Which of the following behaviors of the Spaniards reinforces the view that Spanish
negotiators use a high percentage of commands?
A. Extensive use of silent periods.
B. Highest incidence of touching another negotiator.
C. Greeting callers on the phone with “diga” (speak).
D. Shunning eye contact with others.
E. Wishing others with a “hola” or “bueno“.
Unisys Corporation’s planning steps for international marketing research calls for
collecting and assessing various types of information. Which of the following types of
information is the organization most likely to be interested in if it conducts a general
noneconomic review of conditions affecting the division’s business?
A. Economic and demographic.
B. Cultural, sociological, and political climate.
C. Overview of market conditions.
D. Summary of the technological environment.
E. Competitive situation.
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. Newly industrialized countries.
E. Pre emerging markets.
Which of the following is the reason for side conversations among foreign negotiators
in their native languages?
A. Stalling the negotiations.
B. Sorting out a translation problem.
C. Diversionary tactics.
D. Sharing secrets.
E. A gesture of disapproval.
Paved roads, railroads, seaports, communication networks, and financial networks are
illustrations of _____.
A. environmental resources
B. inventory
C. infrastructure
D. factors of production
E. logistics
A _____, which restricts the amount a country will import, may be imposed on foreign
goods benefiting from subsidies, whether in production, export, or transportation.
A. trigger volume
B. trigger price
C. minimum access volume
D. market access opportunity
E. substantial cause
If a market is characterized as being geographically large, has significant population, is
a regional economic driver, and has undertaken significant programs of economic
reform, the market is classified as a(n) _____.
A. two-sided market
B. contestable market
C. captive market
D. niche market
E. big emerging market
An attempt to lessen political risks by paying those in power to intervene on behalf of
the multinational company is referred to as a _____.
A. subornation
B. protectionism
C. political payoff
D. buy out
E. rake-off
Which of the following is the first step towards initiating efficient and effective
international business negotiations?
A. Management of preliminaries such as training and location of talks.
B. Preparation and manipulation of negotiation settings.
C. Selecting an appropriate negotiation team.
D. Managing the process of negotiations.
E. Appropriate follow-up procedures and practices.
Which of the following best describes the basic difference between domestic and
foreign market research?
A. The cost of foreign market research.
B. The willingness of the respondents to give information.
C. The broader scope of research for foreign research.
D. The complexity of the governing rules.
E. The ability to get accurate pricing data from foreign markets.
Which of the following relationship skills is necessary during the imaging activity stage
of building a strategic alliance?
A. Good relationship self-awareness
B. Creating intimacy
C. Trust building
D. Partnering
E. Commitment
In the context of business ethics, which of the following factors kept the American
economy afloat at the turn of the century?
A. Missionaries and religious movements
B. Cultural homogenization
C. Rampant consumerism
D. Intellectual property laws
E. Currency speculators
A(n) _____ is a domestic middleman set up in a foreign country or U.S. possession that
can obtain a corporate tax exemption on a portion of the earnings generated by the sale
or lease of export property.
A. Webb-Pomerene export association
B. manufacturer’s export agent
C. export management company
D. complementary marketer
E. foreign sales corporation
Which of the following strategies can be effective in forestalling or minimizing the
effect of a total takeover of a multinational corporation’s holdings by a foreign
government?
A. Confiscation
B. Sole-proprietorship
C. Expanding the investment base
D. Advertising
E. Leasing
A disadvantage when using home-country middlemen as intermediaries in the
distribution process is:
A. the large financial investment required.
B. the limited control over the distribution process.
C. the large managerial investments required.
D. the limited number of retailers in the foreign country who can be reached.
E. the large amount of commission.
The three members of the North American Free Trade Agreement (NAFTA) are:
A. The United States, the United Kingdom, and France.
B. The United States, Cuba, and Uruguay.
C. Canada, China, and Japan.
D. The United States, France, and Germany.
E. Canada, Mexico, and the United States.