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1.
65.050
B-84


    Alan, E.
    Economics of shipping practice and management [Текст] : second edition / E. Alan. - London : Chapman & Hall, 1995. - 360 с. - ISBN 0-412-31030-9 : Б. ц.
    Содержание:
Preface to the second edition xi
Acknowledgements xiii
Diagrams xv
Services rendered by sea transport to international trade . - С .1
Function of shipping and its relationship tointernational trade. Balance of trade and balance ofpayments. Relationship between world seaborne tradeand world mercantile fleet. International trade in the
1990s. Provision of shipping services in the 1990s.
Flagging out.
2 Economics of international trade . - С .19
Function of international trade. Survey ofinternational trade. Commodity trades. Flow ofmanufactured goods.
Multinational companies. Freight forwarding. Majortrading areas of the world. Preferential tradinggroups.
International exchange rates. Currency options.
London International Financial Futures Exchange
LIFFE
3 Economics of ship design . - С .43
Influence of cost, construction and safety factors.
Ship design criteria. Economics of ship propulsion.
4 Ship investment criteria . - С .57
Ship finance: crisis and remedy. Economics of new andsecond-hand tonnage. Methods of finance. Factorsdetermining investment criteria. Changes in ownershipand financial structure of the vessel. Analysis ofnational mercantile fleet investment policy.
5 Economics of containerization . - С .79
Development of containerization. Development ofcontainer fleets.
6 Roll on/roll off (Ro/Ro) vessels and their features . - С .90
Factors influencing development of Ro/Ro.
Development of Ro/Ro market between UK and
Europe. Ro/Ro vessels.
7 Economics of ship operation . - С .101
Economics of ship manning. Factors to consider inplanning sailing schedules. Surveys and maintenance.
Survey methods. Problems caused by fluctuations andimbalances in trade. Fleet planning. Speed, frequency,
reliability, cost and quality of service. Portoperation.
Offshore transhipment of bulk cargoes.
8 The freight market . - С .133
Tramp and liner freight rates. International roadhaulage freight rates. Maritime container rates.
International train ferry rates. Inland waterwayfreight rates. Short sea and estuarial passengertrades. The constituents of freight rates. Factorsinfluencing the level of freight rates. Piracy andmaritime fraud.
9 Economics of chartering . - С .146
The determination of fixture rates. The charterer'srequirements. The Baltic Mercantile and Shipping
Exchange. The Baltic International Freight Futures
Exchange (BIFFEX). The Baltic and International
Maritime Conference (BIMCO). Worldscale. Averagefreight rate assessments (AFRA).
10 Finance of international trade . - С .170
Export and import prices. Payments on 'open account'.
Bills of exchange. Documentary credits and allieddocuments. Transferable credits. Hack to bach credits.
Revolving credits. Red clause credits. Acceptancecredits. Factoring. Bank finance for exports. Financeguaranteed by the ECGD. Less common forms of trade.
Changing methods of payment. Forfeiting.
11 Counter-trade . - С .186
Forms of counter-trade. Counter-trade markets.
12 Combined transport operation . - С .192
Combined transport concept. Containerization.
International road haulage. Piggy back operation.
Train ferries. Inland waterways.
13 Ship management and marketing . - С .202
The shipping company. Shipping company consortia.
Ship management companies. Shipping company mergersand acquisitions. Staff appraisals. Planning.
Revenue, expenditure and investment budgets. Trafficand economic forecasts. Marketing. Market pricing.
Market analysis. Market structure. Market share.
Market research. Market forecasting. Media plan.
14 Shipboard management . - С .245
Essentials of shipboard management. Organization ofshipboard management. Operation of shipboard management. Advantages of shipboard management.
15 Computerization . - С .252
General areas of software application. Cargo selection.
Balancing of cargo flows. Inland transport. Pro formavoyage control. Sensitivity analysis. Case study.
