In a novel approach using agency theory, we conceptualize export pricing as price manipulations an exporter initiates to cope with the distributor-level, internal competition with the other product lines the distributor carries. We argue that suppliers can influence foreign resellers' behaviors and therefore manage export channel relationships with prices. Using a sample of 283 exporter-importer relationships, we uncover the export price manipulations used to cope with internal competition, and we examine their impact on the exporter economic performance. We show that the performance effect of this pricing policy is achieved through the adequate role performance of the importer. Moreover, using a small but rare dyadic data set, we offer an additional test of the effectiveness of this form of pricing. Finally, by comparing the results of our study to exporters' practice we show how they tend to overuse price discounts to motivate their overseas distributors. (authors' abstract)

The topic of this master's thesis is implementation of the Opel Partner programme as new cars sales support of the importer Opel. Introductory theoretical part of this thesis is at first focused on explanation of marketing concepts and tools, that are in praxis very closely related to the Opel Partner programme. Next theoretical part concerns european automotive market and more detailly Czech and Slovak automotive markets with greater focus on Opel brand. Practical part of this thesis is fully concerned to Opel Partner programme. At the beginning, the programme is detailly introduced and the entire proces of it's working is described. In the next parts of practical section, there is detailed sales analysis and analysis of other followed indexes of the programme. After that selected marketing activities realized for sales support are evaluated. Final part of this thesis focuses on own recommendations how to enhance effectiveness of the programme.

The Regulation No. 1907/2006 on registration, evaluation, authorisation and restriction of chemical substances and on establishment of the European Chemicals Agency, the so-called REACH (Registration, Evaluation, Authorisation and Restriction of Chemical substances) came into effect on 1 June 2007. The purpose of the Regulation has been to ensure safe functioning of the market with chemical substances and preparations and protection of human health and environment against effects of toxic substances. After a complete implementation of the Regulation the only substances and preparations produced and used in the European Union will be those with known toxicological properties, including data about their impact on the health of future generations. The thesis focuses on the description of the REACH Regulation, schedule of its implementation and its potential benefits for the improved effectiveness of rescue and liquidation works performed by members of the Integrated Rescue Service (IZS). Due to very limited sources available at the early stage of REACH implementation, the method selected for the work was consultations with experts directly specializing in the REACH legislation, managers of pharmaceutical or chemical companies managing work with toxic substances and IZS members. Expert opinions have been collected about the legislation process and about the situation in the industry. The Fire Rescue Service uses databases Medis Alarm, Rozex Alarm, TEREX and Trins for planning and implementation of its interventions. In 2013 {--} 2020 I expect bigger quantities of data obtained within the REACH framework to be transmitted into those databases; in that period it will be necessary for the IZS members to become familiar with REACH and with the implemented methods of transmission of toxicological data and to be able to critically evaluate available databases when planning an intervention under conditions of a potential threat posed by toxic substances to the health of IZS members, to the population in the surroundings and to the environment. I recommend to start teaching REACH as a topic at specialized schools so that future graduates are familiar with REACH at least theoretically.

The concept of commitment has emerged recently in international business literature especially in explaining importer behaviour as a counterpart of the process of internationalisation. Importer commitment often plays a dominant role as one of the major factors influencing relationships in the exporter-importer dyad and facilitates the process of internationalisation by imparting access to the international market. This critical importer and supplier relationship and its animating factors are, however, overlooked and largely neglected in the literature. Accordingly, it is inconclusive as to which factors influence importer commitment and how they influence it. Drawing on the literature, this study strived to investigate the spectrum of importer commitment and has explicitly examined eight factors influencing importer commitment to a foreign supplier by integrating the factors in a comprehensive model. Cultural similarity between importer and overseas supplier, knowledge and experience of the importer, the supplier's competencies, communication between importer and supplier, the supplier's opportunism, the importer's trust, importer transaction-specific investment, and environmental volatility of the import market have been identified as possible antecedents of importer commitment. Theoretical foundations are drawn basically from transaction cost economics, internationalisation process theory and resource-based theory of the firm to design a basic framework for quantitative investigation. Further, the study endeavors to gain important insights into the phenomena related to the trust and commitment building process through qualitative in-depth interviews. In addition, to validate the qualitative reasoning, a competing quantitative model is developed where trust plays a mediating role for some of the predictor variables in the model. Primary data were collected from a sample of 232 industrial and commercial importers in a developing country for empirical verification of the quantitative models using Structural Equation Modeling. As reported in this thesis, the proposed model with minor modifications fit better with the data compared to the competing model, and it explained 56% of the variance of importer commitment. However, the analysis of the modified proposed structural model revealed that ten out of fourteen hypotheses are significant including five direct paths as antecedents of importer commitment. The mediating role of trust and opportunism in the model is also supported. Twelve interviews were conducted to add in-depth richer insights into the study for further verification of the knowledge development, and trust and commitment building process in the importer-supplier relationship. The findings support most conceptual links in the qualitative model and lend support to most of the hypothesised relationships in the modified competing quantitative model. These findings extend the application of the underpinned theories and their tenets in explaining the importersupplier commitment relationship and contribute to the body of knowledge. Implications of the findings are discussed and future research directions are recommended.

