國(guó)際企業(yè)管理 雙語(yǔ) 期末簡(jiǎn)答題匯總(含翻譯)

1、nTopic2 Why Go International n話(huà)題二話(huà)題二 為什么要走向國(guó)際為什么要走向國(guó)際 1. What are the key reasons holding companies back from going global ? (2-2) 妨礙公司全球化的幾個(gè)關(guān)鍵原因？妨礙公司全球化的幾個(gè)關(guān)鍵原因？ nIn summary, the key reasons holding companies back are:妨礙公司全球化有幾個(gè)關(guān)鍵原因，總結(jié)如下 n1. Lack of managerial talent. n2. Differencesin language, cul

2、ture, and business and legal procedures. n3. Expense and risk. n4. Difficulty of serious market penetration. n缺乏管理才能 n語(yǔ)言，文化，商業(yè)和法律程序等方面的差異 n費(fèi)用和風(fēng)險(xiǎn) n市場(chǎng)占有率低的窘境 n2.What are the major motivations push or pull company go abroad? （2-2） 推動(dòng)公司出國(guó)的 主要?jiǎng)恿τ心男?n1. Having a unique technological advantage with goods

3、or services or possessing exclusive market information具有獨(dú)特的技術(shù)優(yōu)勢(shì)，具 有商品或服務(wù)，或擁有市場(chǎng)信息的專(zhuān)有技術(shù) n2. Economies of scale規(guī)模經(jīng)濟(jì) n3. Tax benefits稅收優(yōu)惠 n4.Approaching Neighbors to Control Risk n5.Protecting Turf n6. extend the product life cycle. n7.Shorter technology cycles and the rapid diffusion of technologies n4

4、、接近鄰居控制風(fēng)險(xiǎn) n5、保護(hù)草坪 n6。延長(zhǎng)產(chǎn)品生命周期。 n7、較短的技術(shù)周期和技術(shù)的快速擴(kuò)散 nTopic3 The Theory of International Trade and Investment(3-1) n話(huà)題三 國(guó)際貿(mào)易和國(guó)際投資理論（3-1） n1.Absolute Advantage Some countries, owing to the skills of their workers or the quality of their natural resources, could produce the same products as other with fe

5、wer labor-hours. Adam Smith termed this efficiency Absolute Advantage. n1。絕對(duì)優(yōu)勢(shì)一些國(guó)家，由于工人的技 能或自然資源的質(zhì)量，可以生產(chǎn)與其他勞動(dòng) 時(shí)間不一樣的產(chǎn)品。亞當(dāng)史密斯稱(chēng)這效率絕 對(duì)優(yōu)勢(shì)。 n2. Comparative Advantage Some countries must be relatively more efficient than the other country in one goods production than the other. Ricardo termed this advanta

6、ge as the comparative advantage. n2。比較優(yōu)勢(shì)-有些國(guó)家必須比其他國(guó)家的效率要比 其他國(guó)家的效率要高。李嘉圖稱(chēng)這種優(yōu)勢(shì)為比較優(yōu) 勢(shì)。 3.Determinants of National Competitive Advantage: Porters Diamond 3。國(guó)家競(jìng)爭(zhēng) 優(yōu)勢(shì)的決定因素：波特的鉆石 nTopic4 International business reseach ntopic4國(guó)際商務(wù)研究 1. What are the major difference between international and domestic research

7、?(4-1) 國(guó)際和國(guó)內(nèi)調(diào)查的主要差異有哪些？ new parameters, 2.new environmental factors, 3.an increase in the number of factors involved, 4. a broader definition of competition 造成這種差異的四個(gè)主要原因是 1.新參數(shù)， 2.新的環(huán)境因素， 3.增加許多因素參與， 4.競(jìng)爭(zhēng)的更廣泛的定義。 2. How do you do when you assess the foreign market opportunities ?如果你有用國(guó) 外市場(chǎng)的機(jī)會(huì)，你會(huì)怎么做

