商英复习资料 29页

Unit1WhatisInternationalBusiness?1.Text:TheNatureofInternationalBusiness2.SupplementaryReading:FormsofInternationalBusiness一.WhatisInternationalBusiness?二.TheTheoryofComparativeCost(ComparativeAdvantage)w1.Characteristics:wDavidRicardo,JohnStuardMill,C19thwDifferentcountriesorregionshavedifferentproductionpossibilities;wTradebetweencountriescanbeprofitableforall,evenifoneofthecountriescanproduceeverycommoditymorecheaply;wIfeachcountryspecializesinproductsinwhichithasacomparativeadvantage(greatestrelativeefficiency),tradebetweenthesecountrieswillbemutuallyprofitable.2.InfluenceoftheTheory:Ithasledtocountriestospecializeinparticularproductsandtomass-produce.三.Internationalbusinesscanbelimitedby:四.ColonialismColonialismhasbeenagreatstimulustoworldtrade.五.Cartels:OPECIBAInfluenceofcartalization:wThedevelopingcountriesdeprivethemselvesofvaluableforeignexchanges;wCartelsforceconsumingcountriestospeeduptechnologyresearch.六.CommoditiesfuturesDefinition:Contractsforthefuturedeliveryatafixedpriceofgoods,suchasagriculturalorminingproducts,orfuturedeliveryatafixedpriceofsecuritiesbackedbythoseproducts.Thecontractsareboughtandsoldoncommoditiesexchanges.SupplementaryReading:FormsofInternationalBusiness1.MerchandiseExportsandImportsvisibleexportsandimports2.ExportsandImportsofServiceinvisibleexportsandimports3.ForeignDirectInvestment4.MultinationalEnterprises29\nUnit2ExportingandImportingProceduresText:ExportProceduresl1.ExportLicenselIncoterm2000Incotermsaregroupedintofourcategories:lThe"E"term(EXW)-Theonlytermwheretheseller/exportermakesthegoodsavailableathisorherownpremisestothebuyer/importer.l lEXWlExWorks(...namedplace)lThe"F"terms(FCA,FASandFOB)-Termswheretheseller/exporterisresponsibletodeliverthegoodstoacarriernamedbythebuyer.lFCAlFreeCarrier(...namedplace)l FASlFreeAlongsideShip(...namedportofshipment)l FOBlFreeOnBoard(...namedportofshipment)lThe"C"terms(CFR,CIF,CPTandCIP)-Termswheretheseller/exporter/manufacturerisresponsibleforcontractingandpayingforcarriageofthegoods,butnotresponsibleforadditionalcostsorriskoflossordamagetothegoodsoncetheyhavebeenshipped.Ctermsevidence"shipment"(asopposedto"arrival")contracts.l CFRlCostandFreight(...namedportofdestination)lCIFlCost,InsuranceandFreight(...namedportofdestination)lCPTlCarriagePaidTo(...namedportofdestination)l lCIPlCarriageandInsurancePaidTo(...namedportofdestination)lThe"D"terms(DAF,DES,DEQ,DDUandDDP)-Termswheretheseller/exporter/manufacturerisresponsibleforallcostsandrisksassociatedwithbringingthegoodstotheplaceofdestination.Dtermsevidence"arrival"contracts.lDAF29\nlDeliveredatFrontier(anamedplace)lDESlDeliveredExShip(...namedportofdestination)lDEQlDeliveredExQuay(...namedportofdestination)lDDUlDeliveredDutyUnpaid(...namedportofdestination)lDDPlDeliveredDutyPaid(...namedportofdestination)2.TradeNegotiationlinquirylofferlcounter-offerlacceptance3.CargoReadinesslquantitylqualitylpackaginglmarkingldeliverydatelnecessarydocuments:applicationform,copiesofcontracts,L/C,etc.4.L/C(letterofcredit)lSellerBuyerIssuingBanklPayingBankllAdvisingBanklNegotiatingBanklopen/issue/establishanL/C5.CustomsClearancelfillingincertaincustomsformslsubmittingappropriatedocuments6.Shippinglbysealbyroadlbyraillbyairlcombinedtransportationlbypost7.InsurancelWhoisresponsibleforinsurance?8.DocumentandPayment•Document:•Payment:29\n•L/C•BillofExchange•ChequeImportProcedures•1.ImportLicense•2.TradeNegotiation•3.L/C•4.BookingShippingSpace•5.Insurance•6.DocumentExaminationandPayment•7.CustomsClearance•8.TakingDeliveryandInspection•9.Claimtradeclaimtransportationclaiminsuranceclaimmake/file/lodgeaclaimwithsbforsthadjust/settletheclaimmakesettlementoftheclaim•10.SettlementofDisputesSupplementaryReadinglCommodityInspectionandCustomsFormalitiesI.Thenecessityofcommodityinspection:ldamagelshortagelthequalitynotinconformitywiththeS/CII.Theobjectsofinspection:lqualitylweightlquantitylpackaginglmarkinglplaceoforiginldamage29\nIII.Thefunctionofcommodityinspectioncertificates:lTheyfunctionasafoundationorbasisonwhichthedeliveryandacceptanceofthegoods,ortheclaimandreimbursementforalossismadebetweenthesellerandthebuyer.IV.MainsurveyorsinChina:ltheChinaImportandExportCommodityInspectionBureaultheAnimalandPlantQuarantineOfficeltheRegisterofShippingltheStateBureauofMetrologyV.WhereandWhenInspectionUndergoesl1.ShippingQuality/Weight(Quantity)asFinallattheportofshipmentbeforethegoodsaredeliveredandshippedl2.LandingQuality/Weight(Quantity)asFinallattheportofdestinationafterthegoodsareunloadedl3.InspectionandReinspectionlinspection:attheportofshipmentlreinspection:attheportofdestinationVI.CommodityInspectionCertificatelavarietyofareasVII.CustomsFormalitiesforExportandImportlcompletedformsgivingparticularsofthegoodslthecopyofS/ClinvoicelpackinglistlweightmemolcommodityinspectioncertificatelotherrelevantdocumentsUnit3Text:InternationalTradeDocumentationQuestions:1.Whyarevariousdocumentsarerequiredininternationalbusiness?Because:(1)Theyservetosatisfygovernmentregulationscontrollingexporting;(2)theyservetomeetrequirementsforinternationalcommercialpaymenttransactions.2.Generally,preparationofdocumentscanbehandledroutinely,buttheirimportanceshouldnotbeminimized.Why?I.ExportDeclaration1.Purpose:2.Contents:thenamesandaddressesoftheprincipalsinvolved29\nthedestinationofthegoodsafulldescriptionofthegoodstheirdeclaredvalueII.BillofLading(B/L)III.ExportInvoiceQuestion:Whatisanexportinvoice?IV.CertificateofOriginWhyisacertificateoforiginisneeded?Keywords:chargealevyortariffonimportedgoodsforceuptheirownpricesmakehomeproducedgoodsmoreattractivetothebuyerV.BillsofExchangeVI.DocumentaryBills:billofladingexportinvoiceinsurancecertificateVII.LettersofCreditSupplementaryReading:OtherMajorDocumentationExportLicenseImportLicenseLegalized(Visaed)InvoiceCustomsInvoiceBacklistCertificateCertificateofHealth/SanitaryCertificateCommercialInvoiceProformaInvoiceCertificateofInspectionCertificateofvaluePackingList/WeightMemoAirwayBillDockReceiptMate’sReceiptInsurancePolicy/CertificateImportantpointsinthisunit:CharacteristicsofeachdocumentWordsandexpressionsUnit429\nI.Pleaselistthebusinessorganizationsyouknow.nII.ThehistoryofWTOnGATTnIII.TheobjectivesanddutiesofWTOnIV.Membersandframework(respectiverightsandobligations)nV.RegulationsandoperationofWTOnVI.ChinaandWTOVII.JudgesnAPEC2001nUnit5RegulationsandTradeBarrierText:NontariffBarrierstoTradeSupplementaryReading:AInternationalCommercialArbitrationBDumping&Anti-DumpingText:NontariffBarrierstoTradeI.TariffBarriers:1.Customsduty;tariff2.Antidumpingdutiesandsubsidies3.CommonpreferencedutyII.NontariffBarriers:1.QuotasHowdoestheimportquotasystemrestrictimports?l2.“BuyNational”RestrictionsRequirenationalgovernmentstogivepreferencetodomesticproducts,sometimestothecompleteexclusionofforeignfirms.DiscriminatoryGovernmentProcurementPolicy3.CustomsValuation4.TechnicalBarriersTBT:29\n技术性贸易壁垒是指一国制定的一些强制性和非强制性的技术法规、标准以及检验商品的合格性评定程序所形成的贸易障碍。主要有法律、标准、认证制度、检验检疫制度等。SPS:《动植物卫生检疫措施协议》(英文简称SPS)，是乌拉圭回合多边贸易谈判结果的其中一个协议，其目的是支持各成员实施保护人类、动物、植物的生命或健康所采取的必须措施，以规范动植物卫生检疫的国际运动规则。l绿色壁垒措施:5.ExportRestraintsSupplementaryReading:PartAInternationalCommercialArbitrationdefinition:lArbitrationisaprocedureinwhichadisputeissubmitted,byagreementoftheparties,tooneormorearbitratorswhomakeabindingdecisiononthedispute.Inchoosingarbitration,thepartiesoptforaprivatedisputeresolutionprocedureinsteadofgoingtocourt.PartBDumping&Anti-DumpinglWhatisdumping?lHowtocalculateaproducts“normalvalue”?lOnwhatconditioncananti-dumpingmeasuresbeapplied?Unit6E-commerceText:E-commercenI.definition:nE-commerce(electroniccommerceorEC)isthebuyingandsellingofgoodsandservicesontheInternet,especiallytheWorldWideWeb.Inpractice,thistermandanewerterm,e-business,areoftenusedinterchangeably.Foronlineretailselling,theterme-tailingissometimesused.II.historyofE-commercenThehistoryofecommerceisahistoryofhowInformationTechnologyhastransformedbusinessprocesses.nHistoryofecommercedatesbacktotheinventionoftheveryoldnotionof“sellandbuy”,electricity,cables,computers,modems,andtheInternet.Ecommercebecamepossiblein1991whentheInternetwasopenedtocommercialuse.Sincethatdatethousandsofbusinesseshavetakenupresidenceatwebsites.III.ThebenefitsofE-commerceV.TypesofE-commercenB2B-BusinesstoBusinessnBusinesstoBusinesse-commercehasbeeninuseforquiteafewyearsandismorecommonlyknownasEDI(electronicdatainterchange).InthepastEDIwasconducted29\nonadirectlinkofsomeformbetweenthetwobusinesseswhereastodaythemostpopularconnectionistheinternet.Thetwobusinessespassinformationelectronicallytoeachother.B2Be-commercecurrentlymakesupabout94%ofalle-commercetransactions.nB2C-BusinesstoConsumernBusinesstoConsumere-commerceisrelativelynewtoAustralia.Thisiswheretheconsumeraccessesthesystemofthesupplier.ItisstillatwowayfunctionbutisusuallydonesolelythroughtheInternet.VI.TheimpactofE-commerceTheInternetprovidesaccesstoanelectronicglobalmarketplacewithmillionsofcustomers.TheincreasingavailabilityofsophisticatedWebtoolsallowscompaniestoeliminate,re-engineer,andautomatebusinesspractices,therebyprovidingamorecost-effective,time-efficientmannerofconductingbusiness.Inadditiontothesepositivechanges,somechallengesarise.Astheinformationtechnologyprofessioncontinuestoexpand,personnelintheindustryareincreasinglyinhighdemand,causingaworkshortagecrisisformanyemployers.Inaddition,"cyberlaw"isstillarelativelynewdiscipline,withthelegalramificationsofe-commercestillbeexplored.Unit7JointVenturesI.AgeneralintroductionofJointVentures/StrategicAlliancesvDefinition:v(Para.1)TherespectiveadvantagesofforeigncompaniesanddomesticcompaniesvTheforeigncompaniesgenerallybringnewtechnologiesandbusinesspracticeintothejointventure;vThedomesticcompaniesalreadyhavetherelationshipsandrequisitegovernmentaldocumentswithinthecountryalongwithbeingentrenchedinthedomesticindustry.Othercharacteristicsofjointventures:1.Ajointventureisabusinessenterpriseinwhichtwoormorebusinessentitiesfromdifferentcountriesparticipateonapermanentbasis;2.Mostjointventuresarebipartite.II.Typesofjointventuresv1.Localcompanies(privateenterprises)v2.Governmentagenciesv3.Partiesfromathirdcountry1.AssociationwithLocalcompaniesNormally,thelocalpartnerinajointventureisacompanyofsomesignificanceinthefield;29\nAjointventuremayalsobeformedwithalocalpartneroperatinginarelatedfield;Insomecases,jointventuresareformedbypartnerswhohavenoindustryconnectionorfunctionalrelationship.2.AssociationwithPublicEnterprisesorGovernmentAgenciesvThetypicalformat:throughgovernmentownedbusinesscorporations3.AssociationwithPartiesfromathirdcountryve.g.vaU.S.companycombinedwithaBritishfirmforoilexplorationinArabiaveachparty’sadvantagesIII.Managementsystemofjointventuresv1.Coalitionmanagement:vCulturalcontrastsvEnvironmentalconstraintsvNon-unifiedmanagement2.AutonomousmanagementvWhatisautonomousmanagement?Unilever联合利华是全球最知名的日用消费品公司，1930年由荷兰人造黄油公司与英国利华兄弟制皂公司合并成立。2000年，联合利华在财富500强中排名第54位，在150个国家推广其品牌，在90个国家拥有生产基地。年研究发展经费约10亿美元，年市场推广经费约65亿美元。Unit8IntellectualProperty•ZhangYinText:IntellectualProperty•I.Definition:•Intellectualpropertyessentiallyconsistsofassets,bothtangibleandintangible.Theseassetsaretheproductsofinnovationandcreativity.Theyaretheproductsofideas.商业秘密的概念是指不为公众所知悉，能为权利人带来经济利益，具有实用性并经权利人采取保密措施的技术信息和经营信息。商业秘密是国际上通用的法律术语，有的国家将其称为工商秘密，《知识产权协议》将其称做未公开信息。商业秘密包括经营秘密(trade-secret)和技术秘密(know-how)两方面的内容。Content:29\nFormulaCompoundsProcessesCompilationsofinformation•2.Patents•Alicensewhichpreventsthecopyingofanidea;aimstoprotectinventorsofanewproductorprocess.Newinventionsprotectedfor15years.MustberegisteredwithPatentOffice.Thisprotectionencouragesresearch,allowsinventorsmonopolyprofitstorewardtheirideas,andencouragesmoreproductstobedeveloped.•Patentlawgivesinventorofnewandspecialinventiontherighttousethisinventionforafixedperiodoftime.•Yourinventionhastobenewandnovel,notobvious.Whatdoyoudowithapatent?Normally,theinventorsgetalicenseagreementwithacompanytoproducetheproductforaperiodoftime.Inexchange,thecompanypaystheinventorroyaltiesforeachitemsold.3.Trademarks•AsymbolusedbyaproducertoidentifyaproductwhichislegallyprotectedunderTradeMarksAct1938.TradeMarks(amendment)Act1984-trademarksregisteredwithPatentOffice.•Trademarksmustbeauniquename,design,symbol,logo,color,container,etc.thatbusinessesusetodistinguishtheirgoodsfromothersinthesamemarket.•4.Copyrights/author’srights•Creator'sorlegalowner'srightsincreativeworkssuchaspaintings,witings,photographsorTVcommercials.Copyrightoccursautomaticallyanddoesnotneedregistering.•Copyrightsprotectallkindsofwritingbysingers,writers,programmers,artists,etcThesearethebestknownofallintellectualproperty.•5.MaskWork•1984年美国《半导体晶片保护条例》确立了一种新的知识产权类型，这就是“屏蔽作品”（maskwork），它是半导体晶片制造中主要的设备。该产品的创造者有10年期的复制和销售专有权。该法的主要目的是遏制日益猖獗的非法复制半导体晶片的行为，从而在计算机和知识产权这些高科技领域鼓励人们进一步的研究和投资。CollectiveManagement•CollectiveManagementofCopyrightRegulations29\n•(¨PromulgatedbytheStateCouncilon28December2004andeffectiveasof1March2005.)Unit9MARKETINGANDSALESZhangYinI.TheHistoryofMarketingConceptHistory:•Productionera•Salesera•Marketingdepartmentera•II.ThemarketingconceptMarketing•MARKETING.Theaverageconsumerwouldprobablydefinemarketingasacombinationofadvertisingandselling.Itactuallyincludesagooddealmore.Modernmarketingismostsimplydefinedasdirectingtheflowofgoodsfromproducerstocustomers.