MKT 4270 SMARTBOOK EXAM 3
Identify a scenario that best describes derived demand in industrial markets.
Demand for power supply accelerates the building of more hydroelectric power plants.
Identify the traits that were found to predict success in international business negotiations in the study conducted at Ford Motor Company and AT&T. (Check all that apply.)
Influence at the headquarters Willingness to use team assistance Listening skills
As in all areas of international business, the _____ is facilitating relationship building and maintenance in new ways.
Internet
Identify an accurate statement about a consumer's preference for one company's technical products over another's.
It is affected by a seller's availability to install the products.
Identify an accurate statement about leasing in international markets.
It is an important approach to selling capital equipment in foreign markets.
Identify the accurate statements about the role of the Internet in advertising. (Check all that apply.)
It uses catalogs and product descriptions for promotions. It is used as a promotion medium for consumer goods by many companies.
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
Why are highly developed advertising strategies needed?
Because sophistication of foreign consumers has increased Because competition for world markets has intensified
_____ is the most meaningful activity of negotiating in international business.
Listening
Which linguistic limitations do advertisers face? (Check all that apply.)
Low literacy rates Diverse education and social norms Translation issues
Identify typical reasons why marketers can lower their costs by shipping unassembled goods to a free trade zone (FTZ) in an importing country. (Select all that apply.)
Lower labor costs in the importing country Lower tariffs on unassembled goods
Why are first offers viewed as the last potential source of conflict in information exchange in international business negotiations?
Price padding varies from culture to culture.
Identify the advantages associated with trade shows. (Check all that apply.)
Products can be demonstrated to customers. Many customers cannot be contacted in any other way. A company can begin to develop a relationship with distributors, agents, and suppliers.
Which media do governments most commonly prohibit from accepting advertising materials?
Television and radio
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?
The extra capacity is not required or expected.
What objectives do good public relations accomplish? (Check all that apply.)
Unfavorable events, rumors, and stories about companies are managed. Media and press are encouraged to cover positive stories about companies. Companies are helped to communicate messages to their customers.
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
Work councils in Europe help determine compensation plans and _____.
approve the plans before their implementation
Unlike letters of credit, dollar drafts _____.
are drawn by a seller on a buyer and presented to the seller's bank
Cartel associations _____.
are unable to maintain control for long periods
In countertrading negotiation, one major problem is _____.
ascertaining the value of goods being offered as payment
In international business negotiations, the most powerful tactic of persuasion is to _____.
ask more questions
The simulated negotiation study indicated that negotiators from northern China emphasized _____.
asking questions
One of the best ways for monolingual, English-speaking expatriate sales representatives to communicate effectively with their foreign customers is to _____.
attempt to understand their language and culture
The cost of reaching a prospect using advertising depends on the _____.
bargaining ability of agents
A company's desired option if negotiations fail is its _____.
best alternative to a negotiated agreement
In contrast to expatriates, local nationals have _____.
better knowledge about a country's business structure and systems
Two factors that are considered important requisites for international marketing positions are _____.
breadth of knowledge and a positive outlook
At the beginning of any business negotiation, it is important to _______.
build trusting interpersonal relationships
An advantage of online trade shows is that
businesses and customers can connect with each other in an affordable way.
The advantage of dollar drafts for a seller is that they _____.
can be discounted for instant payment at a bank
The most important advantage of recruiting expatriates in a foreign sales force is that they ______.
can communicate influentially with their headquarters' personnel
A(n) ______ is involved in setting prices of its members' common products, distributing profits and assigning market territories.
cartel
When several companies manufacturing similar goods cooperate to control the markets for their products, they have formed a(n)
cartel
The form of payment that places an unwanted burden on the customer is a(n) _____ arrangement.
cash in advance
One technique that companies use to recoup from inflation pressure and price controls is to _____.
charge for additional services
A U.S.-based law firm establishes a branch office in the United Kingdom. A U.K.-based steel manufacturing company hires the law firm to take care of its legal issues. The law firm is an example of a(n)
client follower.
