International Business (Mid_Term)
International Business (Mid_Term)
5. Disadvantages:
o Cultural short-sightedness and lack of local responsiveness.
Polycentric Approach:
1. Definition: The polycentric approach, also known as host country orientation,
involves adapting to the customs, behavior, culture, and language of the host
country. Each subsidiary operates independently and develops its unique
marketing and business strategies tailored to the local market.
2. Management Attitude: The management team believes that it is better to adopt
the host country’s culture to build relationships with customers, suppliers, and the
government. This approach views each country’s market as unique and deserving
of individual strategies.
3. Localization: Products and strategies are tailored to meet the specific needs and
preferences of each local market. This approach recognizes the importance of
cultural and market differences.
4. Advantages:
o Easier adjustment for local staff and removal of expatriate adjustment
difficulties.
o Cost-effective hiring of local nationals, boosting their morale and
productivity.
o Better understanding and responsiveness to local market conditions.
5. Disadvantages:
o Potential for reduced career mobility for both local and foreign nationals.
o Risk of neglecting headquarters’ influence on foreign subsidiaries.
Key Differences:
Standardization vs. Localization: Ethnocentric approach focuses on
standardization across all markets, while polycentric approach emphasizes
localization and adaptation to each market.
Management Control: Ethnocentric approach maintains strong control from the
headquarters, whereas polycentric approach allows more autonomy to local
subsidiaries.
Cultural Sensitivity: Ethnocentric approach may lead to cultural insensitivity,
while polycentric approach fosters cultural understanding and local integration.
Cost Implications: Ethnocentric approach can be more expensive due to
expatriate management, while polycentric approach can be cost-effective by
leveraging local talent.
Q5. Explain the EPRG Model of international business.
EPRG Model of International Business
The EPRG model, created by Howard V. Perlmuter, Wind, and Douglas in 1969, stands for
Ethnocentric, Polycentric, Regiocentric, and Geocentric. This framework is designed to
guide businesses through the internationalization process and addresses how companies
view international management orientations. It helps in understanding an organization’s
attitude towards international marketing and how its orientation can influence strategy.
The EPRG model consists of four stages, each representing a different approach to
international business operations.
1. Ethnocentric Orientation:
o Definition: In this stage, the practices and policies of the headquarters in
the home country are considered superior and are applied uniformly across
all subsidiaries. There is no adaptation of products to meet the needs of
different countries.
o Management Attitude: The senior management believes that nationals
from the home country are more capable of managing international
operations.
o Standardization: Products, pricing, and promotional strategies remain
consistent across all markets.
o Advantages:
2. Polycentric Orientation:
o Definition: This approach, also known as host country orientation, involves
adapting to the customs, behavior, culture, and language of the host
country. Each subsidiary operates independently and develops its unique
strategies tailored to the local market.
o Management Attitude: The management team believes in adopting the
host country’s culture to build better relationships with local stakeholders.
o Localization: Products and strategies are customized to meet local market
needs.
o Advantages:
3. Regiocentric Orientation:
o Definition: This approach involves grouping countries into regions with
similar economic, cultural, or political characteristics. Strategies are
developed to cater to these regional similarities.
o Management Attitude: The company finds similarities among regions to
satisfy the needs of potential consumers.
o Regional Strategy: Marketing strategies are designed based on regional
characteristics.
o Advantages:
4. Geocentric Orientation:
o Definition: This approach encourages global marketing without equating
superiority with nationality. The company seeks the best talent globally and
solves problems within legal and political limits.
o Management Attitude: The company adopts a global mindset, viewing
the entire world as its market.
o Global Strategy: Products and services are designed to meet global needs
and wants.
o Advantages: