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Презентация на тему Introduction in international business“knowledge is of no value until you put it into practice” anton chekhov

Содержание

What is international business? Exchange of capital or goods or services between companies across national borders. Sometimes it is also called Cross-Border Business.National Business= Domestic Business ≠ international BusinessINTRODUCTION
SESSION 1 Christian LINGEMANNIntroduction in International Business  “Knowledge is of no What is international business? Exchange of capital or goods or services between What can be exchanged in IB? Goods ≡ MoneyTechnology ≡ MoneyServices ≡ What is the difference between International Business and International Economics ? IE Why study International BusinessTo impress your future boy or girl friendTo become What is Globalisation ?Ongoing economic integration and growing independency of countries worldwide What is GlobalisationOngoing economic integration and growing independency of countries worldwide on What is GlobalisationFinancial crisis 2012 = Example for GlobalizationINTRODUCTION What are the key concepts in international BusinessInternational Trade = Export and The Nature of TradeTrade is growing very fast , faster than GDP The state of international Business In Europe http://ec.europa.eu/eurostat/statistical-atlas/gis/viewer/http://ec.europa.eu/trade/file:///C:\Users\utilisateur\Dropbox\Yakeexport\Yakaexportcours\IB%20Introduction%20et%20economie%20internationale\KS-GI-10-002-EN.PDFwww.intracen.orgThe state of international Business The Nature of TradeSERVICE versus PRODUCT TRADEServices are intangible. 25% of all International InvestmentPortfolio Investment= Passive ownership of foreign securities for the purpose of FDI or Portfolio Investment?Daimler is taking a participation of 5% in a How does IB differ from Domestic BusinessTo the usual risk of business Potential harm that arises from changes in the price of one currency How did the value of 10 EUR in USD change from 2008-2012? How can I learn more about the currency market= Forex?Currency RiskINTRODUCTION  Mercury the Roman god of trade. HISTORY OF INTERNATIONAL BUSINESS History of globalizationGlobalization is not new: trade always existed.Exchange of goods within History of globalizationPhases of globalization : Past Industrialisation in Great Britain, The History of globalizationPhases of globalization : PresenceBRICS, Emerging Markets, Regional IntegrationTechnology: InternetContainer History of globalizationPhases of globalization : FutureTechnology: Internet, Knowledge transferWTO New Rules Organizations involved in IB What are the facilitators in IB ?	Banks 	Insurance Companies	UBIFRANCE (Government agencies)	Logistic service providers	Lawyers	Custom brokers What are the classical trade theories?Mercantilism, Absolute Advantage Principle, Comparative Advantage PrinicipleWhat What is the absolute advantage principle?A country benefits by producing the products What is the comparative advantage principle?It can be beneficial for 2 countries How does the comparative advantage principle work?What is opportunity cost?The value of Market liberalizationReduction of trade barriersIndustrializationIntegration of capital marketsTechnology advancesConvergence of lifestyle and Why do companies internationalize?To make more money by increasing sales by FDI Who is participating in IBMNE = Multinational EnterpriseSME = Small and medium How are the companies engaging in international business?EXPORTFDICollaborative Agreements Value chain of the firm and globalizationValue chain: sequence of value adding Why are companies failing in IB?Translation errorsStrategyProduction What is the export process like?Export DiagnosticsExport Market SelectionMarket StudyProspectionSales/Negociation Order intakeCRM COUNTRY EVALUATION AND SELECTION EVALUATION AND COUNTRY SELECTIONChapter 1.	The problem to solve todayChapter 2.	Ready for QUESTION: “What can happen if people don’t know about selecting and evaluating countries?“ CHAPTER 1 THE PROBLEM TO SOLVE TODAY: 	Our company is manufacturing CHAPTER 1 THE PROBLEM TO SOLVE TODAY: CHAPTER 1 THE PROBLEM TO SOLVE TODAY: 	What kind of conditions CHAPTER 1THE PROBLEM TO SOLVE TODAY: 	What are the advantages of CHAPTER 2READY TO EXPORT? 		What are in your opinion the necessary conditions to 			start exporting? CHAPTER 2READY TO EXPORT? 		Production & Logistics requirements			Capacity?			Storage capacity?			Lead times?					Customs?							Incoterms?			Packing?			Are the transport costs important? CHAPTER 2READY TO EXPORT? 				Finance			Investment financing?			Credit risk/payment risks?			Currency exchange risks? CHAPTER 2READY TO EXPORT? 				Domestic Market			Growth market?			Sales growth?			If sales decline: why?			Is the margin comfortable CHAPTER 2READY TO EXPORT? 				Communication			Site web in English available?			Brochures available in English? CHAPTER 2READY TO EXPORT? 				Human Resources		English speaking personnel available?		Competences concerning legal CHAPTER 2READY TO EXPORT? 				How to obtain the information for the CHAPTER 2READY TO EXPORT? 	Conclusion of export diagnosis:	:		-its weaknesses are too CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION. 			Market CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION. 		Market CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION. 		Ease CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION. 		Cost CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION. 			Risks CHAPTER 4RESEARCHING FOR SOURCESChapter 4.	Researching for sources CIA World Factbookhttps://www.cia.gov/library/publications/the-world-factbook/Worldbank:A must! Chapter 4RESEARCHING FOR SOURCESChapter 4.	Researching for sources Worldbank: www.worldbank.orgIn addition to CHAPTER 4RESEARCHING FOR SOURCES	OECD http://www.oecd.org	The Organisation for Economic Co-operation and Development CHAPTER 5COMPLETING THE MATRIX	Assigning weights to criteria's 		(0-5) for important criteria’s		(0-3) for less important criteria's CHAPTER 6ANALYSIS AND CHOICE				Putting it all together		Calculate the points for each
Слайды презентации

