International Marketing (ch 13, 14, 16,& 19)

True or false: Features that a customer does not want in an industrial product can enhance the product's quality rating.

False

True or false: The volatility of industrial demand remains unaffected by derived demand.

False

Why do international advertisers seldom bother with foreign national consumer magazines?

Magazines may accept more advertisements than they have space to run. Placement problems may be caused due to paper shortages. Circulation figures may not always be dependable.

Problems associated with broadcast through cable or satellite television can be overcome, and advertising to many cultures and locations can be facilitated, with the use of _____.

Princeton Video Imaging

A private bank in Talamri collects and transfers information about its customers (including medical details and employment details) to its business partners. The government of Talamri passes a directive stating that all service companies must obtain individual consent before sharing information about their customers with business partners. Which trade barrier is at work in this scenario? Restrictions on transborder data flows Protectionism Protection of intellectual property Cultural adaptation

Restrictions on transborder data flows

Which media do governments most commonly prohibit from accepting advertising materials?

Television and radio

In context of the country-of-origin effect, stereotypes _____. are based on adequate information and research are responsible for creating perceptions of products are independent of product design are independent of product quality

are responsible for creating perceptions of products

A company in Europe launched a new laundry detergent into the market. The promotional advertisement claimed that the detergent was superior to all other leading detergent brands in the market. After a few days, the advertisement was banned. The reason for the ban was that the advertisement was ______.

comparative

In the international communication process, symbols that are transmitted from information sources are interpreted by receivers in the _____ step.

decoding

When a market analyst studies a product's features using the self-reference criterion, _____. the product's psychological attributes in a global market are accurately interpreted devising ways to customize and adopt the product becomes easy devising strategies to promote the product in domestic markets become easy the product's cultural significance may be misjudged

devising ways to customize and adopt the product becomes easy

Inventive negotiation is advocated when _____. manipulating the negotiation setting the work environment affects the negotiation process impasses are reached between the negotiating teams an interpersonal communication style is followed while negotiating

impasses are reached between the negotiating teams

An important signal of progress in the quality of business relationships during negotiations is an increase in the use of _____. an aggressive attitude while communicating informal communication channels a high-level communication style stereotypes in communication

informal communication channels

In comparison to the other Asian groups in the study on verbal behaviors of negotiators across cultures, the Chinese in Taiwan provided more _____. language-group-generalizations information in their statements recommendations and promises punishments and commands

information in their statements

According to a study conducted on the verbal behavior of negotiators from different cultures in simulated settings, most of the negotiations focused on _____. decision-making tactics information-exchange tactics high-context cultural tactics post-negotiation tactics

information-exchange tactics

According to the study of negotiators across cultures, the northern Chinese negotiators made statements that were classified as _____. self-disclosure tactics normative appeals highly aggressive information-exchange tactics

information-exchange tactics

According to communications researchers, the stylistic differences in negotiation between English-speaking and French-speaking Canadians are the seed of Canada's _____. regional equality national integration interethnic discord ethnic similarity

interethnic discord

Global standards for industrial products are being developed by political leaders of nations. retailers and distributors. regional organizations. international organizations.

international organizations.

The study on the negotiating behaviors across cultures revealed that compared to Japanese negotiators, Korean negotiators frequently emphasized positive promises. established silent periods. emphasized commitments. interrupted other speakers.

interrupted other speakers.

Companies can effectively use direct mail for advertising in countries where there is ______.

limited availability of other media

Market segmentation strategies that are used by multinational companies often ignore _____.

national boundaries

Why is a product that generates 40,000 units per hour, when customers need only 10,000 units per hour, considered to be of low quality? Its advertising expenditure is high. The intellectual property right is not protected. The extra capacity is not required or expected. Its efficiency is low.

The extra capacity is not required or expected.

The simulated negotiation study found that the Chinese in Taiwan were extraordinary in the _____. utilization of silent periods number of questions asked duration of facial gazing use of information-exchange tactics

duration of facial gazing

dentify a trend that has expanded the market for high-tech products. cultural changes in South America economic growth in Asia political changes in the Middle East economic growth in Africa

economic growth in Asia

True or false: New industrial owners are investing a great deal of money in the latest technology because of privatization.

