Marketing Management Topic 21

5) Which of the following is the first stage of the internationalization process that can induce firms to enter the international arena? A) no regular export activities B) export via independent representatives (agents) C) establishment of one or more sales subsidiaries D) establishment of production facilities abroad E) adoption of a flexible exchange rate regime

A Page Ref: 599 Objective: 1 Difficulty: Easy

10) In a waterfall approach to international expansion, ________. A) firms enter countries gradually in a sequence B) firms enter those countries first where the demand for the product is greatest C) countries are entered based upon the availability of government subsidies D) firms enter those countries first where the supply of raw material is greatest E) countries are entered based upon ease of entry

A Page Ref: 600 Objective: 2 AACSB: Analytic skills Difficulty: Easy

13) "BRIC" is an acronym for ________. A) Brazil, Russia, India, and China B) Bolivia, Russia, Indonesia, and China C) Brazil, Russia, Indonesia, and China D) Bolivia, Russia, India, and Canada E) Bolivia, Russia, Indonesia, and Canada

A Page Ref: 600 Objective: 3 Difficulty: Easy

22) While choosing countries to invest in, companies sometimes choose psychic proximity to their own country. Psychic proximity can best be defined as ________. A) countries in which the company feels comfortable with the language, laws, and culture B) countries that are located close C) countries that the home country's management team have visited D) countries that have no trade barriers E) countries with good infrastructure and stable political environment

A Page Ref: 604 Objective: 3 AACSB: Reflective thinking Difficulty: Easy

18) Which of the following countries is a member of ASEAN? A) Indonesia B) Japan C) United States D) India E) Brazil

A Page Ref: 604 Objective: 3 Difficulty: Moderate

24) Domestic-based export merchants ________. A) buy manufacturers' products and then sell them abroad B) manage a company's export activities for a fee C) buy foreign products and sell them in the domestic country D) seek and negotiate foreign purchases E) carry on exporting activities on behalf of several producers

A Page Ref: 605 Objective: 4 AACSB: Analytic skills Difficulty: Easy

28) James Franks lives in Miami. He buys local products from manufacturers in Miami and other parts of Florida and sells them abroad, mainly to Caribbean nations. Mr. Franks is a(n) ________. A) domestic-based export merchant B) domestic-based export agent C) cooperative agent D) export-management agent E) direct exporting agent

A Page Ref: 605 Objective: 4 AACSB: Analytic skills Difficulty: Easy

26) Companies typically start their international foray with ________, which involves working through independent intermediaries who sell their products abroad. A) indirect exporting B) licensing C) franchising D) direct exporting E) joint ventures

A Page Ref: 605 Objective: 4 AACSB: Reflective thinking Difficulty: Easy

35) In which of the following modes of licensing does the firm hire local producers to produce the product, giving the company less control over the manufacturing process? A) contract manufacturing B) management contracts C) direct investment D) joint venture production E) greenfield venturing

A Page Ref: 606 Objective: 4 AACSB: Analytic skills Difficulty: Easy

39) Which of the following is true about direct investment as a mode of international expansion? A) It allows a firm to retain full control over its investment. B) It yields the lower returns than joint ventures. C) It involves the least amount of risk. D) It involves the least cost. E) It does not allow the firm to diversify.

A Page Ref: 607 Objective: 4 AACSB: Reflective thinking Difficulty: Easy

49) A risk averse attitude is associated with ________. A) high uncertainty avoidance B) high femininity C) high power distance D) high individualism E) high collectivism

A Page Ref: 609 Objective: 5 Difficulty: Easy

51) Straight extension of the product means ________. A) introducing the product to the foreign market without any changes to the product B) introducing the product to the foreign market with minor changes to the product C) introducing the product to the foreign market with major changes to the product D) introducing a customized product to the foreign market with a new marketing strategy E) introducing a customized product to the foreign market with existing marketing strategy

A Page Ref: 610 Objective: 5 Difficulty: Easy

57) Product adaptation involves ________. A) altering the product to meet local preferences with no change in communication strategy B) altering the product to meet minimum acceptable standards C) altering both the product and the communication strategy to meet local preferences D) altering neither the product nor the communication strategy while entering a new market E) developing a new product and adapting the communication strategy to enter a new market