8、？ (4-3) n1.Determine if you have a clear advantage over other prospective entrants or existing players. n2.Identify an unmet market need or underserved market niche. n3.Find the “Goldilocks” sized market n4.Look for a growing pie so that your slice does not have to come from other players n1、確定你是否對(duì)其

9、他潛在的進(jìn)入者或現(xiàn)有的球員有明顯的優(yōu)勢(shì)。 n2。確定一個(gè)未滿(mǎn)足的市場(chǎng)需求或缺醫(yī)少藥的利基市場(chǎng)。 n3。找到“金發(fā)”中小企業(yè)市場(chǎng) n4，尋找一個(gè)不斷增長(zhǎng)的餡餅，這樣你的切片就不必來(lái)自其他玩 家 n5.Conduct your own Competitive Analysis of each market under consideration. n6.Identify markets that are in a state of “disequilibrium.” n7.Find pockets of unhappy customers with low switching costs. n8.

10、Understanding the customers purchase decision criteria n5、對(duì)各市場(chǎng)進(jìn)行競(jìng)爭(zhēng)分析。 n6，確定處于“不平衡”狀態(tài)的市場(chǎng)。 n7、尋找低轉(zhuǎn)換成本的不滿(mǎn)意客戶(hù)。 n8、了解客戶(hù)的購(gòu)買(mǎi)決策標(biāo)準(zhǔn) n9. Identify the most appropriate distribution channels for your product in the chosen country. n10.Observe macro-level trends n11.Beware of regulatory hurdles n12.Identify the m

11、ost attractive segment or segments n13.Consider the costs of Greenfielding compared to acquisition or joint venture. n9。確定最適合您的產(chǎn)品在選定的國(guó)家的分銷(xiāo)渠道。 n10、觀察宏觀趨勢(shì) n11、謹(jǐn)防監(jiān)管障礙 n12、識(shí)別最有吸引力的段或段 n13?？紤]greenfielding相比，收購(gòu)或合資企業(yè)的成本。 3.What are the key forces that shape the level of competition in the industry accordin

12、g to Michael Porter?米迦勒波特的 行業(yè)競(jìng)爭(zhēng)的關(guān)鍵力量是什么？ (4-3) nFive Forces that shape the level of competition in the industry: 1.The Bargaining Power of Customers; 2.The Bargaining Power of Suppliers; 3.The Threat of Substitute Products; 4. The Threat of New Entrants; 5. the Current State of Rivalry Among Existin

13、g Competitors in the Industry. n五種力量，塑造行業(yè)競(jìng)爭(zhēng)的水平： n1、客戶(hù)的議價(jià)能力；2、供應(yīng)商的議價(jià) 能力；3、替代產(chǎn)品的威脅；4。新加入 者的威脅；5。行業(yè)現(xiàn)有競(jìng)爭(zhēng)對(duì)手之間的 競(jìng)爭(zhēng)狀態(tài)。 nTopic 5 How to enter the international market n主題主題5 怎樣進(jìn)入國(guó)際市場(chǎng)怎樣進(jìn)入國(guó)際市場(chǎng) 1.When we DECIDING TO GO INTERNATIONAL what else we should consider except the benefit we may obtain in global market

14、? (5-1) 當(dāng)我們?cè)谶M(jìn)入國(guó)際市場(chǎng)時(shí)，除了我們即將獲得的利益，當(dāng)我們?cè)谶M(jìn)入國(guó)際市場(chǎng)時(shí)，除了我們即將獲得的利益， 我們還需要考慮其它哪些因素？我們還需要考慮其它哪些因素？ nWe should consider the risks and potential obstacles we will face in foreign country . n1.Cultural barriers-Variations in language,religious beliefs, societal norms, and business negotiation styles n我們應(yīng)該考慮在國(guó)外的風(fēng)險(xiǎn)和潛

