 Question 1

10 out of 10 points
A ________ provides a selling service for a manufacturer, has a short-term relationship with the
manufacturer, and operates on a straight commission basis.

Selected Answer:
 
manufacturer’s export agent

Answers:
 
manufacturer’s export agent

manufacturers’ retail store

trading company

global retailer

complementary marketer

 Question 2
10 out of 10 points
A disadvantage when using home-country middlemen as intermediaries in the distribution process is
the

Selected Answer:
 
limited control over the distribution process.

Answers: large financial investment required.

limited number of retailers in the foreign country who can be reached.

large amount of commission.

 
limited control over the distribution process.

large managerial investments required.

 Question 3
10 out of 10 points
A major disadvantage of ________ is that they can seldom afford to make the kind of market
investment needed to establish deep distribution for products.

Selected Answer:
 
export management companies

Answers:
 
export management companies

global retailers

trading companies
 import associations

complementary marketers

 Question 4
10 out of 10 points
A major goal of the Export Trading Company (ETC) Act was to

Selected Answer:
 
remove antitrust disincentives to export activities in the U.S..

Answers: earn the highest possible profits in foreign countries.

allow U.S. companies to bypass tax laws with respect to international trading.

combine export shipments within single containers.

bypass trade barriers in foreign countries.

 
remove antitrust disincentives to export activities in the U.S..

 Question 5
10 out of 10 points
A marketing manager of a firm with small international sales volume is looking for a middleman who
can take responsibility for promotion of the company’s products, credit arrangements, physical
handling, and market research. Also, the middleman must be able to provide information on financial,
patent, and licensing matters. What type of middleman would be the best choice for this marketing
manager if he wants to meet his objectives?

Selected Answer:
 
an export management company

Answers: a trade representative

a complementary marketer

an export merchant

a manufacturer’s export agent

 
an export management company

 Question 6
10 out of 10 points
A website and the product must be culturally neutral, which can be a problem when it comes to color.
For instance, the color red is associated with socialism in

Selected Answer:
 
Spain.
 Answers:
 
Spain.

China.

Uruguay.

Brazil.

the United States.

 Question 7
10 out of 10 points
A website should be seen as

Selected Answer:
 
a means of promotion and a retail store.

Answers:
 
a means of promotion and a retail store.

a substitute for marketing in more than one language.

a vehicle for product delivery.

a sole means of advertising.

a way to get around differences in cultures.

 Question 8
10 out of 10 points
A(n) ________ is a middleman 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.

Selected Answer:
 
foreign sales corporation

Answers: complementary marketer

export management company

 
foreign sales corporation

Webb-Pomerene export association

manufacturer’s export agent

 Question 9
0 out of 10 points
A(n) ________ is an individual agent middleman or an agent middleman firm providing a selling
service for manufacturers that cover only one or two markets.
 Selected Answer:
 
export management company

Answers: global retailer

export management company

Webb-Pomerene export association

 
manufacturer’s export agent

manufacturer’s retail store

 Question 10
10 out of 10 points
Abel Corp. is a wholesaler for Global Electric in the French market. Global Electric discovered that
Abel Corp. was diverting some of its goods to the English market. Abel could get a greater profit in the
English market because the goods were bought by the firm at a cheaper price in France. What is Abel
engaged in?

Selected Answer:
 
parallel importing

Answers: backwashing

industrial piracy

black marketing

smuggling

 
parallel importing

 Question 11
10 out of 10 points
According to experienced exporters, what is the only effective way to select a middleman?

Selected
 
Answer:
Talk personally to ultimate consumers to find whom they consider to be the best
distributors.

Answers: Conduct a background check on all the distributors available in the target market.

Issue a request-for-proposal to all distributors in the target market and evaluate

their responses.

Consult trade organizations and select the distributor recommended by them.

Consult other manufacturers of similar products and select the distributor

recommended by them.
  
Talk personally to ultimate consumers to find whom they consider to be the best
distributors.

 Question 12
10 out of 10 points
Cargo ships are reducing transit time and are larger and thus able to carry more containers. What is a
disadvantage of this for U.S. companies’ imports?

Selected Answer:
 
Some ships are too large to fit into U.S. ports.

Answers: They are taking business away from other forms of transit.

 
Some ships are too large to fit into U.S. ports.

Containers cannot be shipped by rail in Europe.

The cost is becoming prohibitive.

They have impeded investment in supersonic passenger jets.

 Question 13
10 out of 10 points
Companies with marketing facilities or contacts in different countries with excess distribution capacity
or a desire for a broader product line sometimes take on additional lines for international distribution.
The formal name for such activities is

Selected Answer:
 
complementary marketing.

Answers: export marketing.

backhauling.

demand shifting.

skimming.

 
complementary marketing.

 Question 14
10 out of 10 points
Distribution in ________ has long been considered the most effective nontariff barrier to that market.

Selected Answer:
 
Japan

Answers: the U.S.

 China

Canada

 
Japan

Western Europe

 Question 15
10 out of 10 points
E-commerce is a form of ________ selling.

Selected Answer:
 
direct

Answers: dual

targeted

indirect

parallel

 
direct

 Question 16
10 out of 10 points
E-commerce is more developed in ________ than the rest of the world, partly because of the lower
cost of access to the Internet than found elsewhere.

Selected Answer:
 
the United States

Answers: China

Switzerland

 
the United States

Japan

Brazil

 Question 17
10 out of 10 points
General Motors, ________, and DaimlerChrysler have created a single online site called Covisint for
purchasing automotive parts from suppliers.

Selected Answer:
 
 Ford Motor Company

Answers: Toyota Motor Corporation

 
Ford Motor Company

Honda Motor Company

Nissan Motor Company

Hyundai Motors

 Question 18
10 out of 10 points
Home-country middlemen are also known as ________ middlemen, and are located in the producing
firm’s country.

Selected Answer:
 
domestic

Answers: merchant

area

 
domestic

local

regional

 Question 19
10 out of 10 points
How are global retailers like IKEA, Costco, and Walmart becoming major domestic middlemen for
international markets?

Selected
 
Answer:
They maintain their core marketing approaches while localizing the array of
products, promotions, and other peripheral aspects of their operations.

Answers: They work under the names of the manufacturers and function as low-cost,
independent marketing departments with direct responsibility to the parent firms.

They have minimum investment costs as they do not commit to investing in

company personnel.

 
They maintain their core marketing approaches while localizing the array of
products, promotions, and other peripheral aspects of their operations.

They offer reduction of export costs, demand expansion through promotion, trade
barrier reduction, and improvement of trade terms through bilateral bargaining.
 They serve as the producer's export department but have a short-term relationship,
cover only one or two markets, and operate on a straight commission basis.

 Question 20
10 out of 10 points
IGP owned a large warehouse in England where it stored and distributed books. It was approached by
a greeting card company in the U.S. to distribute those as well. Since the products would go into
similar markets and IGP could make a profit on the distribution of the greeting card line, it decided to
participate in

Selected Answer:
 
piggybacking.

Answers: backhauling.

skimming.

shape shifting.

 
piggybacking.

demand shifting.

 Question 21
10 out of 10 points
In Japan, under the Large-Scale Retail Store Law, all proposals for new "large" stores were first
judged by the

Selected Answer:
 
Ministry of International Trade and Industry.

Answers: Internal Affairs and Business Council.

Transport and Tourism Department.

Local Retailers Union.

 
Ministry of International Trade and Industry.

Health and Welfare Committee.

 Question 22
10 out of 10 points
In a ________ distribution structure, an importer controls a fixed supply of goods and the marketing
system develops around the philosophy of selling a limited supply of goods at high prices to a small
number of affluent customers.

Selected Answer:
 
traditional
 Answers: domestic

 
traditional

manufacturer-oriented

customer-oriented

service

 Question 23
10 out of 10 points
In an import-oriented distribution structure,

Selected
 
Answer:
the importer–wholesaler traditionally performs most of the marketing functions.

Answers: the idea of a channel as a chain of intermediaries performing specific activities is

common.

the distribution system is national in scope.

several independent agencies provide functions such as advertising, marketing

research, and financing.

the relationship between the importer and any middleman is similar to that found in
a mass-marketing system.

 
the importer–wholesaler traditionally performs most of the marketing functions.

 Question 24
10 out of 10 points
In the context of the types of domestic middlemen, the WTO in 2003 ruled ________ to be in violation
of international trade rules, thus starting a major trade dispute with the European Union.

Selected Answer:
 
foreign sales corporations

Answers:
 
foreign sales corporations

trading companies

Webb-Pomerene export associations

direct marketing partnerships

export promotion companies

 Question 25
10 out of 10 points
 Most middlemen handle brands in good times when the line is making money but quickly reject such
products within a season or a year if they fail to produce during that period. This is a problem
associated with which of the six Cs of distribution channel strategy?

Selected Answer:
 
continuity

Answers:
 
continuity

control

cost

capital requirement

character

 Question 26
10 out of 10 points
One reason channels of distribution often pose longevity problems is that most middlemen

Selected Answer:
 
have little loyalty to their vendors.

Answers:
 
have little loyalty to their vendors.

tend to slow down distribution to extract higher commissions.

lack product knowledge resulting in low sales volume.

do not maintain sufficient inventory to serve customers.

do not have sufficient knowledge of the target market.

 Question 27
10 out of 10 points
One result of the EU’s unification is

Selected Answer:
 
the elimination of transportation barriers among member countries.

Answers: the elimination of trade barriers with countries outside the EU.

an increase in the number of warehouses in member countries.

the acceptance of universal prices on basic goods.

elimination of the need for cargo ships for distribution.

 
 the elimination of transportation barriers among member countries.

 Question 28
10 out of 10 points
One way to get around the difficulty of full-market coverage in a country is to

Selected Answer:
 
seek significant penetration in major population areas.

Answers: assess countries in terms of market segments, not geographic segments.

focus on the use of one channel.

keep marketing efforts to highly developed areas.

 
seek significant penetration in major population areas.

avoid countries with multiple languages.

 Question 29
10 out of 10 points
Parallel importing is also known as

Selected Answer:
 
secondary wholesaling.

Answers: industrial piracy.

backwashing.

 
secondary wholesaling.

black marketing.

smuggling.

