Chapter 8 Global Management MGMT Chuck Williams Designed & Prepared by B-books, Ltd.

What Is Global Business? After reading this section, you should be able to: discuss the impact of global business and the trade rules and agreements that govern it. Business is the buying and selling of goods or services. Buying this textbook was a business transaction. So was selling your first car. So was getting paid for babysitting or for mowing lawns. Global business is the buying and selling of goods and services by people from different countries.

What Is Global Business? The buying and selling of goods and services by people from different countries. 1

The Impact of Global Business Multinational Corporation A corporation that owns businesses in two or more countries. Direct Foreign Investment A method of investment in which a company builds a new business or buys an existing business in a foreign country. Today, there are 61,582 multinational corporations. To appreciate the impact of global business, consider direct foreign investment. Direct foreign investment is a method of investment in which a company builds a new business or buys an existing business in a foreign country. 1.1

Foreign Investment in the U.S. 1.1

U.S. Foreign Investment Abroad Direct foreign investment throughout the world is typically around $1 trillion a year and is an increasingly important and common method of conducting global business. 1.1

Trade Barriers Tariff Quotas Voluntary export restraints Nontariff Barriers Government import standards Historically, governments have actively used trade barriers to make it much more difficult or expensive (or sometimes impossible) for you to buy imported goods. Protectionism is the use of trade barriers to protect local companies and their workers from foreign competition. A tariff is a direct tax on imported goods. Like the U.S. government’s 93% duty on fireworks imported from China, tariffs increase the cost of imported goods relative to that of domestic goods. Nontariff barriers are nontax methods of increasing the cost or reducing the volume of imported goods. There are five types of nontariff barriers: quotas, voluntary export restraints, government standards, government subsidies, and customs valuation/classification. Quotas are specific limits on the number or volume of imported products. Voluntary export restraints are similar to quotas in that there is a limit on how much of a product can be imported annually. The difference is that the exporting country rather than the importing country imposes the limit. However, the "voluntary" offer to limit imports usually occurs because of the implicit threat of forced trade quotas by the importing country. Many nations also use subsidies, such as long-term, low-interest loans, cash grants, and tax deferments, to develop and protect companies in special industries. European and Japanese governments have invested billions of dollars to develop airplane manufacturers and steel companies, while the U.S. government has provided subsidies for manufacturers of computer chips. Not surprisingly, businesses complain about unfair trade practices when other companies receive government subsidies. Customs classification is a classification assigned to imported products by government officials that affects the size of a tariff and the imposition of import goods. Government subsidies Customs valuation / classification 1.2

Trade Agreements General Agreement on Tariffs and Trade Regional Trading Zones General Agreement on Tariffs and Trade Maastricht Treaty of Europe NAFTA ASEAN and APEC CAFTA Because of the trade barriers described, buying imported goods has often been much more expensive and difficult than buying domestic goods. During the 1990s, however, the regulations governing global trade were transformed. The most significant change was that 124 countries agreed to adopt the General Agreement on Tariffs and Trade (GATT). Although GATT was replaced by the World Trade Organization (WTO) in 1995, the changes made continue to encourage international trade. 1.3

GATT GATT made it easier and cheaper for consumers in all countries to buy foreign products. Tariffs were cut 40 percent on average worldwide by 2005 Tariffs were eliminated in 10 specific industries Stricter limits were put on government subsidies GATT established protections for intellectual property Trade disputes between countries now are fully settled by arbitration panels from the WTO Through tremendous decreases in tariff and nontariff barriers, GATT made it much easier and cheaper for consumers in all countries to buy foreign products. First, by the year 2005, GATT cut average tariffs worldwide by 40 percent. Second, GATT eliminated tariffs in ten specific industries: beer, alcohol, construction equipment, farm machinery, furniture, medical equipment, paper, pharmaceuticals, steel, and toys. Third, GATT put stricter limits on government subsidies. For example, GATT put limits on how much national governments can subsidize company research in electronic and high-technology industries. Fourth, GATT protects intellectual property such as trademarks, patents, and copyright. Protection of intellectual property has been an increasingly important issue in global trade because of widespread product piracy. Finally, trade disputes between countries are fully settled by arbitration panels from the WTO. 1.3

World Trade Organization Functions: Administering WTO trade agreements Forum for trade negotiations Handling trade disputes Monitoring national trade policies Technical assistance and training for developing countries Cooperation with other international organizations Location: Geneva, Switzerland Established: 1 January 1995 Created by: Uruguay Round negotiations (1986-1994) Membership: 153 countries (as of 23 July 2008) Budget: 185 million Swiss francs for 2008 Secretariat staff: 625 Head: Pascal Lamy (director-general) Fact File provides an overview of the WTO and its functions. http://www.wto.org Web Link 1.3 Adapted from Fact File

