An international salesperson must have a high level of flexibility when working in a
foreign country or in the home country.
A majority of the population of less developed countries can be reached readily through
the traditional mass medium of advertising.
The European Union was created when the 12 nations of the European Community
ratified the Maastricht Treaty.
In the context of preparation for international negotiations, a thorough preliminary
research eliminates the need for negotiators to make a list of key facts to reconfirm at
the negotiation table.
Legal ownership in one country does not necessarily mean ownership in other
countries.
In the context of international business negotiations, generalizations about the
negotiation style of a region such as Asia are very often correct.
Many suppliers are adopting ISO 9000 standards because:
A. they can acquire the certification at no extra cost.
B. governments mandate ISO certification for all product categories.
C. they want to be perceived as being environmentally friendly.
D. the WTO expects international suppliers to conform to ISO standards.
E. their buyers require them to be ISO 9000 registered.
Which of the following statements regarding national stereotypes is true?
A. Americans are the best negotiators because they will spend days trying to get to
know their opponents.
B. The image of the cowboy used as a cultural stereotype reflects the organizational
loyalty of the Americans.
C. Negotiations are conducted between people rather than national stereotypes.
D. The Japanese are the worst negotiators because they think everything works in
foreign countries as it does in Japan.
E. The fierce, samurai-warrior stereotyped image of the Japanese embodies their brand
of competitiveness.
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 is dictating product adaptation in the above scenario?
A. Legal requirements.
B. Cultural requirements.
C. Economic requirements.
D. Climatic requirements.
E. Political requirements.
The ties that bind members of the Commonwealth of Independent States stem mainly
from their:
A. agreement to the European Trade Pact.
B. former Soviet membership.
C. UN membership.
D. affiliation to the Eurasian Alliance.E. WTO membership.
Business customs that must be recognized and accommodated are called _____.
A. imperatives
B. electives
C. exclusives
D. obligations
E. constraints
Which of the following statements about American and Japanese buyer-seller
relationships is true? Feedback:
A. American sellers tend to treat American buyers more as equals.
B. Japanese ideals dictate that buyers give complete deference to the wishes and needs
of sellers.
C. American buyers will generally “take care of” American sellers or Japanese sellers
more than any others do.
D. Most Americans will, by nature, treat Japanese buyers less frequently as equals.
E. Americans score the lowest among all the cultural groups on the individualism scale.
The lack of universal standards in the industrial goods market:
A. increases market efficiency.
B. gives each firm a competitive edge.
C. increases the level of consumer satisfaction.
D. reduces the prices of the final goods.
E. increases the cost of doing business.
_____ refers to a strategy that involves marketing products similar to ones already on
the market thereby minimizing resistance.
A. Flank attack
B. Cultural congruence
C. Guerilla marketing
D. Lateral marketing
E. Culture equalization
Which of the following is true about state-owned enterprises (SOEs)?
A. Privatization of state-owned enterprises blocked the release of immediate capital to
invest in strategic areas.
B. State ownership is the most ideal engine for economic growth.
C. Privatization of state-owned enterprises continually drained the future national
resources.
D. State ownership has resulted in complicated and unpredictable regulatory
environments.
E. State ownership has consistently resulted in the inclusion of foreign and domestic
private ownership, and the formation of efficient public companies.
Mervin is excited about his new home in the Philippines. Though native of Los
Angeles, he has been given the opportunity to learn about a new culture, form new
friendships, and capitalize on opportunities that were not available in his previous home
or workplace. He will go through what is known as _____ as he adjusts to living in the
Philippines.
A. acculturation
B. socialization
C. naturalization
D. emancipation
E. standardization
The World Trade Organization is wholly dedicated to ____.
A. the expansion of capitalism
B. the elimination of language barriers in trade
C. free and open national borders
D. the enforcement of international anti-bribery laws
E. making trade among nations more efficient
Which of the following is true of commercial relationships in countries with
collectivistic and high-context cultures?
A. The commercial relationship will be limited to a one-time provision of the good or
service.
B. Efficiency and innovation will matter more than long-term relationship building.
C. Trust will be a crucial aspect of commercial relationships.
D. The focus of the relationship is likely to be on price and value-for-money.
E. Customer loyalty is likely to be fleeting and short-lived.
In the context of global compensation, which of the following strategies should be
practiced?
A. A similar framework should be created for jobs with different responsibilities.
B. The support of senior sales executives need not be sought before taking action.
C. Local managers should not decide the mix between base and incentive pay.
D. Consistent communication and training themes should be used worldwide.E. The
incentive plan should be designed centrally and dictated to local offices.
According to ancient Greeks which of the following refers to a fundamental
government form ruled by many?
A. Aristocracy
B. Dictatorship
C. Democracy
D. Monopoly
E. Monarchy
It is helpful for a foreign market researcher to have a skeptical attitude in handling both
primary and secondary data.
Government bureaucracy, corruption, and organized crime are common problems found
in _____.
A. Latin America
B. The United States
C. China
D. former Soviet Union
E. Japan
_____ are marketing activities that stimulate consumer purchases and improve retailer
or middlemen effectiveness and cooperation.
A. Sales promotion
B. Advertising
C. Trade shows
D. Direct selling
E. Public relations
In terms of political risk, which of the following poses the greatest threat to
international marketers?
A. Newer environmental regulations approved by global trade bodies.
B. Change of economic policies.
C. Exchange rate fluctuations affecting margins.
D. The possibility of the government actually failing.
E. Membership or withdrawal of membership of the government in trade blocs.