 Question 30
10 out of 10 points
Sixty percent of the Japanese population lives in the ________ market area, which essentially
functions as one massive city.

Selected Answer:
 
Tokyo–Nagoya–Osaka

Answers: Nishio–Okazaki–Inazawa

 
Tokyo–Nagoya–Osaka

Nagoya–Handa–Seto
 Inuyama–Nisshin–Takahama

Komaki–Tokoname–Kariya

 Question 31
10 out of 10 points
The Webb-Pomerene Act of 1918 made it possible for American business firms to join forces in export
activities without being subject to the

Selected Answer:
 
Sherman Antitrust Act.

Answers: Robinson-Patman Act.

Federal Communications Act.

 
Sherman Antitrust Act.

Trade Commission Act.

Food, Drug, and Cosmetics Act.

 Question 32
10 out of 10 points
The ________ process includes the physical handling and distribution of goods, the passage of
ownership (title), and the buying and selling negotiations between producers and middlemen and
between middlemen and customers.

Selected Answer:
 
distribution

Answers: channel

control

logistics

marketing

 
distribution

 Question 33
10 out of 10 points
The channel process includes all activities, beginning with the manufacturer and ending with the

Selected Answer:
 
final consumer.

Answers:
 
 final consumer.

merchant middlemen.

retailer.

wholesaler.

agent middlemen.

 Question 34
10 out of 10 points
The closer the company wants to get to the customer in its channel contact,

Selected Answer:
 
the larger the sales force required.

Answers: the more effective use of the Internet will be.

the more important it is to consult with trade organizations.

 
the larger the sales force required.

the more likely the company will use middlemen.

the more routine the channel-building process becomes.

 Question 35
10 out of 10 points
The rate of change in retailing around the world appears to be directly related to the

Selected Answer:
 
speed of economic development.

Answers: currency exchange rate.

rate of inflation.

 
speed of economic development.

literacy rate.

population growth.

 Question 36
10 out of 10 points
Transporting and storing goods, breaking bulk, providing credit, local advertising, sales representation,
and negotiations with middlemen most directly relate to which of the six Cs of the channel distribution
strategy?
 Selected Answer:
 
cost

Answers: coverage

 
cost

control

character

continuity

 Question 37
10 out of 10 points
What company offers a manufacturer’s retail store?

Selected Answer:
 
Benetton

Answers:
 
Benetton

IKEA

Toys "R"
Us

Walmart

Costco

 Question 38
10 out of 10 points
What group is considered to be the foundation of the Japanese distribution system?

Selected Answer:
 
small retailers

Answers: consumers

wholesalers

brokers

manufacturers

 
small retailers

 Question 39
10 out of 10 points
 What has proven to be an important way to break the trade barrier imposed by the Japanese
distribution system?

Selected Answer:
 
direct sales through catalogs

Answers: Internet shopping

large wholesale stores

street corner kiosks

television advertising

 
direct sales through catalogs

 Question 40
10 out of 10 points
What is a critical element associated with using a particular type of middleman?

Selected Answer:
 
cash-flow patterns

Answers:
 
cash-flow patterns

knowledge of the culture of the target market

number of employees

influence over the target market

mode of transportation for moving goods

 Question 41
10 out of 10 points
What is often the approach of choice in markets with insufficient or underdeveloped distribution
systems?

Selected Answer:
 
direct marketing

Answers:
 
direct marketing

a discount house

Internet selling

a big wholesale store

 television advertising

 Question 42
10 out of 10 points
What is one of the highest costs of doing business in China?

Selected Answer:
 
capital required to maintain effective distribution

Answers: cost of customizing products for the Chinese market

 
capital required to maintain effective distribution

money required for the transportation of goods

cost of local advertising

money required for obtaining appropriate permits

 Question 43
10 out of 10 points
What is one of the key elements in distribution decisions when it comes to choosing channels?

Selected Answer:
 
functions performed by middlemen

Answers:
 
functions performed by middlemen

selection of optimum container sizes

target market culture

volume discounts and rebates

local advertising modes

 Question 44
10 out of 10 points
What is one of the six Cs of distribution channel strategy?

Selected Answer:
 
continuity

Answers: communication

capacity

contribution

commission
  
continuity

 Question 45
10 out of 10 points
What is true of foreign sales corporations?

Selected
 
Answer:
They can function as a principal or a commissioned agent.

Answers:
 
They can function as a principal or a commissioned agent.

They accumulate, transport, and distribute goods from many countries.

They can only be related to a manufacturing parent and not an independent

broker.

They virtually control distribution through all levels of channels in Japan.

They are commonly called piggybackers.

 Question 46
10 out of 10 points
What makes Walmart’s transactions with suppliers highly efficient and lowers its cost of operations?

Selected Answer:
 
internal Internet-based system with suppliers

Answers: lack of competitors

clean business reputation

 
internal Internet-based system with suppliers

ability to influence foreign governments

outreach programs to placate small retailers

 Question 47
10 out of 10 points
What subject area should be on the checklist of criteria for evaluating middlemen servicing a market?

Selected Answer:
 
productivity

Answers: sensitivity

 
productivity
 flexibility

cultural empathy

breadth of knowledge

 Question 48
10 out of 10 points
When developing a website, what is true about the use of language?

Selected
 
Answer:
A country-specific (and language-specific) website may make the difference
between success and failure.

Answers: Language and culture do not impact a website’s message in any significant way.

English should be used, as it is the most universal language.

 
A country-specific (and language-specific) website may make the difference
between success and failure.

It is not necessary to use multiple languages because the customer will bridge the
language gap.

Simple translation of web pages is sufficient to reach foreign markets.

 Question 49
10 out of 10 points
Which action should be taken when beginning the search for prospective middlemen?

Selected Answer:
 
studying the target market

Answers:
 
studying the target market

evaluating the available financial resources

understanding the mission of the manufacturing firm

short-listing the middlemen

designing the sales force required

 Question 50
10 out of 10 points
Which arrangement is best undertaken when a firm wants to keep its seasonal distribution channels
functioning throughout the year?

Selected Answer:
 
complementary marketing
 Answers: establishing a retail store

using the services of an export management company

 
complementary marketing

using the services of a trading company

price skimming

 Question 51
10 out of 10 points
Which distribution structure is also known as a traditional distribution structure?

Selected Answer:
 
Import-oriented

Answers: Export-oriented

Service-oriented

Customer-oriented

Manufacturer-oriented

 
Import-oriented

 Question 52
10 out of 10 points
Which feature characterizes the business philosophy of Japanese distribution channels?

Selected Answer:
 
loyalty

Answers: price competition

fast delivery

direct sales

 
loyalty

variety

 Question 53
10 out of 10 points
Which group is frequently criticized for not representing the best interests of a manufacturer?

Selected Answer:
 
 merchant middlemen

Answers: brokers

trading companies

 
merchant middlemen

consumers

global wholesalers

 Question 54
10 out of 10 points
Which group takes title to manufacturers’ goods and assume the trading risks?

Selected Answer:
 
merchant middlemen

Answers: agent middlemen

 
merchant middlemen

brokers

buying offices

export agent

 Question 55
10 out of 10 points
Which mode of distribution affords the most control over the distribution channels but often at a cost
that is not practical?

Selected Answer:
 
direct sales force

Answers:
 
direct sales force

export management companies

trading companies

complementary marketers

export associations

 Question 56
10 out of 10 points
 Which mode of distribution in the foreign market will require a company to make the maximum
financial investment?

Selected Answer:
 
direct sales force

Answers: export management companies

trading companies

 
direct sales force

complementary marketers

export associations

 Question 57
10 out of 10 points
Which statement is true regarding an export management company (EMC)?

Selected
 
Answer:
It calls for smaller investment from the parent firm to get into international
markets.

Answers: It does not have direct responsibility to the parent firm.

It acts as a middleman for firms willing to involve their own personnel in

international functions.

 
It calls for smaller investment from the parent firm to get into international
markets.

It operates under its own name while providing services to another firm.

It acts as a middleman for firms with relatively large international sales volume.

 Question 58
10 out of 10 points
________ are a type of domestic middleman.

Selected Answer:
 
Export management companies

Answers: Foreign distributors

 
Export management companies

Lessors
 Sole proprietors

Joint ventures

 Question 59
10 out of 10 points
________ offer one of the easiest routes to gain entrance into the complicated Japanese distribution
system because they virtually control distribution through all levels of channels in Japan.

Selected Answer:
 
Trading companies

Answers: Export management companies

Brokers

 
Trading companies

Trade representatives

Complementary marketers
Wednesday, November 18, 2020 4:25:18 PM MST
 Question 1
1 out of 1 points
A manufacturer of sports bicycles uses various cycling legends and sports celebrities as brand
ambassadors to promote its product in China. Bicycles in China are used mainly by the working class
for commuting, not sports, so the promotional campaign was a failure. During which step of the
international communications process did the manufacturer most likely go wrong?

Selected Answer:
 
message channel

Answers: information source

noise cancellation

 
message channel

decoding

encoding

 Question 2
1 out of 1 points
A multinational pharmaceutical company used a saffron trident in a promotional campaign for one of
its drugs in India. The saffron trident, a religious symbol in India, was meant to indicate the three
levels of efficacy of the drug but mistakenly conveyed a religious message to Indians. This
miscommunication indicates a problem associated with which step of the international
communications process?

Selected Answer:
 
encoding

Answers: information source selection

 
encoding

noise cancellation

media channel selection

 message transmission

 Question 3
1 out of 1 points
A study of a representative sample of European consumers indicated that

Selected Answer:
 
nearly 8 in 10 believed ads were often deceptive about product quality.

Answers: most believed advertising was necessary for product purchase decisions.

about 1 in 10 believed advertising meant higher prices for a product.

most considered ads enjoyable and entertaining.

 
nearly 8 in 10 believed ads were often deceptive about product quality.

advertising was a way to obtain valuable information about products.

 Question 4
1 out of 1 points
Advertising ________ in some countries can distort media choice by changing the cost ratios of
various media.

Selected Answer:
 
taxation

Answers: cultural focus

language

channels

 
taxation

demographics

 Question 5
1 out of 1 points
An especially effective promotional tool when a product concept is new or has a very small market
share is

Selected Answer:
 
product sampling.