True

When do companies across Europe seek commonality in branding and advertising?

When they need to avoid confusion related to multiple label names When they need to ensure efficiency

Identify techniques used by advertisers that can lead to difficulties for translators. (Check all that apply.)

Word economy Terse writing Abstractions

Identify the traditional major determinants of brand choice. (Check all that apply.)

Word-of-mouth advertising Recommendations by peers

ISO 9000 certification tends to improve employees' ability to be promoted within the companies where they work. customer service within corporations. a firm's packaging cost. a firm's general performance.

a firm's general performance.

During the videotaped negotiations in the study conducted on the verbal behaviors of negotiators across cultures, it was observed that the Brazilian businesspeople frequently engaged in _____. facial gazing self-disclosure punishments promises

facial gazing

In international industrial markets, the level of technology of products and services remains unaffected by volatility and economic development of market. affects the appropriateness of their sale in some countries. is independent of industrialization. remains the same for all nations.

affects the appropriateness of their sale in some countries.

Some countries are fast-forwarding through the stages of economic development by making use of import tariffs. per capita GDP. technology. inexpensive labor.

technology

If there is a difference between cultures of an existing market and a new market, then _____. sales of products in domestic markets increase the frequency of subornation increases adaptation increases costs of production and labor increase

the frequency of subornation increases

message channel

the interpretation by a receiver of the symbolism transmitted from an information source

Encoding

the sales force and/or advertising media that convey(s) an encoded message to a receiver

Sales promotions can take the place of advertising when

there are environmental constraints on advertising.

The impact of satellite television is a matter of concern for governments because _____.

they are afraid of losing control of the media

A disadvantage of advertising through direct mail in some countries is that _____.

postage fees have to be collected from the consumer when the mail is delivered

Unlike the Japanese, Americans consider business negotiations as a(n) _____. relationship-oriented activity information-exchange activity mutual-benefit activity problem-solving activity

problem-solving activity

ComfyLife Corp., a manufacturer of home appliances, plans to launch a new line of refrigerators in Murico, a developing region. Because power supply is irregular in that region, the company re-designs its refrigerators so that they can function efficiently even during power failures. This scenario is a possible example of _____. product expropriation subornation domestication product homologation

product homologation

The expansion of global business services has been seriously threatened by protectionism. cultural barriers. psychosocial clashes. authoritarianism.

protectionism.

Identify a similarity between Russian and Japanese negotiation styles. use of promises and recommendations more punishments and commands lack of silent periods rarely using the words "no" and "you"

rarely using the words "no" and "you"

The study conducted on verbal behaviors of negotiators across cultures revealed that the Germans were extraordinarily high in percentage of _____. threats and warnings questions asked self-disclosures commands

self-disclosures

Cultural stereotypes should be avoided in international business negotiations because _____. stereotypes aid cross-cultural communication the structure of international business negotiations is stagnant the provisions of the original agreement are not negotiable stereotypes are grossly oversimplified overgeneralizations

stereotypes are grossly oversimplified overgeneralizations

True or false: Demand in international industrial markets is less volatile than demand in consumer markets.

true

True or false: In international business negotiations, time must be set aside for inventive discussions on how to improve business relationships.

true

True or false: The success of a sales promotion depends on local adaptation, promotional types, and cultures.

true

steps on international a

1. marketing research 2. most effective message should be developed 3. effective media selected 4. budget to meet goals 5. the campaign

Jane, an American negotiator, has been asked to be a part of an international negotiation team to Japan. Which of the following values will Jane most likely emphasize? Cooperation Diversity Subjectivity Punctuality

Punctuality

Identify an important lesson that stands out from the author's study of negotiation styles. National stereotypes are essential for negotiations. Situational factors do not influence negotiations. Regional generalizations are usually incorrect. Cultural similarity within countries influences negotiations.

Regional generalizations are usually incorrect.