•Itencompasses,however,abroadrangeofactivitiesincludingproductplanning,new-productdevelopment,organizingthechannelsbywhichtheproductreachesthecustomer,theactualdistributionofproducts,wholesaling,pricesetting,advertisingandpromotion,publicrelations,productwarranties,retailing,financing,andmore.MarketingMixPrice•Priceisanelementofmarketingmix.Thepriceofaproductorservicemaydependon:•Costs•Demandandelasticity•Competition•Government•Objectives•Stageofthelifecycle•RestofthemixProduct•Productisanelementofmarketingmix.AProductCanbeExaminedonThreeLevels29\n•Core:Thebenefitsoftheproduct•Tangible:Theactualfeaturesoftheproduct•Augmented:OtherservicesorbenefitsthatareobtainedTheQualityofaProductDependson:•Performance-e.gthespeedofacar,thepowerofamicrowave•Features-theextras,e.gairconditioningorsunroofonacar•Easeofservicing-Howeasyisittofix?•Reliability-Howlikelyisittogowrongin,say,thefirstyear?•Durability-Howlongwillitlast?•Aesthetics-Whatdoesitlooklike?•Economics-Whatdoesitcosttoproduce?Canitbesoldataprofit?•Brandname•EaseofmanufactureDistribution(Place)•Distribution(place)isanelementofmarketingmix.DistributionStrategies(1)•Pushstrategy:manufacturerforcesgoodsthroughchannelsbygivingintermediariesincentives,e.g.discounts,highermargins,displayitems.•ManufacturerintermediariesDistributionStrategies(2)Pullstrategy:focusisonconsumers,byappealingtoconsumersdirectly.Theaimistomakethemdemandtheproductandforceintermediariestostockthegoods.•manufacturerintermediariesPromotion•Promotionisanelementofmarketingmix.Objectives•Tomakeconsumersawareof,e.g.newproductlaunch•Toremindconsumers•TopersuadeconsumersMethodsofPromoting(1)•Salepromotion:shorttermincentivestoincreasesales,e.g.coupons,competitions.Effectisoftentodestroyloyaltytootherbrandsandencouragebrandswitching;whenpromotionendsconsumersoftenswitchtoanotherbrand'soffer.Salespromotioniscalledbelowthelinepromotionalactivity.MethodsofPromoting(2)29\n•Advertising;paidforcommunication.Itiscalledan'abovetheline'promotionalactivity.MethodsofPromoting(3)•Publicrelations:involvesmanagingrelationswithdifferentpublics,e.g.themedia,consumers,pressuregroups,investors.Mayinvolvegettingmediacoverageofeventorproductlaunchorgenerallycreatingafavourableimpressionandgeneratingwordofmouthinterest.Thedifficultyisthatitisnoteasytocontrolwhatotherswriteorsay.MethodsofPromoting(4)•Personalselling:useofsalesrepresentatives.MethodsofPromoting(5)•Directmailing:informationissentthroughthepost•ExhibitionsandtradefairsMethodsofPromoting(6)•Merchandising:anattempttoinfluenceconsumersatpointofsale,e.g.displaymaterial•Packaging:e.g.design,shape,informationdisplayedonit•Branding:nameordesignwhichidentifiestheproductsorservicesofamanufactureranddistinguishesthemfromcompetitors.Selling•1.assistingthecustomerand•2.helpingthecustomermakeawisebuyingdecisionTheimportanceofselling•Itmakescontributiontooureconomy,toabusiness,andtothecustomer.III.MarketingAbroad•Directselling•Indirectselling•JointventuresUnit10AccountingThepurposeandnatureofaccounting•Purpose:toprovidefinancialinformationaboutaneconomicentity.uTobeuseful,informationshouldpossessthefollowingqualitativecharacteristics:1relevance相关,2reliability可靠,and3comparability可比性andconsistency一致性.BookkeepingandAccounting29\n•Bookkeepingistherecordingofbusinessdatainaprescribedmanner.•Abookkeepermustberesponsibleforkeepingalloftherecordsofabusinessorofonlyasmallsegment.•Accountingisprimarilyconcernedwiththedesignofthesystemofrecords,thepreparationofreportsbasedontherecordeddata,andtheinterpretationofthereports.•Accountantsoftendirectandreviewtheworkofbookkeepers.SpecializedAccountingFieldsSpecializedAccountingFields•1.Financialaccounting•Itisconcernedwiththerecordingoftransactionsforabusinessenterpriseorothereconomicunitandtheperiodicpreparationofvariousreportsfromsuchrecords.•2.Auditing•anindependentreviewoftheaccountingrecords•“fairnessandreliability”3.Costaccounting•Thedeterminationandthecontrolofcosts•Thecostsofmanufacturingprocessesandmanufacturedproducts•Togatherandexplaincostdata,bothactualandprospective4.Managementaccounting•Usingbothhistoricalandestimateddatainassistingmanagementindailyoperationsandinplanningfutureoperations.•Dealingwithspecificproblemsthatconfrontenterprisemanagersatvariousorganizationallevels.