A Page Ref: 611 Objective: 5 AACSB: Analytic skills Difficulty: Easy

59) Forward invention is ________. A) creating a new product to meet a need in another country B) creating a new product to meet the need in the home country C) inventing products that are superior to competing offerings D) taking an existing product into a new market E) inventing something that as yet has no "market"

A Page Ref: 611 Objective: 5 AACSB: Analytic skills Difficulty: Easy

65) When companies are setting prices in different countries, the problem with setting a market-based price in each country is that ________. A) it allows intermediaries in low-price countries to reship their products to high-price countries B) the company would earn the same profits everywhere, regardless of the cost structure C) this strategy might price the product out of the market in countries where costs are high D) this strategy would make the price too high in poor countries and not high enough in rich countries E) it prevents the company from differentiating its products

A Page Ref: 613 Objective: 5 AACSB: Analytic skills Difficulty: Easy

68) Dumping occurs when ________. A) a company entering a foreign market charges either less than its costs or less than it charges at home B) a company entering a foreign market charges more than the price in its home market C) a company entering a foreign market charges prices that are lower than those charged by its competitors in this market D) a company sets its price equal to its average cost of production E) a company exports its products to a foreign country to increase its revenue in spite of excess demand in the home country

A Page Ref: 614 Objective: 5 Difficulty: Easy

70) Which of the following is likely if the distribution channel for a product in the foreign country is long? A) the foreign country buyers pay a high price B) the consumer will pay arms-length price C) the profit margin of the sellers increase D) the intermediaries are motivated to reship the product to another country to earn higher profits E) the seller can increase profit margins by charging a uniform price

A Page Ref: 615 Objective: 5 AACSB: Analytic skills Difficulty: Easy

73) The New Zealand Way program was an initiative by the government of New Zealand to raise awareness and attract tourists by showing the dramatic landscapes featured in "The Lord of the Rings" film trilogy. This is an example of a government trying to strengthen its ________. A) country-of-origin perceptions B) international subsidiaries C) internationalization D) contract manufacturing E) distributor relationships

A Page Ref: 616 Objective: 6 Difficulty: Easy

74) Companies can manage their international marketing activities in three ways: export departments, international divisions, or ________. A) global organization B) fixed corporate headquarters C) strong marketing department in the "host" country D) local marketing efforts E) strategic business units

A Page Ref: 618 Objective: 7 AACSB: Analytic skills Difficulty: Easy

78) Forces promoting national responsiveness include ________. A) strong local preferences B) homogeneous demand C) strong global preferences D) strong consumer liking towards foreign goods E) capital-intensive production

A Page Ref: 618 Objective: 7 Difficulty: Easy

9) A2Z Inc. is a producer of a wide variety of consumer goods in Brazil. It has successfully captured a huge share of the domestic market and has been able to create a very strong brand. It is now considering a foray into foreign markets. Its board of directors decide to first try out some of its products in the neighboring country of Argentina. A2Z plans to eventually expand its presence in other countries, after they analyze the impact of their entry into the Argentine market. A2Z Inc. is following a ________. A) born global approach B) waterfall approach C) sprinkler approach D) franchisee approach E) shotgun approach

B Page Ref: 600 Objective: 2 AACSB: Analytic skills Difficulty: Moderate

23) Which of the following modes of entry into a foreign market involves the maximum commitment and risk? A) franchising B) direct investment C) joint ventures D) licensing E) direct exporting

B Page Ref: 605 Objective: 4 AACSB: Analytic skills Difficulty: Easy

29) Nash & Associates is a firm that takes care of all export procedures on behalf of its clients. In exchange for a fee, the firm acts as the liaison between domestic manufacturers and prospective foreign buyers. It has access to established distribution networks in other countries that domestic small-scale producers are unlikely to have, and facilitates communication between foreign importers and domestic producers. Nash & Associates is most likely a(n) ________. A) domestic-based export merchant B) domestic-based export agent C) cooperative organization D) export-management company E) direct exporter

B Page Ref: 605 Objective: 4 AACSB: Analytic skills Difficulty: Moderate

31) After successfully exporting its products through export merchants, Boyes Inc. decides to take control of its exports. It sets up its own unit in the home country that takes care of all export-related activities. Boyes Inc. is most likely using ________. A) foreign-based distributors or agents B) domestic-based export department C) export merchants in foreign countries D) export-management companies E) traveling export sales representatives