Rostow's five-stage model of economic development

Stage 1, the traditional society The most significant industrial demand is based on extraction of natural resources. The most significant industrial demand is based on extraction of natural resources. Stage 2, preconditions for takeoff Some manufacturing starts up, and infrastructure is being built to support it. Some manufacturing starts up, and infrastructure is being built to support it. Stage 3, takeoff Semidurable and nondurable consumer goods are manufactured. Customers want to buy equipment and supplies for their business operations. Semidurable and nondurable consumer goods are manufactured. Customers want to buy equipment and supplies for their business operations. Stage 4, drive to maturity Recently industrialized countries make inexpensive consumer and industrial products. Recently industrialized countries make inexpensive consumer and industrial products. Stage 5, the age of mass consumption Businesses design products and hone their manufacturing techniques. Businesses design products and hone their manufacturing techniques.

Which factor is crucial in delivering a quality product? Subornation Expropriation Protectionism Standardization

Standardization

an information source

an international marketing executive who has to communicate a product message

The cost of reaching a prospect using advertising depends on the _____.

bargaining ability of agents

At the beginning of any business negotiation, it is important to _______. identify the weakest member on the other negotiating team specify the currency that forms the basis for the discussions share a meal or a drink with the opposing team build trusting interpersonal relationships

build trusting interpersonal relationships

A major limitation of using the Internet to advertise consumer products is the Internet's lack of _____.

coverage

Glen's, a multinational chain of restaurants, is famous for its steak dishes. In most outlets of Glen's, consumers prefer rare to medium steak. However, in Palatina, consumers prefer well-done steak. The restaurant modifies its recipe to meet the demands of the consumers because the _____ preference of consumers of Palatina is different from those of the consumers of other countries. economic cultural political legal

cultural

Even in high-tech nations, perceptions of a product's quality can vary, depending on the government agency. legal group. labor union. cultural group.

cultural group.

Rapid industrialization has accelerated the demand for steel and iron in Isotola, a developing country. This strengthened demand has led to the establishment of more steel and iron manufacturing plants in Isotola. This scenario is an example of derived demand. homologous demand. pseudo demand. expropriate demand.

derived demand.

True or false: ISO 9000 certification guarantees that a manufacturer produces a high-quality product or service.

false. ISO 9000 is a certification of the production process only and does not guarantee that the product itself is of high quality.

Direct mailings are largely used by ______ advertisers.

industrial

According to the analysis of verbal behaviors in negotiators across cultures, the style of Japanese interaction is characterized by _____. less aggression and more politeness punishments and commands more self-disclosures more questions

less aggression and more politeness

To meet the needs of advertisers and agencies for high-quality information, ______ is growing increasingly reliable.

research data

The videotaped simulated negotiation study suggested that the Spanish negotiators were low on the percentage of _____. commands self-disclosures questions asked threats and warnings

self-disclosures

The reach and pace of word-of-mouth advertising have been changed by the power of _____.

the Internet

Order the following problems in international business negotiations, placing the least serious problem on top and the most serious problem at the bottom. Position 1 of 4 Nonverbal behaviors incorrect toggle button unavailable Nonverbal behaviors

1. language 2. nonverbal behaviors 3. values 4. thinking and decision making processes

thorough audit for ISO 9000 recertification is completed every ten years. two years. six years. four years.

4

Which scenario best describes a global brand? A multinational beverage company has patented its soda recipe. A coffeehouse's logo of coffee beans is recognized by consumers in 10 countries. A clothing store's logo of the letter 'R' is recognized only in the local market. A fast-food chain gives a franchisee the right to use its brand name, logo, and trademarks.

A coffeehouse's logo of coffee beans is recognized by consumers in 10 countries.

What happens in the first step of the international communication process?

A product message is selected for transmission.

What are the consequences of using technology in factories or industries? (Check all that apply.) International competitiveness among companies is decreasing. Access to raw materials is less important. Access to inexpensive labor is less important. Manufacturing is becoming more science-oriented.

Access to raw materials is less important. Access to inexpensive labor is less important. Manufacturing is becoming more science-oriented.

What will happen if television coverage is expanded? (Check all that apply.)