Слайд 2 What is international business?
Exchange of capital or

What is international business? Exchange of capital or goods or services

goods or services between companies across national borders.

Sometimes

it is also called Cross-Border Business.

National Business= Domestic Business ≠ international Business

INTRODUCTION


Слайд 3 What can be exchanged in IB?
Goods ≡

What can be exchanged in IB? Goods ≡ MoneyTechnology ≡ MoneyServices

Money
Technology ≡ Money
Services ≡ Money
Intellectual assets ≡ Money
Capitalistic assets

≡ Money



INTRODUCTION


Слайд 4 What is the difference between International Business and

What is the difference between International Business and International Economics ?

International Economics ?
IE studies the “macroeconomic” nature of

international Business
IB studies the “micro-economic” nature of international Business

INTRODUCTION


Слайд 5 Why study International Business
To impress your future boy

Why study International BusinessTo impress your future boy or girl friendTo

or girl friend
To become rich quickly
To learn foreign

cultures
To work in foreign places
To speak foreign languages
To start an Internet Export Import Business buying cheap goods from China and selling them with a profit in France online- making tons of money without working much
Because of the nice professor
To help local companies to reap the profits of Internationalization
To help foreign companies to sell their goods in France
To please your parents
Because you want to help poor countries to develop







Слайд 6 What is Globalisation ?
Ongoing economic integration and growing

What is Globalisation ?Ongoing economic integration and growing independency of countries

independency of countries worldwide on a macroeconomic point of

view.

13 000 000 000 000 USD exchanged annually between countries.

Substantial flow of capital, goods, ideas, technology around the world!

INTRODUCTION


Слайд 7 What is Globalisation
Ongoing economic integration and growing independency

What is GlobalisationOngoing economic integration and growing independency of countries worldwide

of countries worldwide on a macroeconomic point of view.

READ

FINANCIAL TIMES AT THE LIBRARY OF ESC TO SEE HOW MACRO-EVENTS IN FOREIGN COUNTRIES AFFECT NATIONAL ECONOMIES !



http://www.ft.com/intl/global-economy

INTRODUCTION


Слайд 8 What is Globalisation

Financial crisis 2012 = Example for

What is GlobalisationFinancial crisis 2012 = Example for GlobalizationINTRODUCTION

Globalization



INTRODUCTION


Слайд 9 What are the key concepts in international Business

International

What are the key concepts in international BusinessInternational Trade = Export

Trade = Export and Import
Exporting= Goods & Services against

Money
Importing= Sourcing =Money against Goods & Services
International investment = Money against assets
FDI = Acquisition of productive assets
Portfolio Investment = Acquisition of financial assets





http://www.ft.com/intl/global-economy

INTRODUCTION


Слайд 10 The Nature of Trade

Trade is growing very fast

The Nature of TradeTrade is growing very fast , faster than

, faster than GDP growth

For Belgium: Total annual value

of products trade (Export+Imports)/GDP= 150%

=== > (Exports+Imports)> GDP !!