Maastricht Treaty of Europe Formed in 1992 with 12 European countries Total membership is now 27 countries Transformed these countries into the European Union, forming one economic market and one common currency (the Euro) Opened up and simplified trade among member nations In 1992, the countries of Belgium, France, Germany, Italy, Luxembourg, the Netherlands, Denmark, Ireland, United Kingdom, Greece, Portugal, and Spain implemented the Maastricht Treaty of Europe. The purpose of this treaty was to transform their 12 different economies and 12 currencies into one common economic market, called the European Union, and one common currency, the euro. Austria, Finland, and Sweden are now members, too. On 1 January 2002, a single common currency, the Euro, went into circulation in 12 of the EU’s members. Prior to the treaty, trucks carrying products were stopped and inspected by customs agents at each border. Furthermore, since the required paperwork, tariffs, and government product specifications could be radically different in each country, companies often had to file 12 different sets of paperwork, pay 12 different tariffs, and produce 12 different versions of their basic product to meet various government specifications. Today, the total membership is now 25 countries, and Bulgaria, Croatia, Romania, and Turkey are now being considered for membership. http://europa.eu.int/ Web Link 1.3

NAFTA North American Free Trade Agreement between Canada, United States, & Mexico Liberalizes trade among these three nations Eliminates most tariffs and barriers NAFTA, the North American Free Trade Agreement between the United States, Canada, and Mexico, went into effect January 1, 1994. More than any other regional trade agreement, NAFTA liberalizes trade between countries so that businesses can plan for one market, North America, rather than for three separate markets, the U.S., Canada, and Mexico. One of NAFTA's most important achievements was to eliminate most product tariffs and prevent Canada, the United States, and Mexico from increasing existing tariffs or introducing new ones. Since NAFTA went into effect, both Mexican and Canadian exports to the U.S. have doubled. http://www.export.gov/fta/nafta/doc_fta_nafta.asp/ Web Link 1.3

CAFTA and USAN Central American Free Trade Agreement Union of South American Nations Fastest-growing place for U.S. exports. Common infrastructure to support trade. 1.3

ASEAN and APEC ASEAN APEC Brunei Darussalam, Cambodia, Indonesia, Laos, Malaysia, Myanmar, Philippines, Singapore, Thailand, and Vietnam APEC Australia, Canada, Chile, China, Hong Kong, Japan, Mexico, New Zealand, Papua New Guinea, Peru, Russia, South Korea, Taiwan, United States, and ASEAN members (except Cambodia, Laos, and Myanmar) ASEAN, the Association of South East Nations, and APEC, Asia‑Pacific Economic Cooperation, are the two largest and most important regional trading groups in Asia. ASEAN is a trade agreement between Brunei Darussalam, Cambodia, Indonesia, Laos, Malaysia, Myanmar, the Philippines, Singapore, Thailand, and Vietnam—a market of more than 927 million people. U.S. trade with ASEAN countries is sizable, exceeding $120 billion a year. The United States is ASEAN's largest trading partner, while the member nations of ASEAN are the U.S.’s fifth largest trade group. ASEAN member countries have agreed to create an ASEAN free trade area beginning in 2015 for the six original countries and in 2018 for the newer member countries. APEC is a broader agreement that includes Australia, Canada, Chile, the People’s Republic of China, Hong Kong, Japan, Mexico, New Zealand, Papua New Guinea, Peru, Russia, South Korea, Taiwan, the United States, and all the members of ASEAN except Cambodia, Laos, and Myanmar. APEC is a broader agreement of 21 member countries, with a combined GDP of over $19 trillion. APEC countries began reducing trade barriers in 2000, but it will take until 2020 for all the reductions to be completely phased in. http://www.aseansec.org http://www.apecsec.org.sg Web Link 1.3

Consumers, Trade Barriers, and Trade Agreements American consumers get more for their money than most other consumers in the world because: While not all products are two to three times as expensive in these countries, international studies find that American consumers get much more for their money than any other consumers in the world. So while U.S. incomes are lower, they still buy more for the average American. One reason is that the U.S. marketplace has been one of the easiest for foreign companies to enter. Some U.S. industries such as textiles have been heavily protected from foreign competition through many trade barriers. But, for the most part, American consumers (and businesses) have had plentiful choices among American-made and foreign-made products. More important, the high level of competition between foreign and domestic companies that creates these choices helps to keep prices low in the United States. Furthermore, it is precisely this lack of choice and the low level of competition that keep prices higher in countries that have not been as open to foreign companies and products. The U.S. marketplace is easiest for foreign companies to enter AND the competitive market between domestic and foreign companies keeps prices low. 1.4

