Chapter 10—International Strategy

Chapter 10—International Strategy

CHAPTER SUMMARY

This chapter covers various aspects of international diversification and the significant
opportunities that draw businesses into the international arena. Rationale for selecting
appropriate strategies, associated organizational structures, and the mode of entry into an
international market are presented, along with the potential outcomes of an international strategy.
Different problems, complexities, and threats that can accompany the use of an
international strategy are also examined.

CHAPTER OUTLINE

Incentives for Using an International Strategy

Increased Market Size
Return on Investment
Economies of Scale, Scope, and Learning
Obtain Resources and Achieve Other Location Advantages
International Corporate-Level Strategies
International Scope: Worldwide Presence or Regionalization
Multidomestic Strategy
Global Strategy
Transnational Strategy
International Business-Level Strategy
Choice of International Entry Mode
Exporting
Licensing
Strategic Alliances
Acquisitions
New Wholly Owned Subsidiary
Dynamics of Mode of Entry
Strategic Competitiveness Outcomes
International Diversification and Returns
International Diversification and Innovation
Risks in an International Environment
Complexity of Managing Multinational Firms
Summary

KNOWLEDGE OBJECTIVES

1. Explain the primary reasons firms pursue international diversification.

2. Explain the factors that influence decisions regarding the international scope of a
firm’s activities.
3. Define the three international corporate-level strategies along with the structures
associated with each strategy.

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4. Explain the relationship between international corporate-level strategy and the

selection of business-level corporate strategies within business units, countries, or
global regions.
5. Identify the factors that contribute to the advantage of firms in a dominant global
industry and associated with a specific country or regional environment.
6. Name and describe the five modes for entering international markets.
7. Explain the effects of international diversification on firm returns and innovation.
8. Name and describe two major risks of international diversification.
9. Explain why the positive outcomes from international expansion are limited.

LECTURE NOTES

See slides 1-3. Key Terms

ƒ International Diversification - strategy through which a firm
expands the sales of its goods or services across the borders
of global regions and countries into different geographic
locations or markets.

See Figure 10.1: 1. Discuss an overview of the chapter material as it is framed in

Reasons for, Figure 10.1.
Selection of, and a. A firm that plans to operate globally must formulate a
Outcomes from, successful strategy and develop a global mind-set.
International b. As firms move into international markets, relationships
Strategies (slide 4). with suppliers, customers, and partners must be
developed and become a source of learning for global
businesses.
c. Deciding to compete internationally must result from
incentives that promise increased strategic
competitiveness.
d. The benefits of an international strategy are tempered
See Additional Notes by political and economic risks and the problems of
Below. managing a complex international organization with
operations in multiple countries.

Additional Discussion Notes for Opportunities and Outcomes of

International Strategy - These notes include additional materials that
use Siemens as an example of a firm that has moved into international
markets in search of four basic benefits.

Opportunities and Outcomes of International Strategy: Siemens

Firms move into international markets. Siemens, for example, is selling its
products in 190 countries and uses 31 websites in 38 languages. Entry into
international markets is accomplished by exporting from domestic-based
operations, licensing products or services, forming joint ventures,
acquiring foreign-based firms, or by establishing new subsidiaries.
International diversification can extend product life cycles, provide

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incentives for innovation, and produce above-average returns. A large

majority of U.S. firms’ international business is in European markets,
where 60% of U.S. firms’ assets that are located outside the domestic
market are invested. Two-thirds of all foreign R&D spending by U.S.
affiliates also takes place in Europe. Firms derive four basic benefits from
using international strategies: (1) increased market size; (2) greater returns
on investments; (3) greater economies of scale, scope, or learning; and (4)
a competitive advantage through location (access to low-cost labor,
critical resources or customers, and the like).

Incentives for Using an International Strategy - This section defines international strategy, the
reasons that firms internationalize, and the benefits that can be derived from successful
implementation of an international strategy.

See slide 5. Key Terms

ƒ International Strategy - strategy through which the firm sells its
goods or services outside the domestic market.

See slide 6. 1. What are the four basic benefits from using international
strategies?
a. Increased market size
b. Greater returns on major capital investments or on in-
vestments in new products and processes
c. Greater economies of scale, scope, or learning
d. A competitive advantage through location (for example,
access to low-cost labor or critical resources)

Increased Market Size - This section discusses growth opportunities and challenges found in
new, large-scale, emerging markets in a variety of regions throughout the world. Factors that
weigh in on the decision to use an international strategy are included here. (See slide 7 and
Additional Notes Below.)

