【正文】 ent – Technical or marketing advice and assistance – Trade mark ? Royalty ? Critical ponents ? Cross licensing ? DVD machine, PC, Nintendo games Case 72 Franchising ? ? Special form of licensing – Product amp。 trade mark franchising (cola) – Business format franchising (conveniences stores and fast foods) – More control amp。 operational assistance ? Store amp。 layout information, promotion, training, supplies (central purchasing), quality assurance Case 73 Difference between Franchising amp。 Licensing Les Nouvelles 224 pp1558 ? Contract Alliance ? ? Manufacturing Contract: Out source the manufacturing, – Nike, Mega toy ? Management Contract: Managing a business for a fee – Hilton Hotel (logo, management, global booking) – Disney Land ? Turnkey Operations: Design, construct amp。 equip a, ready to use facility – Nuclear power plant, air port, oil refinery – BOT ? Alliance in Marketing, Financing amp。 R amp。 D, – Mattel (barbie) amp。 Bandai (Power ranger), Star alliance – 20th Century Fox amp。 Paramount (Titanic) – Intel, Samsung, Siemens (DRAM chips) Joint Venture ? ? Partnership or coowned corporation ? with a new legal entity ? and shared equity ? to achieve mon objectives Case 82 M amp。 A ? ? Merger – Companies join together (through exchange of shares) ? Acquisition – The buyer purchases the assets or stock of the seller Entry Modes Compared ? Samsung’s Alliance ? Entering Asia Pacific ? Long Range Planning 291 pp1330 Takeover Tactics ? ? Negotiation ? Open market purchase ? Tender offer – Contingent on the tender of a fixed number of shares ? Proxy fight – Control in corporate voting ? Leveraged buyout – Debt financing With the asset of the target pany as collateral Anti Takeover Tactics ? ? Poison pill ? Poison Shares (more voting power when activated) ? Poison puts (debt securities callable when activated) ? White knight (acquirer) amp。 White squire (shareholder) ? Self tender (replacing equity with debt) ? Charter amendment (. Supermajority) ? Golden parachute (special pensation) Poison Pill ? ? Shareholder’s right activated ? At Kickin threshold – To increase takeover cost ? More shares outstanding ? (flip in: buy own stocks at a higher price) – To dilute the acquirer’s ownership position ? Convertible in the case of 100% takeover ?(flip over: convertible to acquirer’s stock at a lower price) Choice of Alliance Partner Choice of Intermediary Joint Venture Formation International Market Entry amp。 Development, Prentice Hall Stage amp。 Document for M amp。 A Stage Document Approaching Business plan Initial negotiation Offer letter Due diligence Consultant report Final Negotiation/pletion Shareholders agreement Memorandum of association Funding installment/ Monitoring Report amp。 minutes Exit Alliance Tactics ? Walling off (Modularization) – Boeing (R amp。 D, marketing vs. production technology) ? Contract safeguard – TRW (auto part: restriction of markets) ? Swap of Critical Resources –Cross licensing (Motorola amp。 Toshiba) ? Credible Commitments – Licensing vs. JV (Xerox amp。 Fuji) Contract Issues ? Dealership Licensing/ Franchising Joint Venture Appointment Scope Expected activities Manufacturer’s support Performance quota Intellectual property obligation Termination amp。 renewal Grant Scope Quality control, accounting amp。 report Technical assistance, training, warranty, advertising Performance quota Intellectual property obligation Termination amp。 renewal Payment to the licensor/franchisor Nature amp。 purpose Status of the respective parties Capital amp。 property contribution Management, control amp。 voting rights Rights in JV properties Confidentiality amp。 anti petition Termination amp。 renewal Contracts with Intermediary ? System of Control amp。 International HRM IIBD 0105 Dr. Tang Agenda ? Control Mechanism – Procedure – Instruments – Infrastructure ? Choice of Controlling Strategy – Vertical Differentiation – Horizontal Differentiation – Choice of Control System – Choice of Leadership Style ? Culture amp。 International HRM Procedure of Control ? ? Set standards ? Measure actual performance ? Identify deviation ? Initiate corrective actions Instruments of Control ? ? Budget – plan of resource allocation – Profit amp。 loss, capital expenditure, cash flow: ? Scheduling – timing amp。 sequence ? Best Practice ? Key Success Factors – Balanced Score Card ? Comprehensive Evaluation Plan Case 92: Control in Nestle Budget Best Practice ? The Example in Xerox: 9 practices identified and distributed: –Australian practice in retaining customers – Italian practice in market intelligence – Spanish practice in handling new account Key Success Factors ? ? Bench Marking in the case of IBM KSF Measurable Indicators Deviation Analysis Product quality % of product returned Number of customer plaints Performance vs. standard Customer service Delivery cycle Field service delays Service to sales personnel ratio Employee morale Trends in employee attitude survey Absenteeism vs. plan Employee turnover Competition Number of new products introduced Expansion of product line % bid awarded Balanced Score Card Balanced Score Card Balanced Score Card Balanced Score Card BSC: Financial BSC: Customer BSC: Process BSC: R amp。 D BSC: Human Resource EFQA EP2M (effective progress amp。 Performance Measurement) 7S Framework The Essence of Marketing Comprehensive Evaluation Plan ? Comprehensive Evaluation Plan ? Comprehensive Evaluation Plan ? Comprehensive Evaluati