Managing globally : a complete guide to competing worldwide

목차 (Table of Contents)

• CONTENTS
• Acknowledgments = xxv
• Introduction = xxvii
• Task 1 UNDERSTAND THE STRATEGIC PROCESS = 1
• Chapter One STRATEGY IN THE GLOBAL ECONOMY = 3
• Changed Context = 3
• Global Manager = 3
• Competition in the New Economic Age = 4
• Complexity = 5
• What Caused the Complexity? = 5
• Cross- Border Trade Boom = 5
• The Explosion = 5
• What Caused the Boom ? = 6
• Globalism = 9
• Do Today's Managers Believe in Globalism ? = 9
• Interdependence = 10
• The Difference Between Globalism and Interdependence = 10
• Irreversible Trend = 10
• New World Business Paradigm = 10
• The Global Business = 11
• Who's Involved in Global Business? = 12
• Manufacturers = 12
• Service Industry = 12
• Global Marketing = 12
• Global Sourcing = 12
• Third World = 13
• What Does Globalism Mean to You? = 13
• Discarding the F-Word = 13
• Discarding the D-Word = 13
• Greater Ethical Responsibilities = 14
• Summary = 14
• Chapter Two FROM THEORY TO PRACTICE = 15
• Definitions = 15
• Planning = 15
• Five Tasks = 16
• Get Practical = 16
• Another Practical Example = 16
• Major Uses of Strategy = 17
• Military = 17
• Government = 19
• Directed Planning = 19
• Indicative Planning = 20
• Industrial Policy = 20
• Development of Strategic Industries = 21
• Domestic Business = 22
• Global Strategic Management = 22
• The Old Questions = 23
• What's Different About Global Strategic Management? = 23
• The New Questions = 23
• Differs from Planning = 23
• Differs from Other Empowerment Processes = 24
• Grand Strategy = 24
• Customer Driven = 24
• Differ from the Domestic Paradigm = 24
• Summary = 24
• Checklist = 25
• Chapter Three THE PROCESS : STEP-BY-STEP = 27
• Who = 27
• It Starts at the Top = 27
• The Role of the CEO = 28
• Commit Resources = 28
• The Role of the Board of Directors = 28
• Strategic Planning Staff = 28
• Functional Departments = 29
• Participation = 29
• The Global Family Opinion Team(GFOT) = 29
• Mind-Set = 29
• Impact on Operations = 29
• What = 30
• Methods of Planning = 30
• When = 31
• Span of Strategy : How Far? = 31
• Revisit Frequency = 31
• Scheduling = 32
• American Examples = 32
• Japanese Examples = 33
• Generic Examples = 34
• Summary = 35
• Checklist = 35
• Task 2 ESTABLISH TIME-PRESENT, BASELINE, OR CURRENT POSITION = 37
• Chapter Four INSTITUTIONALIZE GLOBAL STRATEGY = 39
• Institutionalize the Strategic Concept = 39
• Problems = 39
• Causes = 39
• Solutions = 39
• How to Institutionlize the Strategic process = 40
• Changing Corporate Culture = 40
• Causes = 40
• Problems = 41
• Solutions = 41
• Important Thing to Remember = 41
• Instill a Corporate Philosophy = 41
• Communications = 41
• Total Quality Management(TQM) = 42
• Fourteen Points = 43
• Seven Deadly Diseases = 44
• Obstacles = 45
• Kyocera : A Bond of Human Minds = 45
• Point 1 : The Human Mind as the Basis = 46
• Point 2 : Management Based upon Truth = 46
• Point 3 : Amoeba Management and the Hourly Efficiency System = 46
• Point 4 : Management as a Response to Customer Needs = 46
• Point 5 : Challenge the Future = 47
• Point 6 : Envision and Make It Come True = 47
• Point 7 : Be Creative = 48
• Point 8 : Reality Is a Reflection of Your Mind = 48
• Point 9 : The Formula for Success = 48
• Summary = 48
• Checklist = 49
• Chapter Five HOW WE GOT STARTED = 50
