VIETNAM NATIONAL UNIVERSITY, HANOI
University of Languages and International Studies
FACULTY OF ENGLISH LANGUAGE TEACHER EDUCATION
GRADUATION PAPER
A STUDY ON PRICE ELEMENTS
IN ELEVEN TERMS IN INCOTERMS 2010
Supervisor: Assoc. Prof. Nguyen Xuan Thom
Student: Nguyen Quynh Trang
Course: 2010
Hanoi, 5/2014
ĐẠI HỌC QUỐC GIA HÀ NỘI
Đại học Ngoại Ngữ
KHOA SƯ PHẠM TIẾNG ANH
KHÓA LUẬN TỐT NGHIỆP
NGHIÊN CỨU VỀ CÁC YẾU TỐ GIÁ CẢ ĐƯỢC SỬ
DỤNG TRONG 11 ĐIỀU KIỆN CỦA “CÁC ĐIỀU
KHOẢN THƯƠNG MẠI QUỐC TẾ 2010”
Giáo viên hướng dẫn: PGS.TS Nguyễn Xuân Thơm
Sinh viên: Nguyễn Quỳnh Trang
Khóa: 2010
Hà Nội, 5/2014
STATEMENT OF ACCEPTANCE
I hereby state that I: Nguyen Quynh Trang, class QH2010 F1 E16, being a
candidate for the degree of Bachelor of Arts (TEFL) accept the requirements of
the College relating to the retention and use of Bachelor’s Graduation Paper
deposited in the library.
In terms of these conditions, I agree that the origin of my paper deposited in the
library should be accessible for the purposes of study and research, in accordance
with the normal conditions established by the librarian for the care, loan or
reproduction of the paper.
Signature

favorable price terms used in seven main regions in the world and particularly in
Vietnam were also pointed out along with giving reasons for their preference to
businessmen. In order to achieve these aims, both quantitative and qualitative
methods were employed.
At the end of the paper, through data collection and analysis, the logistics
costs included in each terms as well as the most dominant price terms in
international transactions and Vietnam are pointed out clearly. Overall, the
researcher has partially succeeded in providing readers with both useful
knowledge about economic terminology and practical information about
international business. However, there still exits some limitations which leave
room for improvement of the study. Finally, the researcher also offers some
suggestions for further studies in the future.
ii
TABLE OF CONTENTS
TABLE OF CONTENT PAGE
Acknowledgements i
Abstract ii
List of tables and charts vii
CHAPTER 1: INTRODUCTION
1.1 Statement of the problem and the rationale for the study 1
1.2 Aims and objectives of the study 2
1.3 Significance of the study 3
1.4 Scope of the study 4
1.5 Organization of the study 5
CHAPTER 2: LITERATURE REVIEW
2.1 Introduction of terminology 6
2.1.1 Definition of terminology 6
2.1.2 Characteristics of terminology 6
2.1.2.1 Precision 6
2.1.2.2 Emotional neutrality 7

CHAPTER 4: RESULTS AND DISCUSSION
4.1 Findings of the study 19
4.1.1The component parts of price element in 11 terms 19
in INCOTERMS 2010
4.1.1.1 EXW price 19
iv
4.1.1.2 FCA price 19
4.1.1.3 FAS price 20
4.1.1.4 FOB price 21
4.1.1.5 CFR price 21
4.1.1.6 CIF price 22
4.1.1.7 CPT price 23
4.1.1.8 CIP price 23
4.1.1.9 DAT price 23
4.1.1.10 DAP price 24
4.1.1.11 DDP price 25
4.1.2 The frequency of 11 price terms in practical use 25
4.1.2.1 The most commonly-used price terms in international 26
freight by region
4.12.1.1 In China/ Hong Kong 26
4.1.2.1.2 In other Asia (non-China) 27
4.1.2.1.3 In Pacific Rim 27
4.1.2.1.4 In Western Europe 28
4.1.2.1.5 In Eastern Europe 29
4.1.2.1.6 In Africa/ Middle East 30
4.1.2.1.7 In Central/ South America 31
4.1.2.2 The most commonly-used price terms in Vietnam 32
4.2.2.1 In export 33
4.2.2.2 In import 33
4.2 Discussions of the findings 36

