SUMMER/FALL
2000
Working programs for
working adults leading towards a University degree.
SPECIAL NOTE: PACE/BBA students are required/responsible for completing
their assignments in preparation for the first class meeting for each of the
5-week courses, Research Seminar, and Strategic Management.
I.
COURSE DESCRIPTION
A
study of the marketing structure, organization, policies and procedures in
international marketing. The impact of foreign competition in the domestic
market will be considered together with the problems in penetrating foreign
markets. The effect of U.S. and foreign anti-trust, taxation and regional
marketing agreements and arrangements will be explored.
PREREQUISITE:
Principles of Marketing (MKTG -2301)
II.
GENERAL LEARNING OUTCOMES
At
the conclusion of this course, the student will:
·
be
familiar with the scope and challenge of international marketing and the global
business environment.
·
understand
the cultural environment of global markets including political, legal and
historical components.
·
be able to
asses global market opportunities including the emerging markets and market
behavior.
·
understand
how the four P’s of marketing must be integrated in the development of global
marketing strategies.
·
be
familiar with the financial requirements for global marketing
·
understand
how to use cultural, economic, market audit and competitive market analysis to
develop a preliminary marketing plan.
·
understand
the importance of the self-reference criterion (SRC) in international
marketing.
·
be
familiar with the provisions of the Omnibus Trade and Competitiveness ACT.
·
know the
seven types of trade barriers.
·
be
familiar with the importance of GATT and the IMF.
·
understand
the keiretsu system.
·
be
familiar with the effects of topography and climate on products, population
centers, transportation and economic growth.
·
be
familiar with the growing problem and importance of environmental damage to
world trade.
·
understand
the effects of disparate business ethics on international markets.
·
be
familiar with the important factors in jurisdiction of international legal
disputes along with the problems of protecting intellectual property rights.
·
understand
global market segmentation and its effect on international marketing.
·
be
familiar with the effect of the European Community (EC) and the European
Economic Association (EEA) on international marketing.
·
be
familiar with the North American Free Trade Agreement (NAFTA) and its effect on
other major trade areas.
·
be
familiar with the development of trade within the Asian Pacific Rim.
·
understand
the increasing importance of strategic international alliances.
·
be
familiar with cross-cultural sampling and its problems in lesser-developed
countries.
·
be
familiar with the physical, mandatory and cultural requirements for product adaptation and evaluation.
·
be
familiar with how distribution patterns affect the various aspects of
international marketing.
·
understand
the added steps necessary to move goods across country borders.
·
be
familiar with when global advertising is most effective and when modified
advertising is necessary.
·
understand
the problems unique to selecting and managing foreign sales staffs.
·
be
familiar with all of the components of pricing that are competitive tools in
international marketing.
·
be
familiar with the available sources of funding and support designed to aid the
export of American goods.
III.
COURSE MATERIALS
Cateora,
Philip R. International Marketing. 10th edition. Chicago: Irwin, 1999.
Readings
from current international marketing publication. See list of suggested
business journals below under "current business article" weekly
assignment.
Computer
use. You are urged to use the internet to locate and retrieve data and other
information for your term project and other assignments. It is expected that
you use a word processing package (preferably WordPerfect) on your term
project. You should use a spreadsheet package (such as Quattro Pro, Excel or
Lotus) to do your charts and graphs.
IV.
LEARNING ACTIVITIES AND COURSE REQUIREMENTS
The student will:
a. Read assigned chapters in the text
and be prepared to discuss the salient issues in-depth.
b. Complete two take home exams.
c. Bring two articles and briefly
discuss.
d. Present solutions to two assigned
case histories.
e. Prepare a four part term project.
V.
EVALUATION
Grades
for the course will be calculated as follows:
|
Two
written take home exams |
200
points |
|
Two
current articles in International Marketing ("Readings") (Articles will be presented to the class
and a one page summary handed to the instructor at the end of the
presentation.) NOTE: Your article and case presentations will
not be due on the same night. |
50
points |
|
Case
Presentation(s) -Two written cases presented to the class (Cases will be presented to the class
and a one or two page summary handed to the instructor at the end of the
presentation.) |
50
points |
|
Term
Project - Outline format - 4 parts, 50 points each |
200
points |
|
TOTAL |
500
points |
VI.