Negative aspects of data processing. Cargo (Ro/Ro) and
passenger reservation systems. Types of availablesoftware program. Conclusion.
16 Role of British and international shipping organizations . - С .270
Council of European and Japanese National
Shipowners' Associations (CENSA). General Council of
British Shipping (GCBS). International Maritime
Organization (IMO). International Association of
Independent Tanker Owners (INTERTANKO).
International Cargo Handling Co-ordination
Association (ICHCA).
17 Role of other national and international organizations . - С .288
International Chamber of Commerce (ICC).
International Labour Organisation (I LO).
International Monetary Fund (IMF). Organisation for
Economic Co-operation and Development (OECD).
Organization of the Petroleum Exporting Countries
OPEC). Simplification of International Trade
Procedures Board (SITPRO). United Nations
Conference on Trade and Development (UNCTAD).
United Nations Commission on International Trade
Law (UNCITRAL).
18 Political factors . - С .318
The international trade scene. Flag discrimination.
Liner conferences. Flags of convenience. Subsidies.
The future.
Appendix A Further recommended textbook reading . - С .341
Appendix B Addresses of organizations and institutesengaged in the fields of shipping and international trade . - С .342
Appendix C Ship diagrams . - С .345
Index . - С .353
УДК

Кл.слова (ненормированные):
Торгівля міжнародна -- International trade -- Торговля международная -- Кораблебудування -- Shipbuilding -- Судостроение -- Соціологія права -- Legal sociology -- Социология права
Аннотация: This book explains in simple terms the practical economic considerations involved in modern shipping management. It reflects the increasing emphasis now being placed on modern management techniques in the shipping industry and the growing role of the countries of the Third World.

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2.
65.050
B-84


    Alan, E.
    Elements of export marketing and management [Текст] : second edition / E. Alan. - London : Chapman & Hall, 1994. - 339 с. - ISBN 0-412-35540-X : Б. ц.
    Содержание:
Ac.knowledgements xi
Preface xiii
Foreword xv
Introduction and the export marketing office
Introduction . - С .1
1.2 Role of the export office . - С .4
1.3 Organization and responsibilities . - С .5
1.4 Shipping office organization . - С .11
1.5 Sales office organization . - С .12
1.6 Factors influencing the organization and structure
of the export marketing office . - С .16
1.7 Export policy and records
2 Market analysis
2.1 Objectives of market analysis . - С .20
2.2 Market structure . - С .21
2.3 Market share . - С .22
2.4 Market trends . - С .23
2.5 Size of the market . - С .25
2.6 Market reports . - С .26
2.7 Marketing infrastructure . - С .29
2.8 Computerization . - С .31
2.9 Electronic data interchange . - С .33
3 Export market research and survey
3.1 Introduction . - С .35
3.2 Constituents ot market researcn . - С .40
3.3 Processing the market research survey . - С .46
3.4 Types of market research . - С .52
3.5 The questionnaire . - С .57
3.6 Sampling . - С .62
3.7 Comparison of consumer and industrial research . - С .64
3.8 Constraints of the market research survey . - С .65
3.9 Conclusion . - С .67
4 Export promotion
4.1 Factors determining type of promotion . - С .68
4.2 Advertising principles . - С .70
4.3 Media presentation . - С .72
4.4 Media plan . - С .77
4.5 Sales promotion . - С .80
4.6 After-sales service . - С .83
4.7 Product support provision . - С .84
4.8 Factors determining product design . - С .86
4.9 Product life cycle . - С .86
4.10 Product development . - С .90
4.11 Overseas licensing . - С .95
4.12 Complete manufacture overseas . - С .100
4.13 Joint ventures . - С .101
4.14 Mergers and acquisitions . - С .104
4.15 Below the line promotions . - С .106
4.16 Brand name . - С .109
4.17 Innovative marketing . - С .111
4.18 Niche marketing . - С .112
5 Export finance
5.1 Payments on 'open account . - С .114
5.2 Bills of exchange . - С .120
5.3 Documentary letters of credit and allieddocuments . - С .122
5.4 Finance guaranteed by the .Export Credit
Guarantee Department . - С .132
6 Costing and pricing
6.1 Export market entry options . - С .136
6.2 Export product costing . - С .138
6.3 Product price determination . - С .138
6.4 International exchange rates . - С .142
6.5 Statistics . - С .148
7 Budgetary and marketing controls
7.1 Budgetary control . - С .155
7.2 Export management . - С .162
7.3 Marketing and the sales plan . - С .163
7.4 Market forecasting . - С .166
8 Incoterms1990
8.1 International Chamber of Commerce . - С .168
8.2 Factors determining choice of Incoterms . - С .170
8.3 Incoterms . - С .172
9 Export selling
9.1 Factors to consider in the evaluation of the most
acceptable method of selling products overseas . - С .183
9.2 Sales negotiations . - С .186
9.3 Agents and distributors . - С .192
9.4 Concessionaires . - С .200
9.5 Confirming houses . - С .200
9.6 Consortia . - С .201
Export houses . - С .201
Factoring . - С .203
Group selling . - С .203
9.10 Local buying offices . - С .204
9.11 Mobile exhibitions . - С .205
9.12 Mail shot advertising . - С .205
9.13 Store promotions . - С .207
9.14 Overseas seminars . - С .208
9.15 Multinational companies . - С .209
9.16 Training of sales personnel . - С .210
9.17 International 0800 telephone system facility . - С .211
10 Organizations and resources 'which facilitateexport marketing
10.1 British Overseas Trade Board . - С .213
10.2 Export Intelligence Service . - С .214
10.3 Inward mission schemes . - С .214
10.4 Major overseas capital projects . - С .215
10.5 Outward missions . - С .216
10.6 Trade fairs overseas . - С .217
10.7 Marketing role of German, American and Dutch
Chambers of Commerce and Industry in the UK . - С .222
10.8 London Chamber of Commerce and Industry . - С .226
10.9 Central Office of Information . - С .228
10.10 Export clubs . - С .229
10.11 The Institute of Export . - С .229
10.12 Technical Help for Exporters . - С .230
11 Hints to businesspersons on overseas visits
11.1 Object of the overseas visit . - С .231
11.2 Planning the overseas visit . - С .231
11.3 General information . - С .234
11.4 'In house' preparation . - С .235
11.5 Travel needs . - С .237
11.6 Hotels, restaurants and communicationfacilities . - С .238
11.7 Debriefing meeting . - С .239
11.8 Economic factors . - С .239
11.9 Import and exchange controls . - С .241
11.10 Conclusion . - С .242
12 Distribution, political factors and the future
12.1 Factors to consider in evaluating the suitability
of transport modes for an international consignment . - С .243
12.2 Criteria in physical distribution selection . - С .247
12.3 Transport distribution analysis . - С .249
12.4 The export sales contract . - С .251
12.5 Salient differences between export and homemarketing . - С .253
12.6 Political factors . - С .255
13 1992 The Single Market Entity
13.1 Marketing considerations and strategy . - С .259
13.2 Organization of the European Community . - С .259
13.3 Single market constituents . - С .260
13.4 Conclusion . - С .269
14 Export marketing strategy
14.1 Export market selection and market entry mode . - С .271
14.2 Criteria in channels of distribution selection . - С .275
14.3 Pricing strategy . - С .281
14.4 Marketing mix . - С .286
14.5 Export marketing planning . - С .291
14.6 Exporting to developing countries throughinternational aid . - С .295
14.7 Marketing in recession . - С .298
14.8 The future . - С .299
Appendix A Recommended reading . - С .302
Appendix B Marketing and international trade terms and
abbreviations . - С .303
Appendix C Publications available to help the UKexporter . - С .308
Appendix D Addresses of Chambers of Commerce in the
UK . - С .309
Appendix E Addresses of organizations and institutesin the UK involved in aiding export development,including export clubs . - С .316
Appendix F World currencies . - С .322
Index . - С .330
УДК

Кл.слова (ненормированные):
Реклама -- Advertisement -- Реклама -- Акредитив -- Letter of credit -- Аккредитив -- Дослідження ринку -- Market research -- Исследование рынка -- Аналіз ринковий -- Market analysis -- Анализ рыночный -- Експорт -- Export -- Экспорт -- Ціноутворення -- Pricing -- Ценообразование
Аннотация: From the foreword by The Earl of Limerick:
If international trade is to make its maximum contribution to the well being of this country, it needs to be conducted with ever growing efficiency.. This demands professionalism. Those engaged in international trade at every level need to be as well trained and educated as possible.
This book breaks new ground in many areas of export marketing and reflects the author's thirty years of experience in the industry. It provides a practical overview of the techniques of export marketing and helps exporters to develop and expand their overseas market profitability.
This much enlarged second edition retains the lucidity, professionalism and comprehensive coverage that ensured the success of the first edition. It concludes with two new chapters on export marketing strategy and the 1992 Single Market Entity. Other chapters have been revised and expanded to improve their coverage of the marketing mix, the product life cycle, market research, pricing strategy, overseas business trips, trade exhibitions, selling, negotiating, culture briefing, niche marketing, export planning, export market selection criteria, product development, product launch, promotion and export finance.
Widely regarded as the standard textbook for export marketing worldwide, students taking the course, or those at degree or professional level have found it an indispensible, lucid and comprehensive volume. Moreover the enrichment and expansion of the second edition will be enthusiastically welcomed by those already employed in export marketing or shipping offices, and will ensure its lasting appeal to all shipping executives. It will be equally ideal for the first-time exporter and the international entrepreneur keen to expand or develop his or her overseas markets.

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3.
65.050.9.214
B-84


    Alan, E.
    Export Practice and Management [Текст] : third edition / E. Alan. - London : Chapman & Hall, 1994. - 456 с. - ISBN 0-412-41530-5 : Б. ц.
    Содержание:
Preface to the third edition xi
Acknowledgements xiii
International trade . - С .1
1.1 Scope of book . - С .1
1.2 Function of international trade . - С .2
1.3 Survey of international trade . - С .5
2 The export and shipping office . - С .18
2.1 The export office role . - С .18
2.2 The export office organization and structure . - С .19
2.3 Export policy and records . - С .26
3 Characteristics of international transport modes: I . - С .29
3.1 The role and essentials of a transport system . - С .29
3.2 Canals/inland waterways . - С .30
3.3 International air transport . - С .33
3.4 International road transport . - С .40
3.5 International rail transport . - С .44
3.6 Channel Tunnel (Euro-Tunnel) . - С .49
Characteristics of international transport modes . - С .52
4.1 Containerization . - С .52
4.2 Container bases . - С .62
4.3 Non-containerizable cargo . - С .66
4.4 Inland clearance depots . - С .69
4.5 Dry ports . - С .69
4.6 Sea transport . - С .70
4.7 Pipelines . - С .74
4.8 Palletization . - С .74
4.9 Seaports . - С .75
4.10 Sea/air concept . - С .77
5 Multi-modalism . - С .79
5.1 Rationale of development of multi-modalism . - С .80
5.2 Features of multi-modalism . - С .81
5.3 Multi-modalism strategy . - С .82
6 Freight rates . - С .84
6.1 Theory of freight rates . - С .84
6.2 The constituents of the freight rate . - С .85
6.3 Factors influencing formulation of freightrates . - С .90
6.4 Air freight rates . - С .91
6.5 Canal/inland waterways freight rates . - С .98
6.6 International road haulage freight rates . - С .99
6.7 International rail services rates . - С .100
6.8 Maritime container rates . - С .101
6.9 Sea freight rates . - С .102
6.10 Calculation of freight rates . - С .103
6.11 Overseas postal service tariffs and services:
Royal Mail . - С .106
International
7 Export cargo packaging, stowage and marking . - С .111
7.1 Factors influencing type of cargo packaging . - С .111
7.2 Types of packaging . - С .117
