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1- Different strategies are suitable for different companies

depending on their particular situation. This is articulated by the
“EPRG Framework”. What are the four options of the EPRG
Framework?
A.
Ethno Policies, Private Polies, Racial Policies, Geography
B.
Ethnocentrism, Polycentrism, Regiocentrism, Geocentrism
C.
Energy, Privacy, Real-World, Giggity
D.
Ethnocentrism, Polycentrism, Racialism, Governmental

2.
For any company looking to expand internationally, be it first-
time exporter or a major mltinational, a fundamental question
has been, and continues to be:
Discuss
A.
New Market, New Product
B.
New Market, Same Product
C.
The extent to which the marketing mix should or can be
standardized across the countries in which the firm operates
D.
PDI, PDV

3.
European and Japanese managers have been “thinking
international” from the outset (beginning).
A.
True
B. False
 4.
Within the firm, it is primarily the ________ or _________
managers who argue for standardization for the sake of
economies of scale.
o A.
Production, Finance
o B.
Marketing, Distribution
o C.
Logistic, Manufacturer
o D.
Primary, Secondary

 5.
The process of international market selection is typically done
by using _________ to enable a quick and relatively low-cost
overview of as many markets as possible.
o A.
Quantitative data
o B.
Secondary data
o C.
Primary data
o D.
All of the above

 6.
Ethnocentrism can simply be defined as:
o A.
Developing a simple diverse strategy for new markets
o B.
Develop one strategy for all countries worldwide
o C.
Use everywhere the same strategy as at home.
o D.
Being ethnically centred on a global scale

 7.
An overall strategy that involves the firm pouring all of its
available resources into one or a select few markets is knows
as:
 Discuss
o A.
Maximum investment strategy
o B.
Sprinkler Strategy
o C.
Waterfall Strategy
o D.
Standardization

 8.
All of the following are actual modes of market-entry
EXCEPT:
o A.
Licensing
o B.
Standardization
o C.
Franchising
o D.
Exporting

 9.
__________ suggests spreading the company’s resources in
order to gain even small footholds across as many markets as
possible
o A.
Direct Exporting
o B.
Sprinkler Strategy
o C.
Agent Intermediaries
o D.
Waterfall Strategy

 10.
Conditions that may encourage an organization in a domestic
environment to expand are:
Discuss
o A.
Market Saturation, Slow Population, Growth, Product
Adolescence
 o B.
Factors related to the firm's industrial sector, or to the company
itself and its products
o C.
A unique product with a strong competitive advantage, a
forward-looking managerial philosophy, corporate objectives
calling for rapid growth, as well as as of the right of talents and
skills for international operations
o D.
All of the above

 11.
_________ usually means that the company sells to a
customer in another country, be it an intermediary or an end-
customer.
o A.
Indirect exporting
o B.
Direct Exporting
o C.
Franchising
o D.
Cross selling

 12.
Which of the following alternative market entry modes offers
the least risk?
o A.
Consortia
o B.
Strategic International Alliance
o C.
Contract Manufacturing
o D.
Mergers and Acquistions

 13.
Which of the following alternative market entry modes offers
the most control and risk?
o A.
Franchising
 o B.
Licensing
o C.
Greenfield
o D.
Strategic Alliance

 14.
______________ are a partnership of two or more companies
that join forces to create a separate legal entity.
o A.
International Joint Ventures
o B.
International Consortia
o C.
Mergers and Acquisitions
o D.
Co-Branding

 15.
An unconscious reference to one’s own culterual values,
experiences, and knowledge as a basis for decisions.
o A.
Self-Reference Criterion
o B.
Pro Globalist
o C.
Tolerance Effect
o D.
Culture

 16.
For managers selling capital equipment and big-ticket
industrial services, understanding the concept of ________
demand is absolutely fundamental to their sucess.
o A.
Kinked
o B.
Sliding
o C.
Multiple
 o D.
Derived

 17.
The concept of quality encompasses many factors, and the
perception of quality rests solely with the _____________.
o A.
Price
o B.
Value
o C.
Sellers
o D.
Customer

 18.
ISO 9000 concerns the registration and certification of a
manufacturer's ___________.
o A.
Goods
o B.
Services
o C.
Quality systems
o D.
MIS

 19.
The __________ measures customers' satisfaction and
perceptions of quality of a representative sample of U.S
goods and services.
o A.
ISO 9000
o B.
MIS
o C.
ACSI
o D.
API

