國際企業(yè)管理 雙語 期末簡答題匯總(含翻譯)

1、Topic2 Why Go International話題(hut)二 為什么要走向國際共八十一頁1. What are the key reasons holding companies back from going global ? (2-2)妨礙(fng i)公司全球化的幾個關(guān)鍵原因？In summary, the key reasons holding companies back are:妨礙公司全球化有幾個關(guān)鍵原因，總結(jié)如下1. Lack of managerial talent.2. Differencesin language, culture, and business a

2、nd legal procedures.3. Expense and risk.4. Difficulty of serious market penetration.缺乏管理才能語言(yyn)，文化，商業(yè)和法律程序等方面的差異費用和風(fēng)險市場占有率低的窘境共八十一頁2.What are the major motivations push or pull company go abroad? （2-2） 推動公司出國的主要動力有哪些？1. Having a unique technological advantage with goods or services or possessing e

3、xclusive market information具有獨特的技術(shù)優(yōu)勢，具有商品或服務(wù)，或擁有市場信息的專有技術(shù)2. Economies of scale規(guī)模(gum)經(jīng)濟3. Tax benefits稅收優(yōu)惠共八十一頁4.Approaching Neighbors to Control Risk5.Protecting Turf6. extend the product life cycle. 7.Shorter technology cycles and the rapid diffusion of technologies 4、接近鄰居控制(kngzh)風(fēng)險5、保護草坪6。延長產(chǎn)品生命

4、周期。7、較短的技術(shù)周期和技術(shù)的快速擴散共八十一頁Topic3 The Theory of International Trade and Investment(3-1)話題三 國際(guj)貿(mào)易和國際(guj)投資理論（3-1）共八十一頁1.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 fewer labor-hours

5、. Adam Smith termed this efficiency Absolute Advantage. 1。絕對優(yōu)勢一些國家，由于(yuy)工人的技能或自然資源的質(zhì)量，可以生產(chǎn)與其他勞動時間不一樣的產(chǎn)品。亞當(dāng)史密斯稱這效率絕對優(yōu)勢。共八十一頁2. Comparative Advantage Some countries must be relatively more efficient than the other country in one goods production than the other. Ricardo termed this advantage as the c

6、omparative advantage. 2。比較(bjio)優(yōu)勢-有些國家必須比其他國家的效率要比其他國家的效率要高。李嘉圖稱這種優(yōu)勢為比較優(yōu)勢。共八十一頁3.Determinants of National Competitive Advantage: Porters Diamond 3。國家(guji)競爭優(yōu)勢的決定因素：波特的鉆石共八十一頁Topic4 International business reseachtopic4國際商務(wù)(shngw)研究共八十一頁1. What are the major difference between international and dome

7、stic research?(4-1)國際和國內(nèi)調(diào)查的主要差異(chy)有哪些？The four primary reasons for this difference are 1.new parameters, 2.new environmental factors, 3.an increase in the number of factors involved,4. a broader definition of competition. 造成(zo chn)這種差異的四個主要原因是1.新參數(shù)，2.新的環(huán)境因素，3.增加許多因素參與，4.競爭的更廣泛的定義。共八十一頁2. How do y

8、ou do when you assess the foreign market opportunities ?如果你有用國外市場的機會(j hu)，你會怎么做？ (4-3)1.Determine if you have a clear advantage over other prospective entrants or existing players. 2.Identify an unmet market need or underserved market niche. 3.Find the “Goldilocks” sized market4.Look for a growing

9、pie so that your slice does not have to come from other players1、確定你是否對其他潛在(qinzi)的進入者或現(xiàn)有的球員有明顯的優(yōu)勢。2。確定一個未滿足的市場需求或缺醫(yī)少藥的利基市場。3。找到“金發(fā)”中小企業(yè)市場4，尋找一個不斷增長的餡餅，這樣你的切片就不必來自其他玩家共八十一頁5.Conduct your own Competitive Analysis of each market under consideration.6.Identify markets that are in a state of “disequilib

10、rium.” 7.Find pockets of unhappy customers with low switching costs.8.Understanding the customers purchase decision criteria 5、對各市場進行競爭分析。6，確定(qudng)處于“不平衡”狀態(tài)的市場。7、尋找低轉(zhuǎn)換成本的不滿意客戶。8、了解客戶的購買決策標(biāo)準(zhǔn)共八十一頁9. Identify the most appropriate distribution channels for your product in the chosen country.10.Observe

11、 macro-level trends11.Beware of regulatory hurdles12.Identify the most attractive segment or segments13.Consider the costs of Greenfielding compared to acquisition or joint venture. 9。確定最適合您的產(chǎn)品在選定的國家的分銷渠道。10、觀察宏觀(hnggun)趨勢11、謹(jǐn)防監(jiān)管障礙12、識別最有吸引力的段或段13?？紤]greenfielding相比，收購或合資企業(yè)的成本。共八十一頁3.What are the key

12、 forces that shape the level of competition in the industry according to Michael Porter?米迦勒波特的行業(yè)競爭的關(guān)鍵力量(l ling)是什么？ (4-3)Five 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.