Advertiser creativity will be challenged. Global standardized messages will become more prevalent.

What happens if a market is segmented by too many newspapers?

Advertisers cannot afford to buy sufficient coverage.

Identify Europe-wide promotional strategies.

Advertising concepts should be designed to appeal to market segments. Market segments across European countries should be identifie

Identify an accurate statement about volatility of industrial demand. Narrow product lines enable firms to stabilize volatility. Consumer marketing is more volatile than industrial marketing. Professional buyers tend to act in concert, which reduces volatility. Avoiding layoffs helps firms to cope with fluctuations in the markets.

Avoiding layoffs helps firms to cope with fluctuations in the markets.

How does total quality management start? By talking to customers By directing advertisers By interacting with manufacturers By commanding distributors

By talking to customers

What are the leading exports of the United States? (Check all that apply.) Capital goods Industrial supplies Education Dairy products

Capital goods Industrial supplies

In the context of advertising strategy and goals, why do multinational companies strive to increase control and efficiency without sacrificing local responsiveness?

Companies desire a broader company or product image. Costs of advertising have increased. Promotional programs in multiple countries have given rise to coordination problems.

Which of the following statements are true regarding the impact of global competition on business? (Select all that apply.) Companies must emphasize competitive prices. Sellers have the most power in the marketplace. Reason: The power in the marketplace has shifted to the customer. Customers are less educated about market offerings. Product life cycles are increasingly shorter.

Companies must emphasize competitive prices. Product life cycles are increasingly shorter.

What facilitates a company's success when innovative products are commercially launched? Expropriation Subornation Conversion-ability Self-reference criterion Trialability

Conversion-ability

Identify the factor that makes a relevant difference in business negotiations. Cultural diversity within countries Religious unity within countries Political diversity of a country Social inequalities in a country

Cultural diversity within countries

Identify a scenario that best describes derived demand in industrial markets. Demand for power supply accelerates the building of more hydroelectric power plants. Demand for pilots is not affected by increased demand for air travel. Demand for wool remains unaffected by any increase in demand for winter wear. Demand for laptops decreases with an increase in the literacy rate.

Demand for power supply accelerates the building of more hydroelectric power plants.

In Rovamia, a developing country, companies often had to compromise on quality and cost earlier to make their products affordable to consumers. However, with the increase in per capita income of the country, companies can now maintain the quality of their products without lowering price. Identify a factor that best describes the reason for this shift in Rovamia. Ethical growth Cultural evolution Political clash Economic growth

Economic growth

Identify the parties to whom companies aim to convey their messages. (Check all that apply.)

Governmental regulators General public Customers

Identify the conditions in which creativity in advertising holds special importance.

If production limitations exist If a budget is small

Identify a difference between industrial goods customers and consumer goods customers. Industrial goods customers desire profit, whereas consumer goods customers desire satisfaction. Industrial goods customers seek homogeneity, whereas consumer goods customers seek quantity. Industrial goods customers favor psychological attributes of products, whereas consumer goods customers favor physical attributes of products. Industrial goods customers use goods in the final form, whereas consumer goods customers use goods to create services.

Industrial goods customers desire profit, whereas consumer goods customers desire satisfaction.

Identify the one unique trait of the Americans in the simulated negotiation study. Frequent questioning Infrequent interruptions Infrequent use of the word "you" Frequent use of the word "no"

Infrequent interruptions

Select the characteristics of services. (Check all that apply.) Inseparability Intangibility Perishability Homogeneity

Inseparability Intangibility Perishability

Identify an accurate statement about a consumer's preference for one company's technical products over another's. It is influenced by the firm's cultural diversity. It is not influenced by the dealer's inclination to provide training. It is affected by a seller's availability to install the products. It is not affected by a country's industrialization level.

It is affected by a seller's availability to install the products.

Identify the accurate statements about the role of the Internet in advertising. (Check all that apply.)

It is used as a promotion medium for consumer goods by many companies. It uses catalogs and product descriptions for promotions.

