PRINCIPLES OF MARKETING�3350�HONORS SECTION

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					          INTERNATIONAL COMMERCE—IB 4361—COMPREHENSIVE SYLLABUS AND STUDY GUIDE – Fall, 2012
ALAN WHITEBREAD
           OFFICE—BA705             Phone: 742-1963 E-Mail: Alan.Whitebread@ttu.edu HOURS— Usually M, W 9-10 and 2-4, or T and Th by appointment.

TEXTS   #1 A Basic Guide to Exporting 10TH Edition will be used as a supplemental text and can be found at http://bookstore.gpo.gov/ . Scroll down to SEARCH
        and insert its stock number [003-009-00733-0] to purchase it online.
ADDITIONAL INFORMATION YOU SHOULD BE FAMILIAR WITH INCLUDES:
        Current events are to be viewed daily at www.exporter.com for specific trade items and www.worldeconomist.com for economic developments around the
        globe. Check the website http://awhitebread.ba.ttu.edu -daily- for the latest information on the course and support materials.

COURSE DESCRIPTION / OBJECTIVES / ORGANIZATION
     This course will provide a comprehensive overview of all major aspects and concepts of developing new markets through international commerce. It begins with a fundamental
     framework for international commerce and proceeds through the success requirements at continually increasing levels of complexity just like you would find in the business world. There
     will be a mix of theory and actual business applications of the theory. The student will demonstrate application of all major theories through interactive class participation, simulation
     exercises, cumulative tests including a final exam that will approximate the Certified Global Business Professional [CGBP] national certification exam. This course is designed to provide
     the student earning an A or a high B with the necessary knowledge and tools to have a reasonable chance to pass the CGBP exam.

     It begins with a fundamental framework for international commerce and proceeds through the success requirements at continually increasing levels of complexity just like you would find
     in the business world. The course examines the key items in the four domains of global business management, global marketing, supply chain management, and trade finance.
     Students will experience the diversity of challenges in these four domains of the international business world. While business in a single country is relatively simple, conducting business
     in numerous countries presents many different challenges and requires an extended set of knowledge to operate effectively and efficiently. Sources of information will include the
     textbooks, class lectures, selected items on the web, postings on http://awhitebread.ba.ttu.edu, and library resources.

EXPECTED LEARNING OUTCOMES
           At the end of the course, students will have an understanding of the following.
                        Apply effective oral and written communications in the global community.
                        Analyze data and situations to make sound business decisions in the global business environment.
                        Apply critical thinking to global business decisions.
                        Understand each business function, how they interact, and how they contribute to organizational objectives in a global business.
                        Evaluate political, social and cultural considerations in the global environment.
                        Assess global and ethical considerations in business decision making.

COURSE GRADING
   The grade for the course will be based on a weighted average of exercises, and tests. Exercises will be 20% of the grade. The five tests [including the final exam]
   will be 80% [16% each] of the course grade. All tests will be comprehensive—and may cover any or all previous lectures, discussions, exercises, vocabulary
   quizzes, handouts, readings, web sites, current events, plus library and online information. Reading the appropriate materials before the class period is required as
   lectures will be an expansion of assigned materials. Students will find the tests quite difficult if they are not thoroughly acquainted with all course materials. The
   following grade scale applies.
                                         A=81% and above B=74% to 80% C=67% to 73% D= 61% to 66% F=60% and below
     All students should be prepared to answer random questions in class—failure to do so could negatively affect their grade. Attendance is required and
     the student is expected to be on time. If you miss a class you need to get good lecture notes from a classmate. Students will find the tests quite
     difficult if any classes are missed, vocabulary is not learned, slides are not studied in detail, and the book is not reviewed.

     Since all assignment dates are detailed on the syllabus, the student bears total responsibility for complying with the requirements of the course.
     NOTICE: Late or make-up exams will not be given. If you miss an exam or an exercise you will receive a zero. No extra credit projects will be allowed.
     Grades will only be discussed in person in my office. If you must miss class, see me in advance so we can arrange for you to complete the work before
     your absence.

WITHDRAWALS
           If a student withdraws they will receive a WP [withdraw passing] if they have a D or better in the course at the time of withdrawal.