When attempting to design equipment that will be successful in all parts of the world, a company should anticipate extreme variations in
climate.
Identify the cultures in which it is particularly important to focus on developing long-term business relationships with clients. (Check all that apply.)
collectivistic cultures high-context cultures
A majority of expatriate failures are attributed to a lack of _____.
cross-cultural understanding
Global advertising expenditures tend to be _____.
cyclical
In the international communication process, symbols that are transmitted from information sources are interpreted by receivers in the _____ step.
decoding
Experts believe that the dissatisfaction of expatriates' families with the compensation they receive when they are repatriated can be reduced by _____.
decreasing the benefits provided overseas
Free trade zones (FTZs) enable price control by _____.
exempting duty on overhead costs
One of the traits found to be an important predictor of success in negotiations with international clients and partners in the study conducted at Ford Motor Company and AT&T is the ability to _____.
exert influence at headquarters
Consumer product firms enter global markets to
expand their customer base across countries.
As world trade grows and more companies hire locals for marketing jobs, there is an increase in the number of companies that rely on ______ when the products being sold are highly technical.
expatriate personnel
Expatriates who return home from a foreign assignment often feel that they _____.
experience a loss in status
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
True or false: Demand in international industrial markets is less volatile than demand in consumer markets.
false
True or false: The volatility of industrial demand remains unaffected by derived demand.
false
The most common reasons for a manager to refuse an assignment abroad are concerns for _____.
family and career
The problems that families face when they are repatriated are _____.
financial readjustments and lifestyle changes
A characteristic of international salespeople that enables them to be sensitive to foreign market habits and adapt to foreign company requirements is _____.
flexibility
A financing technique for situations in which a company lacks large cash reserves to finance its customers is _____.
forfaiting
A thorough audit for ISO 9000 recertification is completed every
four years.
Change in culture can be brought about through _____.
global mass media advertising
The job of an international sales manager is made more interesting by the _____.
globalization of markets and customers
Which of the following generates demand for client followers?
growth of global markets
Unlike expatriates, local nationals are better able to ______.
guide their company through unknown distribution systems and referral networks
The drawbacks of an expatriate sales force include _____.
high costs and cultural and legal barriers
The features that a company's management looks for when recruiting international marketing personnel are _____.
high stamina and enjoyment of travel
There is a big shift from holding a phone to your ear to _____.
holding it in your hand
The choice of expatriates over locals is often complicated by the ______.
host government's feelings about foreign workers
A company may limit or decrease print advertising _______.
if printing is of poor quality if high-grade paper is not available
Inventive negotiation is advocated when _____.
impasses are reached between the negotiating teams
Rules governing comparative advertising in Europe allow ______.
implicit comparisons if they do not name competitors
The probability of parallel imports increases due to _____.
import quotas and high tariffs
Two challenges that can lead to the failure of a business if the seller is unable to offer long-term financing options to customers are _____.
inconvertible currencies and cash-short customers
To be successful in a deflationary market, an exporter must _____.
increase brand value while keeping prices low
The privatization of government-owned enterprises has _____.
increased demand for products that are technologically advanced
In comparison to the other Asian groups in the study on verbal behaviors of negotiators across cultures, the Chinese in Taiwan provided more _____.
information in their statements
According to the study of negotiators across cultures, the northern Chinese negotiators made statements that were classified as _____.
information-exchange tactics
Which of the following are problems associated with countertrading?
insufficient time to carry out market analysis uncertain potential demand for goods offered in payment
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.)
intellectual property rights personnel issues
ISO 9000 is a system of
international industrial standards.
The study on the negotiating behaviors across cultures revealed that compared to Japanese negotiators, Korean negotiators frequently
interrupted other speakers.