Answers: contests.

sweepstakes.

product tie-ins.
  
product sampling.

sponsorship.

 Question 6
1 out of 1 points
An international marketing executive with a product message to communicate specifically acts as a(n)

Selected Answer:
 
information source.

Answers: receiver.

 
information source.

encoder.

decoder.

noise source.

 Question 7
1 out of 1 points
Billboards are especially useful in countries:

Selected Answer:
 
with high illiteracy rates.

Answers: with high income levels.

where sales promotions are ineffective.

where the laws governing the Internet are very complicated.

where people prefer buying in small quantities.

 
with high illiteracy rates.

 Question 8
1 out of 1 points
Blogs, virtual worlds, and video sharing are examples of media commonly known as

Selected Answer:
 
social media.

Answers: Texas Visual Imaging.

global media.
 widespread media.

local media.

 
social media.

 Question 9
1 out of 1 points
Certain advertising media are forbidden by government edict to accept some advertising materials.
Such restrictions are most prevalent in

Selected Answer:
 
radio and television broadcasting.

Answers: Internet forums.

trade shows and exhibitions.

direct selling and sales promotions.

 
radio and television broadcasting.

personal selling initiatives.

 Question 10
1 out of 1 points
Companies that rely on television infomercials and television shopping are restricted by the limitations
placed on the ________ of television commercials permitted when their programs are classified as
advertisements.

Selected Answer:
 
length and number

Answers: ethnic focus

religious content

subliminal messaging

 
length and number

cost

 Question 11
1 out of 1 points
Compensation arrangements for advertising agencies throughout the world are based on the U.S.
system of ________ commissions.
 Selected Answer:
 
15 percent

Answers: 25 percent

consistent

 
15 percent

no

shared

 Question 12
1 out of 1 points
Corporate ________ might be classified as an aspect of sales promotions or public relations, though
they also bear a connection to advertising.

Selected Answer:
 
sponsorships

Answers: sustainability

espionage

governance

 
sponsorships

entrepreneurships

 Question 13
1 out of 1 points
Direct mail is an unpopular medium in Chile because

Selected Answer:
 
customers must pay for every item delivered by the letter carrier.

Answers: its reach is extremely limited.

the literacy level in Chile is extremely low.

 
customers must pay for every item delivered by the letter carrier.

it is subject to complicated government regulations.

it uses paper; hence, it is considered a threat to the environment.

 Question 14
1 out of 1 points
 Due to differences in culture in different markets, standardized products that are marketed globally
will most likely require

Selected Answer:
 
different advertising appeals.

Answers: consistent promotional messages.

standardized secondary attributes.

 
different advertising appeals.

different primary functions.

standardized marketing strategies.

 Question 15
1 out of 1 points
During ________, the message from the source is converted into effective symbolism for transmission
to a receiver.

Selected Answer:
 
encoding

Answers: standardizing

 
encoding

scrambling

interpretation

decoding

 Question 16
1 out of 1 points
During which step of the international communications process does the receiver of the message
interpret symbolism transmitted from an information source?

Selected Answer:
 
decoding

Answers:
 
decoding

selecting a message channel

selecting a message

encoding
 identifying the sources of noise

 Question 17
1 out of 1 points
In Spain, a new medium for advertising called Publicoche involves

Selected Answer:
 
private cars that are painted with advertisements.

Answers:
 
private cars that are painted with advertisements.

hot air balloons printed with promotional messages.

financing of popular sporting and entertainment events.

lasers projected onto clouds.

buses fitted with television sets showing promotional messages.

 Question 18
1 out of 1 points
In an international advertising campaign, what happens once the goals of the communication have
been specified?

Selected Answer:
 
Develop the most effective message(s) for the market segments selected.

Answers: Evaluate the campaign relative to the goals specified.

Execute the campaign.

 
Develop the most effective message(s) for the market segments selected.

Select effective media.

Compose and secure a budget.

 Question 19
1 out of 1 points
In the context of consumer products, what is the major limitation of the Internet?

Selected Answer:
 
accessibility outside the United States

Answers: difficulty in tracking the effectiveness of advertisements on the Internet

knowledge of how to use the Internet

cost of using the Internet

  
accessibility outside the United States

government regulations on the use of the Internet

 Question 20
1 out of 1 points
In the context of international advertising, ________ is the neon capital of the world.

Selected Answer:
 
Hong Kong

Answers: London

Brasília

Sydney

 
Hong Kong

Paris

 Question 21
0 out of 1 points
In the context of international advertising, companies are moving from the commission system to a
________ system.

Selected Answer:
 
standardized

Answers:
 
reward-by-results

business-to-business

self-regulation

tactical

standardized

 Question 22
1 out of 1 points
In the context of international advertising, it has been observed that advertising expenditures are
generally

Selected Answer:
 
cyclical.

Answers:
 
 cyclical.

minimal.

linear.

supplemental.

one-time only.

 Question 23
1 out of 1 points
In the context of the communications process in advertising, problems of literacy, media availability,
and types of media create challenges in the communications process at the ________ step.

Selected Answer:
 
encoding

Answers: message selection

decoding

amplification

 
encoding

feedback

 Question 24
1 out of 1 points
In-store demonstrations, samples, coupons, contests, and sweepstakes are examples of ________
devices.

Selected Answer:
 
sales promotions

Answers:
 
sales promotions

public relations

personal selling

direct selling

content marketing

 Question 25
1 out of 1 points
Integrated marketing communications include
 Selected Answer:
 
advertising.

Answers: human resources.

research and development.

marketing management.

logistics.

 
advertising.

 Question 26
1 out of 1 points
Janel, a media consultant, is helping the integrated marketing communications manager of a French
cosmetics company with the design and content to be used in an upcoming promotional campaign in
Japan. The IMC manager knows what to convey but wants to word it in a culturally relevant manner.
With which step of the international communications process is Janel helping the company?

Selected Answer:
 
encoding of the message

Answers: choosing an appropriate channel for the message

reducing noise from competing ad campaigns

providing feedback from customers

 
encoding of the message

decoding of the message

 Question 27
1 out of 1 points
Most toy manufacturers would agree that toys cannot be marketed profitably in countries without
commercial television advertising directed toward children. In this scenario, commercial television
advertising exemplifies the availability of appropriate

Selected Answer:
 
communication channels.

Answers: demonstrations.

personal selling services.

direct mailing services.

 
communication channels.
 public relations.

 Question 28
1 out of 1 points
Of all the elements of the marketing mix, decisions involving ________ are those most often affected
by cultural differences among country markets.

Selected Answer:
 
advertising

Answers: sales promotion

 
advertising

trade shows

public relations

direct selling

 Question 29
1 out of 1 points
One of the drawbacks of satellite TV is

Selected Answer:
 
governments’ fear of a loss of control over their airwaves and messages.

Answers:
 
governments’ fear of a loss of control over their airwaves and messages.

the cost of creating a high quality ad for satellite television.

the government regulations placed on satellite advertising.

the number of intermediaries required for satellite service transmission.

the limited market penetration of satellite television.

 Question 30
1 out of 1 points
Sales promotions are

Selected
 
Answer:
marketing activities that stimulate consumer purchases and improve retailer or
middlemen effectiveness and cooperation.

Answers: long-term efforts directed to a manufacturer or supplier.

ineffective in markets where consumers are hard to reach.

the only element of the marketing mix that are affected by cultural differences
 among country markets.

composed of activities that encourage the press to cover positive stories about
companies.

 
marketing activities that stimulate consumer purchases and improve retailer or
middlemen effectiveness and cooperation.

 Question 31
1 out of 1 points
Sales promotions are short-term efforts directed to the consumer or retailer to achieve specific
objectives such as

Selected Answer:
 
consumer product trial or immediate purchase.

Answers: long-term performance of a product.

discouraging stores from stocking a product.

eliminating the need for retail point-of-purchase displays.

 
consumer product trial or immediate purchase.

reducing advertising expenses.

 Question 32
1 out of 1 points
Since 2007, FedEx has contributed millions to the PGA Tour, and as its most lucrative donor, an event
is named after the company. This is an example of

Selected Answer:
 
a sponsorship

Answers: governance.

 
a sponsorship

a bribe.

sustainability.

an entrepreneurship.

 Question 33
1 out of 1 points
Skepticism and negative attitudes about advertising, along with poor practices by some advertisers,
have resulted in the International Advertising Association
 Selected Answer:
 
developing self-regulating codes of conduct.

Answers: hiring public relations professionals.

producing public service announcements to improve their image.

banning certain types of ads.

 
developing self-regulating codes of conduct.

asking governments to intervene.

 Question 34
1 out of 1 points
The ________ step in the international communications process refers to the information about the
effectiveness of the message that flows from the receiver back to the information source for evaluation
of the effectiveness of the process.

Selected Answer:
 
feedback

Answers: message channel selection

decoding

interpretation

 
feedback

encoding

 Question 35
1 out of 1 points
The assault on advertising of ________ is escalating, as evidenced by the World Health Organization
launching a global campaign against it.

Selected Answer:
 
tobacco products

Answers:
 
tobacco products

pharmaceuticals

animal-derived products

alcohol

trans fat
 Question 36
1 out of 1 points
The emergence of pan-European communications media will most likely cause companies to

Selected Answer:
 
choose more standardized promotional efforts.

Answers: opt for localized promotional campaigns.

 
choose more standardized promotional efforts.

opt for greater customization of promotional efforts.

use only the Internet as their message channel.

promote their products only in English.

 Question 37
1 out of 1 points
The only way to avoid linguistic problems in advertising communication is by

Selected Answer:
 
performing in-country testing with the target consumer group.

Answers: creating an entirely new advertisement for the new market.

using facial expressions and physical gestures in the advertisement.

 
performing in-country testing with the target consumer group.

developing a new version of the product for the new market.

using only English in all media promotions.

 Question 38
1 out of 1 points
The sales force of a company that provides the company’s product specifications to the customer acts
as a(n)

Selected Answer:
 
message channel.

Answers: decoder.

receiver.

interpreter.

 
message channel.
 noise.