15、在的障礙，我們將面 對(duì)的外國(guó)。 n1。文化障礙-語(yǔ)言、宗教信仰、社會(huì)規(guī)范和商務(wù)談判 風(fēng)格的變化 n2.economic risks n3.political risks n4.Foreign exchange risks ellectual property protection n6.Different legal and economic systems n7.not being paid for your goods and services n2經(jīng)濟(jì)風(fēng)險(xiǎn) n3政治風(fēng)險(xiǎn) n4外匯風(fēng)險(xiǎn) n5知識(shí)產(chǎn)權(quán)保護(hù) n6不同的法律和經(jīng)濟(jì)制度 n7沒(méi)有為你的商品和服務(wù)支付 2. What a

16、re the major alternative entry strategies we can choice when going international? List 6 alternatives at least. 當(dāng)我們進(jìn)入國(guó)際市場(chǎng)時(shí)，有哪些主要的可供選擇當(dāng)我們進(jìn)入國(guó)際市場(chǎng)時(shí)，有哪些主要的可供選擇 的戰(zhàn)略？至少列舉的戰(zhàn)略？至少列舉6條。條。 (5-1, 5-2, 5-3) nA.majority of firms that initiate international business activities use four forms of entry strategies: n1

17、.indirect exporting and importing, 2.direct exporting and importing, 3.licensing, 4.franchising. 絕大多數(shù)公司發(fā)起國(guó)際商務(wù)活動(dòng)，使用四種形式的進(jìn)入 策略： 間接出口和進(jìn)口 直接出口和進(jìn)口 許可證 特許經(jīng)營(yíng)。 nB.larger and more experienced firms mostly use other modes of entry, such as n1.direct foreign investmentgreenfield investment, joint venture inves

18、tment, full ownership subsidiaries n2. contractual agreements-management contracts, outsourcing, turnkey operations, n3.Equity participation n4.Consortia n規(guī)模較大的企業(yè)大多采用其他模式的進(jìn)入，如 n1、外商直接投資獨(dú)資、合資子公司的投資，全部所有 權(quán) n2。合同協(xié)議-管理合同，外包，交鑰匙操作， n3、股權(quán)參與 n4。聯(lián)盟 3. What are the benefits and obstacles of direct exporting

19、and importing?直接進(jìn)出 口的好處和障礙有哪些？(5-1) nThey learn more quickly the competitive advantages of their products and can therefore expand more rapidly. They also have the ability to control their international activities better and can forge relationships with their trading partners, which can lead to furt

20、her international growth and success. nHowever, the firms also are faced with obstacles. These hurdles include identifying and targeting foreign suppliers and/or customers and finding retail space, processes that can be very costly and time- consuming. n他們更快地學(xué)習(xí)他們的產(chǎn)品的競(jìng)爭(zhēng)優(yōu)勢(shì)， 因此可以迅速擴(kuò)大。他們也有能力更好 地控制他們的國(guó)際活

21、動(dòng)，并可以與他們 的貿(mào)易伙伴建立關(guān)系，這可能會(huì)導(dǎo)致進(jìn) 一步的國(guó)際增長(zhǎng)和成功。 n然而，企業(yè)也面臨著障礙。這些障礙包 括識(shí)別和瞄準(zhǔn)外國(guó)供應(yīng)商和/或客戶(hù)，尋 找零售空間，過(guò)程可能是非常昂貴和耗 時(shí)。 4.What kind of help does a company can get from the International intermediaries? (5-1)一個(gè)公司可以從國(guó)際中間商獲得什么樣的幫 助？ n1. Knows foreign market competitive conditions n2. Has personal contacts with potential for