Consumers, Trade Barriers, and Trade Agreements Decrease price of: food clothing necessities luxuries Increase: choices competition purchasing power Free Trade Agreements 1.4

How to Go Global? After reading these sections, you should be able to: describe why companies choose to standardize or adapt their business procedures. explain the different ways that companies can organize to do business globally. Once a company has decided that it will go global, it must decide how to go global. For example, if you decide to sell in Singapore, should you try to find a local business partner who speaks the language, knows the laws, and understands the customs and norms of Singapore's culture, or should you simply export your products from your home country? What do you do if you are also entering Eastern Europe, perhaps starting in Hungary? Should you use the same approach in Hungary that you used in Singapore? There is no magical formula to answer these questions.

Consistency or Adaptation? Global Consistency When a multinational company has offices/plants in different countries and uses the same rules, guidelines, policies, and procedures Local Adaptation When a multinational company modifies its rules, guidelines, policies, and procedures to adapt to differences in foreign customers, governments, and regulatory agencies Global consistency means that when a multinational company has offices, manufacturing plants, and distribution facilities in different countries, it will run those offices, plants, and facilities based on the same rules, guidelines, policies, and procedures. Managers at company headquarters value global consistency, because it simplifies decisions. Local adaptation is a company policy to modify its standard operating procedures to adapt to differences in foreign customers, governments, and regulatory agencies. Local adaptation is typically more important to local managers who are charged with making the international business successful in their countries. Multinational companies struggle to find the correct balance between global consistency and local adaptation. If they lean too much toward global consistency, they run the risk of using management procedures poorly-suited to particular countries' markets, cultures, and employees. However, if companies focus too much on local adaptation, they run the risk of losing the cost efficiencies and productivity that result from using standardized rules and procedures throughout the world. 2

Forms for Global Business Cooperative Contracts Strategic Alliances Exporting Wholly Owned Affiliates Global New Ventures Historically, companies have generally followed the phase model of globalization. This means that companies made the transition from a domestic company to a global company in sequential phases. When companies produce products in their home countries and sell those products to customers in foreign countries, they are exporting. When an organization decides to expand its business globally but does not want to make large financial commitments to do so, it will sign a cooperative contract with a foreign business owner, who pays the company a fee for the right to conduct that business in his or her country. There are two kinds of cooperative contracts: licensing and franchising. Under a licensing agreement, a domestic company, the licensor, receives royalty payments for allowing another company, the licensee, to produce its product, sell its service, or use its brand name in a particular foreign market. A franchise is a collection of networked firms in which the manufacturer or marketer of a product or service, the franchisor, licenses the entire business to another person or organization, the franchisee. Companies forming strategic alliances combine key resources, costs, risks, technology, and people. The most common strategic alliance is a joint venture, which occurs when two existing companies collaborate to form a third company. The two founding companies remain intact and unchanged, except that, together, they now own the newly created joint venture. Approximately one-third of multinational companies enter foreign markets through wholly owned affiliates. Unlike licensing, franchising, or joint ventures, wholly owned affiliates are 100 percent owned by the parent company. However, three trends have combined to allow companies to skip the phase model when going global. With sales, employees, and financing in different countries, global new ventures are new companies founded with an active global strategy. 3

Exporting Advantages Less dependence on home market sales Greater degree of control over research, design, and production decisions Advantages 3.1

Exporting Disadvantages Many exports are subject to tariff and nontariff barriers Transportation costs can increase price Companies may depend on foreign importers for product distribution Disadvantages 3.1

Cooperative Contracts Licensing A domestic company receives royalty payments for allowing another company to produce its product, sell a service, or use its brand name in a specified foreign market Franchising A collection of networked firms in which the manufacturer or marketer of a product/service licenses the entire business to another person or organization 3.2

Licensing Allows companies to earn profits without investing more money The licensee invests in production equipment and facilities Helps companies avoid tariff and nontariff barriers Advantages 3.2

Licensing Disadvantages Licensor gives up control over quality of the product or service sold by the foreign licensee Licensees can eventually become competitors Disadvantages 3.2

Franchising Advantages Fast way to enter foreign markets Good strategy when a company’s domestic sales have slowed Advantages 3.2

Franchising Disadvantages Franchisors face a loss of control Franchising success may be culture-bound Disadvantages 3.2