Additional Discussion Notes for Incentives for Using an

International Strategy - These notes include additional materials that
cover the potential for increased market size when using an international
strategy.

Increased Market Size

As part of its expansion into India, Whirlpool conducted 14 months of
research on local tastes and values. The company also provided
incentives to Indian retailers to stock its products, and it used local
contractors to collect payments and deliver appliances throughout India.
Since implementing this strategy in 1996, Whirlpool’s sales in India
have grown 80% by 2001. Whirlpool’s ability to market its appliances
overseas is important because U.S. demand is forecast to stay flat

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through 2009, but international demand should grow 17%, to 293

million units.
Similarly, the U.S. soft drink industry is relatively saturated. Coca-
Cola’s case volume grew just about 1% per quarter in 2001 in North
America, its largest market, but about 5% internationally.

Return on Investment - This section explains that the primary reason for making investments in
international markets is to generate higher returns than firms would achieve on investments made
in their domestic markets. The need for large markets to recoup R&D investments and to do so
quickly, given rapid obsolescence, is also discussed. (See slide 8 and Additional Notes Below.)

Additional Discussion Notes for Incentives for Using an

International Strategy - These notes include additional materials that
cover the potentially increased investment returns when using an
international strategy.

Return on Investment
With domestic growth in the low single digits, Tricon Global
Restaurants (Kentucky Fried Chicken, Pizza Hut, and Taco Bell) has
increased its growth by expanding globally. Tricon has around 5,000
KFC restaurants in the U.S. and now over 6,000 internationally. Overall
the company operates more than 30,000 restaurants in over 100
countries worldwide—more than any other restaurant company.
Tricon’s margin on its investments was up to over 15% in 2001, and the
company’s stock value doubled in 2001 compared to August 2000. This
success has come from the company’s strategy of adapting to local
tastes and preferences in international markets.

Economies of Scale, Scope, and Learning - This section discusses the search for economies of
scale (for the lowest cost level), economies of scope (for synergy) and learning opportunities (for
new knowledge) as an incentive for adopting an international strategy. (See slide 9.)

Obtain Resources and Achieve Other Location Advantages - This section explains that
location advantages influence the decision to become multinational when a firm hopes to secure
needed resources (factors of production or low costs), address the needs of potential customers, or
take advantage of cultural dynamics. (See slide 10.)

See slide 11. 2. Given sufficient reasons to expand internationally, how does a
firm proceed?
a. Decide whether the firm will follow an international
corporate-level strategy that emphasizes a different
approach to each international market, a standardized
approach, or something in between.
b. Determine how to use the firm’s distinctive

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competencies to create advantages in international

markets through a business-level strategy.
c. Choose a mode for entering new markets.

International Corporate-Level Strategies - This section defines international corporate-level

strategy and the role it plays in selecting which products or services will be provided to various
regions around the world, adding an international dimension to the diversification decisions that
firms make. (See slide 12.)

International Scope: Worldwide Presence or Regionalization - This section introduces a

discussion of whether a firm will choose to compete in all (or many) global markets or if it will
focus on a particular region, choosing between potential economies of scale or satisfying the
specialized needs of a targeted region.

See slide 13. 3. What are the advantages of pursuing regionalization?

a. Firms are better able to understand the cultures, legal
and social norms, and other factors that are important
for effective competition in those markets.
b. Entering regional markets sequentially, beginning in
markets with which a firm is more familiar with the
largest and strongest product lines, can be an effective
way of launching an international strategy.
See slide 14. 4. Describe how the liability of foreignness affects the scope of a
firm’s international operations.
a. Liabilities associated with being a foreign business in a
highly different business environment can make
competing on a worldwide scale risky and expensive.
b. Several factors make operating a business in a foreign
country difficult.
i. Employment contracts and labor forces differ.
ii. Host governments make different demands and
requirements to compete in their markets.
iii. The inability to understand customers exists.
c. Given these conditions, regional adaptation may be
favored over a broad, global market approach.
See Figure 10.2: 5. Deciding on the degree to which headquarters will guide the
International strategy of businesses outside the home country, what three
Corporate-Level basic approaches are available to firms?
Strategies (slide 15). a. Multidomestic - products adapted to each market
b. Global - one product for the whole world
c. Transnational - a combination of multidomestic and
global
6. Which two dimensions are used to decide on the type of
corporate-level strategy to use?