22、eign buyers, offer access to key decision makers and buyers, and specialized experience in negotiating with governments, freight forwarders and banks. n3. Evaluates credit risk associated with foreign buyers n1、了解國(guó)外市場(chǎng)的競(jìng)爭(zhēng)情況 n2、具有潛在的外國(guó)買(mǎi)家的個(gè)人接觸，提 供關(guān)鍵的決策者和買(mǎi)家的訪(fǎng)問(wèn)，以及與 政府、貨運(yùn)代理人和銀行進(jìn)行談判的專(zhuān) 業(yè)經(jīng)驗(yàn)。 n3、信用風(fēng)險(xiǎn)評(píng)估與外國(guó)買(mǎi)家 n

23、4. Has sales staff to call on current foreign customers in person n5. Assumes responsibility for physical delivery of product to foreign buyer n6. Offer working capital, translating language, clearing customs paperwork, and trade insurance n7. Offer after sales support. n4、有銷(xiāo)售人員拜訪(fǎng)客戶(hù) n5。負(fù)責(zé)將產(chǎn)品交付給外國(guó)買(mǎi)家的

24、責(zé)任 n6。提供營(yíng)運(yùn)資金，翻譯語(yǔ)言，清理海關(guān) 文書(shū)，貿(mào)易保險(xiǎn) n7。提供售后支持。 5.What is Licensing? What kind of intellectual property one firm has can be licensed to another firm to use? (5-2) 5、什么是許可證？什么樣的知識(shí)產(chǎn)權(quán)可以由一家公司授權(quán)給另一家 公司使用？ nLicensing is refer to one firm permits another to use its intellectual property for compensation designat

25、ed as royalty. nThe property licensed might include patents, trademarks, copyrights, technology, technical know-how, or specific business skills. n許可證是指一家公司允許另一家公司使 用其知識(shí)產(chǎn)權(quán)作為特許權(quán)的補(bǔ)償。 n許可的財(cái)產(chǎn)可能包括專(zhuān)利，商標(biāo)，版權(quán)， 技術(shù)，技術(shù)訣竅，或特定的業(yè)務(wù)技能。 6What is franching？ What kind of rights dose the franchisor can grant the franchi

26、see to do business?(5-2) 什么是特許經(jīng)營(yíng)？特許人可以給加盟商什么權(quán)利？ nFranchising, is the granting of the right by a parent company (the franchisor) to another, independent entity (the franchisee) to do business in a prescribed manner. The right can take the form of selling the franchisors products; using its name, prod

27、uction, and marketing techniques; or using its general business approach. n特許經(jīng)營(yíng)權(quán)的出讓?zhuān)怯赡腹荆ㄌ卦S 人）到另一個(gè)獨(dú)立的實(shí)體（加盟商）在 規(guī)定的方式做生意。權(quán)可以銷(xiāo)售特許人 的產(chǎn)品形式；利用其名稱(chēng)、生產(chǎn)、銷(xiāo)售 技術(shù)；或利用其一般業(yè)務(wù)的方法。 7. What are the Major Determinants of Direct Foreign investment? (5-4)直 接外國(guó)投資的主要決定因素是什么？ nMarketing Factors n1. Size of market n2. Market

28、 growth n3. Desire to maintain share of market n4. Desire to advance exports of parent company n5. Need to maintain close customer contact n營(yíng)銷(xiāo)因素 n1、市場(chǎng)規(guī)模 n2、市場(chǎng)成長(zhǎng) n3、維護(hù)市場(chǎng)份額的意愿 n4、母公司希望能提前出口的意愿 n5、需要保持密切的客戶(hù)聯(lián)系 n6. Dissatisfaction with existing market arrangements n7. Export base n8. Desire to follow cus

29、tomers n9. Desire to follow competition n6、對(duì)現(xiàn)有的市場(chǎng)安排不滿(mǎn)意 n7、出口基地 n8、愿意跟隨客戶(hù) n9、渴望追隨競(jìng)爭(zhēng) nBarriers to Trade貿(mào)易障礙 n1. Government-erected barriers to trade 政府限制性貿(mào)易障礙 n2. Preference of local customers (or local products偏愛(ài)本地客戶(hù)（或當(dāng)?shù)禺a(chǎn) 品） nCost Factors n1.Desire to be near source of supply n2.Availability of labor