• A New Business = 50
• The Mature Business = 50
• History = 50
• The Heros = 50
• Origin of the Company = 51
• Mission Statement = 51
• Goals and Objectives = 51
• What Were the Firm's Original Goals and Objectives? = 52
• Strategies = 52
• Markets = 52
• Products = 52
• Countries = 52
• Sales = 52
• Profitability = 52
• Summary = 52
• Checklist = 52
• Chapter Six HOW WE GOT HERE = 54
• The Heros = 54
• Management Structure = 54
• Outside Influences = 54
• Sales／Marketing Direction = 55
• Financial Trends = 55
• Summary = 55
• Checklist = 55
• Chapter Seven BASELINE : WHAT'S GOING ON TODAY? = 56
• Data Collection = 56
• Capabilities = 56
• Stage 1 : Internal Strengths and Weaknesses = 56
• Stage 2 : External Threats and Opportunities = 59
• Data Sources = 59
• Functional Managers = 60
• Employees = 60
• Top Managers = 60
• Editing and Collating = 61
• Summary = 61
• Checklist = 61
• Task 3 MAP TIME-FUTURE = 65
• Chapter Eight AD HOC VISIONS = 67
• Span of Strategic Thinking = 67
• Stage 1 : Time-Future Homework = 67
• Strategic Input = 67
• Executive Opinion = 68
• Sales Force Opinion = 68
• Customer Opinion = 68
• Supplier Opinion = 68
• Supplemental Input = 68
• Stage 2 : The Time-Future Workshop = 68
• Agenda = 69
• Global Family Opinion Team(GFOT) = 69
• GFOT Size = 70
• The Right Environment = 70
• Physical Setting = 70
• Mind-Set = 70
• Facilitation = 71
• Rules of the Game = 71
• Results = 72
• Global Mission Statement = 72
• Search for Opportunities = 72
• Examples of Opportunities = 73
• Opportunity Drivers = 73
• Strategic Visibility and Trend Analysis = 74
• Examples of Trends = 74
• Scenario Development = 74
• Examples of Scenarios = 75
• Assumptions = 75
• Recommendations = 75
• Summary = 75
• Checklist = 76
• Chapter Nine INTELLIGENCE = 76
• Intelligence Mapping = 76
• Ethics = 76
• Time = 77
• Location = 77
• Methodology = 77
• Strategic Intelligence Needs = 78
• Sources = 78
• Primary Data = 78
• GFOT = 78
• Market Research = 78
• Secondary Data = 78
• Language = 79
• Communications = 80
• Service Companies = 80
• Offline Data Sources = 80
• Embassies and Consulates = 80
• Online Data Sources = 80
• U.S. Dta Bases = 82
• European Community Data Bases = 82
• European Community Host Organization (ECHO) Service = 82
• Japanese Data Base = 82
• Summary = 83
• Checklist = 83
• Chapter Ten INITIAL SCREENING : COUNTRY POTENTIAL = 84
• Initial Screening = 84
• Country Trends = 85
• Climate = 85
• Geography = 85
• Topography = 87
• Natural Resources = 87
• Market Research = 87
• Per Capita Income = 87
• Gross National Product(GNP) = 88
• Free Market Development = 88
• Two Worlds from Three = 88
• Trade Theories = 89
• Inward Orientation = 89
• Outward Orientation = 90
• Import Substitution = 90
• Infant Industry Argument(Peril Point) = 90
• Government Intervention = 91
• Extrapolating Business Strategy = 92
• Entrepreneurship = 92
• Type of Industry = 92
• Political Risk = 92
• Population = 93
• Classes = 93
• Management = 93
• Education = 93
• Technology = 93
• Business Maturity = 93
• Financial Structures = 93
• Inflation = 93
• Exchange Rates = 94
• Credit Availability = 94
• Adopting Global Business = 94
• Rank Among Other Potential Markets = 94
• Summary = 94
• Checklist = 94
• Chapter Eleven SECOND SCREENING : CUSTOMER MAPPING = 95
• The Global Customers = 95
• Market Mapping = 95