 Question 39
1 out of 1 points
Using newspapers or magazine ads as a channel of communication when the majority of the intended
users cannot read is an example of ineffective ________ in the communications process.

Selected Answer:
 
media channel selection

Answers:
 
media channel selection

noise

market selection

feedback

message selection

 Question 40
1 out of 1 points
Using the Internet as a communication medium when only a small percentage of an intended market
has access to it is an example of an error related to

Selected Answer:
 
message channel selection.

Answers:
 
message channel selection.

decoding.

message selection.

feedback.

encoding.

 Question 41
1 out of 1 points
What are the major components in the marketing communications mix for most companies?

Selected Answer:
 
advertising and personal selling

Answers: public relations and advertising

public relations and sales promotions

direct selling and sales promotions

 direct selling and trade shows

 
advertising and personal selling

 Question 42
1 out of 1 points
What is an example of comparative advertising?

Selected
 
Answer:
an ad showing a dog choosing one brand of dog food over another brand

Answers: an ad showing the superiority of synthetic materials used in its products as

compared to cotton

an ad using shocking or taboo material to promote a product

an ad using a scantily clad model to promote a soft drink

an ad showing a celebrity smoking his preferred brand of cigarettes

 
an ad showing a dog choosing one brand of dog food over another brand

 Question 43
1 out of 1 points
What is an example of the primary function of a product?

Selected Answer:
 
the ability of a camera to take a picture

Answers:
 
the ability of a camera to take a picture

the design and form factor of a phone

the prestige associated with driving a car

the color of a cell phone

the shape of speakers

 Question 44
1 out of 1 points
What is especially vulnerable as EU member states decide which area of regulation should apply to
these services?

Selected Answer:
 
Internet services

Answers: newspaper advertising

 personal selling

outdoor services

radio advertising

 
Internet services

 Question 45
1 out of 1 points
What is true of advertising agencies for international advertising?

Selected
 
Answer:
The cross-cultural communication between a foreign client and a local agency can
be problematic.

Answers: Only a local domestic agency can provide a company with a high level of
sophistication.

 
The cross-cultural communication between a foreign client and a local agency can
be problematic.

A multinational agency always has the best feel for a market.

Only a multinational agency can provide the best cultural interpretation in a

situation in which local modification is required.

Agency commission patterns are consistent throughout the world.

 Question 46
1 out of 1 points
What is true of the newspaper industry?

Selected
 
Answer:
In many countries, there is a time lag before advertisements can be run in a
newspaper.

Answers:
 
In many countries, there is a time lag before advertisements can be run in a
newspaper.

Since there is an indication that the space for advertising is paid for, it is easy to tell
exactly how much advertising appears in a given newspaper.

In many countries, newspapers hardly have any trouble achieving complete market
coverage.

Most U.S. cities have three or four major daily newspapers.

Japan has more than 15 national daily newspapers, but the circulation numbers are
low.
 Question 47
1 out of 1 points
When developing an international advertisement campaign, what is the first step of the process?

Selected Answer:
 
Perform marketing research.

Answers: Select effective media.

Compose and secure a budget based on what is required to meet goals.

 
Perform marketing research.

Specify the goals of the communication.

Execute the campaign.

 Question 48
1 out of 1 points
Which country has the most egregious control over advertising, where each medium has its own
censorship board that passes judgment on any advertising even before it is submitted for approval by
the Ministry of Information?

Selected Answer:
 
Myanmar

Answers: Germany

Australia

France

Argentina

 
Myanmar

 Question 49
1 out of 1 points
Which element of integrated marketing communications includes encouraging the press to cover
positive stories about companies and managing unfavorable rumors, stories, and events?

Selected Answer:
 
public relations

Answers: crisis management

direct selling

 
public relations
 personal selling

sales promotion

 Question 50
1 out of 1 points
Which element of the international communications process comprises external influences such as
competitive advertising, other sales personnel, and confusion at the receiving end that can detract from
the ultimate effectiveness of the communication?

Selected Answer:
 
noise

Answers:
 
noise

selecting a message source

encoding

decoding

selecting a message channel

 Question 51
1 out of 1 points
Which medium suffer(s) from issues such as difficulty in assessing taxes, unfair competition, import
duties, and privacy?

Selected Answer:
 
the Internet

Answers:
 
the Internet

magazines

the radio

newspapers

direct mail

 Question 52
1 out of 1 points
Which statement about advertising laws is correct?

Selected Answer:
 
Toy, tobacco, and liquor advertising is restricted in numerous countries.

Answers: Television ads are exempted from tax in all countries.

 Advertising on television is unregulated in most countries.

Advertising of pharmaceuticals is unrestricted in most countries.

The Internet is the only medium where no restrictions exist in any country.

 
Toy, tobacco, and liquor advertising is restricted in numerous countries.

 Question 53
1 out of 1 points
Which statement best defines the concept of public relations?

Selected
 
Answer:
It the creation of relationships with the media to help communicate messages to
their customers, the general public, and governmental regulators.

Answers: It is the use of various forms of promotions to improve relationships with

customers..

It is the practice of using the public to promote a company’s products through

vehicles like blogs.

It is the distribution of samples and coupons directly to the public.

 
It the creation of relationships with the media to help communicate messages to
their customers, the general public, and governmental regulators.

It is the direct sale of goods at discount rates to the public at trade fairs.

 Question 54
1 out of 1 points
Which step of the international communications process is important as a check on the effectiveness of
the other steps?

Selected Answer:
 
feedback

Answers: selecting a proper message

selecting an appropriate channel of communication

encoding the message

decoding the message

 
feedback

 Question 55
1 out of 1 points
 _______ allows ESPN to fill blank walls, streets, or stadium sidings with computer-generated visuals
that look like they belong in the scene.

Selected Answer:
 
Princeton Video Imaging

Answers: High Definition Television

Conditional Access System

Self-extracting archive

HighMAT (High Performance Media Access Technologies)

 
Princeton Video Imaging

 Question 56
1 out of 1 points
________ are considered to be major communications media in most countries due to their inherent
entertainment value.

Selected Answer:
 
Radio and television

Answers: Newspapers and billboards

Radio and newspapers

Newspapers and magazines

 
Radio and television

Billboards and television

 Question 57
1 out of 1 points
________ in advertising is a thorny issue because most member countries of the European
Commission have different interpretations of what constitutes a misleading advertisement.

Selected Answer:
 
Deception

Answers:
 
Deception

Plagiarism

Fear mongering

Endorsement
 Discrimination

 Question 58
1 out of 1 points
________ is defined as the interpretation by the receiver of the symbolism transmitted from an
information source.

Selected Answer:
 
Decoding

Answers: Message channel selection

 
Decoding

Encoding

Message selection

Feedback evaluation

 Question 59
1 out of 1 points
________ is especially important when an advertising budget is small, where there are severe
production limitations, or where there are low literacy rates.

Selected Answer:
 
Creativity

Answers: Standardization

 
Creativity

Following a formula

Politicization

Class distinction

 Question 1
0 out of 10 points
A foreign managerial posting is becoming increasingly viewed as

Selected Answer:
 
a negative for advancement.

Answers:
 
an important stepping stone to executive positions.

a necessary evil that can’t be avoided.

 a cherished experience.

a negative for advancement.

an experience to be avoided at all costs.

 Question 2
10 out of 10 points
A marketer who expects to be effective in the international marketplace should

Selected Answer:
 
have a positive outlook on an international assignment.

Answers: be antagonistic toward other cultures.

not let the local culture influence his or her decisions.

 
have a positive outlook on an international assignment.

practice cultural ethnocentrism.

not let consumer behavior influence marketing decisions.

 Question 3
10 out of 10 points
A multinational company with its headquarters in the U.S. wants to sell its new high-technology
product in Germany. For the most effective selling, the sales force for this company would probably
consist mostly of

Selected Answer:
 
American expatriates.

Answers:
 
American expatriates.

local German nationals.

third-culture people from Japan.

illegal aliens living in the US.

temporary, freelancing German sales personnel.

 Question 4
0 out of 10 points
A survey showed that most companies establish sales compensation practices locally (either at the
country or regional levels). The program element most often determined at the global level is

Selected Answer:
 
Performance Measures.
 Answers: Formula Mechanics.

 
Program Design Principles.

Performance Measures.

Pay Mix.

Job Grades.

 Question 5
0 out of 10 points
An expatriate sales force is likely to be

Selected Answer:
 [None Given]

Answers: most efficient in relationship-based cultures.

lacking in knowledge regarding the product line of the company.

received unfavorably in information-oriented cultures.

 
the best choice when selling requires an extensive background of information.

unsuitable when a company wants to sell high-technology products.

 Question 6
0 out of 10 points
Claudia is being transferred to a foreign assignment that will last 3 months. Her family is not
accompanying her, so the company is paying her a premium, which is called a

Selected Answer:
 [None Given]

Answers: special assessment.

pension plan.

 
separation allowance.

fringe benefit.

displacement reserve.

 Question 7
0 out of 10 points
Considering the specific characteristics of Japan’s culture, what strategies would be most successful in
motivating employees in Japanese organizations?

Selected Answer:
 [None Given]
 Answers: birthday gift vouchers

company cars

individual commission systems

 
group bonus systems

best employee awards

 Question 8
0 out of 10 points
Countries such as Germany allow for greater use of expatriates in international sales forces. What is
most likely the reason for this?

Selected Answer:
 [None Given]

Answers: Germany has a relationship-oriented culture.

The German language is easy to master.

 
Germany has an information-oriented culture.

Germany is a member of the United Nations.

Germany is a member of the World Trade Organization.

 Question 9
0 out of 10 points
Cultural empathy involves

Selected Answer:
 [None Given]

Answers:
 
understanding another culture and not being antagonistic.

having the attitude that one’s own culture is superior to others.

believing that the people of inferior cultures should be enlightened.

being dissatisfied with one’s own culture and adopting a new culture.

being subservient to a superior culture.

 Question 10
0 out of 10 points
Doreen is a French citizen who has been working for a U.S. company in Spain for twenty years.
Doreen may be considered to be a

Selected Answer:
 [None Given]
 Answers: native salesperson.

virtual expatriate.

local national.

professional expatriate.

 
third-country national.