30、 n3.Availability of raw materials n4.Availability of capital/technology n5.Lower labor costs n成本因素 n1、渴望得到接近的供應(yīng)來(lái)源 n2、勞動(dòng)力的可獲得性 n3、原材料的有效性 n4、資金/技術(shù)的可用性 n5、降低勞動(dòng)成本 n6. Lower other production costs n7. Lower transport costs n8. Financial (and other) inducements by government n9. More favorable cost level

31、s n6、降低其他生產(chǎn)成本 n7、降低運(yùn)輸成本 n8。金融（和其他）的誘因，政府 n9、更優(yōu)惠的成本水平 nInvestment Climate n1. General attitude toward foreign investment n2. Political stability n3. Limitation on ownership n4. Currency exchange regulations n5. Stability of foreign exchange n6. Tax structure n7.Familiarity with country nGeneral n1. E

32、xpected higher profits n2. Other n投資環(huán)境 n1、對(duì)外商投資的總體態(tài)度 n2、政治穩(wěn)定 n3、限制所有權(quán) n4、貨幣兌換規(guī)定 n5、穩(wěn)定的外匯 n6、稅收結(jié)構(gòu) n7、熟悉國(guó)家 n一般 n1、預(yù)期利潤(rùn)較高 n2、其他 8. What is the Transfer of Technology? What are the essential requirements for the transfer of technology ? (5-6本學(xué)期未講，不考) nTechnology transfer is the transfer of systematic kn

33、owledge for the manufacture of a product, for the application of a process, or for the rendering of a service and does not extend to the mere sale or lease of goods. n(1) the availability of suitable technology, n(2) social and economic conditions favoring transfer, and n(3) the willingness and abil

34、ity of the receiving party to use and adapt the technology. The elements of the transfer peopleSoftwarehardware Product knowhow Manufacturing knowhow Equipment know how Train Manuals Procedures Documentation Information Assembly lines Equipment Tools Components Raw materials nTopic 6 Culture n主題六 文化

35、 1. What are the Elements of Culture文 化的基本元素哪些(6-1) n2.Which is more important to a managernational culture or organizational culture? For example, is an IBM facility in Germany more likely to reflect Germany culture or IBMs corporate culture?(6-1) 一個(gè)經(jīng)理的民族 文化或組織文化哪一個(gè)更重要？例如， 德國(guó)的一家IBM公司是更可能反映了德國(guó) 文化還是企

36、業(yè)文化？ nResearch indicates that national culture has a great effect on employees than does their organizations culture. German employees at an IBM facility in Munich will be influenced more by German culture than by IBMs culture. This means that as influential as organizational culture may be on manag

37、erial practice, national culture is even more influential. n研究表明，民族文化對(duì)員工的影響比組 織文化對(duì)員工的影響要大。在慕尼黑的 一家IBM公司工作的德國(guó)員工將更多地受 到德國(guó)文化比IBM文化。這意味著，作為 有影響力的組織文化，可以在管理實(shí)踐 中，民族文化更是有影響力的。 nTopic 7 International Marketing n主題7 國(guó)際市場(chǎng)營(yíng)銷(xiāo) n1.When you screen and analyse foreign markets what kind of process you could use? (7-

38、1)（這學(xué)期未講，不考） 2. What do Standardization policy and Adaptation policy mean in the international marketing?在國(guó)際市場(chǎng)營(yíng)銷(xiāo)中，標(biāo)準(zhǔn)化的政策和適 應(yīng)政策是什么意思？(7-1后半部分) n(1). Standardization policy- Make no special provisions for the international marketplace but, rather, identify potential target markets and then choose prod