ACADEMIC INTEGRITY
Students
are expected maintain high standards of academic integrity in all work for this
course and are expected to demonstrate their own mastery of the subject
material on tests, projects and case work. Students are expected to develop
good working relationships with other members of the class. Dishonesty in any
work may result in the grade of F for the course. Plagiarism is a form of
academic dishonesty that may result in the same penalty. Once a grade of F has
been assigned on the basis of academic dishonesty, the student may not withdraw
from the course.
VII.
SPECIAL CIRCUMSTANCES
Should
you have a learning, sensory or psychiatric disability please let me know so
your learning needs can be appropriately met. You also need to present
documentation concerning your disability to the Academic and Career Services
Office in Holy Cross Hall, Room G13. Tutoring and other study services can be
arranged through the same offices. Call 448-8660 if you have any questions.
OFFICE
HOURS
The
instructor does not keep scheduled office hours. However, the instructor will
be available both before and after each class session. Also, face-to-face
meetings on non-class days can be scheduled by the student as required. Email
and phone messages can be used for routine problems and questions.
ATTENDANCE
The
course consists of five scheduled class meetings. Students are expected to
attend all class sessions and to actively participate in all class discussions.
In the event a class is missed, the student is required to contact the
instructor prior to class to discuss how the missed material can be made up.
VIII.
CLASS SCHEDULE AND ASSIGNMENTS
Session
#1 Agenda, including assignments to be completed prior to session #1
"An
Overview of International Marketing"
Review
Syllabus
Instructor’s
opening comments
Articles
on current international marketing topics will assigned and presented over the
next four class periods. (Each student will be required to complete 2
articles) NOTE: Articles and cases will be not be presented
on the same night by the same student.
You will present an article one week, then a case the next. Some students will present cases and some
students will present articles, but not both.
This is designed to spread the workload to be more manageable.
Read
Text Chapters 1,2 and 3; be prepared for discussion
Instructor
will assign cases for the next four classes] (Each
student will complete two case presentations.)
Select
a Country and Product in advance for Term Project (see below under"Term
Project")
The
first take home exam will be given to students (chapters 1-10 are covered) and
due on the third class meeting.
Session
#2 Agenda, including assignments to be completed prior to session #2
"Cultural
Environment of Global Marketing"
Instructor’s
News and Comments
Assigned
international marketing articles will be presented
Read
Text Chapters 4,5,6 and 7; be prepared for discussion
Assigned
Text Cases Presented to Class
Paper
#1 Due "Culture Paper" (see below under "Term Project")
Session
#3 Agenda, including assignments to be completed prior to session #3
"Assessing
Global Marketing Opportunities"
Exam
#1 due. Covers chapters 1-10
Instructor’s
News and Comments
Assigned
international marketing articles will be presented
Read
Text Chapters 8, 9, 10, 11 and 12; be prepared for discussion
Assigned
Text Cases Presented to Class
Paper
#2 Due "Economic Paper" (see below under "Term Project")
The
second take home exam will be given to students and due on the fifth class
meeting. It covers chapters 11-19.
Session
# 4 Agenda, including assignments to be completed prior to session #4
"Developing
Global Marketing Strategies"
Instructor’s
News and Comments
Assigned
international marketing articles will be presented
Read
Text Chapters 12, 13, 14 and 15; be prepared for discussion
Assigned
Text Cases Presented to Class
Paper
#3 Due "Marketing Audit"; may be combined with Paper #4
(see
below under "Term Project")
Session
#5 Agenda, including assignments to be completed prior to session #5
"Implementing
Global Marketing Strategies"
Instructor’s
News and Comments
Assigned
international marketing articles will be presented
Read
Text Chapters 16, 17, 18 and 19; be prepared for discussion
Assigned
Text Cases Presented to Class
Paper
#4 Due "Marketing Plan"; may be combined with Paper #3
(see
below under "Term Project")
Exam
Two due. It covers chapters 11-19
Wrap-up
and Farewells
READINGS
PROJECT - CURRENT BUSINESS ARTICLES
You
will be asked to find an article in a current periodical (no more than one year
old) on a topic with international application, preferably with a relationship
to the week’s specific topics. The assignment is to read the article and then
summarize it in the equivalent of one-half page, double-spaced typewritten.
Include the title of the article, name of the periodical, date and page number.
Each assignment is due at the beginning of class and you will be asked
to give a brief report on the article.