•Themanagementaccountant:identifyingalternativecoursesofactionandthenhelpingtoselectthebestone.5.Taxaccounting•Encompassingthepreparationoftaxreturnsandtheconsiderationofhetaxconsequencesofproposedbusinesstransactionsoralternativecoursesofaction.6.Budgetaryaccounting•Presentingtheplanoffinancialoperationsforaperiodand,throughrecordsandsummaries,providescomparisonsofactualoperationswiththepredeterminedplan.7.Internationalaccounting•Concernedwiththespecialproblemsassociatedwiththeinternationaltradeofmultinationalbusinessorganizations.8.Not-for-profitaccounting•Specializinginrecordingandreportingthetransactionsofvariousgovernmentalunitsandothernot-for-profitorganizationssuchaschurches,charitiesandeducationalinstitutions.29\n9.Socialaccounting•Thenewestfieldandthemostdifficulttodescribeinafewwords.•Themeasurementoftrafficpatternsindenselypopulatedsectionofthenation.•Thebestuseofwelfarefundsinalargecity.•TheBalanceofSheetuThebalancesheetiscomposedof3majorelements:1assets,2liabilities,and3stockholders’equity.•Heading:thenameofthebusiness•thenameofthefinancialstatement“BalanceSheet”•thedateofbalancesheet•Body:assets,liabilities,andstockholders;equityvCashisalwaysthefirstassetlisted.•Assets:tangible/intangible•Liabilities:•Payable/Creditor•Notespayable•Accountspayable•IncometaxespayableOwners’Equity•Theowners’equityinabusinessrepresentstheresourcesinvestedbytheowners.•Owners’equityisequaltothetotalassetsminustheliabilities:•owners’equity=totalassets-liabilities•Increaseinowners’equity:•(1)investmentbytheowners;•(2)earningsfromprofitableoperationofthebusiness.•Decreaseinowners’equity:•(1)distributionofcashorotherassetsbythebusinesstoitsowners;•(2)lossesfromunprofitableoperationofthebusiness.Stockholders’equity=capitalstock+retainedearnings29\nTheAccountingEquation•Assets=Liabilities+Owners’EquityUnit11HumanResourceManagementWhatisHRM?•TheHRM(HumanResourceManagement)process,whichisanongoingprocedurethattriestokeeptheorganizationsuppliedwiththerightpeopleintherightpositions,includessuchbasicactivitiesashumanresourceplanning,recruitment,selection,socialization,traininganddevelopment,performanceappraisal,andpromotions,transfers,demotions,andseparations.Humanresourceplanning•Humanresourceplanningisdesignedtoensurethatpersonnelneedswillbeconstantlyandappropriatelymet.•Itisaccomplishedthroughanalysisofbothinternalfactorsandfactorsintheenvironment.Humanresourceplanninghasfourbasicaspects:•Planningforfutureneeds•Planningforfuturebalance•Planningforrecruitingorlayingoffemployees•PlanningforthedevelopmentofemployeesTwomajorfactorstobeconsidered:•Theorganization’shumanresourceneeds•TheeconomicenvironmentofthefutureRecruitmentandSelection•Hiringanewemployeeisaninvestment.itisimportanttogettherightpersonfortherightjob.Therightpersonwilladdvaluetoanorganization;thewrongpersoncanincreasecostsandreducequality.Organizationscanneverbesurethattheyhaveselectedtherightpersonuntilheorshestartswork,butaneffectiverecruitmentandselectionprocesscanreducetherisk.Recruitment&SelectionProcessAdvantagesofRecruiting•Campusrecruiting(disadvantages)•Entrylevel•Middlemanagement•ToplevelWhenrecruitingconsider29\n•Howmuchtimeisavailablebeforevacancyhastobefilled?•Howmuchmoneyshouldbe/canbespent?•Whatismosteffectivemeansofattractingapplicants,e.g.unlikelytoadvertisenationallyforaveryjuniorpost•Whatisthestateofthelabormarket?•Whatisanappropriaterewardpackage?Socialization/orientation:designedtohelptheselectedindividualsfitsmoothlyintotheorganization.Traininganddevelopment•Trainingisdesignedtoimproveskillsinthepresentjob;•Developmentprogramsaredesignedtoprepareemployeesforpromotion.Identifyingtrainingneeds:•Performanceappraisal•Analysisofjobrequirement•Organizationalanalysis•Employeesurvey•Onthejobtraining:employeeslearnwhilstundertakingthejob;•includingjobrotation,internship,apprenticeship•Offthejobtraining:employeestrainedawayfromtheactualjob;maybewithinfirmoratoutsidecollege.