13、The Threat of New Entrants; 5. the Current State of Rivalry Among Existing Competitors in the Industry. 共八十一頁五種力量，塑造行業(yè)競爭的水平：1、客戶(k h)的議價能力；2、供應(yīng)商的議價能力；3、替代產(chǎn)品的威脅；4。新加入者的威脅；5。行業(yè)現(xiàn)有競爭對手之間的競爭狀態(tài)。共八十一頁Topic 5 How to enter the international market主題5 怎樣(znyng)進入國際市場共八十一頁1.When we DECIDING TO GO INTERNATIONAL

14、 what else we should consider except the benefit we may obtain in global market? (5-1)當(dāng)我們在進入(jnr)國際市場時，除了我們即將獲得的利益，我們還需要考慮其它哪些因素？We should consider the risks and potential obstacles we will face in foreign country . 1.Cultural barriers-Variations in language,religious beliefs, societal norms, and bu

15、siness negotiation styles 我們應(yīng)該考慮在國外的風(fēng)險和潛在的障礙，我們將面對的外國。1。文化(wnhu)障礙-語言、宗教信仰、社會規(guī)范和商務(wù)談判風(fēng)格的變化共八十一頁2.economic risks3.political risks4.Foreign exchange ellectual property protection 6.Different legal and economic systems 7.not being paid for your goods and services2經(jīng)濟風(fēng)險3政治風(fēng)險4外匯風(fēng)險5知識產(chǎn)權(quán)保護(boh)6不同的

16、法律和經(jīng)濟制度7沒有為你的商品和服務(wù)支付共八十一頁2. What are the major alternative entry strategies we can choice when going international? List 6 alternatives at least. 當(dāng)我們進入國際市場時，有哪些主要的可供選擇的戰(zhàn)略(zhnl)？至少列舉6條。 (5-1, 5-2, 5-3)A.majority of firms that initiate international business activities use four forms of entry strategi

17、es: 1.indirect exporting and importing, 2.direct exporting and importing, 3.licensing, 4.franchising. 絕大多數(shù)公司發(fā)起國際商務(wù)活動，使用四種形式的進入策略：間接出口(ch ku)和進口直接出口和進口許可證特許經(jīng)營。共八十一頁B.larger and more experienced firms mostly use other modes of entry, such as 1.direct foreign investmentgreenfield investment, joint vent

18、ure investment, full ownership subsidiaries 2. contractual agreements-management contracts, outsourcing, turnkey operations, 3.Equity participation4.Consortia規(guī)模較大的企業(yè)大多采用其他模式的進入，如1、外商直接投資獨資、合資子公司的投資，全部所有權(quán)2。合同協(xié)議-管理合同，外包，交鑰匙操作，3、股權(quán)參與(cny)4。聯(lián)盟共八十一頁3. What are the benefits and obstacles of direct exporti

19、ng and importing?直接進出口的好處(ho chu)和障礙有哪些？(5-1)They 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

20、 to further international growth and success.However, 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.共八十一頁他們更快地學(xué)習(xí)(xux)他們的產(chǎn)品的競爭優(yōu)勢，因此可以迅速擴大。他們也有能力

21、更好地控制他們的國際活動，并可以與他們的貿(mào)易伙伴建立關(guān)系，這可能會導(dǎo)致進一步的國際增長和成功。然而，企業(yè)也面臨著障礙。這些障礙包括識別和瞄準(zhǔn)外國供應(yīng)商和/或客戶，尋找零售空間，過程可能是非常昂貴和耗時。共八十一頁4.What kind of help does a company can get from the International intermediaries?(5-1)一個公司可以從國際中間商獲得(hud)什么樣的幫助？1.Knows foreign market competitive conditions 2.Has personal contacts with potenti