B Page Ref: 606 Objective: 4 AACSB: Analytic skills Difficulty: Easy

34) Hotel chains such as Hyatt sell a variation of the licensing agreement called ________ to the owners of foreign hotels to manage these businesses for a fee. A) greenfield venturing B) management contracts C) strategic alliance D) indirect exporting E) direct exporting

B Page Ref: 606 Objective: 4 AACSB: Analytic skills Difficulty: Easy

33) Which of the following statements is true about licensing? A) It is one of the most complex ways to engage in international marketing. B) The licensor gains entry into the new market at low risk. C) The licensee has no access to proprietary information. D) The licensee receives a fee or royalty. E) The only benefit for a licensee is the production expertise it gains.

B Page Ref: 606 Objective: 4 Difficulty: Easy

41) Whirlpool took a 53% stake in the Dutch electronics group Phillips' home appliances business to leapfrog into the European market. This is an example of a ________. A) straight extension B) joint venture C) contract manufacturing agreement D) licensing agreement E) franchising agreement

B Page Ref: 607 Objective: 4 AACSB: Analytic skills Difficulty: Easy

37) Which of the following can cause a firm to choose joint ventures as a mode of expansion into foreign markets? A) excellent managerial resources B) lack of sufficient finances C) lack of redtapism in the host country D) preferences of target consumers in the host country E) psychic proximity of the host country

B Page Ref: 607 Objective: 4 AACSB: Reflective thinking Difficulty: Easy

38) Identify a benefit of using joint ventures to enter a foreign market. A) It entails minimum risk. B) It provides access to an established distribution network in the host country. C) It yields the highest returns. D) It retains full control of its investment in the host country. E) It is the best strategy for countries with psychic proximity.

B Page Ref: 607 Objective: 4 AACSB: Reflective thinking Difficulty: Easy

44) A standardized marketing mix involves ________. A) adopting the strategy that best fits a given target market B) consistently using the communication and distribution channels that entail the lowest costs C) adjusting the product to suit market preferences D) changing the features of the product to accommodate the host country E) changing only the communication message to suit the different target markets

B Page Ref: 608 Objective: 5 AACSB: Analytic skills Difficulty: Easy

50) A market survey by LG revealed that Indians preferred not to mix vegetarian and non-vegetarian food items. Hence, LG refrigerators in India include a special convertible box with separate compartments to store and control the temperature of vegetarian and non-vegetarian food. This is an example of customizing ________ to local needs. A) advertising media B) product features C) packaging D) brand name E) labeling

B Page Ref: 609 Objective: 5 AACSB: Analytic skills Difficulty: Moderate

46) In collectivist societies, ________. A) all property is owned by the government B) the self-worth of the individual is rooted more in the social system than in individual achievement C) the culture is dominated by the need to maintain low power distance and reduce income inequality D) the culture is dominated by a nurturing attitude as opposed to an assertive attitude E) people are highly risk-averse

B Page Ref: 609 Objective: 5 AACSB: Multicultural diversity Difficulty: Easy

53) For the launch of "Trema," your company's new pocket organizer that can also be used as a cell phone, the CMO has decided that the product can be launched in international markets without any changes in its features or the marketing strategy. This introduction can described as a ________. A) dual adaptation B) straight extension C) product adaptation D) forward invention E) backward invention

B Page Ref: 610 Objective: 5 AACSB: Analytic skills Difficulty: Moderate

56) Your firm has decided to enter the international market with your product called "Trema," a combination of a pocket organizer and cell phone. Even though the product has been a huge success in the home country, market research suggests some changes may be required before it can be introduced in Europe. Your CMO is of the opinion that the product requires certain extra features and the product will also have to be marketed differently. Your CMO is advocating ________. A) product invention B) dual adaptation C) straight extension D) forward adaptation E) product standardization

B Page Ref: 611 Objective: 5 AACSB: Analytic skills Difficulty: Moderate

58) Backward invention occurs when a firm ________. A) creates a new product to meet a need in another country B) reintroduces earlier product forms adapted to suit another country's needs C) invents products that are similar to competing offerings D) takes an existing product into a new market E) produces its own raw materials