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a. The need for global integration

b. The need for local responsiveness

Multidomestic Strategy - This section defines and describes the multidomestic corporate-level
strategy used to compete in international markets with a worldwide geographic area
organizational structure.

See slide 16. Key Terms

ƒ Multidomestic Strategy - international strategy in which
strategic and operating decisions are decentralized to the
strategic business unit in each country to allow that unit to tailor
products to the local market.
ƒ Worldwide Geographic Area Structure - organizational structure
that emphasizes national interests and facilitates the firms’
efforts to satisfy local or cultural differences (used to implement
the multidomestic strategy).

See slide 17. 7. Describe the features of a multidomestic strategy.

a. Focuses on variations of competition within each
country.
b. Products are customized to meet specific needs and
preferences of local customers.
c. Decentralizes the firm’s strategic and operating
decisions to business units in each country.
d. Steps are taken to isolate the firm from global
competitive forces.
i. Establish protected market positions.
ii. Compete in industry segments most affected by
See Figure 10.3: differences among local countries.
Worldwide e. Differences across markets results in more uncertainty.
Geographic Area
8. Describe a worldwide geographic area structure used to
Structure for
implement a multidomestic strategy.
Implementation of a
Multidomestic a. Few integrating mechanisms - little coordination needed
Strategy (slide 18). between different countries.
See Additional Notes b. Low formality.
Below. c. Low possibility for global efficiencies.

Additional Discussion Notes for International Corporate-Level

Strategies - These notes include additional materials that cover and
illustrate the multinational strategy.

Multidomestic Strategy
As mentioned earlier, Tricon has a strong incentive to compete
internationally with its restaurant concepts (KFC, Taco Bell, and Pizza

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Hut). Tricon pursues a multidomestic strategy by trying to localize as

much as possible. It does not open restaurants based solely on the U.S.
model, but instead adapts to local tastes. In Japan, KFC sells tempura
crispy strips. In northern England, KFC stresses gravy and potatoes,
while in Thailand, it offers fresh rice with soy or sweet chili sauce. In
Holland the company makes a potato-and-onion croquette. In France it
sells pastries alongside chicken. And in China the chicken gets spicier
the farther inland you travel.

Global Strategy - This section defines and describes the global corporate-level strategy used to
compete in international markets with a worldwide product divisional organizational structure.
An increase in borderless demand for globally branded products is cited as an increasing pressure
for global integration of operations.

See slide 19. Key Terms

ƒ Global Strategy - international strategy through which the firm
offers standardized products across country markets, with the
competitive strategy being dictated by the home office.
ƒ Worldwide Product Divisional Structure - organizational
structure in which decision-making authority is centralized in
the worldwide division headquarters to coordinate and integrate
decisions and actions among divisional business units (used to
implement the global strategy).

See slides 20-21. 9. Describe the features of a global strategy.

a. Emphasizes economies of scale.
b. Facilitated by improved global accounting and financial
reporting standards.
c. Centralizes the firm’s strategic and operating decisions
at the home office.
d. Strategic business units operating in each country are
interdependent.
e. Home office attempts to achieve integration across
business units, adding management complexity.
f. Produces lower risk.
g. Less responsive to local market opportunities.
See Figure 10.4: h. Less effective learning processes due to the pressure to
Worldwide Product conform and standardize.
Divisional Structure
10. Describe a worldwide product divisional structure used to
for Implementation
implement a global strategy.
of a Global Strategy
(slide 22). a. Integrating mechanisms needed to share and coordinate
resources and facilitate cooperation across borders.
b. Centralized decision-making authority.
See Additional Notes
Below. c. Low response to local needs and preferences.

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Additional Discussion Notes for International Corporate-Level

Strategies - These notes include additional materials that cover and
illustrate the global strategy.