• Total Sales Volume = 96
• Potential for Globalization = 96
• Degree of Localization : Regional Tastes = 96
• Cultures and Values = 96
• Language = 97
• Religion = 97
• Values and Attitudes = 97
• Laws and Legal Environment = 97
• Education = 97
• Technology = 97
• Social Organization = 98
• Historic Growth Trends = 98
• Identification of Decision-Makers = 98
• Segmentation = 98
• Technology = 99
• Customer Type = 99
• Key Customers = 99
• Distribution Channels = 99
• Price = 99
• Other Discriminators = 99
• Summary = 99
• Checklist = 99
• Chapter Twelve THIRD SCREENING : PRODUCT MAPPING = 101
• Technology = 101
• Core Technology = 101
• Technology Development = 102
• Technology Forecasting = 102
• Products = 103
• Product Life Cycle = 103
• The Global Product = 103
• Differentiation versus Globalization = 103
• World Class = 104
• Designing for the Customer = 104
• Designing for Globalism = 104
• Impact of Technology = 104
• Changing Strategic Boundaries = 105
• Cultural Considerations = 105
• Product Positioning = 105
• Distribution = 105
• Logistics = 105
• Laws, Regulations, and Standards = 106
• Summary = 106
• Checklist = 106
• Chapter Thirteen FOURTH SCREENING : SUPPLIER MAPPING = 107
• Phenomenon of Content = 107
• Just-in-Time(JIT) = 108
• The Decision = 108
• Value Analysis(VA) = 108
• Strategic Sourcing = 108
• Cost-Drivers = 109
• The Commodity Management Approach = 109
• Commodity Management Team(CMT) = 109
• The Request for Proposal = 109
• Advantages = 110
• Disadvantages = 110
• Search Capability = 110
• Problems = 110
• Summary = 110
• Checklist = 110
• Chapter 14 FIFTH SCREENING : COMPETITOR MAPPING = 111
• The Payers(Competitor-type) = 111
• Size = 111
• Product Range = 111
• Technologies = 112
• Geographic Scope = 112
• Main Strategies = 112
• Production／Distribution／Marketing = 112
• Key Financials = 112
• Quantitative Goals = 112
• Quantitative Goals = 112
• CEO Watching = 112
• Competitor Wargaming = 112
• Summary = 113
• Checklist = 113
• Chapter Fifteen SIXTH SCREENING : TRADE BLOC MAPPING = 114
• Economic Integration = 114
• Forms of Cooperation = 114
• Free Trade Zones = 114
• Free Trade Agreement(FTA) = 115
• Customs Union = 115
• Economic Union = 115
• Political Union = 116
• The Issues = 117
• Sovereignty versus Integration = 117
• Borders = 117
• Insiders = 118
• Major Trade Blocs = 119
• European Community(EC) = 119
• European Free Trade Association(EFTA) = 120
• North American Free Trade Agreement(NAFTA) = 120
• Japan Trade Blocs = 122
• Minor Trade Blocs = 122
• Latin America Free Trade Agreement (LAFTA) = 122
• Central American Common Market (CACM) = 122
• Southern Cone Countries = 122
• East Africa Economic Community = 122
• Economic Community of West African States(ECOWAS) = 123
• Caribbean Free Trade Association(CFTA) = 123
• Andean Common Market(ACM) = 123
• Gulf Cooperation Council(GCC) = 123
• Arab Economic Union(AEU) = 123
• Arab Cooperation Council (A.C.C.) = 123
• Benelux = 123
• Summary = 123
• Checklist = 124
• Chapter Sixteen SEVENTH SCREENING : TRADE CREATIVE INCENTIVES = 125
• Artificial Comparative Advantage = 125
• Lesson = 126
• Mapping Trade Creation = 126
• Financial Capital = 126
• Sources and Mobility of Financial Capital = 127
• Global Business = 127
• Stock Markets = 127
• Venture Capitalists(VCs) = 128
• International Lending Banks = 128