According to the simulated negotiation study, the French-speaking Canadian negotiators used a high percentage of _____.
interruptions and eye contact
The primary methods used to evaluate the traits required by international marketing personnel are _____.
interviews and role-playing exercises
Price escalation is a tricky situation because _____.
it can rocket upward once it begins
The most common career-related reason for expatriates resigning from their positions after returning home is the _____.
lack of a concrete and detailed career plan
A company assigns a smaller number of home-country nationals to foreign posts when the foreign country has a(n) ______.
large number of experienced and trained locals
The _______ is an important selling technique to reduce high prices and capital shortages for capital equipment or high-priced durable goods.
leasing system
According to the analysis of verbal behaviors in negotiators across cultures, the style of Japanese interaction is characterized by _____.
less aggression and more politeness
After cash in advance, _____ provide the most protection for a seller because they guarantee the payment of dollars to the seller on presenting appropriate shipping documents.
letters of credit
Companies can effectively use direct mail for advertising in countries where there is ______.
limited availability of other media
Cartel members' greed leads to _____.
limited control of the industry in the long run
A disadvantage of relying on an expatriate sales force is the _____.
limited number of highly trained personnel willing to move abroad
There is an increasing preference for _____ in a company's foreign sales team.
local nationals
Most of the problems in training programs for both expatriates and local nationals originate from _____.
long-established behavior and attitudes
Solving translation problems when companies negotiate with foreign companies can _____.
make the negotiations more efficient
In the industrial products market, the primary goal of buyers is
making considerable profit.
Identify a measure that restricts data transmission to foreign countries.
mandating tariffs on the transmission of information
ISO 9000 standards were established to certify and register a
manufacturer's quality system.
ISO 9000s were designed to ensure that
manufacturers would establish quality control systems.
"Standardization versus adaption" is a dilemma that arises mostly when a business is
marketing consumer goods.
Due to the high level of required independence while working abroad, expatriate and third-country personnel must possess ______.
maturity
If an internationally assigned salesperson is ineffective due to his or her inability to make independent ethical decisions, the salesperson most likely lacks ______.
maturity
To succeed in industrial goods markets, products must
meet current market requirements.
The price quotation and contract should define _____.
quality and quantity
In international business negotiations, vital information can be gathered with the passive and powerful use of _____.
questions
According to the study on simulated negotiations across cultures, the Germans were low on the percentage of _____.
questions asked
Like the French and Spanish negotiators in the simulated negotiation study, the Brazilian negotiators were _____.
quite aggressive
Geographic coverage is generally known for _______.
radio and television
Identify a similarity between Russian and Japanese negotiation styles.
rarely using the words "no" and "you"
Companies exporting goods attempt to lower tariffs on their goods by _____.
reclassifying them under categories that charge lower duties
Manufacturers can minimize price escalation by
reducing the general quality of the product.
The best way to recruit managers and sales representatives for international marketing assignments is through _____.
referral programs
A laptop manufacturing company shares information about its progress online to reach out to its prospective clients and franchisees. It also provides links to its inventories and catalogs. This scenario is an example of
relationship marketing.
To meet the needs of advertisers and agencies for high-quality information, ______ is growing increasingly reliable.
research data
After their initial efforts were halted by European authorities, some industries now try to curb parallel trade by _____.
restricting the supply of products to meet the local requirements
One factor that can help guarantee that international negotiators are adequately prepared is
team assignments.
Some countries are fast-forwarding through the stages of economic development by making use of
technology.
The reach and pace of word-of-mouth advertising have been changed by the power of _____.
the Internet
Exporting companies may inflate selling prices of exported products because _____.
the companies are affected by inflation and price regulations that are not under its control
When marketing technological products globally, customer training is important because
the company that buys the product might not have employees who know how to use it.
Exports accelerate when
the currency of the exporting country is weaker than the currency of an importing country.
The significance of providing feedback in the international communications process is that ______.
the effectiveness of the process can be evaluated
The rapid growth of international business services has been hampered by
the imposition of direct and indirect trade barriers. restrictions that prevent foreign companies from competing in domestic markets.
