商英复习资料.doc

Unit 1 What is International Business?1. Text: The Nature of International Business2. Supplementary Reading: Forms of International Business 一. What is International Business?二. The Theory of Comparative Cost (Comparative Advantage)w 1. Characteristics:w David Ricardo, John Stuard Mill, C19thw Different countries or regions have different production possibilities;w Trade between countries can be profitable for all, even if one of the countries can produce every commodity more cheaply;w If each country specializes in products in which it has a comparative advantage (greatest relative efficiency), trade between these countries will be mutually profitable.2. Influence of the Theory:It has led to countries to specialize in particular products and to mass-produce. 三. International business can be limited by:四. ColonialismColonialism has been a great stimulus to world trade.五. Cartels:OPECIBAInfluence of cartalization:w The developing countries deprive themselves of valuable foreign exchanges;w Cartels force consuming countries to speed up technology research.六. Commodities futuresDefinition:Contracts for the future delivery at a fixed price of goods, such as agricultural or mining products, or future delivery at a fixed price of securities backed by those products. The contracts are bought and sold on commodities exchanges.Supplementary Reading: Forms of International Business1. Merchandise Exports and Imports visible exports and imports2. Exports and Imports of Service invisible exports and imports3. Foreign Direct Investment4. Multinational Enterprises Unit 2Exporting and Importing ProceduresText:Export Procedures l 1. Export Licensel Incoterm 2000Incoterms are grouped into four categories:l The E term (EXW)-The only term where the seller/exporter makes the goods available at his or her own premises to the buyer/importer.l l EXWl Ex Works (.named place)l The F terms (FCA, FAS and FOB)-Terms where the seller/exporter is responsible to deliver the goods to a carrier named by the buyer.l FCAl Free Carrier (.named place)l FASl Free Alongside Ship (.named port of shipment)l FOBl Free On Board (.named port of shipment)l The C terms (CFR, CIF, CPT and CIP)-Terms where the seller/exporter/manufacturer is responsible for contracting and paying for carriage of the goods, but not responsible for additional costs or risk of loss or damage to the goods once they have been shipped. C terms evidence shipment (as opposed to arrival) contracts.l CFRl Cost and Freight (.named port of destination)l CIFl Cost, Insurance and Freight (.named port of destination)l CPTl Carriage Paid To (.named port of destination)l l CIPl Carriage and Insurance Paid To (.named port of destination)l The D terms (DAF, DES, DEQ, DDU and DDP)-Terms where the seller/exporter/manufacturer is responsible for all costs and risks associated with bringing the goods to the place of destination. D terms evidence arrival contracts.l DAFl Delivered at Frontier (a named place)l DESl Delivered Ex Ship (.named port of destination)l DEQl Delivered Ex Quay (.named port of destination)l DDUl Delivered Duty Unpaid (.named port of destination)l DDPl Delivered Duty Paid (.named port of destination)2. Trade Negotiationl inquiryl offerl counter-offerl acceptance3. Cargo Readinessl quantityl qualityl packagingl markingl delivery datel necessary documents: application form, copies of contracts, L/C, etc.4. L/C ( letter of credit)l Seller Buyer Issuing Bankl Paying Bankl l Advising Bankl Negotiating Bankl open/issue/establish an L/C 5. Customs Clearance l filling in certain customs formsl submitting appropriate documents6. Shippingl by seal by roadl by raill by airl combined transportationl by post7. Insurancel Who is responsible for insurance?8. Document and Payment Document: Payment: L/C Bill of Exchange ChequeImport Procedures 1. Import License 2. Trade Negotiation 3. L/C 4. Booking Shipping Space 5. Insurance 6. Document Examination and Payment 7. Customs Clearance 8. Taking Delivery and Inspection 9. Claim trade claim transportation claim insurance claimmake/file/lodge a claim with sb for sthadjust/settle the claimmake settlement of the claim 10. Settlement of DisputesSupplementary Readingl Commodity Inspection and Customs FormalitiesI. The necessity of commodity inspection:l damagel shortagel the quality not in conformity with the S/C II. The objects of inspection:l qualityl weightl quantityl packagingl markingl place of originl damageIII. The function of commodity inspection certificates:l They function as a foundation or basis on which the delivery and acceptance of the goods, or the claim and reimbursement for a loss is made between the seller and the buyer.IV. Main surveyors in China:l the China Import and Export Commodity Inspection Bureaul the Animal and Plant Quarantine Officel the Register of Shippingl the State Bureau of MetrologyV. Where and When Inspection Undergoesl 1. Shipping Quality/Weight (Quantity) as Finall at the port of shipment before the goods are delivered and shippedl 2. Landing Quality/Weight (Quantity) as Finall at the port of destination after the goods are unloadedl 3. Inspection and Reinspectionl inspection: at the port of shipmentl reinspection: at the port of destinationVI. Commodity Inspection Certificatel a variety of areasVII. Customs Formalities for Export and Importl completed forms giving particulars of the goodsl the copy of S/Cl invoicel packing listl weight memol commodity inspection certificatel other relevant documentsUnit 3Text: International Trade DocumentationQuestions: 1. Why are various documents are required in international business? Because: (1) They serve to satisfy government regulations controlling exporting; (2) they serve to meet requirements for international commercial payment transactions. 2. Generally, preparation of documents can be handled routinely, but their importance should not be minimized. Why?I. Export Declaration 1. Purpose: 2. Contents: the names and addresses of the principals involved the destination of the goods a full description of the goods their declared value II. Bill of Lading (B/L)III. Export Invoice Question: What is an export invoice?IV. Certificate of Origin Why is a certificate of origin is needed? Key words: charge a levy or tariff on imported goods force up their own prices make home produced goods more attractive to the buyerV. Bills of Exchange VI. Documentary Bills: bill of lading export invoice insurance certificateVII. Letters of Credit Supplementary Reading: Other Major Documentation Export License Import License Legalized (Visaed) Invoice Customs Invoice Backlist Certificate Certificate of Health/Sanitary Certificate Commercial Invoice Pro forma Invoice Certificate of Inspection Certificate of value Packing List/Weight Memo Airway Bill Dock Receipt Mates Receipt Insurance Policy/Certificate Important points in this unit: Characteristics of each document Words and expressionsUnit 4I. Please list the business organizations you know.nII. The history of WTO n GATTnIII. The objectives and duties of WTOnIV. Members and framework(respective rights and obligations)nV. Regulations and operation of WTOnVI. China and WTOVII. JudgesnAPEC 2001nUnit 5 Regulations and Trade BarrierText: Nontariff Barriers to TradeSupplementary Reading:A International Commercial ArbitrationB Dumping & Anti-DumpingText: Nontariff Barriers to Trade I. Tariff Barriers : 1. Customs duty; tariff2. Antidumping duties and subsidies3. Common preference dutyII. Nontariff Barriers:1. QuotasHow does the import quota system restrict imports? l 2. “Buy National” RestrictionsRequire national governments to give preference to domestic products, sometimes to the complete exclusion of foreign firms.Discriminatory Government Procurement Policy3. Customs Valuation 4. Technical Barriers TBT:技术性贸易壁垒是指一国制定的一些强制性和非强制性的技术法规、标准以及检验商品的合格性评定程序所形成的贸易障碍。主要有法律、标准、认证制度、检验检疫制度等。 SPS:动植物卫生检疫措施协议(英文简称SPS)，是乌拉圭回合多边贸易谈判结果的其中一个协议，其目的是支持各成员实施保护人类、动物、植物的生命或健康所采取的必须措施，以规范动植物卫生检疫的国际运动规则。 l 绿色壁垒措施: 5. Export RestraintsSupplementary Reading:Part A International Commercial Arbitrationdefinition:l Arbitration is a procedure in which a dispute is submitted, by agreement of the parties, to one or more arbitrators who make a binding decision on the dispute. In choosing arbitration, the parties opt for a private dispute resolution procedure instead of going to court. Part B Dumping & Anti-Dumpingl What is dumping?l How to calculate a products “normal value”?l On what condition can anti-dumping measures be applied?Unit 6E-commerceText: E-commercen I. definition:n E-commerce (electronic commerce or EC) is the buying and selling of goods and services on the Internet, especially the World Wide Web. In practice, this term and a newer term, e-business, are often used interchangeably. For online retail selling, the term e-tailing is sometimes used. II. history of E-commercen The history of ecommerce is a history of how Information Technology has transformed business processes. n History of ecommerce dates back to the invention of the very old notion of “sell and buy”, electricity, cables, computers, modems, and the Internet. Ecommerce became possible in 1991 when the Internet was opened to commercial use. Since that date thousands of businesses have taken up residence at web sites. III. The benefits of E-commerceV. Types of E-commercen B2B - Business to Business n Business to Business e-commerce has been in use for quite a few years and is more commonly known as EDI (electronic data interchange). In the past EDI was conducted on a direct link of some form between the two businesses where as today the most popular connection is the internet. The two businesses pass information electronically to each other. B2B e-commerce currently makes up about 94% of all e-commerce transactions. n B2C - Business to Consumer n Business to Consumer e-commerce is relatively new to Australia. This is where the consumer accesses the system of the supplier. It is still a two way function but is usually done solely through the Internet. VI. The impact of E-commerceThe Internet provides access to an electronic global marketplace with millions of customers. The increasing availability of sophisticated Web tools allows companies to eliminate, re-engineer, and automate business practices, thereby providing a more cost-effective, time-efficient manner of conducting business. In addition to these positive changes, some challenges arise. As the information technology profession continues to expand, personnel in the industry are increasingly in high demand, causing a work shortage crisis for many employers. In addition, cyberlaw is still a relatively new discipline, with the legal ramifications of e-commerce still be explored. Unit 7Joint VenturesI. A general introduction of Joint Ventures / Strategic Alliancesv Definition: v (Para. 1)The respective advantages of foreign companies and domestic companies v The foreign companies generally bring new technologies and business practice into the joint venture;v The domestic companies already have the relationships and requisite governmental documents within the country along with being entrenched in the domestic industry.Other characteristics of joint ventures:1. A joint venture is a business enterprise in which two or more business entities from different countries participate on a permanent basis;2. Most joint ventures are bipartite.II. Types of joint venturesv 1. Local companies (private enterprises)v 2. Government agenciesv 3. Parties from a third country1. Association with Local companiesNormally, the local partner in a joint venture is a company of some significance in the field;A joint venture may also be formed with a local partner operating in a related field;In some cases, joint ventures are formed by partners who have no industry connection or functional relationship.2. Association with Public Enterprises or Government Agenciesv The typical format: through government owned business corporations3. Association with Parties from a third countryv e.g. v a U.S. company combined with a British firm for oil exploration in Arabiav each partys advantages III. Management system of joint venturesv 1. Coalition management:v Cultural contrastsv Environmental constraintsv Non-unified management2. Autonomous managementv What is autonomous management? Unilever联合利华是全球最知名的日用消费品公司，1930年由荷兰人造黄油公司与英国利华兄弟制皂公司合并成立。2000年，联合利华在财富500强中排名第54位，在150个国家推广其品牌，在90个国家拥有生产基地。年研究发展经费约10亿美元，年市场推广经费约65亿美元。Unit 8 Intellectual Property Zhang YinText: Intellectual Property I. Definition: Intellectual property essentially consists of assets, both tangible and intangible. These assets are the products of innovation and creativity. They are the products of ideas.商业秘密的概念 是指不为公众所知悉，能为权利人带来经济利益，具有实用性并经权利人采取保密措施的技术信息和经营信息。商业秘密是国际上通用的法律术语，有的国家将其称为工商秘密，知识产权协议将其称做未公开信息。 商业秘密包括经营秘密(trade-secret)和技术秘密(know-how)两方面的内容。Content:FormulaCompoundsProcessesCompilations of information 2. Patents A license which prevents the copying of an idea; aims to protect inventors of a new product or process. New inventions protected for 15 years. Must be registered with Patent Office. This protection encourages research, allows inventors monopoly profits to reward their ideas, and encourages more products to be developed. Patent law gives inventor of new and special invention the right to use this invention for a fixed period of time. Your invention has to be new and novel, not obvious. What do you do with a patent? Normally, the inventors get a license agreement with a company to produce the product for a period of time. In exchange, the company pays the inventor royalties for each item sold.3.Trademarks A symbol used by a producer to identify a product which is legally protected under Trade Marks Act 1938. Trade Marks (amendment) Act 1984 - trademarks registered with Patent Office. Trademarks must be a unique name, design, symbol, logo, color, container, etc. that businesses use to distinguish their goods from others in the same market. 4. Copyrights/authors rights Creators or legal owners rights in creative works such as paintings, witings, photographs or TV commercials. Copyright occurs automatically and does not need registering. Copyrights protect all kinds of writing by singers, writers, programmers, artists, etc These are the best known of all intellectual property. 5. Mask Work 1984年美国半导体晶片保护条例确立了一种新的知识产权类型，这就是“屏蔽作品”（mask work），它是半导体晶片制造中主要的设备。该产品的创造者有10年期的复制和销售专有权。该法的主要目的是遏制日益猖獗的非法复制半导体晶片的行为，从而在计算机和知识产权这些高科技领域鼓励人们进一步的研究和投资。Collective Management Collective Management of Copyright Regulations (Promulgated by the State Council on 28 December 2004 and effective as of 1 March 2005.)Unit 9MARKETING AND SALESZhang YinI. The History of Marketing ConceptHistory: Production era Sales era Marketing department era II. The marketing conceptMarketing MARKETING. The average consumer would probably define marketing as a combination of advertising and selling. It actually includes a good deal more. Modern marketing is most simply defined as directing the flow of goods from producers to customers. It encompasses, however, a broad range of activities including product planning, new-product development, organizing the channels by which the product reaches the customer, the actual distribution of products, wholesaling, price setting, advertising and promotion, public relations, product warranties, retailing, financing, and more.Marketing MixPrice Price is an element of marketing mix.The price of a product or service may depend on: Costs Demand and elasticity Competition Government Objectives Stage of the life cycle Rest of the mixProduct Product is an element of marketing mix.A Product Can be Examined on Three Levels Core: The benefits of the product Tangible: The actual features of the product Augmented: Other services or benefits that are obtainedThe Quality of a Product Depends on: Performance - e.g the speed of a car, the power of a microwave Features - the extras, e.g air conditioning or sunroof on a car Ease of servicing - How easy is it to fix? Reliability - How likely is it to go wrong in, say, the first year? Durability - How long will it last? Aesthetics - What does it look like? Economics - What does it cost to produce? Can it be sold at a profit? Brand name Ease of manufactureDistribution (Place) Distribution (place) is an element of marketing mix.Distribution Strategies (1) Push strategy: manufacturer forces goods through channels by giving intermediaries incentives, e.g. discounts, higher margins, display items. Manufacturer intermediariesDistribution Strategies (2)Pull st