Whirling Dervish is a U.S.-based company that manufactures Floor-It, an all-in-one floor-cleaning device that cleans, mops, and shines. The product has been on the market for over a decade and has been very successful and widely accepted by consumers. The company plans to introduce Floor-It to international markets that have few products in the floor-cleaning category. Which of the following should be a concern for the company? It must realize that Floor-It may be perceived as new in the foreign markets. It should realize that markets may consider the item outdated and not useful. It must market Floor-It as a mature and well-accepted product. It must be prepared for immediate and aggressive demand for Floor-It

It must realize that Floor-It may be perceived as new in the foreign markets.

In the authors' research study, which group of people maximized the participants' joint profits? Mexican Korean Japanese Brazilian

Japanese

Identify the potential disadvantages of advertising in newspapers. (Check all that apply.)

Lack of separation between advertising and editorial content Lack of space due to equipment limitations Long time lag before publication of advertisements

Identify a scenario that best describes protectionism. Strengthening the defense sector Limiting the amount of foreign investment in the field of education Penalizing an industry for violating safety norms Providing financial support to foreign companies

Limiting the amount of foreign investment in the field of education

Identify the reason for avoiding stereotypes in international business negotiations. Negotiations are conducted between national stereotypes rather than the people. Negotiations are always conducted between business partners from the same country. Negotiations are conducted specifically between licensing and franchising agents. Negotiations are conducted between people rather than national stereotypes.

Negotiations are conducted between people rather than national stereotypes.

Identify the problems that are associated with advertising coverage.

Sufficient information about coverage cannot be obtained. Some demographic groups cannot be reached.

Select an accurate statement about the negotiation behavior of the French-speaking Canadians in the simulated negotiation study. They followed a polite approach during negotiations. They used low percentages of commands and interruptions. They used high percentages of threats and warnings. They never maintained eye contact during negotiations.

They used high percentages of threats and warnings.

Identify an accurate statement about the Spanish negotiators in the simulated negotiation study. They did not use the word "no" in their negotiations. They were rated high on the aspect of self-disclosures. They used the highest percentage of commands. They were the most polite negotiators.

They used the highest percentage of commands.

How are large volumes of international business generated by industrial advertisers?

Through sales sheets Through catalogs

Identify a local practice that makes companies reluctant to place ads in foreign national consumer magazines.

Use of raffles to select advertisements for magazines shortly before press time

When do international promotions commonly contain mistakes?

When adequate knowledge about target markets is not available When cultural influences are improperly reflected by the communication process

If there is a difference between cultures of an existing market and a new market, then _____. sales of products in domestic markets increase adaptation increases costs of production and labor increase the frequency of subornation increases

adaptation increases

Waves Inc. and Nica Inc. are two firms that manufacture laptops for the same market. However, buyers prefer the laptops manufactured by Waves Inc. because of the easy accessibility of company-owned repair outlets. In this scenario, identify a factor that has influenced buyers' preference. product design packaging psychological attributes after-sales service

after-sales service

International small-package door-to-door express air services and the Internet have made _______ almost instantly available. brand recognition ISO 9000 certification economic development after-sales technical service

after-sales technical service

The factors that can make important differences in business negotiations are _____. age and experience cultural similarity and stereotypes religious unity and preferences stereotypes and preferences

age and experience

A successful international business negotiator should treat foreign customers and partners in a condescending manner. as the embodiment of the stereotypes of their nationalities. the same as they treat domestic business clients and associates. as individuals.

as individuals.

The simulated negotiation study indicated that negotiators from northern China emphasized _____. asking questions using the word no interruptions punishments and commands

asking questions

The feedback step of the international communications process ______.

checks the other steps for their effectiveness

Objectivity is not applicable to negotiations in nations with _____. low-context communication styles low-power-distance cultures collectivistic, high-context cultures individualistic cultures

collectivistic, high-context cultures

In relationship-oriented cultures, the goal of negotiations is a long-lasting ________ of mutual benefit. fixed exchange rate commercial relationship cultural understanding understanding of time differences

commercial relationship

During the simulated negotiation study, profits, referred to as the "negotiation pie," could be increased through _____ between negotiators. interdependence competition subjectivity cooperation

cooperation

Unlike Americans, the Japanese consider business negotiations as an occasion to _____. develop the best deals for both parties argue aggressively solve a particular problem develop lasting relationships

develop lasting relationships

Demand in global industrial markets is influenced by each country's economic and industrial stage of development. volatility. stages of cultural development. the technological level of products and services.

each country's economic and industrial stage of development. volatility. the technological level of products and services.