The designs of industrial products offered by suppliers need to be regularly updated because
the markets are always changing, and so are the customer's needs.
Ken is the marketing executive of a multinational company. The company launches a new product into the market, and Ken is responsible for globally promotion of the product. However, the effort undertaken by Ken to communicate the message internationally fails. In this case, a probable reason for failure is that _____.
the requirements and desires of the target markets were not assessed properly
The impact of satellite television is a matter of concern for governments because _____.
they are afraid of losing control of the media
Open account transactions tend to be rare in foreign trade because _____.
they are disadvantageous to sellers
nationals are expatriates from their own countries who are employed by foreign companies in a third country.
third country
An Armenian national working in Indonesia for a Peruvian company is an example of a ______.
third-country national
It is essential for companies that wish to compete worldwide to incorporate ______ into their strategy.
total quality management
Before passage of the GATT and NAFTA free-trade agreements,
trade in services was governed by a few international rules emphasizing "fair play."
Much of the world's desire for international services is driven by
trade.
Advertising campaigns often fail due to perceptions based on heritage and _____.
tradition
True or false: Customer training programs help buyers by enabling them to operate and maintain technical equipment on their own.
true
In business negotiations, a task-related information exchange suggests a _____.
two-way communication process
In some countries, numerous different media have split markets into ______.
uneconomical advertising segments
If long-term contracts do not carefully consider exchange rates, then companies provide ______.
unintentional discounts
The most common reason expatriates become dissatisfied and decide to return home from their assignments early is _____.
unsuccessful family adjustment
A similarity between the Russian and the Japanese negotiation style is the _____.
use of silent periods
A practical approach to pricing when a company has unused production capacity and high fixed costs is _____.
variable-cost pricing
When a firm is concerned only with the minimal or incremental cost of producing goods to be sold in foreign markets, it often uses _____.
variable-cost pricing
Employees in a company's international sales force who manage the company's operations in a foreign market without moving to the other country are known as _____.
virtual expatriates
In the context of international business negotiations, unlike low-context cultures, high-context cultures are hesitant to _____.
voice disagreements
Uncontrolled causes of the escalated price of exported goods confine the sale of a product to _____.
wealthy customers, who are insensitive to the price of a product
Word-of-mouth advertising works especially well ________. (Check all that apply.)
where people show an orientation toward information where people exhibit uncertainty avoidance tendencies
Internal labor union committees in Europe that are involved in setting rules about compensation for the whole company are known as
work councils
When price differences are greater than the cost of transportation between two markets, the possibility of a
parallel market occurs
One major reason many people resist repatriation is _____.
pay
The conversational style of Japanese negotiators is typically characterized by _____.
periods of silence
In international business negotiations, it is important to have a follow-up communication process after negotiations, especially in high-context cultures, where _____.
personal relationships are crucial
According to the simulated negotiation study, the Mexican behavioral patterns demonstrated the _____.
pitfalls of language-group generalizations
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
In international business, the most desirable trait for negotiators is ______.
preparation and planning ability
The additional costs incurred due to exporting products from one country to another are known as _____.
price escalation
The types of documentation required for a sale, the currency to be utilized, and the credit terms are specified in _____.
price quotations
In developing economies, the ______ is an important factor in marketing.
price-quality relationship
Which of the following factors form a customer's perception of quality? (Check all that apply.)
prices of rival products level of technology reflected in a product support services and follow-through
Unlike the Japanese, Americans consider business negotiations as a(n) _____.
problem-solving activity
In some countries, policies related to radio and television advertising have changed in recent years because _____.
production costs are high
Identify a factor that affects demand in industrial markets.
professional buyers acting in concert
According to the simulated negotiation study, the Israeli negotiators used the highest percentage of _____.
promises and recommendations
The Internet helps companies use relationship marketing to
promote online business-to-business commerce.
Companies find that recruiting executives for international assignments is simplified when these candidates are given _____.
promotions for their good performance
The expansion of global business services has been seriously threatened by
protectionism.