Global Strategy
Cemex, a Mexico-based cement maker, is the world’s third largest
cement manufacturer. Cemex acquired Southdown, a U.S. cement
company, for $3 billion at the end of 2001 and consolidated operation
with its other U.S. assets. Cemex has the leading market position in
Spain, with around 72% of the production capacity in the Spanish
cement industry. Besides its significant assets in North and South
America and Europe, the firm is also making acquisitions in Asia. An
integration mechanism for its businesses globally is Cemex’s use of the
Internet. The firm takes advantage of its dominant presence by
providing over 3,000 points of distribution through the Internet.
Through its e-business subsidiary CxNetworks, Cemex launched the
construction materials website Arkio.com. It expects to recoup the cost
of implementation within a year and add an additional $45 million in
revenue by the end of 2002. By using the Internet to improve logistics
and manage an extensive supply network, Cemex reduces costs. With
the savings derived from its Internet supply-chain management and by
consolidating operations, such as the Southdown acquisition into its
existing U.S. operations, Cemex expects to cut $100 million from
operating costs in the United States alone. For this reason, Cemex is
using a global strategy and structure to integrate many aspects of its
worldwide operations.

Transnational Strategy - This section defines and describes the transnational corporate-level
strategy used to compete in international markets with a worldwide combination organizational
structure. The difficulty of realizing both global coordination and local flexibility is highlighted.

See slide 23. Key Terms

ƒ Transnational Strategy - international strategy through which
the firm seeks to achieve both global efficiency and local
responsiveness.
ƒ Flexible Coordination - building a shared vision and individual
commitment through an integrated network.
ƒ Worldwide Combination Structure - organizational structure in
which characteristics and mechanisms are drawn from both the
worldwide geographic area structure and the worldwide product
divisional structure (used to implement the transnational
strategy).

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See slide 24. 11. Describe the competing objectives of a worldwide combination
structure used to implement a transnational strategy.
a. Assets and operations may be centralized/decentralized.
b. Functions may be integrated/nonintegrated.
c. Relationships may be formal/informal.
d. Coordination mechanisms may leverage
efficiency/flexibility.
e. Mandates to subsidiaries may be global/specialized-
contribution/localized-implementation.
See slide 25.
12. What developments foster the success of worldwide
combination structures?
a. Strong educational component to support the culture.
b. Adaptation of core competencies in local economies to
gain competitive benefits.
c. Effective corporate headquarters to foster leadership,
See Additional Notes shared vision, and strong corporate identity.
Below. d. Centers of excellence to foster multiple and dispersed
capabilities.

Additional Discussion Notes for International Corporate-Level

Strategies - These notes include additional materials that cover and
illustrate the transnational strategy.

Transnational Strategy
This is an international strategy through which a firm seeks to achieve
both global efficiency and local responsiveness. For example, even
though in 2001 domestic carmakers had 61% of the U.S. market and
remained the largest auto sellers, this combined market share had fallen
from the 74% they held in 1995. Furthermore, profitability is down
compared to Japanese carmakers, whose factories are more efficient
than those of U.S. firms. To overcome this problem, GM CEO and
Chairman, G. Richard Wagoner Jr., implemented a transnational
strategy. The managers from partners’ headquarters and product
development centers now report directly to a GM executive. This way
GM has more control over what happens in each of its foreign car
companies, but allows each company to be responsive to regional or
country needs. This strategy led to some successful products (the
Suzuki-designed Opel Agila sold in Europe).
DaimlerChrysler employed a transnational strategy to design and
manufacture the Crossfire, a 2003 new product with a Chrysler design,
but 40% of its components are from Mercedes-Benz. This global
integration has facilitated lower costs for the vehicle. Engineered
components were already adapted from elsewhere and design
enhancements produced an attractive car for the U.S. market.
Both GM and DaimlerChrysler are using the transnational strategy
and combination structure to improve their competitiveness in the global
automobile industry.

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International Business-Level Strategy - This section discusses selection of an international

business-level strategy based on an international corporate-level strategy and the competitive
dynamics within international markets. A four-dimensional model based on Porter’s competitive
analysis is also presented to emphasize the environmental and structural attributes of a national
economy that contribute to national advantage.

See Figure 10.5: 13. Describe the factors associated with a specific country or
Determinants of regional environment that contribute to competitive advantage
National Advantage for firms in a dominant global industry.
(slide 26). a. Factors of production.
b. Demand conditions.
See Additional Notes c. Related and supporting industries.
Below.
d. Firm strategy, structure, and rivalry.