For USA the ratio is about 20%. Why???






INTRODUCTION


Слайд 11 The state of international Business In Europe
http://ec.europa.eu/eurostat/statistical-atlas/gis/viewer/
http://ec.europa.eu/trade/
file:///C:\Users\utilisateur\Dropbox\Yakeexport\Yakaexportcours\IB%20Introduction%20et%20economie%20internationale\KS-GI-10-002-EN.PDF
www.intracen.org

The

The state of international Business In Europe http://ec.europa.eu/eurostat/statistical-atlas/gis/viewer/http://ec.europa.eu/trade/file:///C:\Users\utilisateur\Dropbox\Yakeexport\Yakaexportcours\IB%20Introduction%20et%20economie%20internationale\KS-GI-10-002-EN.PDFwww.intracen.orgThe state of international

state of international Business In France
http://www.douane.gouv.fr/

The state of international

Business In Auvergne
http://lekiosque.finances.gouv.fr/Appchiffre/Etudes/Brochures/Reg_18.pdf


Introduction

INTRODUCTION


Слайд 12 The Nature of Trade

SERVICE versus PRODUCT TRADE

Services are

The Nature of TradeSERVICE versus PRODUCT TRADEServices are intangible. 25% of

intangible.
25% of all trade is in Services
75 %

of all trade is in Products

Why is it difficult to export services?
Service companies have to make FDI in the countries to sell their services.







INTRODUCTION


Слайд 13 International Investment
Portfolio Investment= Passive ownership of foreign securities

International InvestmentPortfolio Investment= Passive ownership of foreign securities for the purpose

for the purpose of financial returns. Generally Non-controlling.



Foreign Direct Investment= Active ownership of foreign productive assets such as factories the objective is to take operational control of the assets








INTRODUCTION


Слайд 14 FDI or Portfolio Investment?
Daimler is taking a participation

FDI or Portfolio Investment?Daimler is taking a participation of 5% in

of 5% in a Swedish car maker Volvo

A Russian

company is buying 95% of the shares of GEFCO from PSA.

Toyota buys 100.000 kg of steel from a Chinese company for 100 Million JPY.

Your Father buys 5 Stocks of Google at the NYSE.











INTRODUCTION


Слайд 15 How does IB differ from Domestic Business
To the

How does IB differ from Domestic BusinessTo the usual risk of

usual risk of business we have to add on

the following risks:

Cross Cultural Risks
Cultural differences, Negotiation…
Commercial risks
Non-payment, competition,….
Currency Risks
Asset valuation, Currency exposure
Country Risks
Political risk
Foreign taxation, Corruption, Protectionism







INTRODUCTION


Слайд 16 Potential harm that arises from changes in the

Potential harm that arises from changes in the price of one

price of one currency relative to another.

What currencies

to you know? USD, EUR, AUD, JPY,CAD, CNY,CHF,GBP….









Currency Risk

INTRODUCTION


Слайд 17 How did the value of 10 EUR in

How did the value of 10 EUR in USD change from

USD change from 2008-2012?
What are the highest /lowest

values?
What will be the exchange rate of EURUSD in 2013?

EURODOLLAR EXCHANGE RATE 2008-2012:









Currency Risk

INTRODUCTION


Слайд 18 How can I learn more about the currency

How can I learn more about the currency market= Forex?Currency RiskINTRODUCTION

market= Forex?






Currency Risk
INTRODUCTION


Слайд 19  Mercury the Roman god of trade. 
HISTORY OF INTERNATIONAL BUSINESS

 Mercury the Roman god of trade. HISTORY OF INTERNATIONAL BUSINESS

Слайд 20 History of globalization

Globalization is not new: trade always

History of globalizationGlobalization is not new: trade always existed.Exchange of goods

existed.