week April 2012
CHARTS
Chart 4.1.2.1.1: The percentage of respondents ‘choices in using 27
price terms in China/ Hong Kong
Chart 4.1.2.1.2: The percentage of respondents ‘choices in using 27
price terms in Other Asia
Chart 4.1.2.1.3: The percentage of respondents ‘choices in using 28
price terms in Pacific Rim
Chart 4.1.2.1.4: The percentage of respondents ‘choices in using 29
price terms in Western Europe
Chart 4.1.2.1.5: The percentage of respondents ‘choices in using 30
price terms in Eastern Europe
vii
Chart 4.1.2.1.6: The percentage of respondents ‘choices in using 30
price terms in Africa/Middle East
Chart 4.1.2.1.7: The percentage of respondents ‘choices in using 31
price terms in Central/ South America
viii
CHAPTER 1: INTRODUCTION
In this part, the statement of the problem, rationale for the study, aims and objectives
of the study together with significance, scope, and organization of the study are
demonstrated.
1.1 Statement of the problem and rationale for the study
In the present context, the trend of globalization and regionalization has given
business broader access to almost markets in the world. Vietnam, in a position of a
developing country with the passionate desire to enter the world’s economy, has made
obvious advance in international trade with countries inside and outside region. The
international trade brings about many positive results for Vietnam such as broader
consumer market, larger quantities and greater variety of goods sold. However, the
more the volume and complexity of international businesses increase, the more the

in the price, whether the insurance or freight is included in the price or not. The list of
costs borne by the seller can be very long depending on the agreement between other
parties.
This paper aims at clarifying 11 price terms prescribed in Incoterms 2010. At
first, the component parts of price in each term will be pointed out. In other words, the
paper deals with the costs borne by the seller with respective price terms, inclusive of
the cost of producing goods, EXW price in the sale of contract includes the cost of
producing goods, the cost of packaging and checking the goods. Then the researcher
will examine the frequency of using these terms in practice and give implication for
Vietnam.
Specifically, this paper focuses on answering three following questions:
1) What are the component parts of price in 11 terms in INCOTERMS 2010?
2) Which price term is the most commonly-used in international freight by region?
3) What are the most commonly-used price terms in Vietnam?
2
+ In export
+ In import
1.3 The significance of the study
Frequently, in an international transaction there is a variety of different trading
practices of which parties to a contract are often unaware. As a consequence, the
obligation to bear the costs relating to goods between buyers and sellers is often
misapprehended. These disputes due to inadequate contracts can cause damage to both
parties’ financial situation and ruin good relationship.
In the book “INCOTERMS 2010 – the official rules for the interpretation of
trade term” drawn by international chamber of commerce, a presentation of the 11
terms defining the parties’ responsibilities for the delivery of goods is given. In this
book, the interpretation of these three-letter terms has been carefully analyzed. For
example, “FOB” is the abbreviation of “free on board”, which means seller clears the
goods for export and delivers them when they are on board the vessel at the named
port of shipment.

