Includes bibliographical references and index.

1. The drive to internationalize -- The process of internationalizing -- International stages -- Motivations to internationalize -- Proactive motivations -- Reactive motivations -- Change agents -- Internal change agents -- External change agents -- Summary -- 2. Building the knowledge base : research -- The need for research -- The tools and techniques -- New parameters -- New environments -- Number of factors involved -- Broader definition of competition -- Determining research objectives -- Determining information needs -- Sources of data -- Governments -- International organizations -- Service organizations -- Trade associations -- Directories and newsletters -- Electronic information services -- Other firms -- Evaluating data -- Analyzing and interpreting data -- Export market screening : using secondary data -- A step-by-step process -- The primary research process -- Research techniques -- Export marketing information system -- Environmental scanning -- Delphi techniques -- Scenario building -- Summary -- Appendix A. Information sources for marketing issues -- Appendix B. The structure of a country commercial guide -- 3. Export modes -- Exports -- The e-dimension in exports -- Licensing -- Assessment of licensing -- Trademark licensing -- Franchising -- Summary -- 4. Export intermediaries -- The role of intermediaries -- Export management companies -- Webb-Pomerene associations -- Export trading companies -- The foreign freight forwarder -- Summary -- 5. Financial management -- Credit policy -- Types of financial risk -- Sources of financing -- Commercial banks -- Forfaiting and factoring -- Official trade finance -- Managing foreign exchange risk -- The foreign exchange market -- Dealing with financial crises -- Summary -- 6. The role of government in international trade -- Transnational institutions affecting world trade -- The World Trade Organization (WTO) -- The International Monetary Fund (IMF) -- The World Bank -- Economic integration -- Economic integration and the export manager -- Export promotion -- Home country political and legal environment -- Export controls -- A new environment for export controls -- Embargoes and sanctions -- Regulation of international business behavior -- Host country political and legal environment -- Legal differences and restraints -- Influencing politics and laws -- The international environment -- Summary -- Appendix A. The sales contract -- Appendix B. Members of the U.S. Trade Promotion Coordination Committee (TPCC) --

7. Export market choice and development -- Choosing and developing a market -- Export market potential and market growth -- The strategic planning process -- Internal analysis -- Formulating the export marketing strategy -- Export country-market choice -- Export market growth and expansion -- Concentration versus diversification -- Market segmentation -- Summary -- 8. Product adjustments -- Product variables -- Standardization versus adaptation -- Factors affecting adaptation -- The market environment -- Climate and geography -- Product characteristics -- Branding -- Packaging -- Appearance -- Method of operation and usage -- Quality -- Service -- Country-of-origin effects -- Company considerations -- Product counterfeiting -- Summary -- 9. Pricing -- Price dynamics -- Setting export prices -- Export pricing objectives -- Export pricing policies -- Export pricing strategies -- Export-related costs -- Terms of sale -- Terms of payment -- Getting paid for exports -- Pricing under varying currency conditions -- Price negotiations -- Leasing -- Summary -- 10. Export channel management -- Channel systems -- Channel structure -- Channel design -- Customer characteristics -- Culture -- Competition -- Character -- Capital -- Cost -- Coverage -- Control -- Continuity -- Communication -- Selection of intermediaries -- Sources for finding intermediaries -- Governmental agencies -- Private sources -- Performance -- Professionalism -- The distributor agreement -- Managing channel relationships -- Factors in channel management -- Gray markets -- Termination of the channel relationship -- Summary -- 11. International transportation and logistics -- Transportation infrastructure -- Availability of modes -- Ocean shipping -- Air shipping -- Choice of modes -- Transit time -- Predictability -- Cost -- Noneconomic factors -- The international shipment : decision paths -- The international shipment : alternative modes -- Documentation -- Assistance with international shipments -- Summary -- 12. Export communication and promotion strategy -- The marketing communications process -- A promotional strategy for exports -- Export promotion tools -- Business/trade journals and directories -- Direct marketing -- Internet -- Trade shows and missions -- Certified trade fair program -- Personal selling -- Indirect exports -- Direct exports -- Integrated exports -- International negotiations -- Stages of the negotiation process -- How to negotiate in other countries and cultures -- Summary -- 13. The export marketing plan -- Selecting the target market and creating comparative advantage -- Developing and formulating the plan -- The financial flow -- The physical flow -- Document flow -- Implementing the market plan -- Controlling the market plan -- Summary.