1. International Marketing Channel Management
1.1. International Marketing Channels
1.2. International Marketing Channel Decisions
1.2.1. Distribution Intensity
1.2.1.1. Intensive Distribution
1.2.1.2. Selective Distribution
1.2.1.3. Exclusive Distribution
1.2.2. Selection of Distribution Channels
1.2.2.1. Direct Marketing
1.2.2.2. Indirect Channels
1.2.2.2.1. Intermediaries
1.2.2.2.2. Agent middlemen
1.2.2.2.3. Merchant middlement
1.2.2.3. Channel Length
1.2.2.4. Selection Factors
1.2.2.4.1. Type of product
1.2.2.4.2. Price
1.2.2.4.3. Competition
1.2.2.4.4. Brand Image
1.2.2.4.5. Desired Product Possion
1.2.2.4.6. Target Market
1.2.2.4.7. International Consideration
1.2.2.5. Standardization of Channel Structure
1.2.2.6. Environmental Factors and International Marketing Channel Decisions
1.2.2.7. Existing Channels
1.2.2.8. Future Channels
1.2.3. Managing International Distribution Channels
1.2.3.1. Establishing International Channels Strategies
1.2.3.1.1. A pull strategy
1.2.3.1.2. A push strategy
1.2.3.2. Selecting Intermediary Arrangements
1.2.3.2.1. Vertical integration
1.2.3.2.2. Horizontal integration
1.2.3.2.3. Vertical marketing systems or international strategic aliances
1.2.3.3. Gray Markets
1.2.3.4. Making Channel Arrangements and Choosing Channel Partners
1.2.3.5. Managing Channel Power
1.2.3.5.1. Legitimate
1.2.3.5.2. Referent
1.2.3.5.3. Expert
1.2.3.5.4. Reward
1.2.3.6. Trust and Commitment in International Marketing Channels
1.2.4. Physical Distribution
1.3. Cross-Culture Negotiation and International Marketing Channels
1.3.1. Stages in the Negotiation Process:
1.3.1.1. Preparation > Relationship Building > Information Gathering > Information Using > Bidding > Closing the Deal > Implementing the Agreement
1.3.2. Culture Influences on Negotiations
1.3.2.1. Interest, Behavior, and Desired Outcomes
1.3.2.2. Relationships, Communication, and Perceptions
1.3.2.3. Negotiation Context
1.3.2.4. Hofstede’s Dimensions
1.3.2.5. Thought Processes `
1.3.2.6. Overall Negotiation Culture
1.4. International Marketing Channel Functions
1.4.1. Research Market Needs
1.4.2. Promote Products
1.4.3. Order Processing
1.4.4. Communicate with Channel Members
1.4.5. Warehousing, Inventory Control and Materials Handling
1.4.6. Address Discrepancies of Assortment
1.4.7. Secure Payment and Extend Credit
1.4.8. Transportation
1.5. International Marketing Channel Structure
1.5.1. Cost
1.5.2. Coordination
1.5.3. Coverage
1.5.4. Cooperation
1.5.5. Control
2. International Distribution: Exporting and Retailing
2.1. Exporting Choices
2.1.1. Internal Reasons for Exporting
2.1.1.1. Managerial Urge
2.1.1.2. Unique Product Characteristics
2.1.1.3. Economies of Scale
2.1.1.4. Extension of Scales
2.1.1.5. Lower Risk
2.1.1.6. Overcapacity
2.1.2. External Reasons for Exporting
2.1.2.1. Change Agents
2.1.2.2. Foreign Market Features
2.1.2.3. Domestic Market Features
2.1.2.4. Unsolicited Orders
2.2. Market Selection
2.3. Export Entry Modes
2.3.1. Home Country-Based Activities
2.3.1.1. Buil-In Department
2.3.1.2. Separate Export Department
2.3.1.3. Export Sales Subsidiary
2.3.2. Foreign-Based Direct Exporting
2.3.2.1. Foreign Sales Brach
2.3.2.2. Foreign Sales Subsidiary
2.3.2.3. Foreign-Based Distribution
2.3.2.4. Agents/ Representatives
2.4. Pricing Exports
2.5. Exporting Documentation
2.5.1. Regulations and Documentation
2.5.2. Export and Import Licenses
2.5.3. Financing
2.6. Physical Distribution
2.6.1. Materials Handing
2.6.2. Inventory Location
2.6.3. Inventory Control
2.6.4. Order Processing
2.6.5. Methods of Transportation
2.6.5.1. Air
2.6.5.2. Water
2.6.5.3. Railroad
2.6.5.4. Motor Carrier
2.6.5.5. Pipeline
2.6.5.6. Intermodal
2.6.6. Sustainability and International Distribution Systems
2.6.7. Radio Frequency Identification Development and International Transportation
2.6.8. International Distribution and the Bottom-of-the-Pyramid Terrorism and International Marketing Channels
2.7. International Marketing Channels and Utility
2.7.1. Place utility
2.7.2. Time utility
2.7.3. Possession utility
2.7.4. Communication or information utility
2.8. International Retailing
2.9. Types of International Retail Outlets
2.9.1. Convenience-Stores
2.9.2. Supermarkets
2.9.3. Hypermarkets
2.9.4. Open Air Markets and Bazaars
2.9.5. Department Stores
2.9.6. Discount Stores
2.9.7. Specialty Stores
2.9.8. Online Retailing
2.9.9. The Future