Chapter 8 Part II

Key export participants

foreign purchasing agent, export broker, export merchants, export management company, manufacturer’s export agent, export distributor, export commission representative, cooperative exporter, and freight forwarders

Foreign purchasing agents

purchasing agents who operate on behalf of and are compensated by an overseas customer

Export broker

broker who receives a fee for bringing together the seller and the overseas buyer

Export merchants

merchants who seek out needs in foreign markets and make purchases in world markets to fill these needs

Export management company

term used to designate an independent export firm that acts as the export department for more than one manufacturer

Manufacturer’s export agent

one who can act as an export distributor or as an export commission representative

Export distributor

an individual or organization that has the exclusive right to sell a manufacturer’s products in all or some markets outside the country of origin

Export commission representative

representative assigned to all or some foreign markets by the manufacturers

Cooperative exporter

export organization or manufacturing company retained by other independent manufacturers to sell their products in some or all foreign markets

Freight forwarders

specialists in traffic operations, customs clearance, and shipping tariffs and schedules

Letter of credit

payment method in export/import in which a bank substitiutes its creditworthiness for that of the importer-buyer

Duty drawback

refunds of duties paid on imports that are processed or incorporated into other goods and then re-exported

In global marketing, the issue of customer value in inextricably tied to this decision, i.e.whether a company makes or buys its product as well as where it makes or buys its product. One of the most complex and important decisions faced by a global company

sourcing decision

Outsourcing

shifting jobs or work assignments to another company to cut costs

Seven (eight) factors that may figure into the sourcing decision

management vision, factor costs and conditions, customer needs, public opinion, logistics, country infrastructure, the political environment, and exchange rates