22、al foreign buyers, offer access to key decision makers and buyers, and specialized experience in negotiating with governments, freight forwarders and banks.3.Evaluates credit risk associated with foreign buyers共八十一頁1、了解國外市場的競爭情況2、具有潛在的外國買家的個人接觸(jich)，提供關(guān)鍵的決策者和買家的訪問，以及與政府、貨運代理人和銀行進行談判的專業(yè)經(jīng)驗。3、信用風(fēng)險評估與外

23、國買家共八十一頁4.Has sales staff to call on current foreign customers in person5. Assumes responsibility for physical delivery of product to foreign buyer6. Offer working capital, translating language, clearing customs paperwork, and trade insurance7. Offer after sales support.共八十一頁4、有銷售人員拜訪客戶(k h)5。負責(zé)將產(chǎn)品交

24、付給外國買家的責(zé)任6。提供營運資金，翻譯語言，清理海關(guān)文書，貿(mào)易保險7。提供售后支持。共八十一頁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？什么樣的知識產(chǎn)權(quán)可以由一家公司(n s)授權(quán)給另一家公司(n s)使用？Licensing is refer to one firm permits another to use its intellectual property for compensat

25、ion designated as royalty. The property licensed might include patents, trademarks, copyrights, technology, technical know-how, or specific business skills. 共八十一頁許可證是指一家公司允許另一家公司使用其知識產(chǎn)權(quán)作為特許權(quán)的補償。許可的財產(chǎn)可能包括專利，商標(biāo)，版權(quán)(bnqun)，技術(shù)，技術(shù)訣竅，或特定的業(yè)務(wù)技能。共八十一頁6What is franching？ What kind of rights dose the franchisor

26、 can grant the franchisee to do business?(5-2) 什么(shn me)是特許經(jīng)營？特許人可以給加盟商什么(shn me)權(quán)利？Franchising, 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 franch

27、isors products; using its name, production, and marketing techniques; or using its general business approach.共八十一頁特許經(jīng)營權(quán)的出讓，是由母公司（特許人）到另一個獨立的實體（加盟商）在規(guī)定的方式做生意。權(quán)可以銷售特許人的產(chǎn)品形式；利用其名稱、生產(chǎn)、銷售技術(shù)；或利用其一般業(yè)務(wù)(yw)的方法。共八十一頁7. What are the Major Determinants of Direct Foreign investment? (5-4)直接(zhji)外國投資的主要決定因素是什么？M

28、arketing Factors1.Size of market2.Market growth3.Desire to maintain share of market4.Desire to advance exports of parent company5.Need to maintain close customer contact共八十一頁營銷因素1、市場規(guī)模2、市場成長3、維護市場份額的意愿4、母公司希望能提前出口的意愿5、需要(xyo)保持密切的客戶聯(lián)系共八十一頁6.Dissatisfaction with existing market arrangements7.Export b

29、ase8.Desire to follow customers9.Desire to follow competition6、對現(xiàn)有的市場安排不滿意7、出口基地8、愿意跟隨客戶(k h)9、渴望追隨競爭共八十一頁Barriers to Trade貿(mào)易障礙1.Government-erected barriers to trade 政府限制性貿(mào)易障礙2.Preference of local customers (or local products偏愛本地客戶（或當(dāng)?shù)?dngd)產(chǎn)品）共八十一頁Cost Factors1.Desire to be near source of supply2.A

30、vailability of labor3.Availability of raw materials4.Availability of capital/technology5.Lower labor costs成本因素1、渴望得到接近的供應(yīng)來源2、勞動力的可獲得性3、原材料的有效性4、資金/技術(shù)(jsh)的可用性5、降低勞動成本共八十一頁6.Lower other production costs7.Lower transport costs8.Financial (and other) inducements by government9.More favorable cost level

31、s6、降低(jingd)其他生產(chǎn)成本7、降低運輸成本8。金融（和其他）的誘因，政府9、更優(yōu)惠的成本水平共八十一頁Investment Climate1.General attitude toward foreign investment2.Political stability3.Limitation on ownership4.Currency exchange regulations5.Stability of foreign exchange6.Tax structure7.Familiarity with countryGeneral1.Expected higher profits2

32、.Other共八十一頁投資環(huán)境1、對外商投資的總體態(tài)度2、政治穩(wěn)定3、限制所有權(quán)4、貨幣兌換規(guī)定5、穩(wěn)定的外匯6、稅收結(jié)構(gòu)7、熟悉國家(guji)一般1、預(yù)期利潤較高2、其他共八十一頁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)Technology transfer is the transfer of systematic knowledge for the manufacture of a pr

33、oduct, 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. 共八十一頁(1) the availability of suitable technology, (2) social and economic conditions favoring transfer, and(3) the willingness and ability of the receiving party to use

34、and adapt the technology. 共八十一頁The elements of the transfer peopleSoftwarehardwareProduct know-howManufacturing know-howEquipment know-howTrainManuals ProceduresDocumentation InformationAssembly linesEquipment ToolsComponentsRaw materials共八十一頁Topic 6 Culture主題(zht)六 文化共八十一頁1. What are the Elements o

35、f Culture文化的基本元素(yun s)哪些(6-1)共八十一頁2.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) 一個經(jīng)理(jngl)的民族文化或組織文化哪一個更重要？例如，德國的一家IBM公司是更可能反映了德國文化還是企業(yè)文化？共八十一頁Resear

36、ch 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 managerial practi

37、ce, national culture is even more influential.共八十一頁研究表明，民族文化對員工的影響比組織文化對員工的影響要大。在慕尼黑的一家IBM公司(n s)工作的德國員工將更多地受到德國文化比IBM文化。這意味著，作為有影響力的組織文化，可以在管理實踐中，民族文化更是有影響力的。共八十一頁Topic 7 International Marketing主題(zht)7 國際市場營銷共八十一頁1.When you screen and analyse foreign markets what kind of process you could use? (7-

38、1)（這學(xué)期(xuq)未講，不考）共八十一頁共八十一頁2. What do Standardization policy and Adaptation policy mean in the international marketing?在國際市場營銷中，標(biāo)準(zhǔn)化的政策(zhngc)和適應(yīng)政策(zhngc)是什么意思？(7-1后半部分)(1). Standardization policy- Make no special provisions for the international marketplace but, rather, identify potential target mar

39、kets and then choose products that can easily be marketed with little or no modification.(2). Adaptation policy -Adapt to local conditions in each and every target market (the multidomestic approach).共八十一頁（1）標(biāo)準(zhǔn)化政策對國際市場沒有特別的規(guī)定，但是，更確切地說，確定潛在的目標(biāo)市場，然后選擇可以很容易地在市場上銷售的產(chǎn)品，很少或沒有修改。（2）適應(yīng)政策，適應(yīng)每一個(y )目標(biāo)市場當(dāng)?shù)氐臈l件（

40、差異化）。共八十一頁3.What are the factors that encourage standardization or adaptation ? (7-3)3、鼓勵標(biāo)準(zhǔn)化和適應(yīng)的因素(yn s)是什么？共八十一頁Factors Encouraging StandardizationFactors Encouraging Adaptation Economies in product R&D Economies of scale in production Economies in marketing Control of marketing programs Shrinking

41、of the world marketplace Differing use conditions Government and regulatory influences Differing buyer behavior patterns Local initiative and motivation in implementation Adherence to 堅持 the marketing concept共八十一頁鼓勵標(biāo)準(zhǔn)化的因素鼓勵適應(yīng)化的因素產(chǎn)品研發(fā)中的經(jīng)濟體生產(chǎn)規(guī)模經(jīng)濟在市場經(jīng)濟中控制市場營銷計劃在世界市場上“萎縮”不同的使用條件政府和監(jiān)管的影響不同買家行為模式在執(zhí)行過程中，本地

42、主動性和積極性堅持營銷概念共八十一頁4. What are the Factors affecting product adaptation to foreign market conditions?影響產(chǎn)品適應(yīng)(shyng)市場環(huán)境的因素是什么？ (7-3)共八十一頁共八十一頁5.How many price-seting strategies you can use when you set the price in international marketing? What are they? (7-4)你可以(ky)在國際市場營銷中選擇多少中價格制定戰(zhàn)略，分別是什么？共八十一頁Thre

43、e general price-setting strategies in international marketing are a standard worldwide price; dual pricing, which differentiates between domestic and export prices; and market-differentiated pricing. 三國際市場營銷的一般定價策略是一個標(biāo)準(zhǔn)的全球價格；雙重定價，區(qū)分(qfn)國內(nèi)和出口價格；市場差異化定價。共八十一頁6.What is price escalation? (7-4)什么(shn me

44、)是價格上漲？Price 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. 價格(jig)上漲意味著出口價格(jig)遠大于國內(nèi)價格(jig)。將對出口的顯性成本和隱性成本造成結(jié)合性的影響。共八十一頁7What does dumping means? How many types of dumping are there and what are t