Exchange of goods within the Roman Empire
Exchange of technology

in the middle ages








Слайд 21 History of globalization

Phases of globalization : Past

Industrialisation

History of globalizationPhases of globalization : Past Industrialisation in Great Britain,

in Great Britain, The Netherlands, USA
Rise of railroads and

road transport
Rise of Steel and electricity production
GATT after WWII








Слайд 22 History of globalization

Phases of globalization : Presence


BRICS, Emerging

History of globalizationPhases of globalization : PresenceBRICS, Emerging Markets, Regional IntegrationTechnology: InternetContainer

Markets, Regional Integration
Technology: Internet
Container







Слайд 23 History of globalization

Phases of globalization : Future

Technology: Internet,

History of globalizationPhases of globalization : FutureTechnology: Internet, Knowledge transferWTO New

Knowledge transfer
WTO New Rules (Doha)
“Global consumer”
Improved transportation (Air,

Road, Railway)
New production technology
Further reduction of (non) tariff trade barriers
GDP Growth = Trade Growth








Слайд 24 Organizations involved in IB

Organizations involved in IB

Слайд 25 What are the facilitators in IB ?
Banks
Insurance

What are the facilitators in IB ?	Banks 	Insurance Companies	UBIFRANCE (Government agencies)	Logistic service providers	Lawyers	Custom brokers

Companies
UBIFRANCE (Government agencies)
Logistic service providers
Lawyers
Custom brokers



Слайд 26 What are the classical trade theories?
Mercantilism, Absolute Advantage

What are the classical trade theories?Mercantilism, Absolute Advantage Principle, Comparative Advantage

Principle, Comparative Advantage Priniciple

What is mercantilism?
With the rise of

nations came the idea that they should amass as much richness = Gold as they can. So they traded. If they have an trade surplus they increase their Gold stock. In case of a trade deficit their gold stock declined.

Why to we trade?


Слайд 27 What is the absolute advantage principle?
A country benefits

What is the absolute advantage principle?A country benefits by producing the

by producing the products in which it has an

absolute advantage.

Who invented it?
Adam Smith, Scotsman

Why to we trade?


Слайд 28 What is the comparative advantage principle?
It can be

What is the comparative advantage principle?It can be beneficial for 2

beneficial for 2 countries to trade as long as

one is relatively more efficient at producing goods or services needed by the other. This is the basis theory of I-Trade.

Who invented it?
David Ricardo, Englishman

Why to we trade?


Слайд 29 How does the comparative advantage principle work?




What is

How does the comparative advantage principle work?What is opportunity cost?The value

opportunity cost?
The value of a forgone alternative activity


Why to

we trade?

Слайд 30
Market liberalization
Reduction of trade barriers
Industrialization
Integration of capital markets
Technology

Market liberalizationReduction of trade barriersIndustrializationIntegration of capital marketsTechnology advancesConvergence of lifestyle

advances
Convergence of lifestyle and preferences

What are the forces driving

IB?

Слайд 31 Why do companies internationalize?
To make more money by

Why do companies internationalize?To make more money by increasing sales by

increasing sales by FDI or exporting
To make more money

by reducing costs by global sourcing or FDI
To make money by selling Intellectual property
To “learn” or copy from competitors
To “follow” customers
To profit of EoS in the various parts of the Value Chain
To attack competitors on their home markets







Слайд 32 Who is participating in IB
MNE = Multinational Enterprise
SME

Who is participating in IBMNE = Multinational EnterpriseSME = Small and

= Small and medium sized company
(< 500 employees)

BORN

GLOBAL FIRM: The success in local markets depends on the successful presence in international markets.










Слайд 33 How are the companies engaging in international business?

EXPORT

FDI

Collaborative

How are the companies engaging in international business?EXPORTFDICollaborative Agreements

Agreements





Слайд 34 Value chain of the firm and globalization

Value chain:

Value chain of the firm and globalizationValue chain: sequence of value

sequence of value adding activities performed by the firm.













Слайд 35 Why are companies failing in IB?

Translation errors
Strategy
Production




Why are companies failing in IB?Translation errorsStrategyProduction

Слайд 36 What is the export process like?