39、ucts that can easily be marketed with little or no modification. n(2). Adaptation policy -Adapt to local conditions in each and every target market (the multidomestic approach). n（1）標(biāo)準(zhǔn)化政策對(duì)國(guó)際市場(chǎng)沒(méi)有特別的 規(guī)定，但是，更確切地說(shuō)，確定潛在的 目標(biāo)市場(chǎng)，然后選擇可以很容易地在市 場(chǎng)上銷(xiāo)售的產(chǎn)品，很少或沒(méi)有修改。 n（2）適應(yīng)政策，適應(yīng)每一個(gè)目標(biāo)市場(chǎng)當(dāng) 地的條件（差異化）。 n3.What are the fa

40、ctors that encourage stan ndardization or adaptation ? (7-3) n3、鼓勵(lì)標(biāo)準(zhǔn)化和適應(yīng)的因素是什么？ Factors Encouraging Standardization Factors Encouraging Adaptation Economies in product R dual pricing, which differentiates between domestic and export prices; and market-differentiated pricing. n三國(guó)際市場(chǎng)營(yíng)銷(xiāo)的一般定價(jià)策略是一個(gè) 標(biāo)準(zhǔn)的全球

41、價(jià)格；雙重定價(jià)，區(qū)分國(guó)內(nèi) 和出口價(jià)格；市場(chǎng)差異化定價(jià)。 6.What is price escalation? (7-4)什么是價(jià) 格上漲？ nPrice escalation means export prices far in excess of domestic prices results of the combined effect of both clear-cut(明 確的) and hidden costs in exporting. n價(jià)格上漲意味著出口價(jià)格遠(yuǎn)大于國(guó)內(nèi)價(jià) 格。將對(duì)出口的顯性成本和隱性成本造 成結(jié)合性的影響。 7What does dumping means?

42、How many types of dumping are there and what are they?(7-4)什么叫做傾銷(xiāo)？有哪幾種類(lèi)型的傾銷(xiāo)， 分別是什么？ nDumping means selling goods overseas for less than in the exporters home market, at a price below the cost of production, or both. nThere are two kind of Dumping, ranges from predatory掠奪性的 to unintentional. n傾銷(xiāo)指的是指在

43、銷(xiāo)售海外產(chǎn)品的過(guò)程中，以低于出口 國(guó)國(guó)內(nèi)銷(xiāo)售價(jià)格、低于生產(chǎn)成本或兩者都有的形式進(jìn) 行銷(xiāo)售的。傾銷(xiāo)，是指一國(guó)（地區(qū)）的生產(chǎn)商或出口 商以低于其國(guó)內(nèi)市場(chǎng)價(jià)格或低于成本價(jià)格將其商品拋 售到另一國(guó)（地區(qū)）市場(chǎng)的行為。 n有2種傾銷(xiāo)，分別是掠奪性?xún)A銷(xiāo)和無(wú)意。 n8. What is Transfer Pricing? How many kind of Transfer Pricing are there? What are they ?(7-4) 什么是轉(zhuǎn)移定價(jià)？有多 少種轉(zhuǎn)移定價(jià)，分別是什么？ n轉(zhuǎn)移定價(jià)是指跨國(guó)公司內(nèi)部，在母公司與子公司、子公司與子公 司之間銷(xiāo)代產(chǎn)品，提供商務(wù)、轉(zhuǎn)讓技術(shù)和資金借貸等活

44、動(dòng)所確定 的企業(yè)集團(tuán)內(nèi)部?jī)r(jià)格。這種價(jià)格不由交易雙方按市場(chǎng)供求關(guān)系變 化和獨(dú)立競(jìng)爭(zhēng)原則確定，而是根據(jù)跨國(guó)公司或集團(tuán)公司的戰(zhàn)略目 標(biāo)和整體利益最大化的原則由總公司上層決策者人為確定的。 nTransfer, or intracompany, pricing is the pricing of sales to members of the corporate family. nFour main transfer-pricing possibilities have merged over time: (1) transfer at direct cost, (2) transfer at dir