B Page Ref: 611 Objective: 5 Difficulty: Easy

63) Trends Inc. produces and markets casual wear for men and women. The company wants to be a global brand and is planning to enter a few chosen markets across Europe and Asia. To accommodate the differences in purchasing power and costs of shipping goods to the retailers, the company has decided to use cost-based pricing in each country. In order to ensure that this strategy is successful, Trends must first make sure that ________. A) all the countries it is planning to enter have similar laws and regulations B) competing offerings in the different markets are not priced lower C) all competitors follow cost-based pricing D) its marketing communication targets rival firms in the respective markets to prove its superiority E) its transfer prices are high

B Page Ref: 613 Objective: 5 AACSB: Analytic skills Difficulty: Moderate

67) Existence of gray markets lead to which of the following outcomes? A) They make the distribution channel stronger. B) They create a free-rider problem making legitimate distributors' investments in supporting a manufacturer's product less productive. C) Goods sold in grey markets are always counterfeit. D) Goods sold in grey markets come with standard product warranties. E) Taxes imposed on grey market products are very high.

B Page Ref: 614 Objective: 5 AACSB: Analytic skills Difficulty: Easy

66) When one unit charges another unit in the same company for goods it ships to its foreign subsidiaries, the charge is called a(n) ________. A) original price B) transfer price C) margin price D) break-even price E) customer value price

B Page Ref: 614 Objective: 5 Difficulty: Easy

71) As people in developing countries often prefer to buy in smaller quantities, ________ is one of the most important functions of intermediaries in developing countries and helps perpetuate the long channels of distribution, which are a major obstacle to the expansion of retailing. A) product adaptation B) breaking bulk C) diversification D) transfer pricing E) dual adaptation

B Page Ref: 615 Objective: 5 AACSB: Reflective thinking Difficulty: Moderate

75) A company that has the regional vice presidents for North America, Latin America, Europe, and Africa reporting to the international division president is said to be a(n) ________. A) international subsidiary B) geographical organization C) world product group D) export department E) hierarchical organization

B Page Ref: 618 Objective: 7 Difficulty: Easy

1) What is a global firm? A) A firm that operates in one country and exports its goods and services to foreign countries. B) A firm that operates in more than one country and has a sales and marketing staff in those countries. C) A firm that operates in more than one country and captures R&D, production, logistical, marketing, and financial advantages not available to purely domestic competitors. D) A firm that sells its products and services across the world but restricts manufacturing to the home country. E) A firm that operates in more than one country but restricts the sale of its products to the home country.

C Page Ref: 598 Objective: 1 AACSB: Analytic skills Difficulty: Easy

3) Zodiac Inc. is one of the leading producers of designer bags in its country. The company is considering shifting some of its production to India. Which of the following could have prompted this move? A) People in India prefer imported designer bags. B) Zodiac can target a niche market of high-profile consumers who have a high income. C) Zodiac can improve its market share if it can offer better prices than its competitors. D) People in the home country have an ethnocentric approach. E) Market research indicates that Indian consumers have a low per-capita income.

C Page Ref: 599 Objective: 1 AACSB: Analytic skills Difficulty: Moderate

8) When innovation at Siemens enables the company to offer solutions that can make the generation of hydroelectricity more environment-friendly, the company will want to reap the benefits of being the first to introduce such a product across countries. In this case, which of the following approaches is likely to be the best approach to entering foreign markets? A) the rifle approach B) the continuous approach C) the born global approach D) the sprinkler approach E) the waterfall approach

C Page Ref: 600 Objective: 2 AACSB: Analytic skills Difficulty: Moderate

14) A2Z Inc. is a producer of a huge variety of consumer goods, from soaps to shower gels, and shampoos to detergents. It is a market leader in the United States and is planning to tap the immense potential in the emerging markets. Market research, however, indicates that the Brazilian culture and society are substantially different from their American counterparts. If the company wants to target the masses, which of the following options is most likely to succeed? A) A2Z can use a price skimming strategy to increase market share. B) The company's existing strategies in the U.S. will work just as well in Brazil. C) A2Z can introduce smaller "sachets" of shampoos and detergents that are priced lower. D) The company can introduce large family packs of shampoos and soaps even if they are priced higher than competitors. E) A2Z can use a predatory pricing strategy to capture the market.