•Includingvestibuletraining,behaviorallyexperiencedtrainingThevalueoftraining•Increasesemployees'skillsintheirpresentjobs•Preparesemployeesforchange•Increasestheorganizationsflexibility•Motivatesemployees•CanreducemistakesandimproveprofitsPerformanceappraisal•assessinganemployee'sperformanceinhisorherjob.Thisshouldbeanongoingprocessbutsomeorganizationsalsohaveaformalappraisalprocess.Usedtoiden-tifytrainingneeds.Unit12InternationalConventionText:nUNConventiononContractsfortheInternationalSaleofGoods29\nI.Historyn1930,theInstituteofRomanInternationalUnifiedPrivateLawn1964.4.25.TheHague,twodraftlawsn1978,UNCITRAL,theUNConventiononContractsforInternationalSalesofGoodsn1980.4.10.Vienna,theConventionofficiallyapprovedn1981.9.21countriessignedtheagreementn1986.12.11.TheChinesegovernmentratifiedtheConventionandsubmittedtheinstrumentofratificationwithtworeservationsmade.n1988.1.1TheConventionbecameeffective.nChinabegantoassumetheresponsibilityofobservingtheprovisions.n1991.9.34countriesratifiedandaccededtotheConvention.II.AbriefintroductiontotheConventionnFourparts,101articlesnPartISphereofApplicationandGeneralProvision)Article1-3)nPartIIFormationofaContract(Article14-24)nPartIIISaleofGoods(Article25-88)nPartIVFinalProvisions(Article89-101)III.ThereservationsmadebyChinan(1)onscopeoftheConventionnChinadoesnotagreethattheConventionextendsitsscopeofapplicationtonon-contractingstatesandinsiststhatitsapplicationbeconfirmedtotradebetweencontractingstates.n(2)onwrittencontractnTheChinesegovernmentinsiststhattheformation,modificationandterminationofsalescontractbeevidencedinwritingandacceptedbywrittennoticeintheformofatelegramortelex.InChineselaw,oralcontractsarediscouraged.nSupplementaryReadingnISO9000inChinanISO:theInternationalStandardizationOrganizationnTheworkofpreparingInternationalStandardsisnormallycarriedoutthroughISOTechnicalCommittee.nTheInternationalStandardsintheISO9000andtheplansforcontinuingstandardrequirementrevisionareintendedtoprovidetheneededscope,contentandflexibilitytomeetcurrentandemergingmarketplaceneedsinatimelyway.n1992.8.29.BeijingnCCQSEM:nTheChinaCouncilforQualitySystem(ISO9000)ofExportManufacturersCCQSEM29\nnMainfunctionsngoalTheISO9000SeriesStandardscontainthefollowingfiveoriginalstandards:n1)ISO9000,QualityManagementandQualityAssuranceStandards-Guidelinesfortheselectionandusen2)ISO9001,QualitySystem-Modelforqualityassuranceindesign,development,production,installationandservicingn3)ISO9002,QualitySystems-ModelforQualityassuranceinproduction,installationandservicingn4)ISO9003,QualitySystems-Modelforqualityassuranceinfinalinspectionandtestingn5)ISO9004,QualityManagementandQualitySystemElements-GuidelinesUnit13PublicRelationsandAdvertisementText:PublicRelations¡DefinitionofPR:¡Itcanbedefinedasthemanagementfunctionthatfocusesontherelationshipsandcommunicationsthatindividualsandorganizationshavewithothergroupsorthepurposeofcreatingmutualgoodwill.PurposeofPR:¡Buildinggoodrelationswiththecompany’svariouspublicsbyobtainingfavorablepublicity,buildingupagood“corporateimage”andhandlingorheadingoffunfavorablerumors,storiesandevents.ThePublicRelationsJob¡Pressconferences¡NewsreleasesCrisisCommunication:1.Identifyingtheproblemandtakeimmediatecorrectiveaction;2.Activelycooperatewithauthoritiesintheinvestigation;3.QuicklyrebuildtheTylenolnameandcapsule,includingRegularStrengthcapsules,whichwererecalledtoo.Planning29\nSpecifictasksofplanning(Para2,P215)PublicityandPressAgentryPublicAffairsandLobbyingCommunityInvolvementPromotionandSpecial-EventsManagementPublicationsFundRaisingandMembershipDrivesPublicSpeaking¡SupplementaryReading:¡Advertisements什么是广告?¡Anyformofnonpersonalpresentationandpromotionofideas,goods,orservicesbyanidentifiedsponsor.¡Advertisingisusedby:Businessfirms,Nonprofitorganizations,Professionals,SocialAgencies.广告决策的主要因素设定广告目标广告战略扩展广告媒体¡广告媒体也称广告媒介，是广告主与广告接受者之间的连接物质。¡报纸、杂志、广播、电视、户外载体、互联网广告媒体选择公共关系与广告公共关系与广告的区别主要在于：（1）传播的目标不同。“让别人买我”“让别人喜欢我”（229\n）传播原则不同。公共关系信息传播与广告的信息传播一样也要讲究引人注目，但“引人注目”是从属于真实性，是为真实性服务的。（3）传播方式不同。各种传播方式，包括新闻的、文学的及艺术的传播方式信息传播手段主要是新闻传播的手段，如新闻稿、新闻发布会、报纸、杂志等（4）传播周期不同。短暂长期（5）所处地位不同。经营管理的全局中所处的地位是局部性的与全局性的。（6）效果不同。局部性的、战术性的战略性的、全局性的做广告并不等于公共关系。但是，公共关系工作可以采用广告的方法，这就是“公共关系广告”。