 Question 11
0 out of 10 points
Expatriates from their own countries working for a foreign company in another country are called

Selected Answer:
 [None Given]

Answers: virtual expatriates.

 
third-country nationals.

professional expatriates.

native salespeople.

local nationals.

 Question 12
0 out of 10 points
From an international firm’s perspective, what is an advantage associated with virtual assignments?

Selected
 [None Given]
Answer:

Answers: Misunderstandings due to lack of cultural skills may be completely eliminated.

 
The extra expense involved in an actual executive move may be avoided.

Sales personnel can avoid health risks involved in flying frequently to foreign
countries.

Problems related to low morale of personnel due to living in hotels can be

avoided.

Customer relationship structures may be improved due to direct customer

interaction.

 Question 13
0 out of 10 points
 Helmut, a German national, works as a sales manager for Grey Oil Corporation in the Middle East.
Given the benefits associated with the job, he works on one foreign assignment after another and rarely
returns to the headquarters in Germany. In view of the given information, we can say that Helmut is a

Selected Answer:
 [None Given]

Answers: native salesperson.

virtual expatriate.

repatriate manager.

third-country national.

 
professional expatriate.

 Question 14
0 out of 10 points
Horatio is a virtual expatriate based in the U.S., managing operations in France and Belgium for his
company. What disadvantage of working as a virtual expatriate is Horatio likely to experience?

Selected
 [None Given]
Answer:

Answers: The top personnel at the headquarters will tend to ignore his advice.

His family will need to be uprooted.

 
He may find it difficult to build close contact with subordinates and customers.

He will risk losing out on promotions at corporate headquarters.

He will likely lack the understanding of how home-office politics influence

decisions.

 Question 15
0 out of 10 points
In countries like Japan, a sales force is likely to be most effective if it consists mostly of

Selected Answer:
 [None Given]

Answers:
 
local nationals.

third-world nationals.

virtual expatriates.

expatriates from Asian countries.

professional expatriates.
 Question 16
0 out of 10 points
In relationship-oriented cultures such as France, Mexico, and Japan, sales representatives

Selected Answer:
 [None Given]

Answers: are better paid than their U.S. counterparts.

are available to fill vacant positions perennially.

 
tend not to be highly respected.

lack proper knowledge of their culture.

are respected and held in high esteem.

 Question 17
0 out of 10 points
In the past, most chief executives came from one of three backgrounds. What is one of these?

Selected Answer:
 [None Given]

Answers: public relations

accounting

law

information technology

 
marketing

 Question 18
0 out of 10 points
Japanese and American salespersons are surprisingly similar except for one difference that Japanese
rate as more important than their American counterparts. Identify this difference.

Selected Answer:
 [None Given]

Answers: job satisfaction

 
social recognition

promotion

job security

personal growth and development

 Question 19
 0 out of 10 points
Japanese sales representatives tend to be most satisfied with their jobs when

Selected Answer:
 [None Given]

Answers: their technological knowledge is superior to that of others.

their ideas that do not conform to the company's goals are well-received.

they are better educated than their colleagues.

 
their values are consistent with those of their company.

they receive high salaries and many perks.

 Question 20
0 out of 10 points
Jorge, an American citizen, works as the sales manager at an office supply company. He is posted at
the company headquarters in the U.S. and manages operations in China, making frequent and lengthy
visits to conduct business meetings with his colleagues there. Jorge may be considered to be a

Selected Answer:
 [None Given]

Answers: third-country national.

 
virtual expatriate.

repatriate.

local sales manager.

professional expatriate.

 Question 21
0 out of 10 points
Most expatriate failures are caused by the lack of

Selected Answer:
 [None Given]

Answers:
 
an understanding of cultural differences.

knowledge of the product line.

technical skills.

knowledge of the company.

management skills.

 Question 22
 0 out of 10 points
Nontaxable perks such as a company vehicle given to an expatriate is an example of

Selected Answer:
 [None Given]

Answers: a separation allowance.

a special assessment.

a family compensation.

an overseas premium.

 
a fringe benefit.

 Question 23
0 out of 10 points
One feature of third-country nationals is

Selected Answer:
 [None Given]

Answers: they are local nationals who work for a foreign company.

they manage their foreign clients and subordinates from their home country.

 
their nationality has little to do with where they work or for whom.

U.S. firms have to pay double tax when hiring them.

they work at the company’s headquarters and are located in their home country.

 Question 24
0 out of 10 points
Qualified and ambitious sales personnel refuse to take up foreign assignments for fear of hampering
their career development. This "out of sight, out of mind" fear is most closely linked to the problems
of

Selected Answer:
 [None Given]

Answers:
 
repatriation.

conflict of interests.

acculturation.

naturalization.

skill redundancy.

 Question 25
 0 out of 10 points
Relationship marketing focuses on

Selected Answer:
 [None Given]

Answers: treating each sale as a one-time event.

the short-term effort.

 
building long-term alliances.

maintaining an atmosphere of trust with the sales manager.

involving all members of the sales team in the sale.

 Question 26
0 out of 10 points
The largest personnel requirement in foreign countries for most companies is in the

Selected Answer:
 [None Given]

Answers: finance department.

 
sales team.

management team.

information technology team.

human resources department.

 Question 27
0 out of 10 points
The primary control tool used by American sales managers with sales representatives is the

Selected Answer:
 [None Given]

Answers: encumbrance system.

 
incentive system.

threat of foreign postings.

attraction of a foreign assignment.

quota system.

 Question 28
0 out of 10 points
 The primary difference between professional expatriates and virtual expatriates is that

Selected
 [None Given]
Answer:

Answers: for virtual expatriates, establishing a good working relationship with subordinates
is much easier.

for virtual expatriates, building close contact with customers is much easier.

professional expatriates do not incur any extra expense to the company.

professional expatriates can avoid misunderstandings that arise from cross-cultural

communications.

 
virtual expatriates work from their home branch and do not relocate to the
assignment country.

 Question 29
0 out of 10 points
The training of foreign employees is likely to be most effective when

Selected Answer:
 [None Given]

Answers: it is handled by trainers who communicate in languages alien to the employees.

it is different from the familiar ways of communicating.

the superiority of their culture is emphasized over others.

national differences are ignored during motivational sessions.

 
it is tailored to the employees' ways of learning and communicating.

 Question 30
0 out of 10 points
Unlike the Japanese, the American sales managers have less need to worry about the problem of
motivating poor performers. What is the reason for this?

Selected
 [None Given]
Answer:

Answers: The group incentive system balances pay differences and thus is motivating
enough.

Sales personnel are shifted to areas where their performance levels can meet
expectations.

 
The team usually does not have any low performers as they either quit or are fired.
 Companies are more focused on long-term loyalty and are willing to compromise
on performance initially.

The base pay that is higher than their performance based incentive motivates them.

 Question 31
0 out of 10 points
What best defines virtual expatriates?

Selected
 [None Given]
Answer:

Answers:
 
They manage operations in foreign countries but do not move there.

They are expatriates from their own countries working for a foreign company in a
third country.

They work in a foreign culture and blend to such an extent that they may more
closely resemble a local than an expatriate.

They work abroad in one country after another for the greater part of their career.

They stay and work abroad for a short period of one to two months and then return
to their home country.

 Question 32
0 out of 10 points
What is a characteristic of a professional expatriate?

Selected Answer:
 [None Given]

Answers: They work abroad for a period of one month and then return to the home office.

They work in their home branches for most of their careers.

They manage operations in other countries but do not move there.

They work for a foreign company in a third country for a short period.

 
They work abroad in country after country for the greater part of their careers.

 Question 33
0 out of 10 points
What is a company’s most direct tie to the customer?

Selected Answer:
 [None Given]

Answers:
 
the salesperson
 the product

the parent company

the retail outlet

the distributor

 Question 34
0 out of 10 points
What is a disadvantage associated with a sales force consisting of expatriate salespeople?

Selected Answer:
 [None Given]

Answers: inadequate knowledge of the company

adverse effect on the prestige of the product

lack of technological expertise

inability to effectively communicate and influence headquarters' personnel

 
large cultural barriers

 Question 35
0 out of 10 points
What is a strategy that international companies use to encourage sales personnel to accept foreign
assignments?

Selected
 [None Given]
Answer:

Answers: Legal obligations are imposed on the expatriate sales representatives.

 
International experience is considered important to join top management.

It is made mandatory for all sales personnel to take up expatriate positions.

Part of the headquarters of the company is set up at the foreign location.

Companies unfailingly provide employment for the employee's spouse in a top

position.

 Question 36
0 out of 10 points
What is a trait of people with good cultural skills?

Selected Answer:
 [None Given]

Answers: They try to propagate their culture and insist that others follow them.
 They take pride in their culture and practice cultural ethnocentrism.

 
They convey a sincere interest in people and their culture.

They monitor the behavior of their employees and judge them accordingly.

They have a clear set of principles and do not tolerate ambiguity.

 Question 37
0 out of 10 points
What is actively involved in setting rules about compensation companywide in Europe?

Selected Answer:
 [None Given]

Answers: pension committees

the World Trade Organization

external labor unions

 
work councils

the European Union

 Question 38
0 out of 10 points
What is an advantage of a sales force consisting of expatriate sales representatives?

Selected Answer:
 [None Given]

Answers: They cost less to be maintained in a foreign location.

They transcend cultural and legal barriers.

 
They possess greater technical training.

They have a better understanding of distribution channels.

The cultural gap can be easily narrowed.

 Question 39
0 out of 10 points
What is an advantage of being a virtual expatriate?

Selected
 [None Given]
Answer:

Answers: They possess complete local knowledge about cultural practices in the foreign
country.
  
Their families do not have to be uprooted from their home country.

They can eliminate the problem of time zone differences.

They can avoid cross-cultural communications problems with their foreign

colleagues.

They can establish closer relationships with their customers in the foreign
country.

 Question 40
0 out of 10 points
What is an advantage of hiring local nationals in the sales force?

Selected
 [None Given]
Answer:

Answers: They are more efficient in communicating with and influencing headquarters’
personnel.

 
They are more knowledgeable about a country’s business structure and systems.

They are likely to have superior technical expertise.

