IBS602 - Global Market Entry and Distribution
| Semester | |
| School | |
| Last revision date | 2020-11-17 11:43:25.64 |
| Last review date | 2020-11-17 11:43:32.018 |
Subject Title
Global Market Entry and Distribution
Subject Description
Winning at international trade is more than just good marketing. You need a road map for getting your products where they need to go. This course assists in defining global strategic needs, understanding barriers to entry and distribution issues, dealing with agents and distributors, considering partners and joint ventures, designing exit strategies and more in order for you to develop international markets.
Credit Status
One full credit.
Learning Outcomes
Upon successful completion of this subject the student will be able to:
1. Perform corporate strategic-needs assessments.
2. Prepare a global market entry strategy plan.
3. Evaluate market entry options against company objectives and abilities.
4. Identify appropriate partners and forms of partnerships for various international ventures.
5. Describe the factors involved in setting up and managing international partnerships.
6. Explain the role of agents and distributors.
Academic Integrity
Seneca upholds a learning community that values academic integrity, honesty, fairness, trust, respect, responsibility and courage. These values enhance Seneca's commitment to deliver high-quality education and teaching excellence, while supporting a positive learning environment. Ensure that you are aware of Seneca's Academic Integrity Policy which can be found at: http://www.senecapolytechnic.ca/about/policies/academic-integrity-policy.html Review section 2 of the policy for details regarding approaches to supporting integrity. Section 2.3 and Appendix B of the policy describe various sanctions that can be applied, if there is suspected academic misconduct (e.g., contract cheating, cheating, falsification, impersonation or plagiarism).
Please visit the Academic Integrity website http://open2.senecac.on.ca/sites/academic-integrity/for-students to understand and learn more about how to prepare and submit work so that it supports academic integrity, and to avoid academic misconduct.
Discrimination/Harassment
All students and employees have the right to study and work in an environment that is free from discrimination and/or harassment. Language or activities that defeat this objective violate the College Policy on Discrimination/Harassment and shall not be tolerated. Information and assistance are available from the Student Conduct Office at student.conduct@senecapolytechnic.ca.
Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Accessibility Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.
Camera Use and Recordings - Synchronous (Live) Classes
Synchronous (live) classes may be delivered in person, in a Flexible Learning space, or online through a Seneca web conferencing platform such as MS Teams or Zoom. Flexible Learning spaces are equipped with cameras, microphones, monitors and speakers that capture and stream instructor and student interactions, providing an in-person experience for students choosing to study online.
Students joining a live class online may be required to have a working camera in order to participate, or for certain activities (e.g. group work, assessments), and high-speed broadband access (e.g. Cable, DSL) is highly recommended. In the event students encounter circumstances that impact their ability to join the platform with their camera on, they should reach out to the professor to discuss. Live classes may be recorded and made available to students to support access to course content and promote student learning and success.
By attending live classes, students are consenting to the collection and use of their personal information for the purposes of administering the class and associated coursework. To learn more about Seneca's privacy practices, visit Privacy Notice.
Prerequisite(s)
None.
Topic Outline
• Strategic Planning for Market Entry
• Barrier to Entry
o Customer Barriers
o Environmental Barriers
o Economic Barriers
o Licensing
o Franchising
o Subcontracting
o Strategic Alliances
o Evaluating Agents and Distributors
o Advertising and marketing
• Foreign Direct Investment
• Negotiating a Partnership Agreement
• Managing International Business Operations
o Partner Development
o Protection after a Partnership
Mode of Instruction
In-Class
A combination of teaching methods will be utilized which may include lectures, case studies, discussions, group and individual work.
Prescribed Texts
Title: International Market Entry Strategies
Edition: 6th Edition - Blue Book
Author: Forum for International Trade Training. (FITT)
Publisher: FITT - Module 5
ISBN: 9781894566476
To purchase eBooks, please contact FITT directly at: http://fitfortrade.com/textbooks-ebooks
Students interested in the FITT credentials may consider purchasing all 8 eBooks. Purchasing all 8 books will cover the Professional Examination or 2 assessments, transfer of credits, and diploma. ($575 + tax). Individual books may be purchased as well.
Reference Material
Title: Incoterms (r) 2010 ICC Publication #715
Publisher: http://store.iccbooksusa.net/incoterms2010.aspx
ISBN: 978-92-842-0080-1
Recommended Reading:
Title: Financing Trade and International Supply Chains: Commerce Across Borders, Finance Across Frontiers
Author: Alexander R. Malaket
Link: http://www.amazon.ca/gp/product/1409454606/ref=as_li_ss_tl?ie=UTF8&camp=15121&creative=390961&creativeASIN=1409454606&linkCode=as2&tag=senec
Required Supplies
None.
Student Progression and Promotion Policy
http://www.senecapolytechnic.ca/about/policies/student-progression-and-promotion-policy.html
Grading Policyhttp://www.senecapolytechnic.ca/about/policies/grading-policy.html
| A+ | 90% to 100% |
| A | 80% to 89% |
| B+ | 75% to 79% |
| B | 70% to 74% |
| C+ | 65% to 69% |
| C | 60% to 64% |
| D+ | 55% to 59% |
| D | 50% to 54% |
| F | 0% to 49% (Not a Pass) |
| OR | |
| EXC | Excellent |
| SAT | Satisfactory |
| UNSAT | Unsatisfactory |
For further information, see a copy of the Academic Policy, available online (http://www.senecapolytechnic.ca/about/policies/academics-and-student-services.html) or at Seneca's Registrar's Offices. (https://www.senecapolytechnic.ca/registrar.html).
Modes of Evaluation
Assignments are due on the dates specified. Should extenuating circumstances arise, please contact your instructor prior to the assignment due date so that an appropriate course of action can be established. Late assignments may be subject to a penalty of up to 10% per week and will not generally be accepted beyond two weeks from the due date.
In cases of cheating or plagiarism, the College Academic Policy will prevail. Please ensure that all assignments and reports are properly documented.
Students are referred to the following website for Seneca College Library style guides, Academic Honesty Policy and Copyright guidelines: http:/senecapolytechnic.ca/library
Dates for evaluations are specified in the weekly schedule addendum to this outline. The evaluation process may include, but is not limited to, tests, exams, assignments or presentations. Any absences or missed submissions due to medical or other reasons must be supported by medical or other appropriate documentation within one (1) week of the due date. The faculty and program area must be notified immediately in the event of a missed evaluation. Upon acceptance of the documentation, the weighting of the missed deliverable will normally be applied to the final exam.
English Competency
The ability to communicate effectively is essential for success in business. Therefore, you must demonstrate English competency in this course in both oral and written work. Ensure your written work includes correct sentence structure, spelling and punctuation. Always spell check, edit and proofread your work.
Grading is based on the following marking scheme:
| Quizes (2x5%) | 10% |
| Project | 20% |
| Mid Term | 30% |
| Final Exam | 40% |
PLEASE RETAIN THIS COURSE OUTLINE DOCUMENT FOR FUTURE EDUCATIONAL AND/OR EMPLOYMENT USE.