation is an interaction of influences which include the process of resolving disputes,
agreeing upon courses of action, bargaining for individual or collective advantage, or crafting
outcomes to satisfy various interests. Negotiation is thus a form of alternative dispute resolution.
4. Define Arbitration.
Arbitration is the process by which parties voluntarily agree to refer a future or a present dispute
to an individual or individuals who after hearing submissions from the parties will issue a legally
binding decision ("an award") determining the issues between the parties of liability and
quantum of damages or giving other specific remedies.
5. What are the factors that affect the bargaining strength?

 Technology (eg) IBM
 Marketing (eg) Coco-cola

IBM
 Ability to export output

6. What is renegotiation?
It refers to second negotiations. It happens, that even when a project is on stream, the changed
political guards may press for a renegotiation, when they solidly prove national interests are
better served with a fresh look. Of course, damage to national culture might happen. In the early
years of foreign investments in emerging economies the MNEs were iven many concessions. In
the middle things did change. MNEs were forced to accept a renegotiation to their disadvantage.
This happened to the Enron’s Dhabol power project in Maharastra.
PART -B
1. Explain in detail the steps in bargaining process.
2. What are the behavioural characteristic that affect the outcome of
negotiation process?
3. Describe the role of public affairs in negotiations.

4. What are the possible causes for conflict? Explain the role of third party in settling the dispute
between two countries.
5. Discuss the intellectual property rights in detail. Discuss the
critical issues in international trade brought out by policy makers in
India.
6. Explain the multinational agreement in negotiations in relation

to international business.
7. What are the various factors causing conflict in the international market?
8. What are the components of international negotiation? What are the
functions of the conflict resolution committee at the WTO?
9. Draw a scheme of contract resolution system.

10. What is the role of international agencies in the conflict resolution?
11. Bring out the culturally responsive strategies of negotiations.
12. What is the role of cultural factors in the negotiations?

IBM
UNIVERSITY QUESTION PAPERS
1. What is Balance Of Payment ?

A systematic record of a nation's total payments to foreign countries, including the price of
imports and the outflow of capital and gold, along with the total receipts from abroad, including
the price of exports and the inflow of capital and gold
2. What is free Trade?

Free trade is a type of trade policy that allows traders to act and transact without interference
from government. Thus, the policy permits trading partners mutual gains from trade ,with goods
and services produced according to the theory of comparative advantage.
3. Shortly write any two important political climates in India that attracts foreign investment in the
country.
Relaxation In FDI
Free Licensing
Promotion & Incentives For Investors

IBM
4. What is culture? Give your own definition.
The set of shared attitudes, values, goals, and practices that characterizes an institution,
organization or group.
5. Write shortly about the experience curve effect on companies competing on many countries.
The rule used for representing the learning curve effect states that the more times a task has been
performed, the less time will be required on each subsequent iteration. and lower will be the cost
of doing it. The task can be the production of any good or service. Each time cumulative volume
doubles, value added costs (including administration, marketing, distribution, and manufacturing)
fall by a constant and predictable percentage.
6. Draw an appropriate organizational chart for reducing costs of control to an MNC like Unilever.
EUROPE ASIA AMERICA Other countries
Product A
Product B
Product C
7. What is the role of incentives in control systems? Explain in the context of an MNC.
Incentives plays an motivating tool in the control.
8. Give meaning for TQM.
Total Quality Management (TQM) is a business management strategy aimed at embedding

awareness of quality in all organizational processes. TQM has been widely used in

IBM
manufacturing, education, hospitals, call centers, government, and service industries, as well as
NASA space and science programs.
9. What is the role of non verbal behavior in negotiation?

Because negotiating is an interpersonal process, it can be affected by factors which are beneath
the surface – for example, emotions, attitudes, motives. These factors can show through the
surface in the form of ‘messages’ from non-verbal and verbal behaviours. Effective negotiators
need to know what these non-verbal and verbal messages might imply so that they can work with
them. They also need to be aware of the signals they themselves transmit through their own non-
verbal and verbal behaviours.
10. What is renegotiation? Give an Indian example.

It refers to second negotiations. It happens, that even when a project is on stream, the changed
political guards may press for a renegotiation, when they solidly prove national interests are
better served with a fresh look. This happened to the Enron’s Dhabol power project in
Maharastra.
PART – B
11. (a) What are the instrument of trade policy? Explain the context where each one of such
instrument can be used?
Refer ; Francis Cherunilam, International Business, wheeler
Publication
(b) Explain various risks involved in exchange or foreign currency with examples.
publication
12. (a) Broadly classify the various types of organizational cultures existing in global organization.
Also give your analysis about the type of culture that may fit well into organizations warning to
do business in India.

