1. Chapter 8 Global Management
MGMT7
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2. 8-4 explain how to find a favorable business climate
8-1 discuss the impact of global business and the trade rules and agreements that govern it
8-2 explain why companies choose to standardize or adapt their business procedures
8-3 explain the different ways that companies can organize to do business globally
8-4 explain how to find a favorable business climate
8-5 discuss the importance of identifying and adapting to cultural differences
8-6 explain how to successfully prepare workers for international assignments
This chapter covers the issue of global management. Global business presents its own set of challenges for managers. How can you be sure that the way you run your business in one country is the right way to run that business in another? This chapter discusses how organizations answer that question. We will start by examining global business in two ways: first exploring its impact on U.S. businesses and then reviewing the basic rules and agreements that govern global trade. Next, we will examine how and when companies go global by examining the tradeoff between consistency and adaptation and discussing how to organize a global company. Finally, we will look at how companies decide where to expand globally, including finding the best business climate, adapting to cultural differences, and better preparing employees for international assignments.
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3. What Is Global Business?
The buying and selling of goods and services by people from different countries.

4. The Impact of Global Business
Multinational corporations
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
Multinational corporations are corporations that own businesses in two or more countries.
Direct foreign investment occurs when a company builds a new business or buys an existing business in a foreign country.
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5. Trade Barriers Tariff – direct tax on imported goods
Nontariff barriers
quotas
voluntary export restraints
government import standards
subsidies
customs classification
Historically, governments have actively used trade barriers to make it much more expensive or difficult (or sometimes impossible) for consumers to buy or consume imported goods.
Quotas are specific limits on the number or volume of imported products. For example, China has an annual limit of 20 foreign films that are allowed to be released in Chinese movie theaters. Like quotas, voluntary export restraints limit the amount of a product that can be exported annually. The difference is that the exporting country rather than the importing country imposes restraints. In theory, government import standards are established to protect the health and safety of citizens. In reality, such standards are often used to restrict or ban imported goods. 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. Not surprisingly, businesses complain about unfair trade practices when foreign companies receive government subsidies. The last type of nontariff barrier is customs classification. As products are imported into a country, they are examined by customs agents, who must decide into which of nearly 9,000 categories they should classify a product (see the Official Harmonized Tariff Schedule of the United States at for more information). Classification is important because the category assigned by customs agents can greatly affect the size of the tariff and whether the item is subject to import quotas.
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6. Trade Agreements General Agreement on Tariffs and Trade (GATT)
Existed from 1947 to 1995
Agreement to regulate trade among more than 120 countries
“Substantial reduction of tariffs and other trade barriers and the elimination of tariffs.”
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7. 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.

8. World Trade Organization
Exhibit 8-3 provides a brief overview of the WTO and its functions.
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9. Regional Trading Zones
Maastricht Treaty of Europe
NAFTA
CAFTA-DR
UNASUR
ASEAN
APEC
In 1992, Belgium, Denmark, France, Germany, Greece, Ireland, Italy, Luxembourg, the Netherlands, Portugal, Spain, and the United Kingdom implemented the Maastricht Treaty of Europe. The purpose of this treaty was to transform their twelve different economies and twelve currencies into one common economic market, called the European Union (EU), with one common currency.
NAFTA, the North American Free Trade Agreement between the United States, Canada, and Mexico, went into effect on January 1, 1994.
CAFTA-DR, the Central America Free Trade Agreement between the United States, the Dominican Republic, and the Central American countries of Costa Rica, El Salvador, Guatemala, Honduras, and Nicaragua, went into effect in August 2005.
On May 23, 2008, twelve South American countries signed a treaty to form the Union of South American Nations (UNASUR), which united the former Mercosur (Argentina, Brazil, Paraguay, Uruguay, and Venezuela) and Andean Community (Bolivia, Colombia, Ecuador, and Peru) alliances with Guyana, Suriname, and Chile.
ASEAN, the Association of Southeast Asian Nations, and APEC, the 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, Lao PDR, Malaysia, Myanmar, the Philippines, Singapore, Thailand, and Vietnam, which form a market of more than 575 million people. APEC is a broader agreement that includes Australia, Canada, Chile, the People’s Republic of China, Hong Kong (China), Japan, Mexico, New Zealand, Papua New Guinea, Peru, Russia, South Korea, Taiwan, the United States, and all the members of ASEAN except Cambodia, Lao PDR, and Myanmar.
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10. Maastricht Treaty of Europe
Formed in 1992 with 12 European countries
Total membership is now 25 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.
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11. 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, 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.
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12. 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.

