In the context of international business negotiations, which of the following skills tops
the list of negotiator traits?
A. Preparation and planning skill
B. Observational and oratory skill
C. Linguistic and social skill
D. Persuasion and intellectual skill
E. Informational and interpretation skill
Answer:
Which of the following time systems typify western cultures like most North
Americans, Swiss, Germans, and Scandinavians and causes them to concentrate on one
thing at a time?
A. Polychronic time
B. Bimodal time
C. Dual time
D. Monochronic time
E. Monotheistic time
Answer:
A _____ agreement eliminates all tariffs and other restrictions on internal trade, adopts
a set of common external tariffs, and removes all restrictions on the free flow of capital
and labor among member nations.
A. preferential trade
B. common market
C. regional cooperation for development
D. customs union
E. free trade area
Answer:
In the context of evaluating and controlling sales representatives, the primary control
tool used by American sales managers is the:
A. encumbrance system.
B. quota system.
C. incentive system.
D. attraction of a foreign assignment.
E. threat of foreign postings.
Answer:
On the basis of Hofstede’s four dimensions, cultures with high Power Distance Index
(PDI) scores tend to:
A. be secular.
B. be hierarchical.
C. be flat in organization.
D. value equality.
E. cite knowledge as a source of power.
Answer:
Which of the following statements is true regarding the decision-making processes in
international business negotiations?
A. Asian negotiators prefer to break up a complex, large task into a series of smaller
tasks.
B. The American approach to a complex negotiation task is to discuss all issues at once,
in no apparent order.
C. American negotiators tend to make larger concessions after agreements are
announced.
D. Americans tackle issues such as prices, delivery, and warranty one at a time, with the
final agreement being the sum of smaller agreements.
E. The Western sequential approach and the Eastern holistic approach to
decision-making are found to complement each other.
Answer:
Which of the following institutions drafted the Maastricht Treaty that was presented to
the European Union member states for ratification?
A. The United Nations
B. The World Trade Organization
C. The European Commission
D. The Commonwealth Delineation
E. The Council of Ministers
Answer:
In the context of international business negotiations, labeling Americans as “cowboys”
and associating the Japanese with the image of a samurai warrior are examples of:
A. national icons.
B. linguistic identifiers.
C. social hierarchy.
D. class distinction.
E. cultural stereotypes.
Answer:
Which of the following is the last step of the market research process?
A. Defining the research problem and establish research objectives
B. Effectively communicating the results to decision makers
C. Analyzing, interpreting, and summarizing the results
D. Considering the costs and benefits of the research effort
E. Gathering the relevant data from secondary or primary sources, or both
Answer:
_____ is more dominant in high-context cultures, where the completion of a human
transaction is emphasized more than holding to schedules.
A. Polychronic time
B. Exponential time
C. Polynomial time
D. Monochronic time
E. Sequence time
Answer:
The Export License Application and Information Network is an electronic service that
enables exporters to:
A. ship their goods to clients whose licenses are approved without conditions.
B. check the status of their license and classification applications.
C. submit commodity classification requests via the Internet to the Bureau of Export
Administration.
D. submit license applications via the Internet for all commodities except
supercomputers to all free-world destinations.
E. submit the export and re-export applications and high-performance computer notices
via the Internet.
Answer:
For a company at the _____ stage of internationalization, market segments are defined
by income levels, usage patterns, or other factors that frequently span countries and
regions.
A. domestic market extension
B. no direct foreign marketing
C. global marketing
D. internal marketing
E. infrequent foreign marketing
Answer:
For companies seeking entrance into the complicated Japanese distribution system,
_____ offer one of the easiest routes to success because they virtually control
distribution through all levels of channels in Japan.
A. trade representatives
B. trading companies
C. brokers
D. export management companies
E. complementary marketers
Answer:
Which of the following best defines adaptation on the part of an international marketer?
A. It is a conscious effort to make themselves aware of the home cultural reference in
their analyses and decision making.
B. It is a conscious effort to anticipate the influences of both the foreign and domestic
uncontrollable factors on a marketing mix and then to adjust the marketing mix to
minimize the effects.
C. It is the notion that people in one’s own company or country know best how to do
things.
D. It is the process of identifying the similarities that exists between the domestic and
foreign markets.
E. It is an unconscious reference to one’s own cultural values, experiences, and
knowledge as a basis for decisions and then to adjust the marketing mix in order to
closely reflect these decisions.
Answer:
Write a short note on the Commonwealth of Independent States.
Answer:
Which of the following European Union institutions originally had only a consultative
role but can now amend and adopt Union legislation?
A. The European Parliament
B. The Council of Ministers
C. The Court of Justice
D. The European Commission
E. The European Central Bank
Answer:
Which of the following is one of the primary targets of ASEAN Vision 2020?
A. To implement fully and as rapidly as possible the ASEAN Free Trade Area.
B. To form the ASEAN+3 to deal with trade and monetary issues facing Asia.
C. To shift Asian economies from manufacturing based to commodity based.
D. To aid Japan’s emergence as the major provider of technology and capital necessary
to develop new industries.