C Page Ref: 600 Objective: 3 AACSB: Analytic skills Difficulty: Moderate

15) Which of the following causes a difference between marketing in the developed countries and marketing in the developing countries? A) The cost of production varies substantially between the developed and the developing world. B) The disparity between the rich and the poor in the developing world is reducing. C) There are substantial cultural differences between the developed and the developing world. D) Marketing in developing countries is far more expensive than in the developed world. E) The developing countries have more trade barriers in place than the developed countries.

C Page Ref: 601 Objective: 3 Difficulty: Easy

19) Many U.S. firms prefer to sell in Canada, England, and Australia—rather than in larger markets such as Germany and France—because they feel more comfortable with the languages, laws, and culture, which reflect the ________ between these countries and the United States. A) self-serving bias B) coincident development C) psychic proximity D) cognitive dissonance E) backward invention

C Page Ref: 604 Objective: 3 AACSB: Analytic skills Difficulty: Easy

17) ________ is one of the world's largest single markets, with 25 member countries, a common currency, and more than 454 million consumers. A) NAFTA B) MERCOSUR C) The European Union D) APEC E) ASEAN

C Page Ref: 604 Objective: 3 Difficulty: Easy

30) ________ agree to manage a company's export activities for a fee. A) Cooperative organizations B) Domestic-based export agents C) Export-management companies D) Domestic-based export merchants E) Contract manufacturing organizations

C Page Ref: 605 Objective: 4 AACSB: Dynamics of the global economy Difficulty: Easy

27) Indirect exports have two advantages for a firm: they involve less investment and ________. A) less paperwork B) less intrusion by the government C) less risk D) less competition E) less customer suits

C Page Ref: 605 Objective: 4 AACSB: Reflective thinking Difficulty: Easy

45) Which of the following is one of Hofstede's four cultural dimensions that differentiate countries? A) customer relationship management versus power distance B) strategic management versus marketing management C) weak versus strong uncertainty avoidance D) total quality management versus JIT deliveries E) marketing management versus customer relationships

C Page Ref: 609 Objective: 5 AACSB: Analytic skills Difficulty: Easy

47) According to Hofstede, cultures with low power distance are ________. A) collectivist B) assertive C) egalitarian D) risk-averse E) risk-tolerant

C Page Ref: 609 Objective: 5 AACSB: Multicultural diversity Difficulty: Easy

55) In an attempt to tailor its products to suit the requirements of consumers in India, LG introduced the aero-comfort system. A remote control is programed to regulate both the air-conditioning and the ceiling fan. Consumers can switch off the AC and increase the ceiling fan's flow once the desired temperature is achieved. This not only increases convenience, but also cuts down electricity charges. LG's aero comfort system is an example of which of the following? A) backward invention B) dual invention C) country version product D) straight extension E) communication adaptation

C Page Ref: 611 Objective: 5 AACSB: Analytic skills Difficulty: Moderate

54) Finnish cellular phone giant, Nokia, customized its 6100 series mobile phone for every major market in which it is present. In Asia, for example, the series came with higher ring volume so that it could be heard on the crowded Asian streets. This is an example of ________. A) straight extension B) forward invention C) regional version D) city version E) country version

C Page Ref: 611 Objective: 5 AACSB: Reflective thinking Difficulty: Easy

69) Various governments force companies to charge the ________ price, which is charged by other competitors for the same or a similar product. A) gray market B) implicit C) arm's-length D) authorized E) contingent

C Page Ref: 614 Objective: 5 AACSB: Analytic skills Difficulty: Easy

80) When forces for global integration are low and forces for national responsiveness are high, a strategy that ________ makes sense. A) treats the world as a single market B) views the marketplace as completely homogeneous C) treats the world as a portfolio of national opportunities D) standardizes all elements of the marketing mix E) facilitates a straight extension

C Page Ref: 618 Objective: 7 AACSB: Analytic skills Difficulty: Easy

76) Ajax Corp. is a multinational group that manufactures medical equipment and a variety of household electrical appliances. Kevin O'Brien is the head of the SBU that produces and markets medical equipment globally. The company's operating units appear to be a(n) ________. A) internal subsidiary B) geographical organization C) world product group D) export department E) regional headquarters

C Page Ref: 618 Objective: 7 AACSB: Analytic skills Difficulty: Moderate

2) Which of the following can induce a firm to expand into the international arena? A) Consumer preferences in the domestic market vary widely. B) Average income level of domestic consumers is high. C) The firm operates in an industry that caters to the mass market. D) The firm finds that the domestic market is almost saturated. E) The firm is yet to achieve economies of scale even though the domestic market has potential.