Selectadvertisingmedia PublicRelationsandAdvertising Publicrelationsandadvertisingmajordifferenceliesin: (1)thespreadisdifferent."Letsomeoneelsebuyme""Letotherpeoplelikeme" (2)thedisseminationoftheprinciplesofdifferent.PublicRelationsinformationdisseminationofinformationdisseminationandadvertisingbutalsoaboutthesameeye-catching,but"striking"issubordinatetotheauthenticityofservicesfortheauthenticity. (3)differentmodesoftransmission.Variousformsofcommunication,includingnews,literatureandtheartsofthemodeoftransmissionisthemainmeansofinformationdisseminationmeansofnewsdissemination,suchaspressreleases,pressconferences,newspapers,magazines,etc. (4)thedisseminationofthedifferentcycles.Short-termlong-term (5)differentfromtheposition.Managementoftheoverallpositionisalocalandglobalinnature. (6)theeffectofdifferent.Localizedtacticalstrategic,overall            Advertisingdoesnotmeanpublicrelations.However,theworkofpublicrelationsadvertisingmethodscanbeused,whichis"publicrelationsadvertising."29\nUnit14CultureandCommunicationI.Whatisculture?Culture=socialcompetence=setofrulesandhabitsofbehaviourinonesociety=learnedby“education”,whilegrowingup=lubricantininterpersonalrelations=specificforeachsocietyBusinessandculture•Culturetellsuswhoweareandhowweshouldbehave.•Cultureislearned.•Culturecaninfluencebiologyandbiologycaninfluenceculture.•Cultureisconstantlyundergoingchange.ØNormalbehaviourofdifferentculturesonlyoverlapspartially.ØSotheexpectationofsimilarstandardsofworkisunfounded.ØThatdoesnotmeananythingisbetterorworse,butculturaldifferencesshouldbeknownandaccepted.II.CulturaldifferencesNotjusttolerating,butunderstandingofperception,behaviourandthinkingofthecounterpartcreatessuccessfuldealing.1.ContextualDifferences•Inhighcontextcultures,therulesofeverydaylifearerarelyexplicitandasindividualsgrowup,theylearnhowtorecognizesituationalcues(suchasgesturesandtoneofvoice)andhowtorespondasexpected.•Inlowcontextcultures,peoplerelymoreonverbalcommunicationandlessoncircumstancesandcuestoconveymeaning.Differencesbetweenhighandlowcontextculturesthataffectcommunication•1.Verbalmessagesareextremelyimportantinlow-contextcultures.•2.Peopleinhigh-contextculturesperceivelow-contextpeople,whorelyprimarilyonverbalmessagesforinformation,aslesscredible.•3.Thecommunicationdifferencesbetweenhighandlowcontextculturesarealsoapparentinwhicheachapproachesconflict.•4.Becausepeopleinhighcontextculturesrelyonmorethanwordstocarrymeaning,theyaremoreadeptatreadingnon-verbalbehaviorandtheenvironmentandseemtobemoreconsciousofthesubtlenuancesfoundineverysetting.Content-TimeRelationDirectCommunication29\n2.EthicalDifferences•Culturalcontextinfluencesmanyotherculturalareas,includinglegalandethicalbehavior.Howtokeepethical?•1.Activelyseekmutualground;•2.Sendandreceivemessageswithoutjudgment;•3.Sendmessagesthatarehonest;•4.Showrespectforculturaldifferences.3.SocialDifferences•Inanyculture,rulesofsocialetiquettemaybeformalorinformal.4.Non-verbalDifferences•Non-verbalcommunication:III.Mainformsofcommunicationinbusiness•1.Internal-operationalcommunication•Ordersandinstructions•Oralexchanges•Reportsandrecords•Memorandumsandreports2.External-operationalcommunication•Salespeople’s“spiels”•Descriptivebrochures•Telephonecall-backs•Follow-upservicecalls•Advertising•plannedpublicity3.Personalcommunication•Wespendmuchofourtimewithfriendsincommunication.•Personalcommunicationalsooccursattheworkplace,anditispartofthecommunicationactivityofanybusiness.IV.Elementofcommunication•Source•Audience•Goal•Context•Message•Media•FeedbackV.CorporateCulture29\n•Theconceptofcorporatecultureisnotnew--companieshavealwaysexhibitedparticularvaluesandcharacteristicsthatessentiallydefinethemandwhatitfeelsliketoworkforthem.VI.Buildingastrategy-supportivecorporateculture•Thestrongerthecorporatecultureandthemoreitisdirectedtowardcustomersandmarkets,thelessacompanyusespolicymanuals,organizationcharts,anddetailedrulesandprocedurestoenforcedisciplineandnorms•Employeesinstrong-culturefirmsdon’thavetowastetimefiguringoutwhattodoandhowtodoit---thecultureprovidesasystemofinformalrulesandpeerpressuresregardinghowtobehavemostofthetime.•Astrongcultureturnsajobintoawayoflife;itprovidesstructure,standardsandavaluesysteminwhichtooperate;anditpromotesstrongcompanyidentificationamongemployees.•Anessentialfirststeptocreatingapositiveculturalinyourcompanyistodefinewhatyouconsidertheidealcorporateculture.Onlythencanyouformulatevaluesnecessarytocreatesuchaworkplaceandexaminepracticesthatinstillthesevaluesintoyourorganizationandstaffmembers.Unit15GlobalizationGlobalizationdefined:wGlobalization:theexpandingscale,growingmagnitude,speedingupanddeepeningimpactoftranscontinentalflowsandpatternsofsocialinteraction.(HeldandMcGrew)wEconomicglobalization:wTheintegrationofnationaleconomiesintotheinternationaleconomythroughtrade,directforeigninvestment,short-termofcapitalflows,internationalflowsofworkersandhumanitygenerally,andflowsoftechnology.