____________________________________________________________________
 20.
The ability to match the acceptable behaviour, norms, and
values is called a product's:
o A.
Relative advantage
o B.
Compatibility
o C.
Complexity
o D.
Trial-ability

 21.
One of the early problems faced by BMW when it attempted
to market its line of automobiles in the United States was a
severe shortage of spare parts. If BMW's management
makes the decision to correct this problem, in which of the
following components of the product component model would
management need to make improvement?
o A.
Core component
o B.
Functional component
o C.
Support services component
o D.
First stage component

 22.
How do the vast majority of services enter a foreign market?
Discuss
o A.
Exporting
o B.
Importing
o C.
Brokers
o D.
Licensing, Franchising, or Direct Investment

 23.
 A successful _______ is the most valuable resource a
company has.
o A.
Marketing Campaign
o B.
CEO
o C.
Product
o D.
Brand

 24.
Any influence that the company of manufacture, assembly, or
design has on a consumer's positive or negative perception of
a product is called the:
o A.
Polar effect
o B.
Alteration effect
o C.
Country-of-origin effect
o D.
Transferation effect

 25.
The foundation of the Japaense distribution system is the:
o A.
Middleman
o B.
Upperman
o C.
Small retailer
o D.
Big retailer

 26.
Web sales are characterized as having which of the following
challenging aspects?
o A.
Delivery of goods
o B.
 Discounts for volume purchase
o C.
Consumer loyalty
o D.
Payment

 27.
If you were a marketer looking for a unique way to enter a
foreign market that would by-pass most entry barriers, you
would choose:
o A.
Sports event advertising
o B.
Merchant intermediaries
o C.
Carrot munching
o D.
Direct sales through catalogues

 28.
Which of the following external intermediaries does not take
title to the goods that they process?
Discuss
o A.
Merchant intermediaries
o B.
Export merchants
o C.
Trading companies
o D.
Agent intermediaries

 29.
James Bond is looking for an intermediary that specialies in
researching foreign markets for a client's
products. Additionally, he would like this intermediary to
handle all the routine details of getting his products to the
foreign customers that he anticipates he will have during the
next business year. Which of the following would be the best
choice for Mr. Bond if he wants to meet his objectives?
o A.
 Export management company
o B.
Import management company
o C.
A jobber
o D.
A robber

 30.
____________ is a term used to identify concern with the
environmental consequences of a variety of marketing
activities.
 31.
The process by which innovation spreads throughout a
population is called product ___________.
 32.
The American Cusomter Satisfaction Index (ACSI) measures
customers' satisfaction and perceptions of ___________ of a
representative sample of U.S. goods and services.
 33.
Trading companies accumulate, transport, and __________
goods from many countries.
 34.
1. __________ do not take title to the products they handle
and represent the principal rather than
themselves. They work on commission and arrange for
sales (or purchase). The producer assumes trading risk
but maintains the right to establish policy guidelines and
prices and to require its agents to provide sales records
and customer information
35.
____________ take title and buy and sell on their own
account. They take product ownership and assume the
trading risks, so they are less controllable than agent
intermediaries. Because they are concerned primarily with
 sales and profit margins on merchandise they own, they are
criticized for not representing the producer’s best interests.
36.
As Global Retailers like Idea, Costco, Toys “R” Us, or Wal-
Mart expand their global coverage, they are becoming major
_________ for international markets
o A.
Domestic intermediaries
o B.
International intermediaries
o C.
Globally renowned
o D.
EMC

37.
o Works on commission and becomes an integral part of
the marketing operations of its clients
o It functions as a low-cost, independent marketing
department with direct responsibility to the parent firm
o Manage the r-5 P’s for the manufacturer abroad
o A.
Export Management Company (EMC)
o B.
Import Management Company (IMC)
o C.
Sexport Management Company (SMC)
o D.
Trading Company

38.
The MEA is an individual or firm providing a selling service for
manufacturers The MEA operates only on a commission
bases The MEA’s do business in their own names rather than
in the name of the client
o A.
True
o B.
False
39.
MEA stands for Manufacturer Export Agent
o A.
True
o B.
False