True or false: Adaptation is independent of changes in the psychological aspects of a product.

false

True or false: Certain companies cannot standardize the brand names of their products because those products lack equity.

false

True or false: During business negotiations, countries and companies negotiate with each other. True False

false

True or false: Errors at the receiver end of the international communications process result from inaccurate decoding by a sender.

false

True or false: In the study on the verbal behaviors of negotiators across cultures, the Mexican behavioral pattern was very similar to that of the negotiators from Brazil. True False

false

True or false: Local prerequisites for successful product adaptation facilitate the entry of service companies into foreign markets.

false

True or false: The Japanese are often located in the middle of the scale on every dimension of negotiation. True False

false

True or false: The decoding step of the international communications process precedes the encoding step.

false

True or false: When a product is assessed from a foreign user's point of view, the assessment may cause a misjudgment of the product's cultural significance.

false

Which of the following generates demand for client followers? ethnocentrism growth of local markets growth of global markets expropriation

growth of global markets

Unlike differences in language, cultural differences in nonverbal behavior are usually _____. above the levels of consciousness imperceptible to most people obvious and easily noticeable interpreted directly by people

imperceptible to most people

Rules governing comparative advertising in Europe allow ______.

implicit comparisons if they do not name competitors

The privatization of government-owned enterprises has _____. decreased demand for domestic consumer goods and services decreased a nation's preference for self-managed industries increased demand for products that are technologically advanced increased expenditure on labor and raw materials

increased demand for products that are technologically advanced

The more innovative a product is observed to be, _____. it becomes increasingly challenging to acquire consumer approval it becomes increasingly difficult for consumers to recall the product the easier it is to modify primary functions of the product the easier it is to provide after-sales services across countries

it becomes increasingly challenging to acquire consumer approval

Companies that sell industrial products globally often encounter problems caused by lack of common manufacturing standards. lack of rules protecting intellectual property rights. lack of common distribution standards. lack of the English system of measurement.

lack of common manufacturing standards.

In the context of international negotiations, the American value of objectivity almost always takes a back seat because business dealings in collectivistic nations are based on _____. long-term reciprocity low-context communication high-power distance short-term reciprocity

long-term reciprocity

According to the simulated negotiation study, it was observed that during negotiations, the English-speaking Canadians used the _____. highest percentage of threats and warnings lowest percentage of aggressive persuasive tactics highest percentage of commands lowest percentage of interruptions

lowest percentage of aggressive persuasive tactics

"Standardization versus adaption" is a dilemma that arises mostly when a business is? promoting foreign services. marketing industrial products. marketing consumer goods. manufacturing industrial goods.

marketing consumer goods.

In the simulated negotiation study, the behavior of the American negotiators fell in the _____. category that used the lowest percentage of self-disclosures middle of most continua of the study end of most continua of the study group that used the highest percentage of interruptions

middle of most continua of the study

In the context of international business negotiations, the American values of objectivity, competitiveness, equality, and punctuality frequently cause _____. the decline of stereotypes the continuum of self-disclosures misunderstandings and bad feelings dependence and collectivism

misunderstandings and bad feelings

In comparison to Japanese negotiators, Korean negotiators used facial gazing and self-disclosures. higher levels of questioning. more punishments and commands. instances of silent periods.

more punishments and commands.