CLASS CONDUCT
           Standards of academic honesty will be observed in accordance with TTU policy, as detailed in Operating Policy 34.12. Special accommodations to students with disabilities will
           be made, as detailed in Operating Policy 34.22. Student absences for the observance of religious holy days will be allowed, as detailed in Operating Policy 34.19.

CIVILITY IN THE CLASSROOM
           Students are expected to assist in maintaining a classroom environment conducive to learning. In order to assure that all students have an opportunity to gain from time spent in
           class, unless otherwise approved by the instructor, students are prohibited from using cellular phones, beepers, pagers, or similar devices, eating or drinking in class, making
           offensive remarks, reading newspapers, sleeping or engaging in any other form of distraction. Inappropriate behavior in the classroom shall result in, minimally, a request to leave
           class.

ADA STATEMENT
           Any student who, because of a disability, may require special arrangements in order to meet the course requirements should contact the instructor as soon as possible to make
           any necessary arrangements. Students should present appropriate verification from Student Disability Services during the instructor’s office hours. Please note instructors are not
           allowed to provide classroom accommodations to a student until appropriate verification from Student Disability Services has been provided. For additional information, you may
           contact the Student Disability Services office in 335 West Hall or 806-742-2405.
         INTERNATIONAL COMMERCE—IB 4361—COMPREHENSIVE SYLLABUS AND STUDY GUIDE – Fall, 2012

COURSE OUTLINE—There may be changes to this syllabus. All items in black font should be more in-depth that previous courses or
entirely new to the student. A ۩ indicates that item must be completed for points before the class period in which it is listed . Every
ITEM IN BOLD BLUE [ARTICLES, WEB SITES [W], AND EXERCISES] should be read or completed / graded before the class
period in which it is listed. All materials for the course can be found in the software. Check the Website and Syllabus online DAILY
for the latest information. Any changes will be in red font.

Date     Subject[s]
                                                          INTRODUCTION
8/27     Syllabus and Introduction to the course

            ONLINE LECTURE - SECTION 1—BUSINESS TOOLS AND THE WORLD MARKETPLACE
                              Guide to Export-Import Basics Chapter 1 - A Basic Guide to Exporting 10TH Edition Chapter 16
8/29 &   International Trade and the Firm
31       Morals, Ethics, and Core Values
         Mission Statements: Purpose and Elements
         Domestic vs. International Differences: Planning
         Strategic Planning Tools and Analysis
                   -Marketing Myopia [Harvard Business Review, 1960], Business Definitions and Extensions
                   -Core Competencies; Key Success Factors; SBUs; SWOT analysis
                   -Strategic Planning Formats: BCG, GE, Learning from the Future / Scenario Planning, Development Projects
                   -Ansoff’s Product / Market Expansion Grid; Competitive Advantage [of the Firm];
                   -First Mover Advantages and Disadvantages; GAP analysis
         Brief history of World Trade; Economic Theories of International Business; Country Economic Structure
         Where are you? The world is not as it seems!
         Travel Assistance; World Hot Spots
                   FIND THESE READINGS ON THE WEB – U.S. Department of State The Bureau of Consular Affairs, Consular
                   Information Sheets; U.S. Department of State Travel Warnings; and List of Doctors/Hospitals Abroad
         REVIEW EXERCISE #1.1 – Assistance for an Individual [in a foreign country]

                      SECTION 2—THE IMPACT OF CULTURE ON INTERNATIONAL BUSINESS
                                              A Basic Guide to Exporting 10TH Edition Chapter 16
9/5 & 7 Foreign Cultures & Practices
                 -Adjusting to Cultural Changes – Quickly [The Role of Language: Spoken, Written, and Behavioral]
                 -Hofstede’s Cultural Dimensions [Communications: High / low context] Expanded!
        Culture: Characteristics, differentiation, differences, dimensions, and communication
                 Other Aspects of Culture: Measuring Your Cultural IQ; Cultural Analysis and Sources of Cultural Knowledge
                 Identifying key cross-cultural issues
                    READINGS – Peace Corps Training—Etiquette
        START EXERCISE #2.2 – Advanced Cultural Information