40.
A _______________ is a variety of intermediaries performing
low-cost agent services
o The term is typically implied as Import-export brokers
(intermediary function of bringing buyers and sellers
together and who do not have a continuing relationship
with their clients)
o Most of them specialize in one or more product lines, in
which they are expert and have global contacts
41.
A ________________ is a company set up in a foreign
country that can obtain a corporate tax exemption on a portion
of the earnings generated by the sale or lease of export
property
42.
________________ purchase goods from a large number of
manufacturers, ship them to foreign countries, and take full
responsibility for their marketing.
43.
Which of the following international intermediaries often has
exclusive sales rights in a specific country and works in close
cooperation with the manufacturer?
o A.
Foreign-country broker
o B.
Managing agent
o C.
Dealer
o D.
Foreign distributor
44.
Distribution channels vary depending on which of the
following?
o A.
Target market size
o B.
Competition
o C.
Available distribution intermediaries
o D.
All of the above

45.
There are 5 C's in the distribution channel, what are they?
o A.
Character
o B.
Coverage
o C.
Cash
o D.
Consistency
o E.
Continuity
o F.
Cabbage
o G.
Control
o H.
Cost

46.
Which country has more retailers than the rest of the world
combined?
Discuss
o A.
Japan
o B.
China
o C.
India
 o D.
Germany

47.
Which of the following C's must be considered if the company
is to achieve the optimum volume of sales, secure a
reasonable market share, and gain satisfactory market
penetration?
o A.
Coverage
o B.
Control
o C.
Character
o D.
Continuity

48.
Which of the following C's must be considered with regard to
ownership of the sales force and distribution system?
Discuss
o A.
Control
o B.
Cost
o C.
Continuity
o D.
Coverage

49.
Canada is the only G8 country that does not have _________
of any kind.
o A.
24-hour rule
o B.
Port security
o C.
B2B legislation
o D.
Free trade zones
50.
A ___________ is a tax-free enclave in which imported goods
can be stored or processed. It is alsonot considered part of
the country as far as import and other regulations are
concerned
o A.
Free trade zone
o B.
Port storage centre
o C.
Corporate housing unit
o D.
Manufacturing den

51.
In countries with rapid inflation goods are often sold below
their cost of replacement
o A.
True
o B.
False

52.
Deflation results in decreasing prices and creates a positive
result for consumers, but it puts pressure on everyone in the
supply chain to lower costs
o A.
True
o B.
False

53.
A _________ exists when various companies producing
similar products or services work together to control their
markets
o A.
Inflation period
o B.
Deflation period
o C.
 Cartel
o D.
Service

54.
Domestic cartelization is legal in North America
o A.
True
o B.
False

55.
Canada does not allow foreign-market cartels if the results
have an adverse impact on the Canadian economy
o A.
True
o B.
False

56.
Importers who buy products rom distributors in one country
and sell them in another country to distributors who are not
part of the manufacturer’s regular and authorized distribution
system
o A.
Parallel Importing
o B.
Canadian business bureau
o C.
Japanese bureau
o D.
Parallel Export-Import

57.
To control prices, governments may
o A.
Grant subsidies
o B.
Act as a purchasing monopsony or selling monopoly
o C.
 Permit or even encourage businesses to collude in setting
manipulative prices
o D.
All of the above

58.
What attributes belong to the Foreign Exchange Market
(FOR-EX). Check those that apply.
o A.
Most liquid market
o B.
Approximately $1.5 trillion daily volume
o C.
24 hour market
o D.
Largely unregulated (no securities exchange commission)

59.
In __________ pricing, the firm is concerned only with the
marginal or incremental cost of producing goods to be sold in
oversears markets.
o A.
Full-cost
o B.
Fixed-cost
o C.
Variable-cost
o D.
Demand-based

60.
If a company's objetive is to reach a market segment that is
relatively price insensitive and thus willing to pay a premium
price for the value received, it will most likely use a pricing
strategy called:
Discuss
o A.
Penetration pricing
o B.
Skimming pricing
o C.
 Value-based pricing
o D.
Everyday super low pricing

61.
The added costs incurred as a result of exporting products
from one country to another are called:
o A.
Price deflation
o B.
Price escalation
o C.
Price gouging
o D.
All of the above

62.
___________ is risk that a change in exchange rates may
occur between the invoicing date and the settlement date of
the transaction
o A.
Transaction risk
o B.
Spot risk
o C.
Forward risk
o D.
Limited risk