Additional Discussion Notes for International Business-Level

Strategy - These notes include additional materials that cover the
factors associated with a specific country or regional environment that
contribute to competitive advantage for firms in a dominant global
industry.

International Business-Level Strategy

Michael Porter’s model (Figure 9.2 in the text) describes the four factors
contributing to the advantage of firms in a dominant global industry and
associated with a specific country or regional environment.
1. Factors of Production refer to the inputs necessary in any industry:
labor, land, natural resources, capital, and infrastructure
(transportation, postal, and communication systems). For example,
South Korea lacks natural resources but offers a strong work ethic, a
large number of engineers, and systems of large firms to create an
expertise in manufacturing. Germany developed a strong chemical
industry, partially because Hoechst and BASF spent years creating a
synthetic indigo dye to reduce their dependence on imports (unlike
Britain, whose colonies provided natural indigo).
2. Demand Conditions is characterized by the nature and size of
buyers’ needs in the home market for the industry’s goods or
services. For example, Swiss firms lead the world in tunneling
equipment because of their old need to tunnel through mountains for
rail and highway passage in Switzerland. Japanese firms have
created a niche market for compact, quiet air conditioners, which are
important in Japan because homes are often small and located
closely together.
3. Related and Supporting Industries. Italy has become the leader in
the shoe industry because of related and supporting industries. A
well-established leather-processing industry provides the leather
needed to construct shoes and related products.
4. Firm Strategy, Structure, and Rivalry. Because of the excellent
technical training system in Germany, there is a strong emphasis on

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methodical product and process improvements. In Japan, unusual

cooperative and competitive systems have facilitated the cross-
functional management of complex assembly operations. In Italy, the
national pride of the country’s designers has spawned strong
industries in sports cars, fashion apparel, and furniture. In the United
States, competition among computer manufacturers and software
producers has favored the development of these industries.
Summary
These factors produce competitive advantages only when a firm
develops and implements an appropriate strategy that takes advantage of
distinct country factors. Thus, these distinct country factors are
necessary to consider when analyzing the business-level strategies (i.e.,
cost leadership, differentiation, focused cost leadership, focused
differentiation, and integrated cost leadership/differentiation) in an
international context.

Choice of International Entry Mode - This section introduces several means of entering
international markets that firms consider once they have decided on an international strategy. It
also explains that the timing and appropriate path of entry affect the firm’s performance in
international markets.

See Table 10.1: 14. Outline and compare the five methods of entering foreign
Global Market Entry: markets.
Choice of Entry a. Exporting - shipping products to other countries.
Mode (slide 27). i. Low expense to establish operations in host
country.
See slide 28. ii. Contractual agreements are common.
iii. High transportation costs.
iv. Some tariffs imposed.
v. Low control over marketing and distribution.
See slide 29. b. Licensing - foreign firms purchase rights to
manufacture/sell products within host country.
See Additional Notes i. Low cost to expand internationally.
Below. ii. Licensee absorbs risks.
iii. Low control over manufacturing and marketing.
iv. Lower potential returns (shared with licensee).
v. Risk of licensee imitating technology and
product for own use.
vi. Ownership arrangements may be inflexible.
c. Strategic Alliances - formed with host-country firm
See slide 30. with knowledge and resources to contribute to
competitiveness.
See Additional Notes i. Shared risks and resources.
Below. ii. Development of core competencies facilitated.
iii. Fewer resources and costs required for entry.
iv. Possible incompatibility, conflict, or lack of
trust with partner.
v. Difficult to manage.

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See slide 31. d. Acquisitions - purchase of a firm to enter a market.

i. Quick access to market.
ii. Possible integration difficulties.
See Additional Notes
iii. Costly.
Below.
iv. Complex negotiations and transaction
requirements.
See slide 32. e. New Wholly Owned Subsidiary - establish entirely new
subsidiary (Greenfield venture).
i. Costly.
ii. Complex process.
iii. Maximum control.
See Additional Notes iv. Highest potential returns.
below. v. High risk.

Additional Discussion Notes for Choice of International Entry Mode

- These notes include additional materials that cover and illustrate
licensing, strategic alliances, acquisitions, and new wholly owned
subsidiaries.