No description available.

Análise de custo-benefício (CBA) é um instrumento de avaliação de políticas que auxilia na tomada de decisão, empregada principalmente por gestores públicos. A CBA foi utilizada com o intuito de alcançar o objetivo principal desse estudo: verificar se a exportação de água virtual - água incorporada em um produto durante seu processo produtivo - embutida em 10 produtos do setor agropecuário brasileiro, no período de 2002 a 2016, está sendo benéfica ao Brasil. Os produtos estudados foram agrupados em 5 grupos, Açúcar, Café, Milho, Soja e Boi que, somados, desde o ano de 2012 têm representado mais de 20% do total das exportações brasileiras, em termos monetários, US$. Para qualquer análise custo-benefício é necessário que todos os impactos (custos e benefícios) sejam monetizados para se apurar o benefício líquido (BL), que é alcançado diminuindo-se os custos (C) dos benefícios (B), (BL=B-C). O estudo admitiu como custo os custos de produção, dos produtos estudados; a tarifa de armazenagem portuária; e, o valor da água virtual exportada pelo Brasil. Como benefício está sendo considerado o valor recebido com a exportação desses produtos, convertido em moeda nacional. Dessa forma, para alcançar o objetivo principal do estudo, foi necessário precificar a água virtual, um dos objetivos específicos do estudo. Ademais, o estudo apresenta ainda os principais parceiros importadores do Brasil, com relação aos produtos estudados; a importância brasileira como país exportador para esses parceiros importadores; a diferença no volume de água utilizado para produção, tanto no Brasil quanto nesses importadores; e, o volume e o valor total da água virtual exportada no período analisado. A hipótese central que norteou esse trabalho é que o Brasil obteve mais benefícios do que custos ao exportar água virtual, embutida na cesta de produtos agropecuários escolhida. Inclusive, essa hipótese pôde ser confirmada, uma vez que se identificou, por meio da CBA, benefícios totais líquidos positivos, no período de 2002 a 2016, isto é, os benefícios (valor das exportações) superaram os custos (custo de produção, tarifa portuária e valor da água virtual). No que tange aos benefícios líquidos por grupo de produto estudado, os mesmos apresentaram resultado negativo em alguns anos do período analisado. Como exemplo, para o grupo Milho, nos anos de 2005, 2006 e 2009 os benefícios líquidos foram negativos. Quanto aos benefícios totais líquidos, os mesmos foram de R$ 216.342.482.411,98 no período de 2002 a 2016. Em relação ao volume total de água virtual exportada, incorporada nos produtos abordados pelo estudo, no período analisado, o mesmo foi de 2.514.850,651 milhões de m3 de água. Em termos de valor monetário, o total apurado para esse volume de água foi de R$ 27.166.366.824,47. / Cost-benefit analysis (CBA) is a policy evaluation tool that assists in decision-making, used primarily by public managers. CBA was used in order to reach the main objective of this study: to verify if the export of virtual water - water contained in a product during its production process - embedded in 10 products of the Brazilian agricultural sector, from 2002 to 2016, is being beneficial to Brazil. The products studied were grouped into 5 groups: Sugar, Coffee, Corn, Soybean and Bovine, which, since the year of 2012, represented more than 20% of total Brazilian exports, in monetary terms, US$. For any cost-benefit analysis it is necessary that all impacts (costs and benefits) are monetized to determine the net benefit (NB), which is achieved by decreasing the costs (C) of the benefits (B), (NB = B-C). The study admitted as cost the costs of production, of the products studied; the port storage tariff; and, the value of virtual water exported by Brazil. As a benefit is being considered the value received with the export of these products, converted into national currency. Thus, to reach the main objective of the study, it was necessary to value the virtual water, one of the main objectives of the study. In addition, the study also analyses the main importing partners of Brazil, in relation to the products studied; the importance of Brazil as a leading agricultural exporting country for these importing partners; the difference in the volume of water used for production, both in Brazil and in the importing partners; and, the volume and total value of the virtual water exported in the analyzed period. The central hypothesis that guided this work is that Brazil obtained more benefits than costs when exporting virtual water embedded in the chosen basket of agricultural products. This hypothesis could even be confirmed, since the CBA identified positive total net benefits from 2002 to 2016, i.e., benefits (value of exports) exceeded costs (production cost, tariff port value and virtual water value). Regarding the net benefits per product group studied, they presented negative results in some years of the analyzed period, for example, for the Corn group, in the years 2005, 2006 and 2009 the net benefits were negative. As for the total net benefits, they were R$ 216,342,482,411.98 in the period from 2002 to 2016. In relation to the total volume of virtual exported water, incorporated in the products addressed by the study, during the analyzed period, it was 2,514,850,651 million m3 of water. In terms of monetary value, the total amount for this volume of water was R$ 27,166,366,824.47.