You will be required to present two articles during this course.
Sources
of the articles may be any current periodical but not a book. Newspapers and
popular magazines are allowed, however, business periodicals are generally
preferred. Suggested sources include:
|
Advertising
Age Business
ameriica Business
Asia Business
China Business
Eastern Europe Business
Europe Business
Horizons Business
International Business
Latin America Business
Week Europe Financial
Times Forbes |
Fortune Harvard
Business Review International
Management Journal
of International Business Journal
of International Marketing The
Wall Street Journal Trade
and Culture International
Business and others |
You
are also urged to consult the Index to Business Periodicals as another source
of articles. Articles with international subjects appear in almost everything
published.
Presentations
will be evaluated on relevance, originality, significance and the student’s
ability to handle queries from the class and the instructor during the oral
report. After your presentation, you should hand the instructor a copy of the
article plus a brief summary of your critique (1/2 page).
TERM
PROJECT
REFER
TO PAGE 610 FOR MORE DETAILS
"The
Country Notebook - A Guide for Developing an International Marketing Plan"
Note:
this is a description of a project that uses "The Country Notebook--A
Guide for Developing a Marketing Plan," which is in Part VI, Page 610 in
the Cateora Text, INTERNATIONAL MARKETING, Richard D. Irwin, 9th Edition, 1999
Project
Objectives
There
are four learning objectives for the international marketing term project. The
first objective is to become familiar with the cultural environment of a
country while gaining cross-cultural understanding. The second objective is to
provide the opportunity to prepare a marketing plan for a product which is
being considered for marketing in a country they have selected. The project
emphasizes the need to understand the environment as an essential step
preceding the preparation of a marketing plan. The final two objectives of the
term project are to effectively reinforce key concepts covered in this and
other courses and to stimulate students to expand their learning horizons through
the identification of materials required to complete the project
Project
Overview
The
project requires that the student select a country and write a series of three
or four brief, rough-outline papers, 2-3 pages each. The first paper is
a general survey of the country’s culture. The second covers the economy of the
country including a thorough analysis of the distribution and marketing
systems. The third paper is a market audit and competitive analysis of a
country’s market for a specific product. The fourth calls for developing a
preliminary marketing plan for a product under consideration for marketing in
the country they have selected. "Brief, rough-outline" simply
requires a listing of the salient facts without regard to the usual final paper
polish. This is to acknowledge the competition for your time from the other
assignments in this course as well as additional SEU courses (and your busy
lives in general).
Country
and Product Selection
Selecting
a Country
To
achieve maximum interest and involvement it is suggested that the students
select a country in which they have some specific interest. In those instances
where there are students whose homes are other than the United States, it is
recommended that they study a country other than their own (and also other than
the United States).
Selecting
a Product
While
industrial products currently account for more than 50 percent of international
trade, the focus of this project is exclusively on consumer products. Two
factors argue in favor of using consumer rather than industrial products.
First, to maintain the cultural orientation of the project, consumer products
offer more opportunities to focus on cultural adaptation than do most
industrial goods. Second, since students generally know little about industrial
products, too much effort is expended on gaining product knowledge instead of
developing a marketing program where the emphasis should be.
Two
factors should be considered when selecting a product. First, the product
should have obvious cultural overtones to provide a strong cultural impact to
the project. Second, the product should be one that the students know something
about. Products meeting these criteria and which have been used successfully in
the past include: baby food, disposable diapers, powdered milk, contraceptive
pills, high-protein diet supplements, prepared foods such as dry soups,
portable washing machines, soft drink mix, children’s toys, instant noodles,
franchise outlets and early pregnancy tests.
If
you prefer not to select your own product, you are welcome to use this example:
-------------------------------------------------------------------------------------------------------------------------
Product
Fact Sheet
Product: e.p.t. In-Home Pregnancy Test
Unit: One (1) test
Cost: $4.00 each -- in gross lots (includes c.i.f., taxes and packaging)
Description: At last, an accurate early pregnancy test that
women can do at home quickly, safely and very easily. The e.p.t. In-Home Early
Pregnancy Test is a private little revolution any woman can easily purchase at
her drugstore. It is highly accurate when used to detect pregnancy, as verified
by a high accuracy rate in clinical tests by doctors of hundreds of women.