                              SECTION 3—FIRST STEPS OF INTERNATIONAL BUSINESS
                                             A Basic Guide to Exporting 10TH Edition Chapters 2 and 17
9/10     ۩ EXERCISE #2.2 – Advanced Cultural Information
         International Organizational Issues and Profiles; The Challenge of International Training
                   READINGS – Are You Ready to Export? Keys to International Success
         International Negotiations: Styles by country; Price Negotiations
         Introduction to Export Assistance
         Export Administration Regulations [EAR]
         Handling Inquiries: Dangers All Around
                   FIND THESE READINGS ON THE WEB – OFAC Enforcement Lists; Red Flag Indicators; The Entity List - Export
                   Administration Regulations Database; Debarred Parties List; Export Administration Regulations [Export Control];
                   Specifically Designated Nationals and Blocked Persons; Office of Anti-boycott Compliance - A Guide to U.S. Antiboycott
                   Laws; The Denied Persons List; The Unverified List; Tip from an Alert Manufacturer, …
         SPECIAL HANDOUT – Compliance and Enforcement Lists
         START EXERCISE #5.2 – Government Programs and Services

                                           SECTION 4—ECONOMIC GEOGRAPHY
9/12     Economic Geography; Inter-country Analysis; Subjective Comparisons

                      SECTION 5—GLOBAL STRATEGY, PLANNING, AND PROGRAMS
9/14     Global Strategic Planning and Marketing
         Designing and Implementing Multinational Programs
         Export Promotion A Basic Guide to Exporting 10TH Edition Chapter 4
                  FIND THESE READINGS ON THE WEB – International Partner Search DOC; Gold Key [Matching] Service DOC; Trade
                  Opportunity Program [TOP]
       INTERNATIONAL COMMERCE—IB 4361—COMPREHENSIVE SYLLABUS AND STUDY GUIDE – Fall, 2012
       U.S. Department of Agriculture Export Programs
               FIND THESE READINGS ON THE WEB – U.S. Department of Agriculture Export Programs; FAS Online
       Harmonized Tariff System
               Determining the Correct HS code for imports plus Schedule B codes for exports
       Understanding the Shipper’s Export Declaration [SED]
       Export Commodity Control List
       Export Assistance per Country
       REVIEW EXERCISE #5.1 – Export Assistance
       REVIEW EXERCISE #5.3 – Determine the Correct HS Codes
       REVIEW EXERCISE #5.4 – Determine the Correct Schedule B Codes

9/17   ۩ Test #1.

                                 SECTION 6—INTERNATIONAL MARKET RESEARCH
                                             A Basic Guide to Exporting 10TH Edition Chapter 3
9/19   ۩ EXERCISE #5.2 – Government Programs and Services
       Structure and Design of the Project
                Primary or Secondary Data? Quantitative vs. Qualitative Analysis
                Government Assistance and Sources of Reliable Data: Public and Private
                     -US DOC Country Commercial Guides, CIA … IMF, World Bank, UN Agencies …
       The Political/Legal Environment
                Marketing Barriers: Types of Tariffs; Import Restrictions, Control Regulations, and Permits; Export Restrictions, Control
                Regulations and Permits; Exchange Control Restrictions; Non-Tariff Trade Barriers / Protected Industries / Labor Laws /
                Corporate Tax Structure; Corruption
       REVIEW EXERCISE #6.1 - Market & Competitive Profile by Country [MARKET & COMPETITION SECTION only]

                                      SECTION 7—EVALUATING ENVIRONMENTS
9/21   Evaluating Data / Creating Meaningful Scales / Making Decisions with Imperfect Information
                Country and Political Risk; Import and Export Data
                Market Risk Analysis; Competitive Risk Analysis; Commercial Risk Analysis
       Evaluating and Selecting Markets: Segmentation, Targeting, Differentiating, Positioning, and Branding

