Choosing Foreign Business Partners
12.5 Explain how companies identify and choose foreign business partners.
Business partners are critical to international business success. Key partners include distribution-channel intermediaries, facilitators, suppliers, and collaborative venture partners such as joint venture partners, licensees, and franchisees. Once the firm has selected a target market, it must identify the types of partners it needs for its foreign market venture, negotiate terms with them, and support and monitor their conduct.
Exporters tend to collaborate with foreign market intermediaries such as distributors and agents. Firms that choose to sell their intellectual property, such as know-how, trademarks, and copyrights, may work ...
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