13. 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.
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14. Consumers, Trade Barriers, and Trade Agreements
Decrease price of: food
clothing
necessities
luxuries
Increase: choices competition purchasing power
Free Trade Agreements

15. Consumers, Trade Barriers, and Trade Agreements
Why do trade barriers and free trade agreements matter to consumers?
Trade agreements increase choices, competition, and purchase power…decrease prices.
Why do trade barriers and free trade agreements matter to managers?
Free trade agreements create new business opportunities……but also intensify competition.
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16. Going Global
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?

17. Consistency or Adaptation
Global consistency
when a multinational company has offices, manufacturing plants, and distribution facilities in different countries and runs them all using 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
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?
Global consistency means that a multinational company with offices, manufacturing plants, and distribution facilities in different countries uses the same rules, guidelines, policies, and procedures to run all of those offices, plants, and facilities. Managers at company headquarters value global consistency because it simplifies decisions. By contrast, a company following a policy of local adaptation modifies its standard operating procedures to adapt to differences in foreign customers, governments, and regulatory agencies. Local adaptation is typically preferred by local managers who are charged with making the international business successful in their countries.
If companies lean too much toward global consistency, they run the risk of using management procedures poorly suited to particular countries’ markets, cultures, and employees (i.e., a lack of local adaptation). If, however, companies focus too much on local adaptation, they run the risk of losing the cost effectiveness and productivity that result from using standardized rules and procedures throughout the world.
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18. Forms for Global Business
Exporting
Cooperative contracts
Strategic alliances
Wholly owned affiliates
Historically, companies have generally followed the phase model of globalization, in which a company makes the transition from a domestic company to a global company in the following sequential phases: exporting, cooperative contracts, strategic alliances, and wholly owned affiliates.
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19. Exporting Selling domestically made products to foreign markets
Advantages
makes company less dependent on domestic sales
gives company more control
Disadvantages
goods subject to trade barriers
transportation costs
When companies produce products in their home countries and sell those products to customers in foreign countries, they are exporting.
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20. Cooperative Contracts
Licensing
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.
Advantages
companies earn money without investing more money
companies can avoid trade barriers
Disadvantages
licensor gives up control over product quality
licensees can become competitors
When an organization wants to expand its business globally without making a large financial commitment to do so, it may 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.
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21. Cooperative Contracts
Franchise
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.
Advantages
fast way to enter foreign markets
gives franchisor additional cash flow
Disadvantages
loss of control
culture bound
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22. Strategic Alliances
When companies combine key resources, costs, risks, technology, and people. Most common form is joint ventures.
Advantages
companies avoid trade barriers
companies only bear part of the costs
partners can learn from each other
Disadvantages
Profits have to be shared
merging of cultures
Companies forming strategic alliances combine key resources, costs, risks, technology, and people.
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23. Wholly Owned Affiliates
Approximately one-third of multinational companies enter foreign markets through wholly owned affiliates.
Foreign offices, facilities, and manufacturing plants that are 100 percent owned by the parent company
Advantages
parent company receives all of the profits and has complete control
Disadvantages
losses for parent company can be enormous
Unlike licensing arrangements, franchises, or joint ventures, wholly owned affiliates are 100 percent owned by the parent company.
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24. Companies founded with an active global strategy.
Global New Ventures
Companies founded with an active global strategy.
Companies used to evolve slowly from small operations selling in their home markets to large businesses selling to foreign markets. Furthermore, as companies went global, they usually followed the phase model of globalization. Recently, however, three trends have combined to allow companies to skip the phase model when going global. First, quick, reliable air travel can transport people to nearly any point in the world within one day. Second, low-cost communication technologies such as , teleconferencing, phone conferencing, and the Internet make it easier to communicate with global customers, suppliers, managers, and employees. Third, there is now a critical mass of businesspeople with extensive personal experience in all aspects of global business. This combination of developments has made it possible to start companies that are global from inception. With sales, employees, and financing in different countries, global new ventures are companies that are founded with an active global strategy.
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25. Global New Ventures
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.
Quick, reliable air travel
Low-cost communication technologies
Critical mass of experienced businesspeople

26. Common Factors of Global New Ventures
The company founders successfully develop
And communicate the company’s global vision.
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.

27. 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.