                 SECTION 8—INTELLECTUAL PROPERTY, SPECIFICATIONS, & STANDARDS
                                                 A Basic Guide to Exporting 10TH Edition Chapter 10
9/24   WATCH VIDEO WTO see “From GATT to WTO” at http://www.wto.org/english/res_e/webcas_e/webcas_e.htm#intro
       Review of the Four Major International Legal Systems: Legal rights versus practical enforcement levels
       Intellectual Property Review and Knowledge Management
                 -National level of protection / enforcement
                 READINGS – International Copyright, Trademark, and Service Mark Issues; International Trademarks and Service
                 Marks: International Country Trademark Rules; International Patent and Trade Secret Issues
                 -Implementing a Strategy to Protect Your IP
                 FIND THIS READING ON THE WEB U.S. Stop Fakes Program
       Quality Systems – ISO, Six Sigma, Baldridge
       Standards -ANSI, JIS, DIN … and Product Specifications

                              SECTION 9—FOREIGN MARKET ENTRY ALTERNATIVES
                                           A Basic Guide to Exporting 10TH Edition Chapters 5 and 7
9/26   Foreign Market Entry Alternative Basics
               -Direct / Indirect and Issues; Licensing and Issues; Franchising and Issues; FDI Issues; Entity Options
       Investment Incentives: Local – state – national; Industry / trade incentives; Other government and association support
       Consumer and Business Buyer Behavior

         SECTION 10—GLOBAL DISTRIBUTION ALTERNATIVES, SYSTEMS, AND AGREEMENTS
                                                A Basic Guide to Exporting 10TH Edition Chapter 6
9/28   ۩ Vocabulary quiz #6.
       International Distribution [Types of Intermediaries, Channel Management Issues, Reseller Selection]
                 READINGS – International Distribution Agreement Issues; MY COMPANY Sample Basic Distribution Agreement
       USPPI Responsibility Review
       U. N. Convention for the International Sale of Goods [CISG]
       READINGS – From Prospect to Customer and the First International Transaction
                                      The Price Quote Form A Basic Guide to Exporting 10TH Edition pages 171-173

       READING –Reseller Compliance Application
       START EXERCISE #10.1 - Estimating the Cost of a Reseller
       REVIEW EXERCISE #10.2 - Using the Internet for Channel Information Exercise: Retail Distribution in China
        INTERNATIONAL COMMERCE—IB 4361—COMPREHENSIVE SYLLABUS AND STUDY GUIDE – Fall, 2012
10/1    ۩ Comprehensive Test #2.

                             SECTION 11—LEGAL SYSTEMS AND ISSUES AROUND THE WORLD
                                               Guide to Export-Import Basics Chapters 2 and 3
10/3    ۩ EXERCISE #10.1 - Estimating the Cost of a Reseller
        Business Ethics Around the Globe; OECD
        Foreign Corrupt Practices Act [Documentation and Compliance]
                FIND THIS READING ON THE WEB Foreign Corrupt Practices Act [FCPA] preferably at DOJ
        The Role of Corporate Counsel and Correspondent Firms
                -International business deals: who does what? Terms and conditions of purchase or sale; Minimum required
                documentation; Compliance with laws and regulations

        International Contracts Guide to Export-Import Basics Chapter 4 pages 77-90 and Chapter 5
                  -Key clauses [Force Majeure …], Key Rights [Power of Attorney …], Termination
                  -Litigation vs. arbitration vs. mediation vs. resolution
        Examples of types of contracts
                  READINGS – Regional Distributor Agreement
        REVIEW EXERCISE #11.2 - Evaluate MY COMPANY International Distribution Agreement

        SECTION 12—INTERNATIONAL PRODUCT, SERVICE, AND SALES ORGANIZATION DECISIONS
                                              A Basic Guide to Exporting 10TH Edition Chapter 8
10/5    Products and Services: Core - Branded – Augmented Decisions
                -Product and Brand Management / Product Liability in Country X
                   -Packaging and Labeling
                   -Legal and Regulatory Requirements [U.S. Customs Regulatory Compliance; In-country Regulatory Compliance]
                   -Packaging Options [Protection and review of testing methods; Materials and their selection; Container types]
                   -Packaging changes required for in-country legal compliance [Color[s], standard[s], language[s], mark[s] …]
                   -Specifications & Quality Standards
                   -Installation, Warranty, and Service
                   -Counterfeiting
        Sales Organization Alternatives: Advantages and Disadvantages
        REVIEW EXERCISE #12.1 – Packaging Requirements in Country
        START EXERCISE #12.2 – Select the Best Representation