Licensing Strategy
Licensing Strategy is a contractual arrangement that allows a firm to
use, manufacture, or sell another firm’s technology, products, or
services. While licensing can reduce both risk and cost during
international expansions, the strategy has particularly long history
among firms that use patents to protect their innovation and technology.
The Selden patent in the development of automobile technology and the
Wright patents influence on the growth of aircraft technology are classic
examples. The Selden patent claimed an automobile configuration, one
using a lightweight gasoline-powered internal combustion engine as the
power source. The Wright patent was on an airplane stabilization and
steering system. In both of these cases, the holders of the pioneer patent
engaged in extensive litigation against infringing companies and Wright
refused to license their patent. The question is How did these patents
affect the evolution of the technologies?
The Selden patent was extremely broad and covered a myriad of
possible embodiments, but they were willing to license the patent to
anyone who would pay royalties. To this end, the patent holders
collected royalties and perhaps controlled competition in the industry:
But did they facilitate technological development in the industry?
Lawsuits based on this patent surely did absorb considerable time
and attention of people like Henry Ford, whose production methods
revolutionized the industry. Moreover, smaller firms may have been put
off by the threat of suit. At this early stage in the history of the
technology, those that left the industry or chose not to enter may well
have taken valuable improvements with them. Nonetheless, even before
the Selden patent, the automobile industry developed a procedure for
almost automatic cross licensing of patents. While formal agreements to
cross license all new patents no longer exist, the practice of relatively
automatic cross licensing has endured to the present.

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The outcome of the Wright brothers’ strategy regarding their patent

was quite different. First of all, the patent, an efficient stabilizing and
steering system, was major, and it did enable a multiplicity of future
flying machines. Second, Wright hoped to produce aircraft while
inhibiting competition from companies who wanted to enter the aircraft
design and manufacture business. As a consequence, early attempts by
Glenn Curtiss, the most prominent competitor of the Wright brothers, to
obtain access to the Wright patent came to naught and costly litigation
followed. Subsequent evidence suggests that the Wright patent held
back the pace of aircraft development in the US. It absorbed significant
energies and diverted efforts and resources from R&D to lawsuits.
The situation was so serious that during World War I the Secretary
of the Navy forced an agreement that eventually enabled automatic cross
licensing. This arrangement, like the licensing of automobile patents,
turned out to be a durable institution. By the end of World War I there
were numerous patents on diverse aircraft features. An incumbent had to
negotiate a large number of licenses to produce a single airplane. These
examples show that licensing strategies are not only important for
advancing technology, but also to the viability of industries.

Source: Robert P. Merges and Richard R. Nelson, On the Complex Economics of Patent Scope, 90
Colum. L. Rev. 839 (http://cyber.law.harvard.edu/ipcoop/90merg2.html).

Strategic Alliances
H.J. Heinz Co. sought growth in the Asia-Pacific market while reducing
operating costs. To this end, the company formed an alliance with
Japanese food company Kagome Co. The partners used Heinz’s existing
retail network to enhance distribution of products, while Kagome,
whose food division had been struggling, the alliance benefited from
Heinz’s strong food products, such as Boston Market frozen dinners and
Ore-Ida frozen potatoes. Both companies benefited from the alliance by
cutting operating costs as well as expanding sales.
Attracted by the Chinese market, Pearson PLC—the British
education and publishing company formed an alliance with CCTV, a
unit of China State Television. The venture provides “conversational
English in an entertaining setting” to more than one billion viewers each
day. This venture opens up the Chinese television viewing market to
Pearson and also to many international advertisers looking to promote
their products in China. Naturally, international strategic alliances are
especially difficult to manage and many alliances fail.

Acquisitions
Wal-Mart has used several strategies to globalize its operations. In
China, the firm used a joint venture. In Latin American countries, Wal-
Mart also used joint ventures. However, in Mexico it acquired its
venture partner after entering the country. In Germany, Wal-Mart
acquired a 21-store hypermarket chain and acquired 74 Interspar stores.
There were many problems with these acquisitions. None of these stores
were profitable when Wal-Mart acquired them, and the amount of
money needed to update them had been underestimated. The firm also

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encountered cultural problems. It is expected to take many years before

they show a profit or break even in Germany.
Wal-Mart learned from the German experience. When it bought a
British supermarket chain, it gave the managers the freedom to make
necessary changes. To be successful in foreign markets, a firm must
have people in charge who understand the local culture and customers’
needs. Note that only 20% of cross-border bids lead to a completed
acquisition compared to 40% for domestic acquisitions.