28. Growing Markets
Two factors that help companies determine the growth potential of foreign markets
Purchasing power
comparison of a standard set of goods and services in different countries
more means greater growth potential
The 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.
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29. How Consumption of Coca-Cola Varies with Purchasing Power around the World
As Exhibit 8-5 shows, Coke has found that the per capita consumption of Coca-Cola, or the number of Cokes a person drinks per year, rises directly with purchasing power. For example, in China, Brazil, and Australia, where the average person earns, respectively, $7,400, $10,900, and $41,300 annually, the number of Coca-Cola soft drinks consumed per year increases, respectively, from 34 to 229 to 319. The more purchasing power people have, the more likely they are to purchase soft drinks.
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30. Choosing a Location Qualitative factors Quantitative factors 8-4
workforce quality
company strategy
Quantitative factors
kind of facility being built
trade 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.
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31. World’s Best Cities for Business
Companies rely on studies such as Cushman & Wakefield’s annually published “European Cities Monitor” to compare business climates throughout Europe.60 Similar studies are available for other parts of the world. Exhibit 8-6 offers a quick overview of the best cities for business based on a variety of criteria. This information is a good starting point if your company is trying to decide where to put an international office or manufacturing plant.
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32. Minimizing Political Risk
Political uncertainty
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.
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.
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33. Strategies for Dealing with Political Risk
Avoidance
divesting or selling business to avoid risk
Control
active strategy to prevent or reduce political risks
Cooperation
using joint ventures and collaborative contracts
Several strategies can be used to minimize or adapt to the political risk inherent in 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.
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34. Overview of Political Risk in the Middle East
Exhibit 8-7 shows the long-term political stability of various countries in the Middle East (higher scores indicate less political risk). The following factors, which were used to compile these ratings, indicate greater political risk: government instability, poor socioeconomic conditions, internal or external conflict, military involvement in politics, religious and ethnic tensions, high foreign debt as a percentage of gross domestic product, exchange rate instability, and high inflation.
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35. Cultural Differences
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
Professor Geert Hofstede research shows that there are five consistent cultural dimensions across countries

36. Becoming Aware of Cultural Differences
Five Dimensions of Culture
Power distance
the extent to which people in a country accept that power is distributed unequally in society and organizations
Individualism
the degree to which societies believe that individuals should be self-sufficient
Masculinity/femininity
the difference between highly assertive and highly nurturing cultures
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. Professor Geert Hofstede spent 20 years studying cultural differences in 53 different countries. His research shows that there are five consistent cultural dimensions across countries: power distance, individualism, masculinity/femininty, uncertainty avoidance, and short-term versus long-term orientation. Power distance is the extent to which people in a country accept that power is distributed unequally in society and organizations. In countries where power distance is weak, such as Denmark and Sweden, employees don’t like their organization or their boss to have power over them or tell them what to do. They want to have a say in decisions that affect them. Individualism is the degree to which societies believe that individuals should be self-sufficient. In individualistic societies, employees put loyalty to themselves first and loyalty to their company and work group second. Masculinity and 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. In countries with strong uncertainty avoidance, like Greece and Portugal, people tend to be aggressive and emotional and seek security rather than uncertainty. 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.
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37. Becoming Aware of Cultural Differences
Uncertainty avoidance
the degree to which people in a country are uncomfortable with unstructured, ambiguous, unpredictable situations.
Short-term/long-term orientation
addresses whether cultures are oriented to the present and seek immediate gratification or to the future and defer gratification.

38. Hofstede’s Five Cultural Dimensions
Exhibit 8-8 shows how a number of countries rank in terms of Hofstede’s five cultural dimensions.
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39. Language and Cross-Cultural Training
Documentary training
Cultural simulations
Field simulation training
Documentary training focuses on identifying specific critical differences between cultures. After learning specific critical differences through documentary training, trainees can then participate in cultural simulations, in which they practice adapting to cultural differences. Finally, field simulation training, a technique made popular by the U.S. Peace Corps, places trainees in an ethnic neighborhood for 3 to 4 hours to talk to residents about cultural differences.
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40. Spouse, Family, and Dual-Career Issues
Adaptability screening
assesses how well managers and families are likely to adjust to a foreign culture
Language and cross-cultural training for the family is just as, if not more, important than training for employees.
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41. Holden Outerwear
1. Which stage of globalization characterizes Holden Outerwear’s international involvement? 2. Identify Holden’s primary approach to entering the international market. What are the benefits of this entry strategy? 3. What are the challenges of international management for leaders at Holden?
Like so many other American brands, Holden apparel is made in China. While the company would like to manufacture in the United States, government regulations, labor costs, and high corporate tax rates are too heavy a burden. Availability of materials is another factor, as many of the pieces that Holden needs, like buttons, snaps, and fabrics, would still have to be brought in from Asia even if the garment was made in the U.S. In addition, garment making requires skilled laborers, and founder Mikey LeBlanc says that the United States lacks a manufacturing base to do the job. For any company that sources materials and labor overseas, shipping is a vital, ongoing concern. In the early years, LeBlanc used nearly a dozen shippers to transport garments from China to the U.S. To increase efficiency and reduce costs, LeBlanc found a way to coordinate shipping through a single distribution hub in China, so that just two companies now handle all of Holden’s shipping.
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