Corporate internationalization strategies and transformation through digitization at TU München

Flashcards and summaries for Corporate internationalization strategies and transformation through digitization at the TU München

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Study with flashcards and summaries for the course Corporate internationalization strategies and transformation through digitization at the TU München

Exemplary flashcards for Corporate internationalization strategies and transformation through digitization at the TU München on StudySmarter:

Agency

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Sales subsidiary

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Different digital layers increase the complexity of the Matrix organization

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Strategic accounts

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The M&A process

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Joint Venture

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Was ist die Marketing Definition von Prof. Philip Kotler?    

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Was ist die Denkweise im produktionsorientierten Marketing? 

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WORK 4.0

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When does an organization work?

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Market penetration

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Market expansion

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Exemplary flashcards for Corporate internationalization strategies and transformation through digitization at the TU München on StudySmarter:

Corporate internationalization strategies and transformation through digitization

Agency
Sales agencies are companies that have established themselves as intermediaries between producers of branded goods and the various forms of trade, specializing in the sale of products without manufacturing the products themselves. They belong to the external distribution channels of production companies.

Corporate internationalization strategies and transformation through digitization

Sales subsidiary
The part of a company that deals exclusively with the sale of its own company’s products
Motivation: Tax aspects, Division of power within the company – especially in case of different sales companies, Risk limitation
Sales- and profit targets

Corporate internationalization strategies and transformation through digitization

Different digital layers increase the complexity of the Matrix organization
Collaboration tools (Yammer, MS Teams, …)
CRM system
Recruiting system
Divisional systems
M&A – different systems
Country – specific systems
Mobile developments

Corporate internationalization strategies and transformation through digitization

Strategic accounts
– 81 accounts, 64 SAM, 48 executive sponsors

– distributed across industries and regions

Want to grow 2x time with these accounts compared to others (ex. overall growth 5%, with these accounts it should be 10%)

Corporate internationalization strategies and transformation through digitization

The M&A process
1. Acquisition strategy

2. Acquisition criteria

3. Searching for target

4. Acquisition planning

5. Valuing&evaluation

6. Negotiation

7. Due Diligence – see if evaluation was correct

8. Purchase & Sales Contract

9. Financing

10. Implementation

Corporate internationalization strategies and transformation through digitization

Joint Venture
Fully integrated subsidiary either with or without local partner
Direct investment
Risk minimization when choosing a local partner (market knowledge, political contacts, image gain, local resources, synergies through own production etc.)
In some industries, the establishment of a national company with 100% foreign participation is not allowed
Formation of a Joint Venture usually by founding a new company or purchasing shares

Corporate internationalization strategies and transformation through digitization

Was ist die Marketing Definition von Prof. Philip Kotler?    

„Marketing umfasst jene menschlichen Tätigkeiten, die darauf abzielen, Austauschprozesse zu erleichtern und durchzuführen.”

Corporate internationalization strategies and transformation through digitization

Was ist die Denkweise im produktionsorientierten Marketing? 

Konzentration auf kostengünstige
Herstellung und Distribution

Corporate internationalization strategies and transformation through digitization

WORK 4.0
Working 4.0 will be more networked, more digital, more flexible

▪ New products and services -> new demands on work

▪ Change in demand for products and services

▪ Impacts on the organization and social security are still open

Corporate internationalization strategies and transformation through digitization

When does an organization work?
An organization can only function if the following three cornerstones fit together:

Structure
Knowledge management and know – how
Role descriptions and cooperation

Corporate internationalization strategies and transformation through digitization

Market penetration
Sell more with existing products in existing markets

Stronger/new sales activities
Organizational change
Training of staff
More employees in sales
Use of technology and innovative approaches
Example: Strategic Account Management, Online Sales, Introduction of automation during PTI

Corporate internationalization strategies and transformation through digitization

Market expansion
Sell existing products on new markets

The first step towards internationalization
Know-how transfer

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