D Page Ref: 599 Objective: 1 AACSB: Analytic skills Difficulty: Moderate

12) When first-mover advantage is crucial and a high degree of competitive intensity prevails, the ________ approach is better. A) waterfall B) born global C) rifle D) sprinkler E) franchisee

D Page Ref: 600 Objective: 2 AACSB: Reflective thinking Difficulty: Easy

20) NAFTA is a free trade zone comprising of which of the following countries? A) Canada, Mexico, and South America B) Canada, Mexico, and Peru C) Mexico, South America, and the United States D) Canada, Mexico, and the United States E) Canada, Japan, and the United States

D Page Ref: 604 Objective: 3 AACSB: Analytic skills Difficulty: Easy

25) Domestic-based export agents perform a valuable service for companies seeking to enter foreign markets. The primary function of these agents is to ________. A) carry on exporting activities on behalf of several producers B) buy the manufacturer's products and then sell them abroad C) buy foreign products and sell them in the domestic country D) seek and negotiate foreign purchases for a commission E) produce and export products to foreign countries

D Page Ref: 605 Objective: 4 Difficulty: Easy

32) BestFoods Inc., a well-known producer of breakfast cereals, has decided to hire producers in different countries so that the cereals marketed under their brand are locally produced in the respective countries. This would not only appeal more to consumers who preferred domestically produced goods, but would also create jobs in the host-country enhancing the brand's image further. This is an example of ________. A) management contracting B) franchising C) greenfield venturing D) contract manufacturing E) straight extension

D Page Ref: 606 Objective: 4 AACSB: Analytic skills Difficulty: Moderate

40) A Canadian software company decides to buy majority stakes in a Chinese firm producing software. The company even adds to its Chinese production capacity. Which of the following could be a potential disadvantage of this direct investment? A) The Canadian firm will find it difficult to achieve economies of scale. B) This is the least financially rewarding mode of international expansion. C) The Canadian firm will have very limited control on its Chinese investment. D) The Canadian firm will be subject to the piracy problems in China. E) The Canadian firm will be subject to a higher cost of production in China.

D Page Ref: 607 Objective: 4 AACSB: Analytic skills Difficulty: Moderate

52) Which of the following is most likely to be successful when introduced in foreign markets as a straight extension? A) laundry detergent B) khaki pants C) dessert mixes D) digital camera E) condensed soup

D Page Ref: 610 Objective: 5 AACSB: Analytic skills Difficulty: Moderate

61) If a company adapts or changes both the product and the communications, the company engages in a process called ________. A) straight extension B) product reinvention C) product adaptation D) dual adaptation E) full adaptation

D Page Ref: 611 Objective: 5 Difficulty: Easy

64) The problem with setting a uniform global price for a product is that ________. A) it allows intermediaries in low-price countries to reship their products to high-price countries B) the company would earn the same profits everywhere, regardless of the cost structure C) this strategy can price the product out of the market in countries where costs are high D) this strategy makes the price too high in poor countries and not high enough in rich countries E) it is ineffective for products that are homogeneous

D Page Ref: 613 Objective: 5 AACSB: Analytic skills Difficulty: Easy

62) A Gucci bag sells for $120 in Italy and $240 in the United States due to the differences in the costs of distributing the product in the two countries. This phenomenon is called a(n) ________. A) opportunity cost problem B) market pricing problem C) tactical pricing problem D) price escalation problem E) transfer pricing problem

D Page Ref: 613 Objective: 5 Difficulty: Moderate

72) As a result of the ad campaigns depicting Brazil as a multicultural land of carnivals and beaches, any mention of the country makes people think of sun and sand. This is an example of ________. A) anchoring effect B) target market impact C) regiocentrism D) country-of-origin effect E) cognitive dissonance

D Page Ref: 616 Objective: 6 AACSB: Analytic skills Difficulty: Easy

79) When forces for global integration are high and forces for national responsiveness are weak, which of the following strategies makes most sense? A) segment consumers on a regional basis B) tailor the product on a city-by-city basis C) treat the world as a heterogeneous market D) treat the world as a single market E) treat the world as a portfolio of national opportunities