Export Diagnostics
Export Market

What is the export process like?Export DiagnosticsExport Market SelectionMarket StudyProspectionSales/Negociation Order intakeCRM

Selection
Market Study
Prospection
Sales/Negociation
Order intake
CRM





Слайд 38 COUNTRY EVALUATION AND SELECTION

COUNTRY EVALUATION AND SELECTION

Слайд 39

EVALUATION AND COUNTRY SELECTION

Chapter 1. The problem to

EVALUATION AND COUNTRY SELECTIONChapter 1.	The problem to solve todayChapter 2.	Ready

solve today
Chapter 2. Ready for export?
Chapter 3. Criteria's to evaluate

countries
Chapter 4. Researching for sources
Chapter 5. Completing the Matrix
Chapter 6. Analysis and Choice








Слайд 40

QUESTION:

“What can happen if people don’t

QUESTION: “What can happen if people don’t know about selecting and evaluating countries?“

know about selecting and evaluating countries?“










Слайд 41
CHAPTER 1
THE PROBLEM TO SOLVE TODAY:

CHAPTER 1 THE PROBLEM TO SOLVE TODAY: 	Our company is



Our company is manufacturing goods and wants to export

as to increase its sales.


“Before engaging in selling and buying from abroad, managers need to set up an export operation. In order to do so they need to select the best adapted countries to start operations. The question is, what countries should we choose?”


Today you will learn how to establish a country selection matrix.








Слайд 42
CHAPTER 1
THE PROBLEM TO SOLVE TODAY:

CHAPTER 1 THE PROBLEM TO SOLVE TODAY:











Слайд 43
CHAPTER 1
THE PROBLEM TO SOLVE TODAY:

CHAPTER 1 THE PROBLEM TO SOLVE TODAY: 	What kind of



What kind of conditions should our matrix satisfy?
Fast to

put into place.
A logical approach.
No country should be forgotten









Слайд 44
CHAPTER 1
THE PROBLEM TO SOLVE TODAY:

What

CHAPTER 1THE PROBLEM TO SOLVE TODAY: 	What are the advantages

are the advantages of engaging in export for a

company?

Advantage N°1: Increases sales revenues
Advantage N°2: Increases benefices by using economies of scale
Advantage N°3: Becoming less depended on home market









Слайд 45
CHAPTER 2
READY TO EXPORT?

What are in

CHAPTER 2READY TO EXPORT? 		What are in your opinion the necessary conditions to 			start exporting?

your opinion the necessary conditions to start exporting?










Слайд 46
CHAPTER 2
READY TO EXPORT?
Production & Logistics

CHAPTER 2READY TO EXPORT? 		Production & Logistics requirements			Capacity?			Storage capacity?			Lead times?					Customs?							Incoterms?			Packing?			Are the transport costs important?

requirements

Capacity?
Storage capacity?
Lead times?

Customs?
Incoterms?
Packing?
Are the transport costs important?


Слайд 47
CHAPTER 2
READY TO EXPORT?

Finance

Investment financing?
Credit risk/payment

CHAPTER 2READY TO EXPORT? 				Finance			Investment financing?			Credit risk/payment risks?			Currency exchange risks?

risks?
Currency exchange risks?


Слайд 48
CHAPTER 2
READY TO EXPORT?

Domestic Market

Growth market?
Sales

CHAPTER 2READY TO EXPORT? 				Domestic Market			Growth market?			Sales growth?			If sales decline: why?			Is the margin comfortable

growth?
If sales decline: why?
Is the margin comfortable


Слайд 49
CHAPTER 2
READY TO EXPORT?

Communication

Site web in

CHAPTER 2READY TO EXPORT? 				Communication			Site web in English available?			Brochures available in English?

English available?
Brochures available in English?


Слайд 50
CHAPTER 2
READY TO EXPORT?

Human Resources

English speaking

CHAPTER 2READY TO EXPORT? 				Human Resources		English speaking personnel available?		Competences concerning

personnel available?
Competences concerning legal matters available?
Competences concerning export available?



Слайд 51
CHAPTER 2
READY TO EXPORT?