7.3 Stowage of cargo . - С .121
7.4 Marking of cargo . - С .126
7.5 Dangerous cargo . - С .127
7.6 The air waybill . - С .142
8 Export Customs practice . - С .151
8.1 HM Customs and Excise Department . - С .151
8.2 Bonds, deposits and guarantees . - С .156
8.3 Customs tariff . - С .159
8.4 Export controls . - С .160
8.5 Export documentation and procedures . - С .160
8.6 Outward clearance of a vessel . - С .165
8.7 Customs reliefs . - С .166
8.8 Duty preference and origin . - С .167
8.9 The Common Agricultural Policy (CAP) . - С .168
8.10 Community transit . - С .169
8.11 Single Administrative Document . - С .170
8.12 TIRcarnets . - С .170
8.13 CHIEF . - С .171
Cargo insurance . - С .172
9.1 Cargo insurance market . - С .173
9.2 Lloyd's agents . - С .175
9.3 Fundamental principles of insurance . - С .176
9.4 Cargo insurance policy form and clauses . - С .182
9.5 Cargo insurance rating . - С .85
9.6 Cargo insurance claims . - С .191
Cargo claims prevention . - С .194
International transport conventions . - С .196
International rail transport COTIF/CIM . - С .198
9.10 International air transport - Warsaw Convention . - С .199
10 Credit insurance . - С .200
10.1 Export credit insurance . - С .200
10.2 Short-term export credit insurance . - С .203
10.3 ECGD . - С .206
10.4 Berne Union . - С .207
11 Export finance . - С .208
11.1 Introduction . - С .208
11.2 Export and import prices . - С .209
11.3 Payments for imports and exports . - С .211
11.4 Documentary credits and allied documents . - С .213
11.5 Transferable credits . - С .216
11.6 Back-to-back credits . - С .217
I .7 Revolving credits . - С .217
I .8 Red clause credits . - С .217
I .9 Acceptance credits . - С .218
I .10 Bank finance for exports factoring andforfaiting . - С .218
I .11 Deferred payment credits . - С .219
11.12 Standby letters of credit . - С .219
11.13 Counter-trade . - С .220
11.14 Factoring . - С .224
11.15 Forfaiting . - С .225
11.16 Guarantee . - С .227
11.17 Less common methods of trade . - С .228
11.18 International exchange rates . - С .228
11.19 European Monetary System (EMS) and IMF's
Special . - С .232
Drawing Right (SDR)
12 Transport distribution analysis . - С .243
12.1 The relative importance of speed, frequency,reliability . - 243service quality and cost of transport
12.2 Evaluating the suitability of transport modes of
an . - 248international consignment
12.3 Transport distribution analysis . - С .252
13 Export documentation . - С .261
13.1 Air way bill . - С .261
13.2 Bill of exchange . - С .264
13.3 Bill of lading . - С .265
13.4 Cargo insurance policy and certificate . - С .278
13.5 Certificate of Origin . - С .279
13.6 Certificate of Shipment . - С .280
13.7 Charter party . - С .280
13.8 Convention on the Contract for the International
Carriage . - 283of Goods by Road (CMR)
13.9 Dock receipt . - С .284
13.10 Exchange permit . - С .285
13.11 Export Cargo Shipping Instruction (ECSI) . - С .285
13.12 Export invoicing . - С .285
13.13 Export licensing . - С .287
13.14 Health Certificate . - С .288
13.15 International Convention concerning the Carriage
of . - С .288
Goods by Rail (CIM)
13.16 Letters of Hypothecation . - С .289
13.17 Letters of Indemnity . - С .289
13.18 Mate's receipt . - С .289
13.19 Packing list . - С .289
13.20 Parcel post receipt . - С .290
13.21 Phytosanitary (plant health) Certificate . - С .290
13.22 Pre-shipment Inspection Certificate . - С .290
13.23 Quality Certificate . - С .293
13.24 Shipper's Letter of Instruction . - С .293
13.25 Ship's Delivery Order . - С .294
13.26 Veterinary Certificate/Health Certificate . - С .294
13.27 Weight Certificate . - С .294