They add to the prestige of the product line in the eyes of foreign customers.

They do not accept any form of bribe.

 Question 41
0 out of 10 points
What is an advantage that a sales force consisting of local nationals is likely to have over a sales force
of expatriates?

Selected
 [None Given]
Answer:

Answers: They are more efficient in communicating with and influencing headquarters’
personnel.

They are less likely to accept any form of bribe.

They add more to the prestige of the product line in the eyes of foreign
customers.

 
They cost the firm less to maintain.

They have greater technical expertise.

 Question 42
0 out of 10 points
 What is considered to be the most common job in the United States despite being viewed negatively?

Selected Answer:
 [None Given]

Answers: office management

teaching

 
personal selling

government service

attorney

 Question 43
0 out of 10 points
What is likely the single most important reason for expatriate dissatisfaction?

Selected Answer:
 [None Given]

Answers: communication issues with home-country headquarters

noncooperation of foreign colleagues

redundant skills in a foreign country

 
unsuccessful family adjustment

cultural conflict in the foreign country

 Question 44
0 out of 10 points
What is likely to be the most effective method in making home-office personnel aware of the problems
of foreign operations?

Selected Answer:
 [None Given]

Answers: holding corporate virtual reality training

 
providing cross-cultural training

designing a theoretical course

conducting in-house seminars

distributing marketing reading materials

 Question 45
0 out of 10 points
 What is most likely the reason that continual training is more important in foreign markets than in
domestic ones?

Selected Answer:
 [None Given]

Answers: slow adaptation of foreign markets to innovative products

 
lack of routine contact with the parent company

lack of technical knowledge among expatriate salespersons

technological inferiority of domestic products

the need to establish the superiority of domestic cultures

 Question 46
0 out of 10 points
What is most likely to be a reason that headquarters personnel tend to ignore the advice of local
nationals?

Selected
 [None Given]
Answer:

Answers: Foreign nationals cannot build close contact with subordinates and customers.

Foreign nationals have a good grasp of the local culture and prevalent practices.

Foreign nationals have superior technical expertise, but are not good at
relationship management.

 
Foreign nationals lack the understanding of how home-office politics work.

Foreign nationals are not keen on keeping up with current best practices.

 Question 47
0 out of 10 points
What is the final link in a company’s marketing and sales efforts?

Selected Answer:
 [None Given]

Answers: the sales manager

the chairperson

 
the sales representative

the marketing manager

the customer
 Question 48
0 out of 10 points
What is the main disadvantage of hiring local nationals in the sales force?

Selected
 [None Given]
Answer:

Answers: Cultural differences lead to communication issues with customers.

Lack of familiarity with distribution systems and referral networks plagues local
nationals.

Most local nationals are costly to maintain.

Poaching of experienced personnel by competitor companies increases.

 
Headquarters personnel tend to ignore the advice of local nationals.

 Question 49
0 out of 10 points
What is the main reason for the failure of individual incentives to motivate employees in Japan?

Selected Answer:
 [None Given]

Answers: encouragement of individualism

 
society’s emphasis on paternalism and collectivism

practice of cultural chauvinism

a democratic form of government

high corruption levels

 Question 50
0 out of 10 points
What is the most important quality of marketing personnel for a foreign assignment that a recruiter
should consider?

Selected
 [None Given]
Answer:

Answers: They should have little cultural empathy as this might distract them from their main
purpose.

When working in a foreign country, they must be capable of making decisions that
are not influenced by the habits of the market.

They should be able to represent a culturally superior image of their country and its
products.
 They should be hypersensitive to the behavioral variations in different countries.

 
They should possess a considerable breadth of knowledge of many subjects both on
and off the job.

 Question 51
0 out of 10 points
What is the most likely reason for Americans to seek third-country nationals for their international
sales forces?

Selected
 [None Given]
Answer:

Answers: They transcend legal and cultural barriers.

They are thoroughly knowledgeable about a country’s business structure.

They cost less to maintain than a staff of local nationals.

They can lead a company better through unfamiliar referral networks than local
nationals.

 
They are often able to speak several languages.

 Question 52
0 out of 10 points
What is true of local nationals who are hired to sell a company’s products?

Selected
 [None Given]
Answer:

Answers: They lack the knowledge of local culture and prevalent practices.

They are not keen on maintaining a cordial relationship at the home office.

They normally work for a foreign company in a third country.

 
They are better able to lead a company through the maze of unfamiliar
distribution systems.

They do not communicate with subordinates and customers directly.

 Question 53
0 out of 10 points
What practice, with respect to motivating sales personnel, is most common in relationship-oriented
countries like Japan?

Selected
 [None Given]
Answer:
 Answers: Commissions are measured by sales revenues generated by each employee.

 
Companies motivate sales representatives through frequent interaction with
supervisors.

Companies do not allow local managers to decide the mix between base and
incentive pay.

Companies are not very tolerant of poor performers and fire them immediately.

Companies lay greater emphasis on incentives that are based on individual

performance.

 Question 54
0 out of 10 points
What strategy should be practiced when determining compensation globally?

Selected Answer:
 [None Given]

Answers: Local managers should not decide the mix between base and incentive pay.

 
Consistent communication and training themes should be used worldwide.

A similar framework should be created for jobs with different responsibilities.

The support of senior sales executives should not be sought before taking action.

The incentive plan should be designed centrally and dictated to local offices.

 Question 55
0 out of 10 points
When Sandra was offered a transfer to the London office from New York, she worried that she would
miss out on opportunities in the New York office when she returned because she hadn’t been there.
This is a common problem with

Selected Answer:
 [None Given]

Answers: assimilation.

 
repatriation.

acculturation.

skill redundancy.

conflict of interests.

 Question 56
0 out of 10 points
 When hiring new personnel for international marketing, what is considered to be the best way to assess
the traits necessary for success?

Selected Answer:
 [None Given]

Answers:
 
interviews and role-playing exercises

calligraphy analysis

biographical information

reference checks

paper-and-pencil ability tests

 Question 57
0 out of 10 points
When is an expatriate sales force most likely to have an advantage over a native sales force?

Selected Answer:
 [None Given]

Answers: when selling in relationship-oriented countries

when selling consulting services

 
when the product is highly technical in nature

when selling does not require effective communication skills

when the product caters to a niche market

 Question 58
0 out of 10 points
When recruiting sales and marketing personnel for an international sales force, there is a preference in
favor of the locals. The reason for this is most likely that local nationals

Selected Answer:
 [None Given]

Answers: do not accept bribes.

have a better understanding of home-office politics.

have supreme technological expertise.

 
transcend both cultural and legal barriers.

are more highly trained than expatriates.

 Question 59
0 out of 10 points
 Which factor significantly differentiates companies with the least amount of returnee attrition from
those with the highest attrition?

Selected Answer:
 [None Given]

Answers: specialized expatriate department

 
personal career planning for expatriates

protection from work councils

continued cultural training

family migration planning

 Question 1
10 out of 10 points
A ________ policy is used to stimulate market and sales growth by deliberately offering products at
low prices.

Selected Answer:
 
penetration pricing

Answers: price skimming

variable-cost pricing

premium pricing

 
penetration pricing

full-cost pricing

 Question 2
10 out of 10 points
A company uses ________ when the objective is to reach a segment of the market that is relatively
price insensitive and thus willing to pay a premium price for the value received.

Selected Answer:
 
price skimming

Answers: psychological pricing

penetration pricing

predatory pricing

everyday low pricing

 
 price skimming

 Question 3
10 out of 10 points
Companies that use ________ pricing insist that no unit of a similar product is different from any other
unit in terms of cost and that each unit must bear its full share of the total fixed and variable cost.

Selected Answer:
 
full-cost

Answers: variable-cost

demand-based

fixed-cost

 
full-cost

premium

 Question 4
10 out of 10 points
Cosmeticon, a U.S.-based firm, has recently started exporting cosmetics to India. Cosmeticon has
introduced a new range of mineral-based makeup products for the first time in the Indian market. As
Cosmeticon has no competitors in this segment of the Indian cosmetics market, it has set a very high
price for its products in order to reach the premium, price insensitive segment of the market. This is an
example of

Selected Answer:
 
price skimming.

Answers: bundling.

cost-based pricing policy.

 
price skimming.

penetration pricing policy.

psychological pricing policy.

 Question 5
10 out of 10 points
If the supply of a product in a market is limited, a company may follow a ________ approach to
maximize revenue and to match demand to supply.

Selected Answer:
 
price skimming

Answers: psychological pricing

 penetration

 
price skimming

predatory pricing

variable-cost pricing

 Question 6
10 out of 10 points
In ________ pricing, a firm is concerned only with the marginal or incremental cost of producing
goods to be sold in overseas markets.

Selected Answer:
 
variable-cost

Answers: full-cost

demand-based

fixed-cost

premium

 
variable-cost

 Question 7
10 out of 10 points
Marianne's Chocolates sell well in the U.S. at a price of $24 per pound, and she has overproduced one
kind of chocolate bar. Marianne has decided to see if she can sell them in Mexico, so she sets a price
that is just over her cost. She figures if she makes even a little money, it would be worth it. Marianne
is using ________ pricing.

Selected Answer:
 
variable-cost

Answers:
 
variable-cost

fixed-cost

premium

demand-based

full-cost

 Question 8
10 out of 10 points
 Which approach to pricing is most suitable when a company has high variable costs relative to its fixed
costs?

Selected Answer:
 
full-cost pricing

Answers:
 
full-cost pricing

demand-based pricing

static-cost pricing

marginal-cost pricing

premium pricing

Question 1
10 out of 10 points
According to foreign negotiators, which negotiation tactic is the most useful when dealing with
Americans?

Selected Answer:
 
taking time with the negotiations

Answers: providing lots of self-disclosures

 
taking time with the negotiations

offering cutbacks on deals

including higher-level executives in talks

 high first-offers, followed immediately with deeply discounted second-offers

 Question 2
10 out of 10 points
Americans often make the mistake of going it alone against a greater number of foreigners in business
negotiations. This is likely related to what American trait?

Selected Answer:
 
independence

Answers: pragmatism

information-orientation

chivalry

 
independence

collectivism

 Question 3
10 out of 10 points
An American buyer is negotiating with a British supplier for the purchase of raw materials for
production of heavy machinery in the United States. Before exchanging any information pertaining to
the business of the meeting, he spends a few minutes talking to the British negotiator on topics such as
World Cup soccer, the recently concluded general elections, and the English weather. The American
buyer is engaging in the first stage of a business negotiation known as

Selected Answer:
 
nontask sounding.

Answers: assessment of business terms.

appraisal of current affairs.

setting an agenda.

 
nontask sounding.

chit chat.

 Question 4
10 out of 10 points
An international business negotiator’s primary job is collecting information with the goal of enhancing
creativity. Which step may be taken during a meeting to ensure that the negotiator is able to do his job
well?

Selected
 
Answer:
assigning one team member the sole responsibility of taking careful notes and not
worrying about speaking
 Answers: bringing along junior executives for the purpose of training through observation
and participation

 
assigning one team member the sole responsibility of taking careful notes and not
worrying about speaking

providing additional information to the other party when all the members fall silent
during the meeting

appointing different members of the team to provide self-disclosures and

appropriate replies to queries

including higher-rank executives and using informal channels of communication

 Question 5
10 out of 10 points
Even small companies can possess great power in negotiations if they have

Selected Answer:
 
more good alternatives than their large-company counterparts.

Answers: the advantage of negotiating in a foreign land.

more to lose and less to gain from a deal.

 
more good alternatives than their large-company counterparts.

a larger negotiating team.

little influence at headquarters.

 Question 6
0 out of 10 points
Ford's program for managers working with Japanese, "Managing Negotiations: Japan," includes

Selected Answer:
 
training in overcoming Japanese cultural traits.

Answers: face-to-face practice with Japanese negotiators.

classes in the Japanese language.

 
rehearsals of upcoming negotiations.

tapes of past negotiation mistakes.

training in overcoming Japanese cultural traits.

 Question 7
10 out of 10 points
 Four kinds of problems are caused by cultural differences in international business negotiations:
language, nonverbal behaviors, thinking and decision-making processes, and

Selected Answer:
 
values.

Answers:
 
values.

communication channels.

stereotypes.

communication style.

social responsibility.

 Question 8
10 out of 10 points
Fred, a purchasing manager at a department store in the United States, is engaged in negotiations with
a Brazilian supplier. What behavior would indicate that Fred has been making progress in the
negotiations with the Brazilians?

Selected Answer:
 
a softening of attitudes and positions by the Brazilians on some of the issues

Answers: decreased bargaining by the Brazilians

the involvement of Brazilian executives of lower ranks to continue the

discussions

 
a softening of attitudes and positions by the Brazilians on some of the issues

a noticeable decrease in instances of private conversations among the Brazilians

questions by Brazilians that focus primarily on the more general areas of the deal

 Question 9
10 out of 10 points
Global business success is the result of many factors, including

Selected
 
Answer:
the availability of large numbers of skillful international negotiators.

Answers: standardization rather than customization of negotiation procedures across all

cultures.

the emergence of the English language as the chief medium of negotiations.

avoidance of the use of technology in all areas related to business negotiations.

 increased homogenization of cultures across the world.

 
the availability of large numbers of skillful international negotiators.

 Question 10
10 out of 10 points
If a negotiator from another country were to label Spanish negotiators as bulls and associate the Swiss
with the image of a lamb, these are examples of

Selected Answer:
 
cultural stereotypes.

Answers: national icons.

social hierarchy.

class distinction.

linguistic identifiers.

 
cultural stereotypes.

 Question 11
0 out of 10 points
In Getting to Yes, the notion of ________ relates to how power in negotiations is best measured.

Selected Answer:
 
a face-to-face communication

Answers: the failure to listen during negotiations

what you negotiate is what you get

 
the best alternative to a negotiated agreement

a face-to-face communication

a standard for business negotiations

 Question 12
10 out of 10 points
In Japanese business organizations, subordinates do not share bad news with their superiors. This lack
of internal communications can be attributed to

Selected Answer:
 
the Japanese emphasis on hierarchical relationships.

Answers: the insistence on solving problems at the point of origin and not escalating them.
 the Japanese emphasis on individualism.

 
the Japanese emphasis on hierarchical relationships.

Guanxi, the Japanese practice of personal connections.

the Japanese emphasis on competition and individualism.

 Question 13
10 out of 10 points
In business negotiations, the most powerful persuasive tactic is to

Selected Answer:
 
ask more questions.

Answers: enforce more punishments and use more commands.

provide more promises and recommendations.

use more self-disclosures.

offer more rewards and normative appeals.

 
ask more questions.

 Question 14
10 out of 10 points
In international business, global marketing strategies are almost always implemented through
________ with business partners and customers from foreign countries.

Selected Answer:
 
face-to-face negotiations

Answers: telephone conversations

e-mail

mail and courier

 
face-to-face negotiations

video chats

 Question 15
10 out of 10 points
In relationship-oriented cultures, ________ speaks quite loudly in both persuasion and the
demonstration of interest in a business relationship.

Selected Answer:
 
 rank

Answers: secrecy

 
rank

profit

team strength

the bottom line

 Question 16
10 out of 10 points
In studies conducted at Ford Motor Company and AT&T, three traits were found to be important
predictors of negotiator success with international clients and partners, including

Selected Answer:
 
influence at headquarters.

Answers: ability to function without team assistance.

appreciation of external factors in negotiations.

ability to command attention from an audience.

willingness to take on additional responsibilities.

 
influence at headquarters.

 Question 17
10 out of 10 points
In the context of international business negotiations, even in countries where women do not participate
in management, American female negotiators are first treated as

Selected Answer:
 
foreigners.

Answers:
 
foreigners.

inappropriate.

distractions.

ignorant people.

inexperienced people.

 Question 18
10 out of 10 points
 In the context of international negotiations, what is found to be lacking in the curricula of most schools
of diplomacy?

Selected Answer:
 
cultural differences in communication styles

Answers: diplomatic history and international relations

language skills

foreign policies

social and diplomatic skills

 
cultural differences in communication styles

 Question 19
0 out of 10 points
Israeli negotiators are most likely to be blamed for the "pushy" stereotype often used by Americans to
describe their Israeli counterparts because they

Selected Answer:
 
use the highest percentage of promises and recommendations.

Answers: use the highest percentage of promises and recommendations.

use a higher percentage of commands than any other group.

use the lowest percentage of self-disclosures.

use the highest percentage of punishments than any other group.

 
interrupt one another more frequently than any other group.

 Question 20
0 out of 10 points
Mike had been negotiating with a Japanese company for distribution rights for five days. He was afraid
he was going to lose the contract, so at the last minute he decided to lower the price. They accepted the
next day. What mistake did Mike make?

Selected
 
Answer:
He should have come in with a low price at the outset.

Answers: He should have avoided all concessions.

He should have come in with a low price at the outset.

He should have deferred to his superiors.

 
 He should have had a written concession plan before he began the negotiation.

He should have given the Japanese negotiators a menu of options including the
lower price.

 Question 21
10 out of 10 points
On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with
the palm facing inwards, which was considered a rude gesture. This is an example of cultural
differences causing problems at the level of

Selected Answer:
 
nonverbal behaviors.

Answers: values.

decision-making processes.

language.

 
nonverbal behaviors.

thinking processes.

 Question 22
10 out of 10 points
Spanish negotiators use a high percentage of commands, as demonstrated by which behavior?

Selected Answer:
 
greeting callers on the phone with “diga" (speak)

Answers: extensive use of silent periods

 
greeting callers on the phone with “diga" (speak)

highest incidence of touching another negotiator

shunning eye contact with others

greeting others with a “hola" or “bueno"

 Question 23
10 out of 10 points
The negotiation style of the Russians is found to be quite similar in many respects to that of the

Selected Answer:
 
Japanese.

Answers: Koreans.
 Israelis.

 
Japanese.

British.

Germans.

 Question 24
10 out of 10 points
The single most important activity of international business negotiations is

Selected Answer:
 
listening.

Answers:
 
listening.

self-disclosure.

organization.

etiquette.

presentation.

 Question 25
10 out of 10 points
What action must be taken by a negotiator before international negotiations begin?

Selected Answer:
 
planning concession strategies

Answers:
 
planning concession strategies

asking questions on specific areas of the deal

relying only on information obtained from external sources

rushing the foreign negotiator to come to a decision

making concessions before reaching an agreement

 Question 26
10 out of 10 points
What aspect of nontask sounding most likely differs between the Americans and the Chinese?

Selected Answer:
 
duration of the nontask sounding process
 Answers: goals and objectives

learning about the culture of a client

determining the trustworthiness of a client

 
duration of the nontask sounding process

topic of discussion

 Question 27
10 out of 10 points
What do Americans consider to be a signal of progress in a business negotiations with foreigners?

Selected
 
Answer:
higher-level foreigners being included in the discussions

Answers: absence of questions on specific areas of a deal

a lesser frequency of talk among themselves in their own language

decreased bargaining and use of the higher-level and formal channels of

communication

a hardening of attitudes and positions on some issues

 
higher-level foreigners being included in the discussions

 Question 28
10 out of 10 points
What factor can get in the way of American team negotiations?

Selected Answer:
 
compensation schemes that overly emphasize individual performance

Answers:
 
compensation schemes that overly emphasize individual performance

preference for split commissions for negotiation teams

emphasis on careful note taking and training via observation

hierarchical structures of American organizations

cultural heritage of interdependence and collectivism

 Question 29
10 out of 10 points
What is one of the objectives of engaging in nontask sounding?
 Selected Answer:
 
determining if a client’s attention is focused on business

Answers: draining information from one’s negotiation counterparts

obtaining negative feedback on information supplied

handling objections

preventing loss of face

 
determining if a client’s attention is focused on business

 Question 30
10 out of 10 points
What is one of the two obstacles to inventive negotiation techniques for Japanese negotiators?

Selected Answer:
 
hierarchy

Answers: civility

relative integration

 
hierarchy

frankness

individualism

 Question 31
0 out of 10 points
What is the first step toward initiating efficient and effective international business negotiations?

