国际市场定价策略Pricing.ppt

MKTG 3002 Lec 4 2003 Teresa Davis Export Pricing Strategies Market/Skimming/Penetration Standard Worldwide Pricing Dual Pricing Cost-Plus Method Marginal Cost Method Export Related Costs Modification of Product Operational Costs of Export Costs incurred in entering foreign markets Price Escalation Dumping Predatory Dumping Unintentional Dumping Global Pricing Strategies Transfer Pricing Pricing to sales to members of the corporate family Cost based pricing Market based pricing Arms length pricing Transfer Pricing Competitiveness in international market Reduction of taxes and tariffs Management of cash flows Minimisation of foreign exchange risks Avoidance of conflicts-home/host gov. Internal concerns Arms-length Pricing Comparable uncontrolled price method Resale price method Cost-plus method Any other reasonable method Influences on Transfer Pricing Decisions Market conditions in the foreign country Competition in the foreign country Reasonable profit for the foreign affiliate U.S. federal income taxes Economic conditions in the foreign country Import restrictions Customs duties Price controls Taxation in the foreign country Exchange controls Pricing Challenges Performance Measurement Taxation Corporate Objectives Costs Demand and Market Factors Market Structure and Competition Environmental Constraints Terms of Sale Ex-works FAS (free alongside ship) FOB (free on board) CFR (cost and freight) CIF (cost, insurance freight) DDU (delivery duty unpaid) DDP (delivery duty paid) Terms of Payment The University of Sydney International Marketing Dr. Catherine Sutton-Brady The University of Sydney International Marketing Dr. Catherine Sutton-Brady The University of Sydney International Marketing Dr. Catherine Sutton-Brady The University of Sydney International Marketing Dr