(Bhagwati)Thetrend:wGlobaleconomicintegrationhasbeenonagenerallyraisingtrend.wTheexpansionofinformationtechnologiesaddstoglobalization.wGlobalizationremainssluggish.wThecountriesatthetopoftherankingsareonlyrunningfurtherandfurtherawayfromhepack.Globaleconomicintegrationhasbeenonagenerallyraisingtrend.29\nwThreefactorsaffectingtheprocessofeconomicglobalizationwThreeimportantdimensionsofeconomicintegrationwThreeissuesofgeneralimportancetothefuturecourseofglobaleconomicintegrationthemostglobalizedcountries:wNetherlandswSwedenwSwitzerlandwAustriawTinySingaporewFinlandNotallcountriesaroundtheworldhaveparticipatedequallyinthetransitiontothenewglobaleconomy.wDigitaldividewThelimitedresources(notsufficientinfrastructure)Moreequalthanothers?wDiscuss:theissueofincomedisparityChallengesandopportunitiesforfirmswFirms:topursuealow-coststrategywMultinationalfirms:whowtoconductbusinessinothercountries;wthink“internationally”nUnit16InternationalTaxationnTaxeshaveaveryimportantimpactonforeigndirectinvestmentdecisions.税的种类（一）1、商品流转税CommodityTaxe.gV.A.T.2、所得税IncomeTaxe.gCapitalGainTax3、财产税PropertyTaxe.gRealEstateTax4、行为税BehaviorTaxe.gBanquetTax（二）1、直接税directtax(corporateandindividualincometaxes)2、间接税indirecttax(value-addedtaxes,salestaxes,importduties)VATnValueaddedtax(VAT),isaconsumptiontaxleviedonthesaleofgoodsandservices.29\nVATisanindirecttax,inthatthetaxiscollectedfromsomeoneotherthanthepersonwhoactuallybearsthecostofthetax.nvalue-addedtax简称VAT，为一种销售税，是就产品或劳务在各种交易阶段的附加价值（valueadded或addedvalue）所课征的某一百分比的间接税。With-holdingtaxn指从个人薪酬或其他收入中直接扣除的任何税项。 n规定雇主必须从雇员的薪酬中扣除的所得税。  TaxtreatiesnAnincometaxtreatyisanagreementbetweentwogovernments.Bothgovernmentsagreetotaxresidentsofforeigncountries(inwhichtheyhaveataxtreatywith)atareducedrateorexemptfromthatcountriestaxrulesandregulations.nEachtaxtreatyhasarticlesthatdescribethetypeofincomeandparticularinstancesinwhichanexemptionfromfederaltaxwithholdingisallowed.Generally,alltreatiestakeintoconsiderationpaymentsforemployment,independentpersonalservice,andscholarship/fellowship.TaxholidaynAzerocorporatetaxratetaxincentivestaxhavennAtaxhavenisaplacewherecertaintaxesareleviedatalowrateornotatall.Amongtaxhavens,differentjurisdictionstendtobehavensfordifferenttypesoftaxes,andfordifferentcategoriesofpeopleand/orcompanies.n避税港TaxHaven:nInataxhavencountry,foreignersmayreceiveincomeorownassetsandpayverylowtaxes.ManycompaniesaresituatedorhavesubsidiariesintaxhavensforTaxAvoidancereasons.nTherearetwoobjectivesforestablishingasubsidiaryinataxhaven:n(1)asubsidiarycanoperateasalegitimateoperationandgenerateprofitswhilesimultaneouslyenjoyingthetaxadvantages;andn(2)aparentmayestablishasubsidiaryinataxhavenforthepurposeoftaxavoidanceonly.Themajorpurposeistoshiftincomefromacountrywithhightaxestoataxhavencountrybyusingasubsidiaryasanintermediary.TariffnDefinition:29\nvAtariffissimplyatax(duty)leviedonaproductwhenitcrossesnationalboundaries.Themostwidespreadtariffistheimporttariff.nTariffsmaybeimposedforprotectionorrevenuepurposes.CustomsareanAcustomareaisageographicalareawithinwhichgoodsmaymovefreelywithoutbeingsubjectedtocustomsduties.n关税地区是一个地理区域，在该区域内，货物可以不交关税而自由流通，它通常是，但并不一定，与国界一致。当一个关税地区包括一个以上国界的区域时，就被称为关税同盟。关税地区其经济意义主要在于货物在该区域内可以不交任何关税而自由流通。因此，在较优惠的专业化和贸易条件下促成了更高的生产效率，由此导致该地区带生活水准的提高。TypesofTariffs(1)n1.TransitDutiesn2.ExportDutiesn3.ImportDutiesTypesofTariffs(2)TypesofTariffsI.2TypesofTariffsTariffWelfareEffects:Small-NationModelnAnimporttariffisataxongoodsproducedabroadandsolddomestically.nTariffsraisethepriceofimportedgoodsabovetheworldpricebytheamountofthetariff.TariffWelfareEffectLarge-NationModelnForalargenation,atariffonimportedproductmayhavedifferentimpactonitsnationalwelfarethanasmallnationinthatitstradepolicycansignificantlyinfluencethecommoditypriceintheworldmarket.nExample:U.S.importsautomobilesfromJapan.Summary:TheEffectsofaTariffnAtariffreducesthequantityofimportsandmovesthedomesticmarketclosertoitsequilibriumwithouttrade.nWithatariff,totalsurplusinthemarketdecreasesbyanamountreferredtoasadeadweightloss.HowaTariffBurdensExportersTariffburdensexporterfromthreerespects:nExportersoftenpurchaseimportedinputssubjectstotariffsthatincreasethecostofinputsnTariffsalsoraisethecostoflivingbyincreasingthepriceofimportsnImporttariffshaveinternationalrepercussionsthatleadtoreductionsindomesticexports.Tariffsystemsn1.Single-columntariffschedulen2.Double-columntariffschedule29\nn3.Triple-columntariffschedule29