Análise de custo-benefício (CBA) é um instrumento de avaliação de políticas que auxilia na tomada de decisão, empregada principalmente por gestores públicos. A CBA foi utilizada com o intuito de alcançar o objetivo principal desse estudo: verificar se a exportação de água virtual - água incorporada em um produto durante seu processo produtivo - embutida em 10 produtos do setor agropecuário brasileiro, no período de 2002 a 2016, está sendo benéfica ao Brasil. Os produtos estudados foram agrupados em 5 grupos, Açúcar, Café, Milho, Soja e Boi que, somados, desde o ano de 2012 têm representado mais de 20% do total das exportações brasileiras, em termos monetários, US$. Para qualquer análise custo-benefício é necessário que todos os impactos (custos e benefícios) sejam monetizados para se apurar o benefício líquido (BL), que é alcançado diminuindo-se os custos (C) dos benefícios (B), (BL=B-C). O estudo admitiu como custo os custos de produção, dos produtos estudados; a tarifa de armazenagem portuária; e, o valor da água virtual exportada pelo Brasil. Como benefício está sendo considerado o valor recebido com a exportação desses produtos, convertido em moeda nacional. Dessa forma, para alcançar o objetivo principal do estudo, foi necessário precificar a água virtual, um dos objetivos específicos do estudo. Ademais, o estudo apresenta ainda os principais parceiros importadores do Brasil, com relação aos produtos estudados; a importância brasileira como país exportador para esses parceiros importadores; a diferença no volume de água utilizado para produção, tanto no Brasil quanto nesses importadores; e, o volume e o valor total da água virtual exportada no período analisado. A hipótese central que norteou esse trabalho é que o Brasil obteve mais benefícios do que custos ao exportar água virtual, embutida na cesta de produtos agropecuários escolhida. Inclusive, essa hipótese pôde ser confirmada, uma vez que se identificou, por meio da CBA, benefícios totais líquidos positivos, no período de 2002 a 2016, isto é, os benefícios (valor das exportações) superaram os custos (custo de produção, tarifa portuária e valor da água virtual). No que tange aos benefícios líquidos por grupo de produto estudado, os mesmos apresentaram resultado negativo em alguns anos do período analisado. Como exemplo, para o grupo Milho, nos anos de 2005, 2006 e 2009 os benefícios líquidos foram negativos. Quanto aos benefícios totais líquidos, os mesmos foram de R$ 216.342.482.411,98 no período de 2002 a 2016. Em relação ao volume total de água virtual exportada, incorporada nos produtos abordados pelo estudo, no período analisado, o mesmo foi de 2.514.850,651 milhões de m3 de água. Em termos de valor monetário, o total apurado para esse volume de água foi de R$ 27.166.366.824,47. / Cost-benefit analysis (CBA) is a policy evaluation tool that assists in decision-making, used primarily by public managers. CBA was used in order to reach the main objective of this study: to verify if the export of virtual water - water contained in a product during its production process - embedded in 10 products of the Brazilian agricultural sector, from 2002 to 2016, is being beneficial to Brazil. The products studied were grouped into 5 groups: Sugar, Coffee, Corn, Soybean and Bovine, which, since the year of 2012, represented more than 20% of total Brazilian exports, in monetary terms, US$. For any cost-benefit analysis it is necessary that all impacts (costs and benefits) are monetized to determine the net benefit (NB), which is achieved by decreasing the costs (C) of the benefits (B), (NB = B-C). The study admitted as cost the costs of production, of the products studied; the port storage tariff; and, the value of virtual water exported by Brazil. As a benefit is being considered the value received with the export of these products, converted into national currency. Thus, to reach the main objective of the study, it was necessary to value the virtual water, one of the main objectives of the study. In addition, the study also analyses the main importing partners of Brazil, in relation to the products studied; the importance of Brazil as a leading agricultural exporting country for these importing partners; the difference in the volume of water used for production, both in Brazil and in the importing partners; and, the volume and total value of the virtual water exported in the analyzed period. The central hypothesis that guided this work is that Brazil obtained more benefits than costs when exporting virtual water embedded in the chosen basket of agricultural products. This hypothesis could even be confirmed, since the CBA identified positive total net benefits from 2002 to 2016, i.e., benefits (value of exports) exceeded costs (production cost, tariff port value and virtual water value). Regarding the net benefits per product group studied, they presented negative results in some years of the analyzed period, for example, for the Corn group, in the years 2005, 2006 and 2009 the net benefits were negative. As for the total net benefits, they were R$ 216,342,482,411.98 in the period from 2002 to 2016. In relation to the total volume of virtual exported water, incorporated in the products addressed by the study, during the analyzed period, it was 2,514,850,651 million m3 of water. In terms of monetary value, the total amount for this volume of water was R$ 27,166,366,824.47.