The probability of a misunderstanding between a sender and a receiver can be minimized if a(n) ______ exists between them.
psychological overlap
What are the consequences of using technology in factories or industries? (Check all that apply.)
Access to inexpensive labor is less important. Access to raw materials 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.
What are the components of integrated marketing communications?
Advertising Sales promotions Direct selling Trade shows Personal selling
Identify Europe-wide promotional strategies.
Advertising concepts should be designed to appeal to market segments. Market segments across European countries should be identified.
Select the two ways of viewing pricing.
As an active instrument of accomplishing marketing objectives As a static element in a business decision
Identify the ways in which governments control pricing in their countries. (Check all that apply.)
By granting subsidies By establishing margins By setting price ceilings and floors
How does total quality management start?
By talking to customers
Why do international advertisers seldom bother with foreign national consumer magazines?
Circulation figures may not always be dependable. Magazines may accept more advertisements than they have space to run. Placement problems may be caused due to paper shortages.
Identify the concerns that are being raised in the advertising industry. (Check all that apply.)
Companies are practicing deception in advertising. It is difficult to define and control decency in advertisements. Certain advertisements demean women.
Identify an accurate statement about using variable costs in pricing.
Companies view any foreign sales as bonus sales.
What benefits do consumer product firms derive by marketing internationally? (Check all that apply.)
Competition with other companies can be maintained. Life cycles of products can be extended. Sales and profits can be enhanced.
Identify the examples of noise that affect any or all of the other six steps of the international communications process.
Competitive activities Confusion
How are mobile devices used in advertising? (Check all that apply.)
Consumers are allowed to ask marketers questions. Information and web services are offered to users. Innovative answers are delivered by marketers to users.
Identify a scenario that best describes the influence of after-sales service on demand for technical products.
Consumers buy cars from a particular manufacturer because that manufacturer has reliable maintenance facilities.
Identify the objectives that can be achieved through sales promotions. (Check all that apply.)
Consumers can be introduced to stores or brands. Advertising can be supported and augmented. Stores can be encouraged to stock products. Retail point-of-purchase displays can be gained.
_____ is necessary for international salespeople because it helps them avoid feeling antagonism toward and confusion in foreign environments.
Cultural empathy
_____ is the first step in managing a sales force.
Design
What causes international communications to fail?
Different cultural interpretations may hinder the understanding of messages. Media inadequacy may hinder the flow of messages. The needs and wants of a target market may not have been assessed properly.
Identify a true statement about international sales representatives.
Different techniques should be used to motivate marketing employees from different countries.
Identify the reasons why many producers don't know the final price of a product. (Check all that apply.)
Diverse channels Lack of standardized middlemen profits
Which of the following statements is true about electronic currencies?
Electronic currencies are expected to replace existing hard national currencies.
A company has introduced into a foreign market a highly technical product that requires personnel with extensive background information to sell it. What kind of sales personnel are likely to best sell the product?
Expatriates
Identify the circumstances under which an exporting company would deny sale of products to its customers on credit. (Check all that apply.)
Exporter chooses not to sell the products on credit terms Restrictions within a buyer's country delaying payment indefinitely
Which of the following should be completed or considered before the start of negotiations?
Facts to confirm during the negotiation Assessing the situation and the people Confirming the agenda Best alternative to a negotiated agreement (BATNA
Select the criteria under which companies may make sales on open accounts. (Check all that apply.)
For subsidiaries of the seller For customers with exceptional credit standings
Identify the characteristics of French negotiators in the simulated negotiation study. (Check all that apply.)
Frequent interruptions Frequent use of the word "you" Highest usage of threats
Identify the parties to whom companies aim to convey their messages. (Check all that apply.)
General public Governmental regulators Customers
Identify the true objective of international business negotiations.
Highly profitable business relationships
Identify the conditions in which creativity in advertising holds special importance.
If a budget is small If production limitations exist
Identify the changes in the new millennium that have altered the way that companies choose their chief executives. (Check all that apply.)
Increasing international competition Accelerated changes in technology Increasing globalization of companies
Which of the following methods allow manufacturers reduce the cost of production? (Select all that apply.)
Manufacturing goods in a country that supplies cheap skilled labor Eliminating expensive functional features
What happens when media limits companies' creative strategies? (Check all that apply.)
Marketers must stress other components of the promotional mix. Advertising becomes a smaller part of the promotional program.
Which types of advertising agencies might a company choose to hire when it is seeking local modification and the best cultural interpretation of its advertising message?
Multinational agencies with local branches Company-owned agencies Local domestic agencies
Identify the reason for avoiding stereotypes in international business negotiations.
Negotiations are conducted between people rather than national stereotypes.
Identify a scenario that illustrates the effect of climate on product design.
Only eight-wheeled vehicles are sold in Gumorah because it is a desert region.
In the context of advertising strategy and goals, why do multinational companies strive to increase control and efficiency without sacrificing local responsiveness?
Promotional programs in multiple countries have given rise to coordination problems. Companies desire a broader company or product image. Costs of advertising have increased.
Select the values that are held strongly and deeply by most Americans. (Check all that apply.)
Relationships Equality and punctuality Objectivity and competitiveness
An aircraft manufacturing company launches a new aircraft model. Due to poor market response, the company nearly stops manufacturing it. However, the company later decides to display the model in a trade show. Identify a benefit that the company will reap by attending the trade show.
Relationships with potential distributors and franchisees can get started
Identify the problems that are associated with advertising coverage.
Sufficient information about coverage cannot be obtained. Some demographic groups cannot be reached.
Identify factors that have contributed to the emergence of virtual expatriates. (Check all that apply.)
Reluctance of executives to move abroad Advancements in communications technologies
Which of the following pricing approaches allows companies to reach a market segment that is relatively price insensitive and willing to pay a premium price for the value received?
Skimming
The demand for high-tech products has increased because of the disintegration of the
Soviet empire.
What must a company's management do in order to meaningfully select personnel for international marketing positions?
Specifically define the expectations it has of its people
Identify the disadvantages of hiring local nationals. (Check all that apply.)
Their advice is generally ignored by those at the home office. Their effectiveness is reduced because of their limited English-speaking ability.
Identify a true statement about salespeople who dislike travel and lack energy.
They are fatigued more easily by their job demands.
Identify features of Israeli negotiators that were observed in the simulated negotiation study.
They frequently interrupted one another during negotiations. They used the lowest percentage of self-disclosures.
Identify the advantages of an expatriate sales force.
They have more technical and product-line knowledge. They add to the prestige of a product line. They are dependable and can influence headquarters.
Select an accurate statement about the negotiation behavior of the French-speaking Canadians in the simulated negotiation study.
They used high percentages of threats and warnings.
Identify an accurate statement about the Spanish negotiators in the simulated negotiation study.
They used the highest percentage of commands.
Identify the levels at which cultural differences cause problems in international business negotiations. (Check all that apply.)
Thinking and decision-making processes Language and nonverbal behaviors Values
Identify the purpose of the preliminary nontask discussions in business negotiations.
To form proposals and arguments using appropriate language and examples for the situation
Better international business agreements can be achieved by _____.
appreciating cultural differences
Identify the factors that can cause an international marketer to symbolize a message incorrectly at the encoding step.
Values and beliefs of spokespersons Timing and appropriateness of spokespersons Tastes of spokespersons Humor of spokespersons Problems of media availability and literacy
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
In which of the following circumstances are online trade shows a useful substitute for attending a live trade show? (Check all that apply.)
When economic situations are difficult When political situations are difficult
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 Abstractions Terse writing
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
a firm's general performance.
An increase in forward hedging during international trade can be attributed to the absence of ______.
a relatively stable currency
One of the reasons for the increasing preference for hiring locals over expatriates is the locals' _____.
ability to overcome cultural and legal barriers
During the first three stages of economic development, countries use technological advancements to
accelerate their industrialization process.