In short, understanding precisely the price element in interpreting these terms is
very important, not only for parties involved in international business but also for
students having intention of participating in international trade in the future
1.4 The scope of the study
It is essential for exporters and importers to notice that although there is a
variety of contracts needed to fulfill an international sales transaction, Incoterms only
relate to the contract of sale. A series of three-letter trade terms deals with three main
problems:
+ The carriage of goods from the sellers to the buyers
+ The import and export clearance
+ The division of risks and costs between the parties
The scope of this topic is limited to matter relating to the price in the contract of
sale given by sellers in accordance with 11 terms in INCOTERMS 2010, respectively
4
EXW, FCA, FAS, FOB, CFR, CIF, CPT, CIP, DAT, DAP, DPP. In other words, in
this article, the researcher focuses on analyzing the logistics costs together with the
cost of producing goods that the sellers have to bear included in 11 price terms and the
frequency of using these terms in practice.
1.5 Organization of the study
The paper consists of five chapters as follow:
Chapter 1 “INTRODUCTION” presents the rationale, aims and objectives,
significance of the study, methodology and organization of the study
Chapter 2 “LITERATURE REVIEW” supplies theoretical backgrounds for the
paper. To be specific, terms related to the study such as “Incoterms”, 11 terms in
Incoterms would be explained and related studies would be discussed.
Chapter 3 “METHODOLOGY”
Chapter 4 “RESULTS AND DISCUSSION” analyses, synthesizes collected
data to answer research questions
Chapter 4 “CONCLUSION” summarizes the issues discussed in the study, the
limitations of the study as well as suggestions for further studies.

on the context nor the sender of the message nor any other factor of a communicative
event. According to Gutiérrez Rodilla (1998), terms have to submit three conditions to
be really precise:
- Its meaning has to be previously delimited meaning
- This meaning has to be monosemic and there has not to be any synonym.
- The relation established among the terms of a system has to be the same as the
one among the concepts.
2.1.2.2 Emotional neutrality
The second criterion of terminology is emotional neutrality. The term has to be
free of affective, personal or subjective components. These factors affect to the
conceptual content of the transmitted information, which modifies the message and
makes communication more difficult. In specialized fields the emotional interference
is categorically rejected.
2.1.2.3 Systematism
Another criterion of a terminology is systematism. According to Hoang Thi
Bay (2005), “each term has its own position in the system of concepts and belongs to a
terminological system. Each term requires its meaning in the relationship with other
terms in its system. Once separated from its system, its meaning is vague”.
2.1.2.4 Internationalism
Together with the development trend of the world and the increasingly powerful
globalization, terms are also internationalized to meet the increasing usage. Especially in
business and commerce, it appears a variety of internationalized terms such as acronyms in
economic terminology. Several instances of these acronyms are GNP (Gross National
Product), UNESCO (United Nations Educational, Scientific and Cultural Organization),
CIF (cost, insurance, freight). etc
2.1.2.5 Popularity
7
Popularity is one of terminology’s characteristics. Because terminologies play a
vital role in promoting the development of mankind, it should be comprehensible to all
people in its way of reading, writing, speaking and memorizing.

quốc tế”. Whether being referred to by many ways, they still have the same contents.
In general, International sale of goods is an agreement between 2 entities - buyer and
seller (or exporter and importer) who have business headquarters in different countries.
Accordingly, the seller has the obligation to transfer ownership of goods and receive
money for the purchase, the buyer also has the obligation to receive goods and pay for
the purchase.
- The application of price terms in the sale contract
In general, an international sale of goods consists of two groups of terms and
conditions known as indispensable and fundamental terms and conditions and other
ones. In the former group there are 6 terms and conditions, respectively commodity,
quantity, quality and specification, prices, shipment, payment. Price terms define
responsibilities and costs which buyer and the seller must bear in delivery as freight,
handling, insurance fees, storage fees, customs procedures, etc so in the contract of
sale, the price is always recorded with an Incoterm. As a result, price terms such as
FOB price, CIF price, etc are more and more widely used.
2.3 An overview of INCOTERMS
Incoterms, a contraction of International Commerce Terms Incoterms, is a
group of international rules proposed by Chamber of Commerce (ICC) which is
recognized and widely used worldwide in international and domestic contracts for the
sale of goods.
The first version of Incoterms was launched in 1936. However, to meet the
changing needs of the global trade environment and reflect the business practice
among enterprises, the International Chamber of Commerce has introduced amended
versions of Incoterms 1953, 1967, 1976, 1980, 1990, 2000 and most recently 2010
In general, Incoterms deals with the following issues:
9
(1) The carriage of goods from the sellers to the buyers
(2) The import and export clearance
(3) The division of risks and costs between the parties
The updated Incoterms 2010 became effective from 1/1/201. The number of