Strategic Alliances Strategic Alliance An agreement in which companies combine key resources, costs, risk, technology, and people Joint Venture A strategic alliance in which two existing companies collaborate to form a third, independent company Companies forming strategic alliances combine key resources, costs, risks, technology, and people. The most common strategic alliance is a joint venture, which occurs when two existing companies collaborate to form a third company. The two founding companies remain intact and unchanged, except that, together, they now own the newly created joint venture. 3.3

Joint Ventures Advantages Help companies avoid tariff and nontariff barriers to entry Participating companies bear only part of the costs and risks Advantageous to smaller local partners Advantages 3.3

Joint Ventures Disadvantages Companies must share profits A joint venture represents a merging of four cultures With equal ownership, power struggles and a lack of leadership may occur Disadvantages 3.3

Wholly Owned Affiliates (Build or Buy) Advantages Parent company receives all of the profits and has complete control Disadvantages Approximately one-third of multinational companies enter foreign markets through wholly owned affiliates. Unlike licensing, franchising, or joint ventures, wholly owned affiliates are 100 percent owned by the parent company. Expense of building new operations or buying existing business Losses can be immense if the venture fails 3.4

Global New Ventures Quick, reliable air travel Low-cost communication technologies Companies used to evolve slowly from small operations selling in their home markets to large businesses selling to foreign markets. As companies went global, they usually followed the phase model of globalization. Recently, however, three trends, as shown on this slide, have combined to allow companies to skip the phase model. Critical mass of experienced businesspeople 3.5

Common Factors of Global New Ventures Global vision is developed and communicated Several foreign markets are entered at the same time Although there are several kinds of global new ventures, all share two common factors. First, the company founders successfully develop and communicate the company’s global vision. Second, rather than going global one country at a time, new global ventures bring a product or service to market in several foreign markets at the same time. 3.5

Where to Go Global? explain how to find a favorable business climate. After reading these sections, you should be able to: explain how to find a favorable business climate. discuss the importance of identifying and adapting to cultural differences. explain how to successfully prepare workers for international assignments. Deciding where to go global is just as important as deciding how your company will go global.

Finding the Best Business Climate Access to Growing Markets Location to Build Minimal Political Risk When going global, companies try to find countries or regions with promising business climates. An attractive global business climate positions the company for easy access to growing markets, is an effective but cost-efficient place to build an office or manufacturing site, and minimizes the political risk to the company. 4

Growing Markets Purchasing Power Degree of Global Competition comparison of a standard set of goods and services in different countries more means greater growth potential Degree of Global Competition the number and quality of companies already in the market Two factors help companies determine the growth potential of foreign markets: purchasing power and foreign competitors. Purchasing power is measured by comparing the relative cost of a standard set of goods and services in different countries. Consequently, countries with high levels of purchasing power are good choices for companies looking for attractive global markets. The second part of assessing growing global markets is to analyze the degree of global competition, which is determined by the number and quality of companies that already compete in foreign markets. 4.1

Choosing an Office/Manufacturing Location Qualitative factors work force quality company strategy Quantitative factors kind of facility tariff and nontariff barriers exchange rates transportation and labor costs Companies do not have to establish an office or manufacturing location in each country they enter. They can license, franchise, or export to foreign markets, or they can serve a larger region from one country. Thus, the criteria for choosing an office/manufacturing location are different from the criteria for entering a foreign market. Rather than focusing on costs alone, companies should consider both qualitative and quantitative factors. Two key qualitative factors are work force quality and company strategy. Work force quality is important because it is often difficult to find workers with the specific skills, abilities, and experience that a company needs to run its business. Quantitative factors, such as the kind of facility being built, tariff and nontariff barriers, exchange rates, and transportation and labor costs, should also be considered when choosing an office/manufacturing location. 4.2

World’s Best Cities for Business United States 1. Washington 2. Atlanta 3. Phoenix 4. Houston 5. Minneapolis- St. Paul Latin America 1. Santiago 2. Miami 3. Sao Paulo 4. Monterrey 5. Mexico City Asia Pacific 1. Shanghai 2. Beijing 3. Shenzhen 4. Bangalore 5. Mumbai Europe 1. London 2. Paris 3. Frankfurt 4. Barcelona 5. Amsterdam 4.2

Choosing a Location: Multilingual Work Forces Beyond the Book Choosing a Location: Multilingual Work Forces Workers in the Netherlands are the most linguistically gifted in Europe, with 73 percent speaking two languages, 44 percent speaking three languages, and 12 percent speaking more than three. Furthermore, for call center workers in the Netherlands, over 60 percent have university or advanced degrees in technology or management.