                           SECTION 13—GLOBAL INTEGRATED MARKETING COMMUNICATIONS
                                              A Basic Guide to Exporting 10TH Edition Chapter 11
10/8    ۩ EXERCISE #12.2 – Select the Best Representation
        Integrated Marketing Communications: A Global Perspective
                 -Advertising and collateral materials around the world
                 -Global Promotion: Different Sets of Rules; Trade shows and trade missions; ATA Carnet
                    FIND THESE READINGS ON THE WEB – Find ATA Carnet Forms and Download--ATA FAQ’s
        REVIEW EXERCISE #13.1 - Build a product launch plan Gantt Chart for one large company program launch

              SECTION 14—BASICS OF INTERNATIONAL TRADE: EXPORTING AND IMPORTING
                           Guide to Export-Import Basics Chapter 9 - A Basic Guide to Exporting 10TH Edition Chapter 12
10/10   Export Intermediaries: Roles and Responsibilities
                 -Freight Forwarder, Customs Broker, Export Management Company, Export Trading Company

        INCOTERMS 2000
                READINGS – Understanding the Four Categories of INCOTERMS 2010
        Export Regulations for Your Product; Boycott Regulations
        START EXERCISE #14.1 - INCOTERMS I Guide to Export-Import Basics Chapter 4 pages 91-122
        START EXERCISE #14.2 – Import and Export Regulations

10/12   ۩ EXERCISE #14.1 - INCOTERMS I
        ۩ EXERCISE #14.2 – Import and Export Regulations
        Export Documents
                 READINGS – The Pro Forma Invoice [in book]; Common Discrepancies in International Documents
        Importing
                 READING – Calculating Duty and Tax
        Loss prevention and review of seals and procedures
        Bureau of Industry and Security Documents
                 - AES; SNAP; Customs and Border Protection’s ABI, AMS, and ACS
        START EXERCISE #14.3 - INCOTERMS II [Advanced]
        REVIEW EXERCISE #14.4 - Export Documents
        INTERNATIONAL COMMERCE—IB 4361—COMPREHENSIVE SYLLABUS AND STUDY GUIDE – Fall, 2012
          SECTION 15—BASICS OF LOGISTICS, INSURANCE, AND SUPPLY CHAIN MANAGEMENT
10/15   Clarifying Supply Chains, Value Chains, and Supply Chain Management Functions
        Supply Chains and Value Chains: Components and flows
                  - Vendor selection, Vendor key performance metrics, Vendor certification, Vendor logistics, Vendor involvement
        Third Party Logistics Suppliers [3PL’s]: Roles, Losses, and Issues

10/17   ۩ EXERCISE #14.3 - INCOTERMS II [Advanced]
        Supply Chain Management A Basic Guide to Exporting 10TH Edition Chapter 12 pages 146-157
                 -Warehouse organization alternatives [Structured, random, pick-and-pack]; Inventory Strategies [JIT, ship-to-stock]
                 -FTZ Characteristics; Free Port Zone; Off-shore Procurement
                 -Implementation Challenges
                     - Technology in the Supply Chain; EDI / MRP; B2B auctions / portals / …
        Physical Distribution
                 -Transportation: Modes, Material Handling Devices, Methods, and Costs; Warehouse security issues; Distribution’s Roles
                 in the Organization; Inventory and control; Cycle time and related issues
                 -Transportation [international units]; Loading and unloading issues
        Federal Security Developments
                  FIND THESE READINGS ON THE WEB –U.S. Customs Service’s Container Security Initiative [CSI] Strategic Plan; CSI
                 Presentation; U.S. Customs Container Security Initiative [CSI] Program; CSI Fact Sheet; Customs Trade Partnerships
                 Against Terrorism [C-TPAT] Program
        FAST, ACE, CEBB, and APHIS
                 FIND THESE READINGS ON THE WEB – FAST: Free and Secure Trade Program; APHIS

10/19   Piracy, Insurance, and COGSA covers the following
        Logistics
                  -Piracy
                  -U.S. Carriage of Goods by Sea Act [COGSA]: A Detailed Review; Cargo and Carrier Responsibilities
        Types of Insurance and Risk of Loss – cargo and carrier liability
                  -Marine: free of particular average, with average, all risk, and all risk parameters
                  -Carrier liability insurance, self-insurance
                      FIND A READING ON THE WEB ABOUT – Errors and Omissions Insurance [E&O]
                  -Air cargo and the Warsaw Convention A Basic Guide to Exporting 10TH Edition Chapter 12 page 145
                  -International motor transport and the CMR Convention
        Federal Maritime Commission [FMC] and the Shipping Act of 1984

10/22   Comprehensive Test #3.