New Wholly Owned Subsidiary

The establishment of a new wholly owned subsidiary is referred to as a
greenfield venture. The South Korean market is very protected. The
South Korean government imposes high tariffs on imported products.
There are strong sentiments against foreigners among consumers. A
state-run monopoly on tobacco, Korea Tobacco and Ginseng
Corporation, control most of the market. As such, to market share the
British American Tobacco (BAT) entered South Korea by building a
greenfield cigarette factory. BAT-Korea hopes that its maneuver (i.e.,
“made in Korea, by Koreans and for Koreans”) will increase British
American Tobacco’s market share from 3.7% to 10%.

Dynamics of Mode of Entry - This section discusses a variety of factors that influence a firm’s
choice of appropriate entry mode, highlighting the stage of international strategy development as
a strong consideration in this decision.

Strategic Competitiveness Outcomes - This section introduces the implementation stage of

international strategy and the stakes of effective execution of the strategy.

International Diversification and Returns - This section discusses the reasons that
multinational firms with efficient and competitive operations are likely to generate above-average
returns for investors and produce better products for their customers than solely domestic firms.
Offshoring is defined and illustrates a value-creating opportunity based on structural flexibility.

See slide 33. Key Terms

ƒ Offshoring - offshore outsourcing.

See slide 34. 15. What are some of the potential advantages to be realized by
multinational firms?
a. Economies of scale and experience
b. Location advantages
c. Increased market size
d. Stabilized returns
e. Reduce overall firm risk

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International Diversification and Innovation - This section reminds us of the importance of

developing new technologies and discusses the positive impact that international diversification
can have on a firm’s ability to innovate.

See slide 35. 16. How can international diversification influence a firm’s
innovative abilities?
a. Exposure to new products and markets
b. Opportunity to integrate new knowledge into operations
c. Generation of resources to sustain innovation efforts

Risks in an International Environment - This section highlights the political and economic
risks associated with international diversification and describes the difficulties of implementing
and managing international expansion strategies.

See slides 36-38. 17. Describe the two major types of risks associated with
international expansion strategies.
a. Political risks
i. Government instability
ii. Conflict/war
iii. Government regulations
iv. Conflicting and diverse legal authorities
v. Potential nationalization of private assets
vi. Government corruption
vii. Changes in government policies
b. Economic risks
See Additional Notes i. Differences and fluctuations in currency values
Below. ii. Investment losses due to political risks

Additional Discussion Notes for Risks in an International

Environment - These notes include additional materials that cover and
illustrate the political risks associated with expanding internationally.

Political Risks
In January 2002, Argentina was forced to devalue its peso by
approximately 40% after defaulting on $141 billion public debt. The
devaluation created significant chaos for Argentina. President Fernando
de la Rúa had to resign and his predecessor, Adolfo Rodrígues Saá, had
lasted only eight days in office. But the devaluation also hindered U.S.
firms. For example, after the devaluation, the Fleetwood Boston
Financial Corporation showed an estimated $140 million loss, and
CitiGroup indicated that it would experience a significant loss as well.
These losses took place because contracts between these firms and

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Chapter 10—International Strategy

Argentinean firms allowed repayment in pesos rather than in U.S.

dollars. In contrast, AES Corporation, a U.S. corporation that builds
power plants in Argentina, had stipulated in its contracts that it must be
paid in U.S. dollars. As this example indicates, investments in foreign
countries must follow strong due diligence and concerns about
economic and regime stability.

Complexity of Managing Multinational Firms - This section closes the chapter with a
discussion of the complexities created by operating in several different countries and the barriers
to the transfer of a firm’s competitive advantage from one country to another.

See slide 39. 18. What are some factors that contribute to the complexity of
managing multinational firms?
a. Geographic dispersion
b. Costs of coordination
c. Logistical costs
d. Trade barriers
e. Cultural diversity
f. Host government

Ethical Questions - Recognizing the need for firms to effectively interact with stakeholders
during the strategic management process, all strategic management topics have an ethical
dimension. A list of ethical questions appears after the Summary section of each chapter in the
textbook. The topic of ethics is best covered throughout the course to emphasize its prevalence
and importance. We recommend posing at least one of these questions during your class time to
stimulate discussion of ethical issues relevant to the chapter material that you are covering.

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