63.
______________ is the number of dollars to be paid for a
particular foreign currency purchased or sold today
o A.
Dot price
o B.
Spot price
o C.
Purchase price
o D.
Carey price
64.
___________ is the number of dollars to be paid in a foreign
currency bought or sold 30, 90, 180 days from today. *Hint*
0. This is where businesses prefer to be
1. Includes a bank premium
o A.
China
o B.
Variablization
o C.
Forward price
o D.
48

65.
Although generally frowned upon, cartels exist, are numerous,
and have a major impact on a variety of sectors, on all the
other industries and sectors that are associated with them,
and, of course, on the ultimate consumers of their
products. Which one of these is an international cartel?
o A.
Walmart Inc.
o B.
McDonalds Inc.
o C.
Organization of Petroleum Exporting Countries (OPEC)
o D.
North American Free Trade Agreement (NAFTA)

66.
__________ is a partnership of two or more companies that
join forces to create a separate legal entity
o A.
International Joint Venture (IJV)
o B.
International Cosortia (IC)
o C.
Strategic International Alliances (SIA)
o D.
International Hero's Association (IHA)
67.
___________ (more than 3) involve a larger number of
participants than IJVs and represent a partnership formed to
work on a specific project.
o A.
International Joint Venture
o B.
International Cosortia
o C.
Strategic International Alliances
o D.
China

68.
__________ are synergistic relationships established to
achieve a common goal in which all parties benefit
o A.
International Joint Venture
o B.
International Cosortia
o C.
International Tarrif
o D.
Strategic International Alliances

69.
For managers selling capital equipment and big-ticket
industrial services, understanding the concept of
_____________ (demand dependent on another source) is
critical to success
o A.
Dependant demand
o B.
Demand of reprimand
o C.
Derived demand
o D.
Culture-community demand

70.
 Quality can be defined on two
dimensions: __________ quality (secondary reviews) –
“secondary” and __________ quality (reviews based on
experience) –“primary”
o A.
Primary / secondary
o B.
Market-perceived / performance
o C.
Performance / market-perceived
o D.
Secondary / primary

71.
Relative advantage, Compatibility, Complexibility, Rrial ability,
and Observability all effect the consumers adaptation to a
new product. This is called:
o A.
Adaptation vs. innovation
o B.
Diffusion of innovations
o C.
The five flavours of funk
o D.
Product imaging

72.
Which is not one of the four unique characteristics of
services?
Discuss
o A.
Intangibility
o B.
Inseperability
o C.
Heterogeneity
o D.
Perishability
o E.
Homogeneity
73.
What is an example of a hypermarket?
Discuss
o A.
Walmart
o B.
Costco
o C.
All of the above
o D.
None of the above

74.
__________ is the elimination of brick and mortar channel
members, as a result of the internet will have a global effect
o A.
Mass Distribution Analysis
o B.
Jobbing
o C.
Special Agents
o D.
Disintermediation

75.
In ____________ pricing, the firm is concerned only with the
marginal or incremental cost of procuring goods to be sold in
overseas markets. It is practical when a company has high
fixed costs and unused production capacity
o A.
Skimming
o B.
Variable-Cost
o C.
Penetration
o D.
Low

76.
o Each unit must bear its full share of the total fixed and
variable cost
 This approach is suitable when a company has high
o
variable costs relative to its fixed costs
o In such cases, prices are often set on a cost-plus basis,
that is, total costs plus a profit margin
Who am I?
o A.
Full-Cost Pricing
o B.
Variable Pricing
o C.
Global Pricing
o D.
Kno Dicing

77.
_____________ is defined in two ways, depending on
whether a product is sold internationally below its cost of
production or below its selling price in the home market.
o A.
Bumping
o B.
Dumping
o C.
Humping
o D.
Jumping

78.
_________________ or minimum access volume (MAV),
which restricts the amount a country will import, may be
imposed on foreign goods benefiting from subsidies whether
in production, export, or transportation
o A.
Export-import duties
o B.
Foreign direct investment
o C.
Countervailing duty
o D.
Domestication
79.
Penetration pricing is most commonly used to
________________.
o A.
Sexual joke 1
o B.
Sexual joke 2
o C.
Capture market share
o D.
China

80.
In China, the #8 is associated with ______, and the #4 is
associated with _______.
o A.
Luck, death
o B.
Death, health
o C.
Sports, food
o D.
Heaven, hell