E. To prevent the further privatization of state-owned industries.
Answer:
Every type of economic union shares the development and enlargement of market
opportunities as a basic orientation. Which of the following best describes the primary
way market opportunities are enlarged by economic unions?
A. Preferential tariff treatment for participating members
B. Use of embargos to eliminate rival competition
C. Formulation of cartels
D. Seeking economic dominance through boycotts of rivals
E. Movement toward a common language as a means to overcoming economic hurdles
Answer:
All of the following are traits of big emerging markets (BEMs) EXCEPT:
A. they import less than smaller markets.
B. they are all physically large.
C. they have significant populations.
D. they are regional economic drivers.
E. they are of major political importance within their regions.
Answer:
Which of the following primary relationship activities in building strategic alliances
involves bringing key executives into action and creating trust through face-to-face
time?
A. Dating
B. Initiating
C. Committing
D. Imaging
E. Interfacing
Answer:
Vital Health Products found out that they had to reduce the length of the tread in their
treadmills sold in China owing to the shorter legs of the average Chinese person. By
doing this, Vital has achieved _____.
A. product homologation
B. global product standardization
C. product dilution
D. product obsolescence
E. product disapprobation
Answer:
Charging what the market will bear is a suggested strategy for IP-rich firms to make
money in China.
Answer:
The _____ of the balance-of-payments statement is most likely to record all exports and
imports of gold, increases or decreases in foreign exchange, and increases or decreases
in liabilities to foreign central banks.
A. current account
B. capital account
C. credit account
D. receivables account
E. reserves account
Answer:
Adore cosmetics had to increase the SPF value of their sunscreen lotions marketed in
the Middle East to provide more protection against UV radiation. Which of the
following factors dictated product adaptation in this scenario?
A. Legal requirements
B. Cultural requirements
C. Economic requirements
D. Climatic requirements
E. Political requirements
Answer:
A _____ exists when various companies producing similar products or services work
together to control markets for the types of goods and services they produce.
A. cabal
B. monopoly
C. cartel
D. producers’ association
E. competitive market
Answer:
Which of the following is an area that is considered critical in improving U.S. trade in
the context of the Omnibus Trade and Competitiveness Act?
A. Market access
B. Quality standards
C. Exchange stability
D. Trade volume
E. Sustainability in trade
Answer:
According to the United Nations’ stages of economic development for classifying
countries with respect to levels of industrialization, which category does an
industrialized country with high per capita income fall under?
A. Less-developed countries
B. Least-developed countries
C. More-developed countries
D. Frontier markets
E. Pre-emerging markets
Answer:
Though now disbanded, which of the following was considered to be the most notable
enforced political union of the last 40 years?
A. NATO
B. NAFTA
C. MERCOSUR
D. COMECON
E. LAFTA
Answer:
In the context of international business negotiations, which of the following methods is
the most efficient way to communicate with clients and partners in places like Mexico,
Malaysia, and China?
A. A conversation over a long dinner
B. A negotiation through video-conferencing
C. A conversation over a phone call
D. A negotiation through e-mail
E. A negotiation with lower- and mid-ranking executives
Answer:
The revised set of export regulations published by the Department of Commerce to
alleviate many of the problems and confusions of exporting and to expedite the process
is called _____.
A. Agreement on International Trade and Negotiations
B. Export-Import Manual
C. International Trade Regulations
D. Export Charter
E. Export Administration Regulations
Answer:
Which of the following statements is true about the Japanese corporate culture?
A. Employees like to work on their own rather than in a group.
B. Negotiations are avoided at any cost.
C. Decisions are generally taken by lower level employees who directly deal with the
problem.
D. The process of decision making is extremely complex and time consuming.
E. The focus on consensus and group makes it hard to challenge what has been decided.
Answer:
Which of the following agreements makes it possible to challenge the restrictions in
Indonesia that prohibit foreign firms from opening their own wholesale or retail
distribution?
A. Trade-Related Aspects of Intellectual Property Rights (TRIPs)
B. Trade-Related Investment Measures (TRIMs)
C. General Agreement on Trade in Services (GATS)
D. Marrakesh Agreement
E. Stockholm Agreement
Answer:
_____ involves a relatively small sum of cash, a gift, or a service that is intended to
facilitate or expedite the normal, lawful performance of a duty by an official.
A. Extortion
B. Ransom
C. Lubrication
D. Shakedown
E. Exaction
Answer:
Which of these aspects of international marketing are analyzed in Phase 1 of the
international planning process?
A. Budgets
B. Promotions
C. Product adaptations
D. Action programs
E. Host-country constraints
Answer:
The most important advantage of Northeast China that mainly contributed toward its
being the industrial and technological center of the country in the 1970s and 1980s is:
A. its juxtaposition with China’s most important industrial neighbors.
B. the lack of economic diversity in this area.
C. the existence of oil fields these areas.
D. that it contains Hong Kong, Macau, Guangzhou, and Shenzhen.
E. its authority to impose embargoes upon trading partners.
Answer: