IBS602 - Global Market Entry and Distribution

Outline info
Last revision date 2018-07-20 13:58:33.418
Last review date 2018-07-20 13:58:42.145

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.

Cheating and Plagiarism
Each student should be aware of the College's policy regarding Cheating and Plagiarism. Seneca's Academic Policy will be strictly enforced.

To support academic honesty at Seneca College, all work submitted by students may be reviewed for authenticity and originality, utilizing software tools and third party services. Please visit the Academic Honesty site on http://library.senecacollege.ca for further information regarding cheating and plagiarism policies and procedures.

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@senecacollege.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 Disabilities Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.


Topic Outline
• Strategic Planning for Market Entry
• Barrier to Entry

o Political and Legal Barriers
o Customer Barriers
o Environmental Barriers
o Economic Barriers
• Market Entry Strategy Selection
o Exporting
o Licensing
o Franchising
o Subcontracting
o Strategic Alliances
• Agents, Distributors and Trading Houses
o Making the right choice
o Evaluating Agents and Distributors
• E-Commerce
o Advantages and Disadvantages
o Advertising and marketing
• Strategic Alliances, Licensing and Franchising
• Foreign Direct Investment
o Greenfield Investments
• Finding the Right Partner
• Negotiating a Partnership Agreement
• Managing International Business Operations
o Monitoring Performance
o Partner Development
• Exit Strategies
o Exit Clauses
o Protection after a Partnership

Mode of Instruction
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

Promotion Policy

Grading Policy
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)
EXC Excellent
SAT Satisfactory
UNSAT Unsatisfactory

For further information, see a copy of the Academic Policy, available online (http://www.senecacollege.ca/academic-policy) or at Seneca's Registrar's Offices.

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:/senecacollege.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%


Academic Program Manager:
Emiliano Introcaso

Approved by: Academic Program Manager Emiliano Introcaso