81.
For developing countries where services are often
unavailable, ______________ can be a substantive benefit. It
also helps guarantee better maintenance and service of
overseas equipment. The revenue tends to be more stable
over a period of time than direct sales would be.
o A.
Leasing
o B.
Marketing
o C.
Pricing
o D.
War

82.
 In regards to foreign direct investment, the market entry
strategy that involves the most risk and the most control is:
o A.
Contract manufacturing
o B.
Franchising
o C.
Sales office
o D.
Greenfield

83.
The emergence of pan-European communications media
suggests that companies need to push the balance toward
more _________ promotional efforts.
o A.
Customized
o B.
Differentiated
o C.
Standardized
o D.
All of the above

84.
Aspects of integrated marketing communications work best
when coordinated and reinforced with a consistent
____________ campaign.
o A.
Direct Selling
o B.
Personal Relationships
o C.
Internet
o D.
Advertising

85.
Which of the following is a chief reasons that international
communications may fail?
Discuss
 o A.
Media inadequacy
o B.
Cost of media
o C.
Poor product design
o D.
All of the above

86.
What are the steps in the international communications
process? (go to page 441 and study that shit)
Discuss
o A.
Information source, encoding, the message channel, decoding,
the feedback step
o B.
It's not this one
o C.
Probably not this one
o D.
Most definitely not this one

87.
In regards to personal selling tips (14.6) In _______, your first
meeting will be just a formality. Your counterparts will take
this time to judge your credibility, so it's best to be warm and
approachable.
o A.
Canada
o B.
Germany
o C.
Mexico
o D.
Russia

88.
In regards to personal selling tips (14.6) In ______, they relate
to individuals and not corporate entities. Establish personal
 rapport and don't switch your representative in the middle of
negotiations.
o A.
Peru
o B.
South Korea
o C.
China
o D.
The Bahamas

89.
In regards to personal selling tips (14.6) In _____, the people
tend to be soft-spoken and private. It takes time to build
relationships, but business counterparts seem friendlier after
bonds are established.
o A.
Scotland
o B.
Moon
o C.
America
o D.
Somalia

90.
o Nearly 100% coverage of retailers in the village is
achieved with this type of promotion
o This promotional effort tends to stimulate sales and
encourages local retailers, who are given prior notice of
the ___________ arrival, to stock the product
o A.
Products
o B.
Carnival Truck
o C.
Sales Agent
o D.
TV Commercial

91.
 Canada is the ____ largest trading nation.
o A.
1st
o B.
4th
o C.
7th
o D.
11th

92.
Match em up.
o A. Pro Globalist
Select a Match
o A.
o B. Anti Globalist
Select a Match
o B.
o C. Skeptics
Select a Match
o C.
o D. Transformationalists
Select a Match
o D.

93.
________ is learned through accultaration, social instiutions,
socialization, role modeling, peers, parents, etc..
o A.
Community
o B.
Beliefs
o C.
Culture
o D.
Anne Zurowsky

94.
Rokeach's Theory states that a ______ value is an end state
of existence that is personally and socially worth striving
for. An _________ is a single belief that a mode of conduct is
personally and socially preferable.
95.
 CRUCIAL: markets must understand the ____________
(higher individualism, lower power index, lower uncertainty)
o A.
Process of acceptance
o B.
Marketing
o C.
Perception
o D.
Japenese

96.
A ____________ is a failure to understand market & culture
due to the SRC
o A.
Cultural myopia
o B.
Communication failure
o C.
Packaging fault
o D.
Wrong advertisement

97.
Monochronic time is concerned with ____________, whereas
polychronic time is concerned with ____________.
o A.
Promptness (low context society), human relationships (high
context society)
o B.
The threat of new market entrants, older market entrants
o C.
One government, multiple governments
o D.
Cultural adaptation, product diffusion

98.
0. existing competition between suppliers
1. threat of new market entrants
2. bargaining power of buyers
3. power of suppliers
 4. threat of substitute products
e. A.
Geert Hofsteade Theory
f. B.
Rokeach's Theory
g. C.
Porters Forces Model
h. D.
The 5 Political Risks

rrrr) 99.
A specific unit/dollar limit applied to a type of good.
a. A. Tarrif
b. B.
Tax
c. C.
Quota
d. D.
Standard

ssss) 100.
Argentina, Brazil, Paraguay, Uraguay all belong to:
a. A.
NAFTA
B.
BRIC
b. C.
MERCOSUR
c. D.
EU