• Supernational Lending Banks = 128
• Other Lending Institutions = 129
• Foreign Aid = 130
• Financial Capital Problems = 130
• Summary of Financial Capital Considerations = 131
• Human Capital = 131
• Production Sharing = 131
• Technology = 132
• Technology Levels = 132
• Need to Transfer Technology = 132
• How Technology Is Transferred = 133
• Issues of Technology Transfer as a Strategy = 134
• Schemes = 135
• Summary = 136
• Checklist = 136
• Chapter Seventeen EIGHTY SCREENING : TRADE BARRIER MAPPING = 137
• Introduction = 137
• Tariff Barriers(Visibles) = 138
• Impact on Strategy = 138
• Quantitative Restrictions = 139
• Rules of Origin = 139
• Nontariff Barriers(Invisibles) = 140
• Import Licenses = 140
• Customs Barriers = 141
• Standard, Testing, Labeling, and Certification = 142
• Government Procurement = 142
• Export Subsidies = 143
• Intellectual Property Protection = 144
• Countertrade and Offsets = 144
• Services Barriers = 145
• Investment Barriers = 145
• Other Barriers = 145
• Trade as a Political Weapon = 146
• Treats = 146
• Orderly Market Arrangements = 146
• Extended Negotiations = 146
• Foreign Exchange Controls = 147
• Cancellation of Import／Export Licenses = 147
• Boycott = 147
• Embargo = 147
• Coup d'Etat = 147
• Revolution = 147
• Expropriation = 148
• Terrorism = 148
• Blockade = 148
• War = 148
• International Debt 148
• Balance of Merchandise Trade = 148
• Balance of Goods and Services = 149
• Balance of Payments = 149
• Strategy Effects = 149
• Industrial Policy = 149
• Summary = 150
• Checklist = 150
• Chapter Eighteen NINTH SCREENING : HARMONY IMPLICATIONS = 151
• What I Harmonization? 151
• Fluctuating Currency Values = 151
• International Monetary System = 152
• 1979European Monetary System(EMS) = 153
• Group of Seven(G-7) = 153
• Hedging = 153
• Harmonizing Interstate Controls = 154
• Bilateral Negotiations = 154
• Multilateral Trade Negotiations(MTN) = 154
• General Agreement on Tariff and Trade(GATT) = 154
• GATT Rounds = 156
• Tokyo Round = 156
• Uruguay Round(1986) = 156
• UNCTAD = 157
• Commodities = 158
• Manufacture = 158
• UNIDO = 158
• Harmonizing Specific Barriers = 158
• Customs Cooperative Council(CCC) = 158
• Significant CCC Accomplishments = 159
• Registration of Intellectual Property = 159
• Orderly Marketing Agreement(OMA) = 160
• Multifiber Arrangement(MFA) = 160
• Remedy System = 160
• Summary = 160
• Checklist = 161
• Task 4 FORMULATE TIME-FUTURE = 163
• Chapter Nineteen Pulling It Together = 165
• Second GFOT Workshop = 165
• Workshop Stages = 166
• Stage 1 : Review the Results of the First Workshop = 166
• Stage 2 : Search for Future SWOTs = 168
• Stage 3 : Conduct Reality Checks = 169
• Stage 4 : Develop New Mission and Objectives = 170
• Corporate, Country, and Business Unit Mission Statements = 171
• Rank and Castoff Opportunities = 171
• Revise Objectives = 171
• Summary = 171
• Checklist = 172
• Chapter Twenty MATCHING COMPANY STRATEGIES TO COUNTRY STRATEGIES = 173
• Grand Strategy = 173
• Country Strategies = 173
• Major Country Strategies = 173
• No Growth = 173
• Outsider = 173
• Insider = 174
• Risk-Sharer／Learner = 174
• Minor Country Strategies = 174
• Speed of Entry = 174
• Growth Supporting = 174
• Trade Creation Opportunities = 174
• Capital Rationing = 175
• When to Enter Strategies = 175
• Summary = 175
• Checklist = 175