According to the study of verbal behaviors of negotiators across different cultures, the negotiation style of the French negotiators was the _____. least threatening most aggressive least commanding most polite

most aggressive

For nearly a decade, the coffee manufactured in Corica did not gain popularity in the global market because the country was well known for manufacturing tea. But Corica's coffee-manufacturing companies stayed in the market and devised strategies to increase the sales of their products. In this scenario, it is evident that _____.

negative stereotypes can be overcome, but it takes a long time

The conversational style of Japanese negotiators is typically characterized by _____. periods of silence facial gazing use of "no" and "you" a large number of questions

periods of silence

Which of the following are key drivers of success and failure in knowledge-based services such as consulting, engineering, and education? (Check all that apply.) perishability of products homogeneity of products personnel issues intellectual property rights

personnel issues intellectual property rights

According to the simulated negotiation study, the Mexican behavioral patterns demonstrated the _____. aggressive negotiation style of the Mexicans importance of commands in negotiations benefits of using stereotypes in negotiations pitfalls of language-group generalizations

pitfalls of language-group generalizations

Zest Corp. launches a new health drink for children and youth. Because the product is new and has a small market share, the company distributes trial packs of the product to students in schools and colleges. In this scenario, the promotional tool implemented by Zest Corp. is ______.

product sampling

In some countries, policies related to radio and television advertising have changed in recent years because _____.

production costs are high

According to the simulated negotiation study, the Israeli negotiators used the highest percentage of _____. promises and recommendations self-disclosures threats and warnings language-group-generalizations

promises and recommendations

According to the study on simulated negotiations across cultures, the Germans were low on the percentage of _____. promises and recommendations questions asked self-disclosures aggressive behaviors

questions asked

Like the French and Spanish negotiators in the simulated negotiation study, the Brazilian negotiators were _____. demanding quite aggressive polite high on promises

quite aggressive

Companies that offer services to other businesses often enter foreign markets so that they can minimize after-sales technical services. minimize the flow of foreign goods into domestic markets. service their local clients abroad. use their international offices as a tax write-off.

service their local clients abroad.

When marketing technological products globally, customer training is important because these products are often of poor quality. ISO 9000 certification for these products is unreliable. licensed service outlets might not be available. the company that buys the product might not have employees who know how to use it.

the company that buys the product might not have employees who know how to use it.

Decoding

the conversion of a message from a source into effective symbolism

Wonderscreens Inc., a U.S. based company, is a renowned global manufacturer of laptops. The laptops manufactured by Wonderscreens Inc. fail to gain popularity among consumers in a few countries, and the company does not make the desired profit there. In this scenario, the laptops fail to sell because _____. the company has ambitious marketing strategies the company is less popular in the global market the customer does not need or cannot afford the company's product they are products of a domestic company

the customer does not need or cannot afford the company's product

When a market analyst studies a product's features using the self-reference criterion, _____. devising ways to customize and adopt the product becomes easy the product's cultural significance may be misjudged devising strategies to promote the product in domestic markets become easy the product's psychological attributes in a global market are accurately interpreted

the product's cultural significance may be misjudged

List in order the stages of Rostow's five-stage model of economic development, beginning with the first stage.

the traditional society preconditions for takeoff takeoff drive to maturity the age of mass consumption

Simulated negotiation research reveals that compared with negotiators from all other countries, American negotiators place the most value on _____. time interdependence subjectivity patience

time

Much of the world's desire for international services is driven by subornation. political clashes. trade. cultural diversity.

trade

Before passage of the GATT and NAFTA free-trade agreements, movement of people and technology from country to country was less strict. the ISO 9000 series certifications governed international trade. trade in services was governed by a few international rules emphasizing "fair play." there were fewer restrictions on intellectual property rights.

trade in services was governed by a few international rules emphasizing "fair play."

In some countries, numerous different media have split markets into ______.

uneconomical advertising segments

A similarity between the Russian and the Japanese negotiation style is the _____. focus on threats and warnings frequency of interruptions extreme number of questions asked use of silent periods

use of silent periods

A study of simulated negotiations found that there is a similarity among negotiators across different cultures in _____. the linguistic aspects of negotiators nonverbal behaviors the cultural stereotypes of negotiators verbal bargaining behaviors

verbal bargaining behaviors

Word-of-mouth advertising works especially well ________. (Check all that apply.)

where people show an orientation toward information where people exhibit uncertainty avoidance tendencies