Free Carrier
Free On Board
Cost & Freight
Carriage Paid To
CIF
CIP
DAT
DAP
DDP
Cost, Insurance & Freight
Carriage & Insurance Paid To
Delivered At Terminal
Delivered At Place
Delivered Duty Paid
For any mode of transport For sea and inland waterway transport
EXW, FCA, CPT, CIP, DAT, FAS, FOB, CFR, CIF
Moreover, Prof Olegario Llamazares (2012) classifies 11 Incoterms according
to three criteria, namely mode of transport used, payment for the main transport and
transfer of risks in transporting the goods. The classification is provided in Table
2.3.1.3
Table 2.31.3: Classification of Incoterms 2010 as Olegario Llamazares
Acronyms Mode of transport Payment of main
transport
Transfer of risks in
transport
EXW
FCA
CPT
CIP
DAT

Sea
Buyer
Buyer
Seller
Seller
Origin
Origin
Origin
Origin
2.4.2 Brief explanation of 11 terms
2.4.2.1 EXW – Ex Works
“A trade term requiring the seller to deliver goods at his or her own place of
business. All other transportation costs and risks are assumed by the buyer” (Financial
dictionary from Investopedia)
11
The seller’s minimum obligation is referred in this term, since the seller only
has to place the goods at the disposal of the buyer (at the seller’s premises or another
named place such as works, factory, and warehouse). The buyer has the obligation of
carrying out all tasks of export and import clearance as well as arranging carriage and
insurance.
2.4.2.2 FCA – Free Carrier (named place)
“A trade term requiring the seller to deliver goods to a named airport, terminal,
or other place where the carrier operates. Costs for transportation and risk of loss
transfer to the buyer after delivery to the carrier.” (Financial dictionary from
Investopedia)
According to this term, the seller is responsible for delivering the goods,
clearing for export to the carrier nominated by the buyer at the named place. Seller is
required to pay for carriage to the named place. The buyer has to bear all costs and
risks from that moment.
2.4.2.3 FAS – Free Alongside Ship (named port of shipment)

The seller delivers when the goods pass the ship’s rail in the port of shipment.
Seller must pay the cost and freight necessary to bring goods to named port of
destination. Risk of loss and damage are the same as CFR. Seller also has to procure
marine insurance against buyer’s risk of loss/damage during the carriage. Seller must
clear the goods for export. This term can only be used for sea transport.
2.4.2.7 CPT – Carriage Paid To (named port of destination)
This term means that the seller delivers the goods to the carrier nominated by
him but the seller must in addition pay the cost of carriage necessary to bring the
goods to the named destination. The buyer bears all costs occurring after the goods
have been so delivered. The seller must clear the goods for export. This term may be
used irrespective of the mode of transport (including multimodal).
2.4.2.8 CIP – Carriage & Insurance Paid To (named place of destination)
13
This term is the same as CPT with the exception that the seller also has to
procure any mode of transportation.
2.4.2.9 DAT – Delivered At Terminal (named terminal of destination)
This term means that the seller delivers when the goods once unladed from the
arriving means of transport, are placed at the disposal of the buyer at a named terminal
at a named port or place of destination. "Terminal" includes any place, whether
covered or not, such as a quay, warehouse, container yard or road, rail or air cargo
terminal. The seller bears all risks involved in bringing the goods to and unloading
them at terminal at the named port or place of destination
2.4.2.10 DAP – Delivered At Place (named place of destination)
This term may be used regardless of the mode of transport and may also be
used where more than one mode of transport is utilized. DAP means the seller delivers
when the goods are placed at the disposal of the buyer on the arriving means of
carriage ready for unloading at the names place of destination. The seller bears all
risks involved in bring the goods to the named place.
2.4.2.11 DDP – Delivered Duty Paid (named port of destination)
This term represents maximum obligation to the seller. This term should not be