You
can do this easy pregnancy test yourself in the privacy of your home without
waiting for appointments or delays. At last, early knowledge of pregnancy is
easily available to all, right at home. It’s simple, fast, and there is no
risk; no physical danger whatever in doing it. A sample of your morning urine
is all that is needed to use e.p.t.
How
e.p.t. works: As soon as you become pregnant, your body starts to produce a
special hormone -- HCG. Starting on the 9th day after the date you expected
your menstrual period to begin, there should be sufficient concentration of FCG
in your urine to give an accurate reading of pregnancy.
The
e.p.t. In-Home Pregnancy Test simply verifies whether or not this pregnancy
hormone is present in your urine in sufficient quantity to detect pregnancy.
That’s all there is to it.
Before
the 9th day after the day you expect your period to begin, there may not be
enough of the pregnancy hormone in your urine. It is important that you wait
until at least the 9th day before doing the test to obtain accurate test
results. Consult your pharmacist for further information on e.p.t.
Test
contains:
1. Glass test tube with rubber stopper
containing reagent chemicals
2. Clear plastic support with mirror
to enable you to see the results without touching the box.
3. Plastic vial containing special
purified water.
4. Lid (can be used to hold urine
needed for the test.)
5. Dropper with squeeze bulb.
Usage:
1.
Collect a
sample of your first morning urine. First, place 3 drops into the test tube
which already contains the test chemicals; and, then, add the contents of the
plastic vial which contains purified water.
2.
Press
rubber stopper into test tube and shake vigorously for ten seconds.
3.
Place test
tube back in its original position in the holder and leave in completely
undisturbed for 2 hours.
4.
After 2
hours, if a dark brown donut-shaped ring is visible in the mirror under the
test tube, it indicates that your urine contains the pregnancy hormone, and you
can assume you are pregnant and should consult your doctor.
------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
Project
Components
The
international marketing term project is designed to provide the students with
experience in analyzing a country’s cultural and economic environment as well
as experience in developing a marketing program for a specific product. The
assignment consists of four parts: Part I is a cultural analysis of a country;
Part II is an economic analysis of a country; Part III is a market audit and
competitive analysis of a product in a country; and, Part IV is a complete
marketing plan for the product in the selected country.
Guideline
for Cultural Analysis -- Part I
Before
a marketing manager can determine if it is necessary to adjust to the
environment or to determine what adjustments would be appropriate, it is
necessary to understand the environment. This is particularly true of the
culture of a country.
While
student frequently encounter difficulties in obtaining cultural information,
the problems almost always can be overcome in a satisfactory manner. The
information suggested in the outline provided in Appendix I of the text deals
with some of the key aspects of the culture and is relevant to the latter part
of the project involving the development of the marketing plan. Through the
culture paper, you are encouraged to report the facts which you have identified
and to analyze the facts in terms of likely marketing implications of such
information.
While
completion of this part of the project does not constitute a complete job of
acculturation, it does reinforce the necessity of understanding the culture of the
country in which they will be marketing products and the difficulty associated
with attaining this understanding.
Guideline
for Economic Analysis -- Part II
The
information asked for in the outline of the economics paper in the text
highlights the kind of information which is useful in understanding the economy
of a country, particularly as it is related to marketing considerations. Of the
different sections of the economics, those dealing with media and channels of
distribution typically provide the most challenge in terms of finding the
needed information. However, the information contained in these sections is
also the most directly relevant to developing the marketing plan.
It
should be noted that entire books could and have been written on the topics
contained in the outline. The objective of covering these topics in this paper
is not to have the students present a written report of all the information
they have found on the subject, but, to have the student demonstrate an
understanding of the material and highlight those points of particular
significance from a marketing planning perspective.
Both
the culture and economics papers have a limit of three (3) pages. Since most
students find enough information to write substantially more than 3 pages, even
in brief rough-outline form, it forces the student to organize, analyze and
then present only the most important material.
Note:
Parts III and IV may be combined into one paper. If so, the maximum length
should be 6 pages.
Guideline
for a Market Audit and Competitive Analysis - Part III
Of
the guidelines presented, this is the most product or brand specific.
Information in the other guidelines is general in nature focusing on product
categories, whereas the data in this one are brand specific, and are used to
determine competitive market conditions and market potential.
Two
different components of the planning process are reflected in this guideline.