14 Processing the export order . - С .295
14.1 Contract of Affreightment: terms of delivery,
Incoterms . - С .295
14.2 Factors determining choice of Incoterms . - С .301
14.3 Description of Incoterms . - С .302
14.4 The export sales contract . - С .312
14.5 Receipt of export order . - С .314
14.6 Processing the export consignment . - С .319
14.7 Presentation of documents to the bank:check-list . - С .321
14.8 Computerized export department . - С .327
15 Electronic data interchange . - С .339
15.1 UN-Edifact standards: their development andmaintenance . - С .341
15.2 Global freight -EDI . - С .345
16 Export facilitation organizations . - С .352
16.1 The Baltic Exchange . - С .352
16.2 BIFFEX Shipping Freight Futures- dry bulk cargo . - С .353
16.3 British Importers Confederation . - С .355
16.4 British Overseas Trade Board . - С .355
16.5 British Shippers' Council . - С .356
16.6 British Standards Institution- Technical Help to
Exporters . - С .358
THE)
16.7 Confederation of British Industry (CBI) . - С .360
16.8 Chamber of Shipping . - С .360
16.9 Freight Transport Association (FTA) . - С .360
16.10 International Maritime Organization (IMO) . - С .361
16.11 International Air Transport Association . - С .361
16.12 Liner Conference . - С .363
16.13 Simpler Trade Procedures Board (SITPRO) . - С .367
16.14 Pira International . - С .368
17 The role of the specialists . - С .369
17.1 Agents and distributors . - С .369
17.2 Chartered shipbrokers . - С .374
17.3 Concessionaires . - С .375
17.4 Confirming houses . - С .375
17.5 Consortia . - С .376
17.6 Export clubs . - С .376
17.7 Export houses . - С .377
17.8 Freight forwarder . - С .378
17.9 Managementof quality: BS . - С .381
17.10 Institute of Export . - С .382
17.11 International credit clubs . - С .383
17.12 Local buying offices . - С .384
18 The Single Market entity and European Economic
Area . - С .385
18.1 Physical distribution, considerations andstrategy . - С .385
19 International physical distribution strategy andmanagement . - С .395
19.1 Introduction . - С .395
19.2 Decision-making process . - С .407
19.3 Problem areas and possible solutions . - С .409
19.4 Logistics strategy . - С .410
19.5 Customs planning . - С .411
19.6 The future . - С .414
Appendix A Addresses of UK organizations involved inaiding . - 415export development
Appendix B Publications for the UK exporter . - С .419
Appendix C Export documents . - С .420
Appendix D Glossary of shipping and international trade terms . - 428and abbreviations
Further reading . - С .442
Index . - С .443
УДК

Кл.слова (ненормированные):
Торгівля міжнародна -- International trade -- Торговля международная -- Експорт -- Export -- Экспорт -- Злочини економічні -- Economic crime -- Преступления в сфере экономики -- Менеджмент -- Management -- Менеджмент
Аннотация: Export Practice and Management is the third edition of Alan Branch's comprehensive and highly respected Elements of Export Practice. The new title reflects the increased emphasis on management and strategy, a reorientation which is particularly appropriate in this period of unprecedented change in the international trade industry.
This edition retains the successful framework of its predecessors and has been comprehensively updated throughout, but also includes new material on the Single European Market, multi-modalism, implications of the new Eastern European market, export finance and containerization. Electronic Data Interchange and international distribution strategy. It is written with the authority, lucidity and pragmatic approach which has made it a market leader in its field.

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