• Chapter Twenty-one MATCHING TACTICS TO STRATEGY = 176
• Insider Tactics = 176
• Start a Firm = 176
• Acquire Firm = 176
• Create A Merger = 176
• Develop a Joint Venture = 176
• Franchise = 177
• Generic Business Unit Tactics = 177
• Overall Cost Leadership = 177
• Differentiation = 177
• Focus = 177
• Functional Tactics = 178
• Marketing = 178
• Financial = 178
• Production／Operations = 178
• R&D = 178
• Human Resource Management(HRM) = 178
• Ecological = 178
• Societal = 178
• New Product／Technology Tactics = 178
• Constraint Evaluation = 178
• Technology Tactics = 179
• Product Tactics = 179
• Outsider Tactics = 179
• Export Products(International Marketing) = 179
• Import Products(Global Sourcing) = 179
• Associations = 179
• Intermediaries = 180
• License = 180
• Direct Mail = 181
• Risk-Sharer／Learner = 181
• Use Marketing Subsidiaries = 181
• Share Production = 181
• Special Tactics = 181
• Develop Business with Nonmarket and New-Market Countries = 181
• Influence the Government = 181
• Special Financing Techniques = 181
• Summary = 182
• Checklist = 182
• Chapter Twenty-two PREPARING THE STRATEGIC PLAN = 183
• Multiple Purposes = 183
• Presentation = 183
• Working Document = 183
• Historical Document = 184
• Formulation Outline = 184
• Implementation Outline = 184
• Summary = 185
• Checklist = 185
• Chapter Twenty-three STRATEGY APPROVAL = 186
• Informal Approval = 186
• Formal Approval = 186
• Board of Director Support = 186
• Presentation = 187
• Summary = 188
• Checklist = 188
• Task 5 MANAGE THE ORGANIZATION TOWARD TIME - FUTURE = 189
• Chapter Twenty-four Implementing strategy = 191
• Who Implements = 191
• Plan of Action with Milestones(POAM) = 191
• Reward of Not Reward = 192
• Policies and Standard Operating Procedures = 193
• Information System = 194
• Matching the Organization = 194
• The Global Business = 194
• Strategic Boundaries = 194
• The Changing Organization = 195
• How to Choose the Right Marketing Method = 195
• The Export Marketing Organization = 195
• Expand from a Domestic Base = 196
• Recruit A Staff and Form A Separate Department = 196
• Foreign Nationals = 197
• Import Organization = 197
• Organizational Models = 197
• Start-Up Organization = 197
• Matrix Organization = 197
• Organizing Geographically = 198
• Flat Geographic Organization = 198
• Functional Organization = 198
• Organization by Product = 199
• Kyocera Amoeba Organization = 199
• Hierarchical Model versus Nontraditional Models = 200
• Summary = 201
• Checklist = 201
• Chapter Twenty-five EXECUTING TACTICS = 203
• Times- past = 203
• Outsider Tactics = 203
• Export Marketing Project = 204
• Intelligence, the Prerequisite = 204
• Market Plan = 204
• Phase 1 : Planning Stage = 204
• Phase 2 : Action Stage = 205
• Systems Approach = 205
• Budgeting = 205
• Measuring Results = 205
• Contingency Plans = 205
• The Export Team = 205
• Evaluating Personnel = 206
• Import Project = 206
• Project Officer = 206
• Intelligence = 206
• Purchasing Team = 206
• Association Project = 206
• Intermediary Project = 207
• What Intermediaries Can Do for You = 208
• What the Manufacturer Wants = 208
• What the Intermediary Wants = 209
• Representative／Distributor Agreement Checklist = 209
• Licensing Project = 209
• Licensing Tips = 210
• Direct Mail Project = 210
• Mailing List = 210
• Offer = 210
• Package = 211
• Insider Tactics = 211