How to obtain

CHAPTER 2READY TO EXPORT? 				How to obtain the information for

the information for the diagnostic export?

Internal questionnaire
Internal documents
Face to

Face interviewing
Observation

Слайд 52
CHAPTER 2
READY TO EXPORT?

Conclusion of export

CHAPTER 2READY TO EXPORT? 	Conclusion of export diagnosis:	:		-its weaknesses are

diagnosis: :
-its weaknesses are too great and insurmountable. It must

avoid exporting;

-it presents some gaps, but these difficulties are surmountable.

It does not have any major weaknesses which prevent exporting. Export is possible in the short term.




Слайд 53
CHAPTER 3
CRITERIA’S TO EVALUATE COUNTRIES TO BE

CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION.

TAKEN INTO CONSIDERATION.

Market growth & Market size
Ease and

compatibility of operations
Cost and Resource availability *
Risks


Слайд 54
CHAPTER 3
CRITERIA’S TO EVALUATE COUNTRIES TO BE

CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION.

TAKEN INTO CONSIDERATION.

Market growth & Market size
Market

size (Population, GDP level, GDP per capita)
Growth of Gross Domestic Product ( GDP growth rate)
GDP per capita growth rate
Existence of a trading bloc?

Слайд 55
CHAPTER 3
CRITERIA’S TO EVALUATE COUNTRIES TO BE

CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION.

TAKEN INTO CONSIDERATION.

Ease and compatibility of operations
Nearby location

–distance to domestic market
Share same language
Have similar market conditions as in home market


Слайд 56
CHAPTER 3
CRITERIA’S TO EVALUATE COUNTRIES TO BE

CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION.

TAKEN INTO CONSIDERATION.

Cost and Resource availability *
Labor costs


Other factor costs: capital, labor, resources
Rare resources are available


Слайд 57
CHAPTER 3
CRITERIA’S TO EVALUATE COUNTRIES TO BE

CHAPTER 3CRITERIA’S TO EVALUATE COUNTRIES TO BE TAKEN INTO CONSIDERATION.

TAKEN INTO CONSIDERATION.

Risks
Risks and uncertainty
Political risks
Payment risks
Legal

risks

Слайд 58

CHAPTER 4
RESEARCHING FOR SOURCES

Chapter 4. Researching for sources

CHAPTER 4RESEARCHING FOR SOURCESChapter 4.	Researching for sources CIA World Factbookhttps://www.cia.gov/library/publications/the-world-factbook/Worldbank:A



CIA World Factbook
https://www.cia.gov/library/publications/the-world-factbook/Worldbank:


A must! The "World Fact Book", published

by the CIA, has extremely detailed information, by country, on the following subjects: geography, demography, politico-legal environment, economy, communication and transport infrastructure, transnational problems, etc. for most countries throughout the world. Indispensable when pre-selecting markets. Searches can be carried out by country or by theme.







Слайд 59
Chapter 4
RESEARCHING FOR SOURCES

Chapter 4. Researching for sources

Chapter 4RESEARCHING FOR SOURCESChapter 4.	Researching for sources Worldbank: www.worldbank.orgIn addition



Worldbank: www.worldbank.org

In addition to information on its publications and

reports, the World Bank site offers a "Data and Statistics" section. This allows highly-targeted searches on over 200 countries. These searches can be performed by country or by theme (population, literacy levels, education, health, environment, poverty, GDP, economy, industries, governments, infrastructure, etc.).







Слайд 60
CHAPTER 4
RESEARCHING FOR SOURCES

OECD http://www.oecd.org


The Organisation for

CHAPTER 4RESEARCHING FOR SOURCES	OECD http://www.oecd.org	The Organisation for Economic Co-operation and

Economic Co-operation and Development offers all documents published since

1990, on-line (systematic and country reports, e-commerce, enterprise spirit, etc). French and English





Слайд 61
CHAPTER 5
COMPLETING THE MATRIX

Assigning weights to criteria's

CHAPTER 5COMPLETING THE MATRIX	Assigning weights to criteria's 		(0-5) for important criteria’s		(0-3) for less important criteria's


(0-5) for important criteria’s (0-3) for less important criteria's





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