45、ect cost plus additional expenses, (3) transfer at a price derived from end-market prices, and (4) transfer at an arms length price, or the price that unrelated parties would have reached on the same transaction. n轉(zhuǎn)移，或公司內(nèi)部，定價(jià)銷(xiāo)售的企業(yè)家 族成員的定價(jià)。 n四個(gè)主要的轉(zhuǎn)讓定價(jià)的可能性已經(jīng)合并 了時(shí)間：（1）直接成本轉(zhuǎn)移，（2）直 接成本加上額外費(fèi)用，（3）轉(zhuǎn)讓價(jià)格來(lái) 自終端

46、市場(chǎng)價(jià)格，和（4）轉(zhuǎn)讓在一個(gè)手 臂的長(zhǎng)度價(jià)格，或價(jià)格無(wú)關(guān)的各方將達(dá) 成的相同交易。 n9. What are the Incoterms ? What are the most common Incoterms used in international business? (7-4)什么是國(guó)際 貿(mào)易術(shù)語(yǔ)？國(guó)際貿(mào)易中使用最普遍的貿(mào) 易術(shù)語(yǔ)是什么？ nIncoterms(國(guó)際貿(mào)易術(shù)語(yǔ) )are the internationally accepted standard definitions for terms of sale by the International Chamber of Co

47、mmerce (ICC國(guó)際商會(huì)). The most common Incoterms used in international business are國(guó)際貿(mào)易術(shù)語(yǔ)解釋通 則（國(guó)際貿(mào)易術(shù)語(yǔ)）是國(guó)際公認(rèn)的標(biāo)準(zhǔn)定義由國(guó)際商會(huì)（ICC國(guó)際 商會(huì)）銷(xiāo)售條款。國(guó)際貿(mào)易中使用最普遍的國(guó)際貿(mào)易術(shù)語(yǔ)解釋通則 有： nEx-works工廠(chǎng)交貨 nFree carrier (FCA)貨交承運(yùn)人 nFree alongside ship (FAS)裝運(yùn)港船邊交貨 nFree on board (FOB)裝運(yùn)港船上交貨 nCost and freight (CFR)成本加運(yùn)費(fèi) nCost, insurance,

48、and freight (CIF)成本，保險(xiǎn)費(fèi)加運(yùn)費(fèi) nDelivered duty paid (DDP)完稅后交貨 nDelivered duty unpaid (DDU)未完稅交貨 n10.What kind of factors should be consider when the company design the Channel? 在設(shè)計(jì)公司的渠道時(shí)，有哪些 因素需要考慮？(7-5) nChannel design is determined by factors that can be summarized as the 11 Cs: customer, culture, co

49、mpetition, company, character, capital, cost, coverage, control, continuity, and communication. n渠道設(shè)計(jì)是由客戶(hù)、文化、競(jìng)爭(zhēng)、公司、 企業(yè)、資本、成本、覆蓋、控制、連續(xù) 性、溝通等11個(gè)方面的因素決定的。 nTopic8 International services（本學(xué)期未 學(xué)，不考） 1. What are the difference between product and service? (9-1) n(1)Services differ from goods most strongly

50、 in their intangibility: They are frequently consumed rather than possessed. n(2)services are difficult to inventory n(3)For the services offering, the of production is usually very close to or even simultaneous with the time of consumption. This often means close customer involvement顧客的參 與 in the p

51、roduction of services. n(4)the human element in the service offering takes on a much greater role than in the offering of goods. n（5）Buyers have more difficulty observing and evaluating services than goods. n（6） require entirely new forms of distribution. n(7)many services are footloose, in that the

52、y are not tied to any specific location. n(8)much more sensitive to cultural factors than are products. n n2. List Typical International Services (9- 2) n1.Financial institutions n2.Construction, design, and engineering services n3.insurance services n4.legal and accounting services n5.Computer munication services n7.teaching services n8.Management consulting n9. healthcare n10.Tourism n