D Page Ref: 618 Objective: 7 AACSB: Analytic skills Difficulty: Easy

6) Once a firm decides to enter the international market, what is the next step in the decision-making process? A) deciding on the marketing organization B) deciding on the marketing program C) deciding how to enter the market D) deciding how to adapt the product to the new market E) deciding which markets to enter

E Page Ref: 599 Objective: 1 AACSB: Analytic skills Difficulty: Easy

4) Which of the following is a risk that firms must consider prior to expanding abroad? A) The domestic consumers prefer low-priced products. B) The market in the foreign country may be too similar to the domestic market. C) Consumers in the foreign country are very particular about the quality of the goods they consume. D) The foreign country has very low pollution control standards. E) The foreign country's business culture may be too different from the domestic country.

E Page Ref: 599 Objective: 1 Difficulty: Moderate

7) WayToGrow Inc. is one of the most popular brand of toys in its home market. The company decides to expand its business abroad and its board of directors feel that instead of trying to establish its presence all at once in multiple markets, it is better to expand one country at a time. This would limit their risk and allow them to analyze customer response, after which they could expand to other similar countries. WayToGrow is following a ________. A) shotgun approach B) continuous approach C) born global approach D) sprinkler approach E) waterfall approach

E Page Ref: 600 Objective: 2 AACSB: Analytic skills Difficulty: Moderate

11) In a sprinkler approach to international expansion, ________. A) countries are entered when competition is limited B) countries are gradually entered sequentially C) countries in which the supply of raw material is greatest are entered first D) countries in which the demand for the product is greatest are entered first E) many countries are entered simultaneously

E Page Ref: 600 Objective: 2 Difficulty: Easy

16) Regional economic integration is defined as the creation of trading agreements between ________. A) a firm and its suppliers and distributors B) firms targeting the same market C) individual firms in an industry D) related industries E) blocs of countries

E Page Ref: 604 Objective: 3 AACSB: Analytic skills Difficulty: Easy

21) MERCOSUR is a free trade zone linking which of the following countries? A) Mexico, Japan, Brazil, Paraguay, and Venezuela B) Mexico, Canada, and the United States C) Brazil, Argentina, Paraguay, and Venezuela D) Canada, Brazil, and the United States E) Brazil, Argentina, Paraguay, Uruguay, and Venezuela

E Page Ref: 604 Objective: 3 AACSB: Analytic skills Difficulty: Easy

36) A company can enter a foreign market through a ________, which is a complete form of licensing in which the company offers a complete brand concept and operating system. A) contract manufacturing B) cooperative agreement C) management contract D) joint venture E) franchising arrangement

E Page Ref: 606 Objective: 4 Difficulty: Easy

42) Your firm has decided to enter the international market with your product called "Trema," a new pocket organizer that can also be used as a cell phone. While discussing the marketing plans, your CMO decides that no changes will be necessary in either the marketing mix or the product for export. What form of marketing strategy is the CMO advocating? A) distributive marketing mix B) leveraged marketing mix C) adapted marketing mix D) engineering-driven marketing mix E) standardized marketing mix

E Page Ref: 608 Objective: 5 AACSB: Analytic skills Difficulty: Easy

43) In an adapted marketing mix, the company ________. A) ensures that uniform practices are adopted across countries B) focuses more on brand image than consumer preferences C) ignores differences in the legal environment D) ensures the lowest cost marketing program is adopted E) tailors the marketing programs to each target market

E Page Ref: 608 Objective: 5 AACSB: Analytic skills Difficulty: Easy

48) According to Hofstede, cultures with weak uncertainty avoidance are best described as ________. A) collectivist B) hierarchical C) egalitarian D) risk-averse E) risk-tolerant

E Page Ref: 609 Objective: 5 AACSB: Multicultural diversity Difficulty: Easy

60) Companies can run the same marketing communications programs as used in the home market or change them for each local market, a process called ________. A) product communications B) market development C) dual adaptation D) diversification E) communication adaptation

E Page Ref: 611 Objective: 5 AACSB: Analytic skills Difficulty: Easy

77) Forces promoting global integration include ________. A) strong local preferences B) heterogeneous demand C) local standards and barriers D) strong consumer resistance to foreign goods E) capital-intensive production

E Page Ref: 618 Objective: 7 Difficulty: Easy