Which of the following factors often gets in the way of American team negotiations?
A. A cultural heritage of interdependence and collectivism.
B. Emphasis on careful note taking and training via observation.
C. Compensation schemes overly emphasizing individual performance.
D. Preference for split commissions for negotiation teams.
E. A strictly hierarchical structure of American organizations.
Which of the following is true of the decision-making process with respect to the
American and Japanese negotiators?
A. The Western sequential approach and the Eastern holistic approach are found to mix
well.
B. Americans often make unnecessary concessions right before agreements are
announced by the Japanese.
C. All issues are discussed at once by the Americans, in no apparent order, and
concessions are made on all issues at the end of the discussion.
D. American managers find it easier to measure the progress of negotiations with their
Japanese counterparts.
E. When negotiating with the Japanese, Americans find that the progress of negotiations
is closely linked to the number of issues resolved.
Which of the following is the most important factor in determining what kind and how
much of an innovation will be accepted by a culture?
A. The time required for the change to occur.
B. The number of people that could be benefited.
C. The degree of interest in the particular subject.
D. The power or authority of the change agent.
E. The financial impact, immediate and long-term, of accepting the change.
Which of the following modes of distribution affords the most control over the
distribution channels but often at a cost that is not practical?
A. Complementary marketers.
B. Direct sales force.
C. Export associations.
D. Trading companies.
E. Export management companies.
The perception of quality:
A. is specified by the government.
B. depends solely on the customer.
C. is defined by universal quality standards.
D. depends on the manufacturer’s specifications.
E. are the same for most industrial goods.
Which of the following stages of Rostow’s five-stage model of economic growth do
industrialized economies such as Korea and the Czech Republic fit into?
A. Preconditions to takeoff.
B. Takeoff.
C. Traditional society.
D. Drive to maturity.
E. The age of mass consumption.
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
Which of the following social institutions that influence culture has comparatively the
least impact on culture?
A. Media
B. School
C. Government
D. Family
E. Religion
Which of the following can be considered by American negotiators as a signal of
progress in a business relationship with foreigners?
A. Very few questions on specific areas of the deal.
B. A hardening of attitudes and positions on some issues.
C. A lesser frequency of talk among themselves in their own language.
D. Higher-level foreigners being included in the discussions.
E. Use of the higher-level and formal channels of communication.
_____ are the primary outside source of aid for companies beset by the uncertainty of a
countertrade.
A. Trade unions
B. Barter houses
C. Industry associations
D. Swap centers
E. Satellite towns
Within the same country, some foreign businesses may fall prey to politically induced
harassment, while others may be placed under a government umbrella of protection and
preferential treatment. What explains this difference?
A. The level of domestication achieved.
B. The host nation’s relations with the business’ home country.
C. The cultural differences between the host nation and the business’ home country.
D. The amount of funds invested in the business.
E. The evaluation of a company’s contribution to the nation’s interest.
Which of the following is true of firms in the first two stages of international marketing
involvement-no direct foreign marketing and infrequent foreign marketing?
A. They do not begin internationalization at these stages.
B. They take a strategic approach to decision making regarding international expansion.
C. They are more reactive in nature and embark on internationalization without
planning.
D. They intend to maintain a continuous market representation in foreign markets.
E. They are a result of dedicated production capacity maintained for foreign markets.
____ classifies a country’s stage of economic development on the basis of its level of
industrialization into three categories and the three categories are MIDCs, LDCs, and
LLDCs.
A. The U.S. Department of Commerce
B. The North Atlantic Treaty Organization
C. The International Organization for Standardization
D. The United Nations
E. The World Trade Organization
Which of the following forms of business relationships lets a company grant patent
rights, trademark rights, and the rights to use technological processes to another
company in a foreign country?
A. Licensing
B. Exporting arrangements
C. Joint ventures
D. Consortia
E. Strategic understandings
With reference to international marketing research, list the various problems that are
associated with gathering primary data.
Once the researcher has defined the research problem and established research
objectives, the researcher must next:
A. effectively communicate the problem and objectives to decision makers.
B. analyze, interpret, and summarize the results.
C. determine the sources of information to fulfill the research objectives.
D. assess the suitability of available statistical methods for analyzing the data.
E. evaluate the cost and benefits of the research effort.