IBM
publication
(b) What are the factors affecting cross border investment flow?
Explain international business environment in this context.
publication
13. (a) What do you understand by WCO? What are the key characteristics one should posses to
become a WCO?
Refer; Charles W.L.Hills,’International Business’, Tata McGraw Hill, New Delhi, 2005
(b) What are the strategic choices vis a vis the organizations looking for expanding beyond the
borders? Explain each one of them with example.
Refer: John.D.Daniels and Lee H.Radebaugh,’International
Business’, Pearson Education Asia, New Delhi, 2000.
14. (a) What are the control system existed in multinational firms?
Explain. Refer: John.D.Daniels and Lee H.Radebaugh,’International
(b) Explain the range of tools available for the managers of international business to measure
performance?
15. (a) If a company new to the international arena was negotiating an agreement with a potential
partner in an overseas country , what basic steps should it be prepared to implement? Identify and
desribe them.

IBM
(b) What are the causes of disputes in international business that requires involvement of
multilateral agencies? Explain the role of multilateral agencies in settling these disputes.
Business’, Pearson Education Asia, New Delhi, 2000
Nov 2008
PART – A
1. Define International orientation.

EPRG Framework – Ethnocentrism(home country orientation) – polycentrism (host country
orientation)- Regiocentrism ( Regioanl orientation)- Geocentrism ( world orientation).
2. What is exchange risk?

The risk that a business' operations or an investment's value will be affected by changes in
exchange rates. For example, if money must be converted into a different currency to make a
certain investment, changes in the value of the currency relative to the American dollar will affect
the total loss or gain on the investment when the money is converted back. This risk usually
affects businesses, but it can also affect individual investors who make international investments.
also called currency risk.
3. What are the different types of international business?

Exporting - Indirect exports, Direct exports, Intra-corporate transfers
Licensing , Franchising ,Contract Manufacturing ,Management
Contract,Turnkey Project,Green field strategy, Mergers &
Acquisitions,Joint ventures
4. Define cultural environment of international business.

It emcompasses the religious aspects , language, customs, traditions and beliefs, tastes and
preferences , social stratification, social institutions, buying and consumption habits etc.

IBM
5. What is BOP?
Balance Of payment is a systematic record of a nation's total payments to foreign countries,
including the price of imports and the outflow of capital and gold, along with the total receipts
from abroad, including the price of exports and the inflow of capital and gold.
6. Give two merits of MNCs.
 Increase in job oppurtunities

 Better and cheaper products will be available to the consumers
 The govt will also benefit by earning more in taxes etc
 It will lead to an increase in infrastucture improvement
7. Define Diversification.
It involues spreading investments around into many types of investment, including stocks, mutual
funds, bonds, and cash- geographic diversification involves a mixture of domestic and
international investments- diversification reduces the risk of a portfolio.
8. What is ICT?
Information and communication Technology, changing the tradability of the information –
centered set of services , information stored by digitization – cheaper and faster around the globe-
customs and traditions are broken- acquire services.
9. Define cross national conflict.

Constituencies work for own rather than global objectives, decuisions in one country have
repercussions elsewhere.
10. What is tariff in international business?

A duty/tax which government levied on goods shipped internationally may be on goods
entering, leaving or passing through a country.
PART – B
11. (a) Explain the criticism for purchasing power parity Theory.
publication
(b) Explain the managed floating system of exchange rate.

IBM
Publication.
12. (a) Evaluate WTO and mention its main features.

publication
(b) Discuss WTO Impact.
publication
13. ( a) Explain market expansion Strategies.

(b) Explain the factors affecting social orientation of business.
14. (a) What are the different aspects of international control

process? Discuss in detail.
Refer; Charles W.L.Hills,’International Business’, Tata
McGraw Hill, New Delhi, 2005
(b) State the problems in planning. Explain them in detail.

IBM
15 (a) What are multilateral settlements? Describe them.
(b) Discuss the various approaches and external relations approach.
May 2009
PART –A
1. What is international trade?

International trade is exchange of capital, goods, and services across international borders or
territories. In most countries, it represents a significant share of gross domestic product (GDP).
2. What is exportable surplus?

To send or transport (a commodity, for example) abroad, especially for trade or sale.
3. Write your idea on culture.
The set of shared attitudes, values, goals, and practices that characterizes an institution,
organization or group.
4. What is trade block?

Trade bloc is a type of intergovernmental agreement, often part of a regional intergovernmental
organization, where regional barriers to trade (tariffs and non-tariff barriers) are reduced or
eliminated among the participating states.
5. What is MNC?
A multinational corporation (MNC) or transnational corporation (TNC), also called
multinational enterprise (MNE), is a corporation or enterprise that manages production or
delivers services in more than one country. It can also be referred to as an international
corporation.
6. What is competitiveness?

IBM
Competitiveness is a comparative concept of the ability and performance of a firm, sub-sector or

country to sell and supply goods and/or services in a given market.
7. What is conflict?
Conflict is Disagreement through which the parties involved
perceive a threat to their needs, interests or concerns’. Conflict is a
state of discord caused by the actual or perceived opposition of
needs, values and interests.
8. What is negotiation?
Negotiation is an interaction of influences which include the process of resolving disputes,
agreeing upon courses of action, bargaining for individual or collective advantage, or crafting
outcomes to satisfy various interests. Negotiation is thus a form of alternative dispute resolution.
9. What is evaluation?
Evaluation is systematic determination of merit, worth, and significance of something or someone
using criteria against a set of standards. Evaluation often is used to characterize and appraise
subjects of interest in a wide range of human enterprises, including the arts, criminal justice,
foundations and non-profit organizations, government, health care, and other human services.
10. What is MIS?
A management information system (MIS) is a subset of the overall internal controls of a business
covering the application of people, documents, technologies, and procedures by management
accountants to solving business problems such as costing a product, service or a business-wide
strategy. Management information systems are distinct from regular information systems in that
they are used to analyze other information systems applied in operational activities in the
organization. Academically, the term is commonly used to refer to the group of information
management methods tied to the automation or support of human decision making, e.g. Decision
Support Systems, Expert systems, and Executive information systems.
PART – B
11 (a) Discuss export promotion in international trade.
publication
IBM
(b) What are the risks in foreign exchange? Explain.
publication
12 (a) Broadly classify the environment of international business.
Publication
(b) Discuss inter regional trade.

publication
13 (a) Discuss Strategic planning.
(b) Describe the functions of MNEs.
14 (a) What is the role of MIS in international Business?

IBM
(b) How does a manager in international business measure
performance?
15 (a) What are the fundamental steps to be taken for negotiating
an agreement?
(b) Explain the role of international agencies in conflict resolution?

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IBM

INTERNATIONAL BUSINESS MANAGEMENT (BA5301)

International Business –Definition – Internationalizing business-Advantages –factors causing

UNIT II INTERNATIONAL TRADE AND INVESTMENT 11

UNIT III INTERNATIONAL STRATEGIC MANAGEMENT 11

Strategic compulsions-Standardization Vs Differentiation – Strategic options – Global portfolio

UNIT IV PRODUCTION, MARKETING, FINANCIAL AND HUMAN RESOURCE

UNIT V CONFLICT MANAGEMENT AND ETHICS IN INTERNATIONAL BUSINESS

Disadvantages of international business – Conflict in international business- Sources and types of

Dr.S.Hariharaputhiran, Professor –MBA, PSVPEC, Chennai - 600127 Page 1

4. Michael R. Czinkota, Ilkka A. Ronkainen and Michael H. Moffet, International Business, 7 th

Dr.S.Hariharaputhiran, Professor –MBA, PSVPEC, Chennai - 600127 Page 2

INTERNATIONAL BUSINESS MANAGEMENT

DEFINITION OF INTERNATIONAL BUSINESS

OBJECTIVES OF INTERNATIONL BUSINESS

FUNCTIONS OF INTERNATIONAL BUSINESS

NEEDS OR BENEFITS OF INTERNATIONAL BUSINESS

 Enhances the domestic competitiveness

 Takes advantage of international trade technology

 Increase sales and profits

 Extend sales potential of the existing products

 Maintain cost competitiveness in your domestic market

 Enhance potential for expansion of your business

 Gains a global market share

Dr.S.Hariharaputhiran, Professor –MBA, PSVPEC, Chennai - 600127 Page 3

 Reduce dependence on existing markets

 Stabilize seasonal market fluctuations

 A business environment that invests in innovation;

 A demanding local market; and

 The presence of supporting industries.

FACTORS THAT PROVOKE INTERNATIONAL BUSINESS

REASONS FOR GOING INTERNATIONAL

• Domestic market constraints

• Government policies and Regulations

• Spin-offs of International Business

SCOPE OF INTERNATIONAL BUSINESS

• The distinguishing feature of international business is that international firms operate in

Dr.S.Hariharaputhiran, Professor –MBA, PSVPEC, Chennai - 600127 Page 4

1. To increase their profit and achieve company goals.

2. Availability to high quality raw material and components in other countries.

3. Availability of skilled human resources at low cost.

4. Liberal labor laws in the foreign countries.

5. To reduce the cost of transportation and easy logistics management.

6. Facility of exporting to other neighboring foreign countries.

Dr.S.Hariharaputhiran, Professor –MBA, PSVPEC, Chennai - 600127 Page 5

1. Rapid increase in the volume of global trade.

3. To avoid the restriction imposed by the host country on exports.

5. Limitations of exporting and licensing force the domestic companies.

6. In order to have the control over manufacturing and marketing activities.

Modes of Globalization of Investment:

1. Acquisition of foreign companies.

4. Issuing equity shares, debentures, bonds.

5. Global deposit receipts etc.

Methods of Globalization of Technology:

INTERNATIONAL BUSINESS ENVIRONMENT

Dr.S.Hariharaputhiran, Professor –MBA, PSVPEC, Chennai - 600127 Page 6

“Environmental diagnosis consists of managerial decisions made by analyzing the significance of

II. Marketing intermediaries

IV. Customers, and

Mgr – R& D Mgr-‐ Finance Mgr-‐ Production Mgr-‐HR

Mkg -‐ Mkg -‐ Mkg –

Mgr – R& D Mgr-‐ Finance Mgr-‐ Production Mgr-‐HR