Information in Parts II and II serves as the basis for an evaluation of the
product/brand in a specific market country. Information in this guideline
provides an estimate of market potential and an evaluation of the strengths and
weaknesses of competitive marketing efforts. The data generated in this step
are used to determine the extent of adaptation of the company’s marketing mix
necessary for successful market entry and to develop the final step, the action
plan. The detailed information needed to complete this guideline will not
necessarily be available without conducting a thorough marketing research investigation.
Thus, another purpose of this part of the country notebook is to identify the
correct questions to ask in a formal market study.
Guideline
for a Preliminary Marketing Plan -- Part IV
After
completing the culture, economic and market audit papers, the emphasis of the
project shifts to the second learning objective, that of preparing a marketing
feasibility study or marketing plan for a specific product. Specific
requirements for this part of the paper are found in the Appendix of the text.
In
any study of the domestic market, it is essential that thorough understanding
of the situation confronting the firm be developed. The situation analysis is
usually defined as consisting of the following topics: general information
about the industry, competition and governmental control along with information
about the firm and the market.
Marketing
managers and researchers involved in the collection of information for
situation analyses are well aware of the problems associated with identifying
needed information. The availability of needed information is a substantial
problem in the domestic market, and the problems intensify when trying to
identify needed information for a foreign market.
Since
the sources of information available are primarily secondary, it typically is
necessary to modify the requirements of the situation analysis for students
trying to identify such information about a foreign market.
Two
strategies are used to make this objective attainable. The first is to select a
product which is basically a new product. In this way, that part of the
situation analysis which deals with the industry and competition is simplified.
if a new or relatively new product is selected, then the students are asked to
do an analysis of its innovativeness. This includes an analysis of the product
in terms of the five characteristics which influence the rate of diffusion.
This represents a trade-off with one type of analysis being substituted for
another. However, given the information problems associated with quickly identifying
the needed information for the typical situation analysis, this is a reasonable
departure.
The
second strategy focuses on those pieces of information in the typical situation
analysis which are still required. In developing a marketing plan for a product
in an international market, it is necessary to have the necessary information
or make an assumption about what the information would be in order to complete
the situation analysis in a timely manner. Thus, some of the critical elements
of the situation analysis are still included.
The
remaining information that is a part of the situation analysis is information
about the firm. Since this is not one of the central concerns in the
development of the project, information about the firm is handled in two ways.
First, the context of the project is that the parent company is organized in
terms of profit centers. This is discussed in terms of the international
department as a profit center and the foreign venture, whatever its ownership
characteristics, as a profit center. Thus, the students are assigned the task
of determining whether the product they have selected can be marketed
profitable in that particular foreign market. Second, the students must specify
an organizational form consistent with the countries’ laws, but further
background information about the firm is kept to minimum so that the students
can focus their attention on the marketing opportunity and problems associated
with marketing the product in the country they have selected.
The
structure of the project is such that the students are asked to prepare an
analysis of the feasibility of marketing a product in the country they have
selected. It should not be interpreted to mean that the approach taken in this
project is product oriented. As noted above, the selection of the product
involves a number of issues which are critical to the success of the project.
Further, it is not uncommon for a United States firm to face the situation in
which it has an established product and wishes to determine if there is a
profitable opportunity to market the product in a foreign country.
Other
Term Project Issues
Grading
This
paper is not easy to grade. The first two papers will be read by the instructor
with comments in the margins, but a grade will not be assigned. The students
are thereby given the opportunity in the final paper to fill in the holes and
correct any shortcomings. The project grade will be assigned after the last
paper is read. One-half of the grade will be determined by the first two papers
in terms of their adequacy and coverage. The remaining half of the grade is
determined by the final two papers, with an emphasis on the marketing plan.
Several points are considered in the final grade. Of major importance is how
well information gathered in the cultural and economics papers is applied in
developing a marketing program. In addition the application of marketing
concepts presented in lectures, cases and text assignments as well as concepts
learned in other marketing and business courses is considers.
Setting
Product Price
In
all situations, the price should include all import taxes, transportation,
etc., at two ports of entry to be designated by the student. This procedure is
followed because the time necessary to determine import taxes, transportation
costs, etc., would be greater than the benefit derived from the exercise.
Therefore, Deal only with those pricing factors that occur after the product is
imported.
What
about import restrictions?