                 SECTION 16—INTERNATIONAL PRICING STRATEGIES AND IMPLEMENTATION
                                             A Basic Guide to Exporting 10TH Edition Chapter 13
10/24   Understanding International Costs
        Pricing Strategies and Implementation; Methods of Payment
        Gray Markets; Countertrade / Barter
        REVIEW EXERCISE #16.1 – Estimating Cost of Shipments
        IN-CLASS REVIEW EXERCISE #16.2 – Preparing quotes [include fees]
        IN-CLASS REVIEW EXERCISE #16.3 – Quoting: Freight and Insurance A Basic Guide to Exporting 10TH Edition Chapter 12 page 159
        REVIEW EXERCISE #16.4 – Prepare Pro Forma Invoice

                       SECTION 17—BASICS OF INTERNATIONAL FINANCIAL INSTRUMENTS
                           Guide to Export-Import Basics Chapter 6 - A Basic Guide to Exporting 10TH Edition Chapter 14
10/26   Financial Crises, Contagion and Foreign Exchange
                 -Foreign Exchange: Volatility, Risk Management, and Transaction Costs; Tables and Rates
                 -Hedging; Forward Contracts and Currency Options

10/29   Monetary Methods of Payment for International Transactions A Basic Guide to Exporting 10TH Edition Chapter 14 pages 186-189
                 -Cash in Advance and Open Account; Documentary Drafts: Against Payment, Against Acceptance, Time Draft; Letters of
                 Credit [L/C]
                    FIND A READING ON THE WEB ABOUT – A Letter of Credit Example[from a large multinational bank]
        ICC rules governing bank guarantees
                 -Confirmed vs. Unconfirmed; Transferable; Standby
                                                                                     TM
        Banker's Acceptance; Electronic Methods of Payment: SWIFT and TradeCard

10/31   Uniform Customs & Practice for Documentary Credits [UCP] and the Electronic Version [eUCP]; URC; Consignment
        Basic Credit Assessment Techniques
        Guarantees
                -Bid Bond, Advance Payment Guarantee, and Performance Bond, Staged Payments Structure

11/2    Letters of Credit
        INTERNATIONAL COMMERCE—IB 4361—COMPREHENSIVE SYLLABUS AND STUDY GUIDE – Fall, 2012
               READING –Sample Confirmed Irrevocable L/C A Basic Guide to Exporting 10TH Edition
        Nonpayment
               -Cancellation / failure to obtain export or import license, Civil unrest, Foreign currency controls, delays, or shortages
        REVIEW EXERCISE #17.3 – Letters of Credit

                      SECTION 18—ADVANCED INTERNATIONAL FINANCING OF EXPORTS
                                                    Guide to Export-Import Basics Chapter 7
11/5    Export Credit Risk Mitigation
                            -Factoring; Forfaiting; Other Seller Financing; Supplier Financing; Carrier Financing; Buyer Financing; Aval

11/7    Short-term and Long-term Financing Options
                 Guide to Export-Import Basics Chapter 8 - A Basic Guide to Exporting 10TH Edition Chapter 15
                 -Government Assistance, SBA; EXIMBANK
                    FIND THESE READINGS ON THE WEB — EXIMBANK Working Capital; EXIMBANK Loan Guarantee; EXIMBANK
                    Export Credit Insurance; EXIMBANK Direct Loan [for international buyers]; EXIMBANK Small Business Initiative;
                    EXIMBANK Short-Term Single-Buyer Export Credit Insurance
                    -OPIC
                 -Commercial Sources
                    FIND A READING ON THE WEB ABOUT – Export Documents at www.export.gov [U.S. Department of Commerce]
                          - Samples of blank documents; packing list and more
        REVIEW EXERCISE #18.1 – Loan Guarantees, OPIC, and EXIMBANK