Dollar drafts can be discounted for immediate payment at a bank only after they are _____.
accepted by the buyer
One way a government can control prices is to _____.
act as a selling monopoly
A company supplies printing machines to newspaper agencies across the world. Though the product supplied to different countries is standardized, the product must be customized somewhat to suit the requirements of different agencies. This scenario is an example of
adaptation of industrial products.
In the context of relationship marketing, identify the primary functions of global account managers. (Check all that apply.)
adapting as situations change working in harmony with the customer's personnel collecting information
An attempt to establish prices for an entire market is _____ pricing.
administered
Pricing that can be determined through cooperation of competitors; through national, state or local governments; or by international agreement is called _____ pricing.
administered
Highly skilled, career-minded employees typically will not go abroad unless there is proof of _____.
advance planning to protect career development
The most important elements of marketing communications for most companies are _____ and personal selling.
advertising
Which business services companies were among the first to launch branch offices as "client followers" in foreign countries? (Check all that apply.)
advertising accounting banking
In international industrial markets, the level of technology of products and services
affects the appropriateness of their sale in some countries.
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.
after-sales service
The managers of a multinational pharmaceutical firm are direct and professional in their approach toward their clients. However, they instruct local managers in Surasia to focus on developing relations based on trust with their existing and potential clients. These instructions are possibly given because Surasia is located in a culture that is
collectivistic.
In relationship-oriented cultures, the goal of negotiations is a long-lasting ________ of mutual benefit.
commercial relationship
One of the great creative challenges in advertising in diverse cultures is the problems associated with ______.
communicating to individuals
Entry into many markets is based on access to appropriate _____.
communication channels to customers
The need to develop cultural awareness among expatriates is increasing because _____.
companies are growing dependent on foreign revenue
In Europe, there are variations in laws that control ______ advertising from country to country.
comparative
The largest difficulties in _____ occur in conglomerates that employ domestic and foreign personnel.
compensation planning
Countries purchase high-tech products during the first three stages of industrial development so they can
compete in global markets.
ISO 9000 standards can affect businesses in the European Union in what ways?
competitively legally
The Internet is expected to enable an online electronic barter economy by _____.
complementing and expanding real-world barter exchanges
A factor that causes a foreign country to limit the number of non-nationals a company brings into the country is the ______.
concern about foreign corporate domination
As a result of preliminary nontask discussions, negotiation teams can decide whether to _____.
continue to discuss business
When the value of a seller's currency is weak compared to the buyer's currency, companies usually use ______.
cost-plus pricing
A pricing tool that international marketers can use to create a competitive advantage is ______.
countertrading
The idea behind exporting companies restricting the supply of products to meet only local requirements is that
countries should just be able to match their citizens' demand with supply.
To ensure that a candidate will operate effectively in a foreign culture, a company's international marketing positions should include _____ along with a description of the position.
country-specific requirements
A major limitation of using the Internet to advertise consumer products is the Internet's lack of _____.
coverage
A rise in the number of students going overseas for higher education has increased the popularity of social networking sites because students need an affordable medium to keep in touch with their friends and families. Which concept applies to this scenario?
derived demand
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.
When a demand depends on another source, it is known as
derived demand.
The number, features, and assignments of sales representatives are decisions regarding the _____ of a sales force.
design
Unlike Americans, the Japanese consider business negotiations as an occasion to _____.
develop lasting relationships
To combat media limitations, advertisers in some countries have
developed their own media.
A tractor manufacturer stops supplying tractors to farmers in Parain because of the availability of low-cost labor there and the consequent lack of demand for tractors. Because per capita income in Parain is low, workers willingly work for minimal wages. In this scenario, low-cost labor is easily available in Parain because it has a _____ economy.
developing
Companies in European countries sometimes compete with imports of their own products at lower prices because of _____.
different taxes and competitive price structures
Anne's Diadem is a multinational jewelry giant that exports its goods to the country of Elwonia. The economy in Elwonia is undergoing a deflationary spell. To prosper during deflation, Anne's Diadem must _____.
discount its prices to gain more customers
All types of import taxes and tariffs function to
discriminate against all overseas goods.