• Start-a-Firm Project = 211
• The Business Organization = 211
• The Ten Commandments of Starting an Overseas Business = 211
• Merger and Acquisition Projects = 211
• Partnering(Joint Venture) Project = 212
• Franchise Project = 212
• The Elements of a Franchise = 213
• Risk Sharing／Learning Tactics = 214
• Production-Sharing Project = 214
• Country-of-Origin Markings = 214
• Who Are the Labor Exporters? = 214
• The Decision = 215
• Product Suitability = 215
• Location = 215
• Method = 215
• Control = 216
• The Project／Business Plan = 216
• Implementation = 218
• Summary = 218
• Checklist = 218
• Chapter Twenty-six RESULTS MEASUREMENT = 219
• Management Information System(MIS) = 219
• Controls = 219
• Key Result Indicators = 219
• Summary = 221
• Checklist = 221
• Chapter Twenty-seven Keys to success = 222
• Formulation Success = 222
• Attitude = 222
• Risk = 222
• Timing = 222
• Time Horizon = 223
• Institutionalization Success = 223
• Challenge = 223
• Confidence = 223
• Inplementation Success = 223
• Will = 223
• Resources = 223
• Tenacity = 223
• Monitoring = 223
• Flexibility = 224
• Operational Success = 224
• Customer = 221
• Profit = 224
• Presence = 224
• Getting Help = 224
• Nonfinancials = 224
• Financials = 224
• Final Shot = 224
• Appendix A GENERIC CORPORATE-LEVEL STRATEGIC ALTERNATIVES = 225
• Offensive Strategies = 225
• Stable Strategies = 225
• Defensive Strategies = 226
• Combination Strategies = 226
• Appendix B NUMBER CRUNCHING = 227
• Traditional Ratios = 227
• Liquidity Ratios = 227
• Leverage of Debt - Ratios = 227
• Activity Ratios = 228
• Profitability Ratios = 228
• Other Financial Analyses = 229
• Growth Ratios = 229
• Working-Capital Analysis = 229
• Appendix C TIME-FUTURE ANALYSIS = 231
• Pre-workshop Questionnaire = 231
• Appendix D FORECASTING TECHNIQUES = 233
• Benchmarking = 233
• Critical Success Factors／Strategic Issues Analysis = 233
• Delphi Technique = 233
• Dialectic Inquiry = 233
• Environmental Scanning, Forecasting, and Trend Analysis = 233
• Experience Curves = 233
• Focus Groups = 233
• Future Studies = 233
• Market Opportunity Analysis = 233
• Metagame Analysis = 234
• Multiple Scenarios = 234
• Nominal Group Technique = 234
• PIMS Analysis = 234
• Portfolio Classification Analysis = 234
• Product Life Cycle Analysis = 234
• Simulation Technique = 234
• Situational Analysis = 234
• SPIRE = 234
• Strategic Gap Analysis = 234
• Sustainable Growth Model = 234
• Appendix E POLITICAL RISK FORECAST CHART = 235
• Appendix F ELEMENTS OF AN AGENT／DISTRIBUTOR AGREEMENT = 237
• Section 1. Term = 239
• Section 2. Grant = 239
• Section 3. Territory = 239
• Section 4. Terms of Payment = 239
• Section 5. Obligations of Licensor = 240
• Section 6. Obligations of Licensee = 240
• Section 7. Royalties, Minimum Royalties, and Reporting Procedures = 241
• Section 8. Patent Rights = 242
• Section 9. Termination = 242
• Section 10. Cessation of Operations on Termination = 242
• Section 11. Arbitration = 242
• Section 12. Applicable Law = 243
• Section 13. Notices = 243
• Section 14. Force Majeure = 243
• Section 15. Renewal = 243
• Section 16. Severability = 243
• Section 17. Benefits = 243
• Appendix H ORGANIZATIONS INVOLVED IN INTERNATIONAL TRADE = 245
• Appendix I GLOSSARY OF ANTIDUMPING TERMS AND PHRASES = 249
• Glossary of International Trade Terms = 255
• Bibliography = 269
• Index = 275