   SECTION 19—INTERNATIONAL DEVELOPMENT ORGANIZATIONS AND CUSTOMS ORGANIZATIONS
11/9    ۩ EXERCISE #18.1 – Loan Guarantees, OPIC, and EXIMBANK
        World Bank; Regional Development Banks; International Monetary Fund [IMF] and OECD
        Customs Organizations; Dealing with Customs
        READING – The Thirteen Commandments of Import / Export Customs Compliance Programs
        Advanced Documentation: Special Forms

                                SECTION 20—SERVICES AND AFTER-SALES SERVICE
                                           A Basic Guide to Exporting 10TH Edition Chapter 9
11/12   Servicing the Customer
        Global Services Marketing [E-Commerce; Importing and Exporting of Services]
        REVIEW EXERCISE #20.1 - Determine service and warranty costs

11/14   Comprehensive Test #4.

              SECTION 21—BASICS OF INTERNATIONAL TRADING AREAS AND AGREEMENTS
11/16   What worries countries? The price of protectionism
        Regional Economic Integration; Exports, Imports, and Trade Flows; Forms of Economic Integration
        Review of Selected Trading Areas
                -A Brief Introduction to Rules of Origin
                -European Union [EU Green Dot System; EMU & the Euro]
                    READINGS - EU CE Marking; EU & IECEE CB Scheme

11/19   Special topics to prepare for the final exam

11/26          -NAFTA; Detailed NAFTA Country of Origin Problem
                  FIND THESE READINGS ON THE WEB — NAFTA Certificate of Origin; Completing the NAFTA Certificate of Origin
               -FTAA; MERCOSUR; Regional Economic Groups-Africa; EAEC [formerly ASEAN]
        REVIEW EXERCISE #21.2 – Tariff Shift
        START EXERCISE #21.3 - NAFTA Certificate of Origin

SECTION 22—LEADING INTERNATIONAL MARKETING AND RESOLVING CUSTOMER ISSUES
11/28   ۩ EXERCISE #21.3 – NAFTA Certificate of Origin
        Leading International Marketing and Sales
                  -HR Issues: Hiring and Terminating; Needs and Assessment Technique; Expatriates
        Visiting Customers & Prospects: Sales Negotiation Techniques; Travel Risks, Activities, and Per Diems
        Responding to Customer Claims: Cargo Damage or Loss

                                  SECTION 23—ADVANCED INTERNATIONAL TOPICS
11/30   A detailed review of foreign market entry alternatives
                 Subsidiary issues: transshipments, financial transfers, purchases, and transfer pricing
                     READING – International Subsidiaries
                 Contract manufacturing
       INTERNATIONAL COMMERCE—IB 4361—COMPREHENSIVE SYLLABUS AND STUDY GUIDE – Fall, 2012
       Strategic alliances: key success factors, demands on the partners, the Keiretsu
                 Joint ventures-key issues
                     READING – International Joint Venture Issues
                 Licensing: when to use, key issues
                     READING – International Licensing Agreement Issues
       International Organization & Control

                            SECTION 24—CHOOSING FROM GROWTH ALTERNATIVES
12/3   Ad valorem duty / VAT
       Foreign Direct Invest; Which type of entity at scale? Acquisitions; Financial Consolidation Issues
       Antitrust Guidelines; Knowledge of U.S. Tax Laws
       Antitrust Guidelines
                 -Corporate / Income; Employee Labor in the U.S. [immigrant and local]; Working abroad; Property
       Strategies for Minimizing Global Tax Exposure
       START EXERCISE #24.1 - Determining a Workable Transfer Price

                              SECTION 25—THE FUTURE OF INTERNATIONAL TRADE
12/5   ۩ EXERCISE #24.1
       The Future of International Trade – Issues and Opportunities

12/8   COMPREHENSIVE FINAL EXAM – TEST #5 -------SATURDAY, DECEMBER 8, 10:30 AM – 1 PM.

				
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