45、hey?(7-4)什么叫做傾銷(qngxio)？有哪幾種類型的傾銷(qngxio)，分別是什么？Dumping means selling goods overseas for less than in the exporters home market, at a price below the cost of production, or both. There are two kind of Dumping, ranges from predatory掠奪性的 to unintentional.傾銷指的是指在銷售海外產(chǎn)品的過程中，以低于出口國國內(nèi)銷售價格、低于生產(chǎn)成本或兩者都有的形式進行

46、(jnxng)銷售的。傾銷，是指一國（地區(qū)）的生產(chǎn)商或出口商以低于其國內(nèi)市場價格或低于成本價格將其商品拋售到另一國（地區(qū)）市場的行為。有2種傾銷，分別是掠奪性傾銷和無意。共八十一頁8. 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？有多少種轉(zhuǎn)移定價，分別是什么？轉(zhuǎn)移定價是指跨國公司內(nèi)部，在母公司與子公司、子公司與子公司之間銷代產(chǎn)品，提供商務(wù)、轉(zhuǎn)讓技術(shù)和資金借貸等活動所確定的企業(yè)集團內(nèi)部價格。這種價格不由交易雙方按市場供求關(guān)系變化和獨立競爭(j

47、ngzhng)原則確定，而是根據(jù)跨國公司或集團公司的戰(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。共八十一頁Transfer, or intracompany, pricing is the pricing of sales to members of the corporate family. Four main transfer-pricing possibilities have merged over time: (1) transfer at direct cost, (2) transfer at direct cost plus additional expense

48、s, (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.共八十一頁轉(zhuǎn)移，或公司內(nèi)部，定價銷售的企業(yè)家族成員的定價。四個主要的轉(zhuǎn)讓定價的可能性已經(jīng)合并了時間：（1）直接成本轉(zhuǎn)移，（2）直接成本加上額外費用，（3）轉(zhuǎn)讓價格來自終端市場價格，和（4）轉(zhuǎn)讓在一個手臂的長度價格，或價格無關(guān)(wgun)的各

49、方將達成的相同交易。共八十一頁9. What are the Incoterms ? What are the most common Incoterms used in international business? (7-4)什么是國際貿(mào)易術(shù)語？國際貿(mào)易中使用(shyng)最普遍的貿(mào)易術(shù)語是什么？共八十一頁Incoterms(國際貿(mào)易術(shù)語 )are the internationally accepted standard definitions for terms of sale by the International Chamber of Commerce (ICC國際商會). Th

50、e most common Incoterms used in international business are國際貿(mào)易術(shù)語解釋通則（國際貿(mào)易術(shù)語）是國際公認的標(biāo)準(zhǔn)定義由國際商會（ICC國際商會）銷售條款。國際貿(mào)易中使用(shyng)最普遍的國際貿(mào)易術(shù)語解釋通則有：Ex-works工廠交貨Free carrier (FCA)貨交承運人Free alongside ship (FAS)裝運港船邊交貨Free on board (FOB)裝運港船上交貨Cost and freight (CFR)成本加運費Cost, insurance, and freight (CIF)成本，保險費加運費De

51、livered duty paid (DDP)完稅后交貨Delivered duty unpaid (DDU)未完稅交貨共八十一頁10.What kind of factors should be consider when the company design the Channel? 在設(shè)計(shj)公司的渠道時，有哪些因素需要考慮？(7-5)共八十一頁Channel design is determined by factors that can be summarized as the 11 Cs: customer, culture, competition, company, ch

52、aracter, capital, cost, coverage, control, continuity, and communication.渠道設(shè)計是由客戶、文化、競爭、公司、企業(yè)、資本(zbn)、成本、覆蓋、控制、連續(xù)性、溝通等11個方面的因素決定的。 共八十一頁Topic8 International services（本學(xué)期未學(xué)，不考）共八十一頁1. What are the difference between product and service? (9-1) (1)Services differ from goods most strongly in their intan

53、gibility: They are frequently consumed rather than possessed. (2)services are difficult to inventory(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(gk)的參與 in the production of se

54、rvices. 共八十一頁(4)the human element in the service offering takes on a much greater role than in the offering of goods. （5）Buyers have more difficulty observing and evaluating services than goods. （6） require entirely new forms of distribution. 共八十一頁(7)many services are footloose, in that they are not

55、 tied to any specific location.(8)much more sensitive to cultural factors than are products. 共八十一頁2. List Typical International Services (9-2)共八十一頁1.Financial institutions 2.Construction, design, and engineering services 3.insurance services4.legal and accounting services 5.Cmunication services 7.teaching services8.Management consulting 9. healthcare10.Ternational service mix 共八十一頁TOPIC 9 Hu