Selected Answer:
 [None Given]

Answers: following up on procedures and practices

 
selecting an appropriate negotiation team

managing preliminaries such as training and location of talks

preparing and manipulating negotiation settings

managing the process of negotiations

 Question 32
0 out of 10 points
 What is the most common complaint heard from American managers in terms of the negotiation
behavior of foreign clients?

Selected
 [None Given]
Answer:

Answers: the lack of feedback, positive as well as negative, regarding the negotiations

the insistence on exchanging business cards to establish the rank of the

negotiators

frequent instances of facial gazing and touching that distract their counterparts

the overt emphasis laid on punctuality and the tendency to waste time

 
foreign clients and partners breaking into side conversations in their native
languages

 Question 33
0 out of 10 points
What is the most likely reason for side conversations among foreign negotiators in their native
languages?

Selected Answer:
 [None Given]

Answers: diverting attention from an actual issue

 
sorting out a translation problem

stalling the negotiations

gesturing disapproval

sharing secrets

 Question 34
0 out of 10 points
What is true of the decision-making process with respect to the American and Japanese negotiators?

Selected
 [None Given]
Answer:

Answers: American managers find it easy to measure the progress of negotiations with their
Japanese counterparts.

The Western sequential approach and the Eastern holistic approach are found to mix
well.

 
Americans often make unnecessary concessions right before agreements are
announced by the Japanese.
 When negotiating with the Japanese, Americans find that the progress of
negotiations is closely linked to the number of issues resolved.

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.

 Question 35
0 out of 10 points
What is true regarding the decision-making processes in international business negotiations?

Selected
 [None Given]
Answer:

Answers: American negotiators tend to make larger concessions after agreements are
announced.

Asian negotiators prefer to break up a complex, large task into a series of smaller
tasks.

The Western sequential approach and the Eastern holistic approach to decision-
making are found to complement each other.

 
Americans tackle issues such as prices, delivery, and warranty one at a time, with
the final agreement being the sum of smaller agreements.

The American approach to a complex negotiation task is to discuss all issues at

once, in no apparent order.

 Question 36
0 out of 10 points
What skills typically top the list of international negotiator traits?

Selected Answer:
 [None Given]

Answers: persuasion and intellectual

observational and oratory

linguistic and social

informational and interpretation

 
preparation and planning

 Question 37
0 out of 10 points
What step should be taken once negotiators have "gotten to yes" in order to generate new ideas and
improve the business relationship?

Selected Answer:
 [None Given]
 Answers: conduct a formal signing ceremony.

change the provisions of the signed contract.

maintain a flow of communication through letters.

push for signing of the next business deal.

 
schedule a review of the agreement.

 Question 38
0 out of 10 points
When Sandra was negotiating with Jamal, she looked him in the eye and shook his hand firmly. Jamal
felt uncomfortable and didn't entirely trust Sandra after that, although he could not actually articulate
why. This is likely because cultural differences in nonverbal behaviors

Selected Answer:
 [None Given]

Answers:
 
are almost always hidden below our awareness.

were not important to Sandra.

were not important to Jamal.

are less important than verbal behaviors.

only apply to social behaviors; business behaviors are universal.

 Question 39
0 out of 10 points
When it comes to international negotiation,

Selected
 [None Given]
Answer:

Answers: the negotiation styles of the Koreans and Japanese are the same in every
dimension.

Asian negotiation styles tend to be collectively similar across all dimensions.

the Japanese tend to be in the middle of the scale on almost every dimension of
negotiation style.

 
regional generalizations very often are not correct.

on almost every dimension of negotiation style considered, the Americans are on

or near the end of the scale.

 Question 40
0 out of 10 points
 Which approach is usually adopted by Westerners when faced with a complex negotiation task?

Selected Answer:
 [None Given]

Answers:
 
dividing the large task into a series of smaller tasks

making larger than normal concessions in a bid to push the deal through

analyzing the task in a holistic manner with foreign and domestic experts

discussing all issues at once, in no apparent order

buying time by tackling peripheral issues first, and then tackling the main task

 Question 41
0 out of 10 points
Which aspect of international business negotiations is considered to be the most difficult?

Selected Answer:
 [None Given]

Answers: selection of the appropriate negotiation team

agreeing on the number of participants in the negotiation

 
actual conduct of the face-to-face meeting

deciding on the location and physical arrangements

finding the best alternative to a negotiated agreement

 Question 42
0 out of 10 points
Which aspect of the negotiation setting is an important consideration as it may eventually determine
legal jurisdiction if disputes arise?

Selected Answer:
 [None Given]

Answers: number of participants

communications channels

number of translators

preliminary research

 
location

 Question 43
0 out of 10 points
 Which culture is considered to be the least aggressive, or most polite, in its negotiation behavior?

Selected Answer:
 [None Given]

Answers: Chinese

 
Japanese

German

Taiwanese

French

 Question 44
0 out of 10 points
Which group of negotiators is considered to be the most reticent about giving information about
themselves (self-disclosure)?

Selected Answer:
 [None Given]

Answers: Americans

Chinese

Canadians

Germans

 
Israelis

 Question 45
0 out of 10 points
Which group of negotiators was found to have the most aggressive negotiation style?

Selected Answer:
 [None Given]

Answers: Americans

 
French

Spaniards

Koreans

Israelis

 Question 46
0 out of 10 points
 Which image is a cultural stereotype that is most likely attributed to American negotiators by foreign
business negotiators?

Selected Answer:
 [None Given]

Answers: pretentious connoisseur

samurai

 
cowboy

suave, smooth-talker

"stiff upper lip"

 Question 47
0 out of 10 points
Which method can be used to minimize the inevitable errors that crop up while exchanging
information across language barriers?

Selected Answer:
 [None Given]

Answers:
 
using multiple communication channels during presentations

agreeing to use a common language for communication

using more promises and recommendations instead of threats and warnings

using silent periods more frequently

prolonging the duration of nontask sounding

 Question 48
0 out of 10 points
Which method is the most efficient way to communicate with clients and partners in places like
Mexico, Malaysia, and China?

Selected Answer:
 [None Given]

Answers: negotiation through video-conferencing

negotiation with lower- and mid-ranking executives

negotiation through e-mail

 
conversation over a long dinner

conversation over a phone call

 Question 49
 0 out of 10 points
Which statement is true about the negotiation behavior of Korean negotiators?

Selected Answer:
 [None Given]

Answers: They ask the greatest number of questions.

They use the lowest percentage of aggressive persuasive tactics.

They are the most reticent about disclosing information.

 
They use the word no and interrupt more frequently than the Japanese.

They use more silent periods than any other group.

 Question 50
0 out of 10 points
Which statement reflects the American notion of the importance of objectivity?

Selected Answer:
 [None Given]

Answers: Americans have little regard for decisions based upon the bottom line.

American business is heavily skewed against meritocracy.

In business, favoritism matters and it is key to a successful negotiation.

 
Americans place emphasis on economics and performance rather than people.

American business is the hotbed of nepotism.

 Question 51
0 out of 10 points
Which statement reflects the decision-making style of the Americans in business negotiations?

Selected
 [None Given]
Answer:

Answers: Business issues are discussed at once, in no apparent order, and concessions are
made on all issues at the end of the discussion.

The economic issues are the context, not the content, of the business negotiation
talks.

A business negotiation is an opportunity to develop a business relationship with the

goal of long-term mutual benefit.

 
A business negotiation is a problem-solving activity, the best deal for both parties
being the solution.
 Interpersonal and interorganizational bonds take precedence over the bottom line in
business negotiations.

 Question 52
0 out of 10 points
Which statement regarding the physical arrangements of an international negotiation setting is true?

Selected
 [None Given]
Answer:

Answers:
 
Americans tend to want to get everyone together to quickly reach an agreement
even if opinions and positions are divergent.

Russians prefer to talk to everyone separately, and once everyone agrees, to

schedule inclusive meetings.

Americans adopt a formal approach to seating and room arrangement.

In high-context cultures, the physical arrangements of rooms are taken casually.

Japanese tend toward a cumulative approach, meeting with one party and reaching
an agreement, then both parties calling on a third party.

 Question 53
0 out of 10 points
Which trait is important for marketing executives involved in international negotiations and technical
experts who accompany them?

Selected Answer:
 [None Given]

Answers: altruism

aggressiveness

culturally apathy

 
optimism

resistance

 Question 54
0 out of 10 points
Why is it important to bring along a senior executive to an international business negotiation?

Selected
 [None Given]
Answer:

Answers: The specific technical details of the deal can be discussed.

Information can be collected through note taking with the goal of enhancing
creativity.
 A larger number of nodding heads can reduce influence.

The flexible position of the organization is indicated.

 
Influence at headquarters is crucial to success.

 Question 55
0 out of 10 points
With respect to the roles of men and women in international business negotiations,

Selected
 [None Given]
Answer:

Answers:
 
the negotiation style of American women is a lot closer to that of the Japanese than
that of American men.

in general, women are more comfortable speaking up in a meeting than men to

maintain intimacy with their foreign counterparts.

in countries where women do not participate in management, American female

negotiators are first considered incompetent.

it is not particularly important for female executives to establish personal rapport at

restaurants and other informal settings.

men are more comfortable talking one-on-one than women, owing to the social
stigma associated with such practices.

 Question 56
0 out of 10 points
________ includes all those activities that might be described as establishing rapport, but it does not
include information related to the "business" of a meeting.

Selected Answer:
 [None Given]

Answers: Persuasion

Concessions and agreement

Negotiation setting

 
Nontask sounding

Task-related exchange of information

 Question 57
0 out of 10 points
________ negotiators are more likely to provide brutally frank negative feedback to foreign presenters.
 Selected Answer:
 [None Given]

Answers: Mexican

Japanese

American

Chinese

 
German

 Question 58
0 out of 10 points
________ negotiators are often reluctant to voice objections during negotiations lest they damage the
all-important personal relationships.

Selected Answer:
 [None Given]

Answers: German

 
Mexican

British

American

Israeli

 Question 59
0 out of 10 points
________ should not be used as a selection criterion for international negotiation teams.

Selected Answer:
 [None Given]

Answers: Stamina

 
Gender

Maturity

Ethnicity

Breadth of knowledge
Wednesday, November 18, 2020 6:09:28 PM MST