If
you find that there are restrictions on importation of the product you select
into the country you have chosen, simply ignore the restrictions and proceed as
if those restrictions do not exist.
Information
Availability
There
is a wealth of information available on almost any product/country combination
you select. There is, however, some variation among countries as to the
availability and quality of data. These variations will be considered when
grading the project. Experience has shown that the breadth and scope of the
research you compile for this project will generally range beyond that
necessary for typical business reports. This is the most time-intensive portion
of the project, but afterwards many students have commented favorably about the
extent to which the experience has broadened their familiarity with information
resources and extended their learning horizons.
Selected
Information Sources
1.
Statistical
Data
a. United Nations Statistical Yearbook
Furnished annually by the United Nations, NY, NY; about 709 pages
provides historical statistics on virtually every aspect of world business
b. UNESCO Social Statistical
Compendium publisher: Publishing Service, United Nations
NY, NY 10017
c. Organization for Economic
Cooperation and Development (OECD)
publishes a series of
economic reports on its member nations
write: OECD
Publications and Information Center, Suite 700, 2001 L
Street NW, Washington, DC
20036 (202) 785-6323
d. European Marketing Data and
Statistics, London: Euromonitor Publications
e. Consumer Europe. London:
Euromonitor Publications
f. Statistical Yearbook for Latin
America. NY: United Nations
g. Statistical Abstract of Latin
America, Los Angeles: UCLA
h. The markets of Asia/ Pacific:
Thailand Taiwan, People’s Republic of China, Hong
Kong, South Korea, The
Philippines, Indonesia, Singapore and Malaysia. London: The Asia Pacific
Center, LTD, printed by NY: Facts on File
i. Worldwide Economic Indicators,
N.Y.: Business International
j. Retail International. London:
Euromonitor
k. International Marketing Data and
Statistics, London: Euromonitor Publications
l. Retail trade International, London:
Euromonitor Publications Limited
m. International Marketing Data and
Statistics, London: Euromonitor Publications Limited
n. The Statesman’s Year-Book, St.
Martin’s Press
o. World Factbook, published by the
Central Intelligence Agency
p. World Development Report, published
by the World Bank
q. World Tables, available from World
Bank Publications
2.
Bibliographies and Indexes
a. The Economist Intelligence Unit
b. Sociological Abstracts
c. National Geographic Index
d. National Geographic Abstracts
e. Public Affairs Index Service
Bulletin
f. Business Periodicals Index
g. Information Please Almanac
h. Global Guide to International
Business
i. Encyclopedia of Geographic
Information Sources
j. International Business Reference
Sources
k. The Henry Hold International Desk
Reference: A Guide to Essential Information Resources of the World’s
Major Trading Nations
l. JETRO (Japan External Trade
Organization)
3.
Information by Country
a. The Japan Trade Center, 725 Figueroa
St, Suite 1890, Los Angeles, CA 90071
(213) 624-8855
b. The World Almanac and Book of Facts,
published annually by The New York World Telegram
c. Worldmark Encyclopedia of Nations,
Worldmark Press, Inc., Harper Brothers
d. Europa Yearbook, Eruopa
Publications Limited, London
e. Country Profiles, published by
Superintendent of Documents, U.S. Government Printing Office,
Washington, D.C. 20402
f. NTDB (National Trade Data Bank),
202-482-1986
4.
Cultural Information by Country
a. Intercultural Press, Inc. (207)
846-5181 e-mail, intercultural@mcimail.com
b. Culturegrams - 4-page briefings
5.
Advertising Rates
a. International Media Guide, available
from Directories International, Inc. 22 Elizabeth Street, South Norwalk, CN
06854 (203)853-7880
6.
Flash Facts
Flash
Facts is an automated information system provided by the Commerce Department
for information concerning trade with several regions of the worlds. Included
is information on doing business within each region or country, including such
topics as tariffs, rules of origin, distribution, export techniques and
marketing issues. This free service is available 24 hours a day,, seven days a
weeks and send information directly to your fax machine within a few hours.
Information for different regions of the world can be reached from the
following:
a. Amerifacts 202-482-4464 (Western
Hemisphere)
b. Eastern Europe 202-482-5745
c. Pacific Basin 202-482-3875 or
482-3646
d. Newly Independent States
202-482-3145
e. Africa, Near East and Southeast
Asia 202-482-1064