The task of making design decisions is made more challenging by the _____.
diverse conditions in international markets
During the stage of task-related information exchange in business negotiations, a superior negotiation tactic is to _____.
drain information from a counterpart
If products are sold below their cost of production, those products are ______ on foreign markets.
dumped
Which of the following occurs when a company sells goods in a foreign market below the price of the same goods in the domestic market?
dumping
The simulated negotiation study found that the Chinese in Taiwan were extraordinary in the _____.
duration of facial gazing
A nation's economic development can be assessed by examining the quality of its _____.
educational system
An important trait for international personnel, not needed in domestic sales positions, is _____.
emotional stability
The most common complaint heard from American managers regarding foreign clients is that the clients ________.
engage in side conversations
The main duty of a negotiator is to gather information with the objective of _____.
enhancing creativity
Radio and television have become major communications media worldwide, likely because of their ______ value.
entertainment
In the context of international business negotiations, the American values of objectivity, competitiveness, equality, and punctuality frequently cause _____.
misunderstandings and bad feelings
To properly perceive actual market needs, an international marketer should rely ______.
more on effective research
In comparison to Japanese negotiators, Korean negotiators used
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 _____.
most aggressive
In most countries, media prices are ______.
negotiable
Any or all of the first six steps of the international communications process can be affected by unpredictable and uncontrollable influences. These influences are collectively known as
noise
One can determine if a client's attention is focused on business or distracted by personal or professional matters during the business negotiation stage called _____.
nontask sounding
The preliminary talk on topics other than specific business topics that leads to the actual discussion of the business after 5 to 10 minutes is known as
nontask sounding
IS0 9000 certification
often increases a company's stock price.
A law has recently been passed in the country of Murivia. This law permits government agencies in Murivia to inspect files of multinational firms that have business connections with other countries. In this scenario, identify a trade barrier that has been imposed.
restriction on transmitting data to foreign nations
Consumer purchases and retailer cooperation can be increased by implementing marketing activities known as ______.
sales promotions
A(n) ______ presents company offerings, gathers information on consumers, and serves as the last link in the execution of a company's marketing and sales strategy.
salesperson
The most direct connection between a customer and a company is a ______, who is viewed as the embodiment of the company by most customers.
salesperson
The study conducted on verbal behaviors of negotiators across cultures revealed that the Germans were extraordinarily high in percentage of _____.
self-disclosures
The videotaped simulated negotiation study suggested that the Spanish negotiators were low on the percentage of _____.
self-disclosures
The _____ assumes all the risk of receiving the payment with bills of exchange.
seller
An important factor that decides if a consumer wishes to buy technical products from a particular company is the
seller's willingness to provide training.
International personnel officially represent their company abroad and are required to be _____.
sensitive to the variations in behavior across countries
Companies that offer services to other businesses often enter foreign markets so that they can
service their local clients abroad.
Letters of credit are advantageous for a seller because they _____.
shift the risk of a buyer's payment to a bank that issues them
Reducing or eliminating middleman mark-ups can lower distribution costs due to ______.
shorter channels
Cumulative value-added taxes provide incentives for ______.
shorter distribution channels
As growing markets and domestic-only competition have faded in recent years, fewer chief executives are coming from _____.
single-discipline backgrounds
Companies assign a number of marketing personnel to foreign countries based on the ______.
size of the operation and the availability of qualified locals
When a company's objective is to reach the part of the market that is somewhat price insensitive and willing to pay a premium, it uses _____.
skimming
Cultural stereotypes should be avoided in international business negotiations because _____.
stereotypes are grossly oversimplified overgeneralizations