Minimizing Political Risk Political uncertainty risk of major changes in political regimes Policy uncertainty risk associated with changes in laws and government policies directed at businesses Strategies avoidance control cooperation When conducting global business, companies should attempt to identify two types of political risk: political uncertainty and policy uncertainty. Political uncertainty is associated with the risk of major changes in political regimes that can result from war, revolution, death of political leaders, social unrest, or other influential events. Policy uncertainty refers to the risk associated with changes in laws and government policies that directly affect the way foreign companies conduct business. This is the most common form of political risk in global business and perhaps the most frustrating. Several strategies can be used to minimize or adapt to the political risk inherent to global business. An avoidance strategy is used when the political risks associated with a foreign country or region are viewed as too great. If firms are already invested in high-risk areas, they may divest or sell their businesses. If they have not yet invested, they will likely postpone their investment until the risk shrinks. Control is an active strategy to prevent or reduce political risks. Firms using a control strategy will lobby foreign governments or international trade agencies to change laws, regulations, or trade barriers that hurt their business in that country. Another method for dealing with political risk is cooperation, which makes use of joint ventures and collaborative contracts such as franchising and licensing. Although cooperation does not eliminate political risk of doing business in a country, it does limit the risk associated with foreign ownership of a business. 4.3

Becoming Aware of Cultural Differences National Culture The set of shared values and beliefs that affects the perceptions, decisions, and behavior of the people from a particular country. 5

Becoming Aware of Cultural Differences Cultural Dimensions (Geert Hofstede) Power distance Individualism Masculinity and femininity Uncertainty avoidance Short-term/long-term orientation National culture is the set of shared values and beliefs that affects the perceptions, decisions, and behavior of the people from a particular country. The first step in dealing with culture is to recognize that there are meaningful differences in national cultures. Geert Hofstede has spent 20 years studying cultural differences in 53 countries. His research has identified five consistent cultural dimensions across countries. Power distance is the extent to which people in a country accept that power is distributed unequally in society and organizations. Individualism is the degree to which societies believe that individuals should be self-sufficient. In individualistic societies, employees put loyalties to themselves first, and loyalties to their company and work group second. Short-term/Long-term orientation addresses whether cultures are oriented to the present and seek immediate gratification, or to the future and defer gratification. Not surprisingly, countries with short-term orientations are consumer driven, whereas countries with long-term orientations are savings driven. Masculinity and its opposite, femininity, capture the difference between highly assertive and highly nurturing cultures. Masculine cultures emphasize assertiveness, competition, material success, and achievement, whereas feminine cultures emphasize the importance of relationships, modesty, caring for the weak, and quality of life. The cultural difference of uncertainty avoidance is the degree to which people in a country are uncomfortable with unstructured, ambiguous, unpredictable situations. After becoming aware of cultural differences, the second step is deciding how to adapt your company to those cultural differences. Unfortunately, studies investigating the effects of cultural differences on management practice point more to difficulties than to easy solutions. 5

Hofstede’s Five Cultural Dimensions 5

Cultural Differences Recognize cultural differences Decide how to adapt your company to those differences Do not base adaptations on outdated and incorrect assumptions about a company’s culture Cultural differences affect perceptions, understanding, and behavior. The steps on understanding different cultures are listed above. However, cultural differences are based on averages. Therefore, you should not assume that overall cultural statements about a society automatically apply to an individual. 5

Preparing for an International Assignment Expatriate Someone who lives and works outside his or her native country. 6

Preparing for an International Assignment Language and Cross-Cultural Training Consideration of Spouse, Family, and Dual-Career Issues The average cost of sending an employee (an expatriate) on an international assignment can run between $500,000 and $3 million. Between 5 to 20 percent of American expatriates send abroad by their companies will return to the U.S. before they have completed their assignment. Failure in those assignments can be quite expensive. The chances for success in an international assignment can be increased through language and cross-cultural training and consideration of spouse, family, and dual-career issues. 6

Language and Cross-Cultural Training Documentary Training Cultural Simulation Expatriates who receive predeparture language and cross-cultural training make faster adjustments to foreign cultures and perform better on international assignments. Unfortunately only a third of managers receive any kind of training. Documentary training focuses on identifying specific critical differences between cultures.m Next, cultural simulation allows practice at adapting to cultural differences. Field experiences places trainees in an ethnic neighborhood for three to four hours to talk to residents about cultural differences. Field Experiences 6.1

Spouse, Family, and Dual-Career Issues Adaptability Screening Intercultural Training A number of companies have found that adaptability screening and intercultural training for families can lead to more successful overseas adjustment. Adaptability screening is used to assess how well managers and their families are likely to adjust to foreign countries. Language and cross-cultural training is also important for the families of expatriates. 6.2