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International Marketing Final
Terms in this set (108)
What is true of the distribution process?
It includes buying and selling negotiations between middlemen and customers
In import oriented systems, distributions systems are what in scope?
What is part of the relationship oriented business philosophy that characterizes Japanese distribution channels?
The activities in the distribution process begin with the
A U.S manufacturer is willing to assume the trading risk in a foreign country but maintains the right to establish policy guidelines and prices and to require its agents to provide sales records and customer information. What type of middleman should the company choose?
Identify an accurate statement about merchant middlemen
They take title to manufactures' goods
What is considered on of the 6 "C's" of distribution channel strategy
Robert wants to export goods manufactured by his company to a new foreign market. He needs to select a middleman. He discusses the matter with some experienced exporters. Which way of selecting a middleman are they most likely to suggest?
Speak to the consumers of the product personally to find whom they consider to be the best distributors
With internet, an argument can be made that the what is in control of marketing and distribution globally
Online B2B enables companies to enhance their performance by
reducing procurement costs.
Identify the true statement about sales promotion
They are short term efforts directed to the consumer or retailer to achieve such specific objectives as consumer product trails
Product tie-ins, contests, and sweepstakes are types of _____ devices.
Irene is senior manager at a food company in the U.S. She regularly conducts press conferences and engages with various outlets of the media to build positive image about the brand. She is also assigned with the task of dealing with all of the controversies that surround the firms products. Irene is most likely to engage in
Which step of international advertising always represents the most difficult task for international marketing managers?
developing the most effective message for the market segments selected
The emergence of Pan European communications media makes it possible for companies to
adapt promotional activities that are standardized
Lately, more and more multinational companies are favoring _____ of advertising themes in different countries.
Some companies are proposing newer market segments defined by "consumer cultures" related to shared sets of consumption related symbols for example, convivence, youth, America, internationalism, cosmopolitan orientation, and humanitarianism
Marcey is attempting to interpret the marketing message of a new product launched by telecommunications company. In which step of the international communications process is Marcey?
Consumer concern with the standards and believability of advertising may have spread around the world more swiftly than have many marketing techniques due to
In the television program Mad Men, many characters smoked Lucy Strike cigarettes, boosting its sales. But cigarette smoking in movies and TV has been criticized in the U.S. This practice of using a brand name product in a TV program is called
Relationship marketing in an international arena is built on effective what between the seller and the buyer
Why might an international sales force in Germany make greater use of expatriates?
It is an information- oriented culture
An expatriate sales force is most likely to have an advantage over a local sales force when selling
A product that requires an extensive background of information
What is one of the advantages that an expatriate salesperson has over a native sales person?
What is a chief disadvantage of hiring an expatriate salesperson?
lack of people willing to abroad
What is an advantage that sales a force consisting of local nationals has over a sales force of expatriates?
They will be better able to lead a company through referral networks
What is most likely a reason for the reduced influence with the home office of foreign nationals in a sales force?
Foreign nationals have limited English communication skills
What is true of third country nationals?
They are expatriates from their own countries working for a foreign company in a third country.
What is a quality of international sales and marketing personnel?
They require emotional stability and flexibility
A group bonus system
is one of the means of motivation and control of sales representatives in relationship oriented like Japan
Surge International prefers to set its prices and not follow the prices prevailing in the market to achieve specific goals. This implies that Surge International views pricing as an
In which situation are parallel imports most lucrative?
If the same product is priced very differently in different countries
Firms that follow variable cost pricing
sell their products at lower net prices abroad than in the domestic product.
When would it be beneficial to use the skimming approach to pricing?
The product is new to the market or innovative
What is the best approach to take when exporting to a deflationary market?
Keep prices low and raise brand value
When using a free trade zone (FTZ) or free port for exporting
payment of import duties is postponed
A French firm was given permission to sell its products in Spain only if it agreed to purchase Spanish tomatoes in return. Which term does this best exemplify?
What is an essential element of a price quotation?
It must state who pays for transportation charges and from what point
Eastside tractors is an American firm that manufactures construction and farming machinery. A construction company in Germany has placed a large order for machinery, but has requested that Eastside Tractors modify the design and add a special feature. Which form of payment is Eastside tractors most likely to request in order to minimize its risk?
cash in advance
What is recommended to use open accounts?
when the customer is long standing with excellent credit
What is the recommended approach to international negotiations in terms of using national stereotypes?
consider the culture of your negotiation partners but treat them as individuals
What problem caused by cultural differences in international business negations is considered to be the most serious
thinking and decision making processes
Giselle, the executive of an American transportation firm, is negotiating a deal with a Japanese corporation. During the meetup, Giselle notices that her negotiation partners frequently break into side conversations using their native language. What is the most likely reason for these conversations?
to straighten out confusion caused by language differences
In the context of how differences in values affect international negotiations, Guanxi, the Chinese word for which word is key for negotiators working in china
What would be considered by American negotiators as a signal of progress when conducting business negotiations with foreigners?
inclusion of questions on specific areas of the deal
What is the single most important activity in negotiation?
What is considered to be the most powerful persuasive tactic in international negotiation
What behavior do American negotiators tend to exhibit during the persuasive stage?
quickly handling any objections that the foreign client may have
Frank, the CEO of an American company, negotiated an opportunity with a television in India. After the negotiation, Franked prepared a contract for both parties to sign in order to bind the deal. Knowing that frank is from the United States , how would the contract most likely be described?
carefully worded with details about every aspect of the agreement
What is a characteristic of an inventive negotiation progress?
A key component is collaboration among participants
The factors that can make important differences in business negotiations are
age and experience
The Japanese are often located in the middle of the scale on every dimension of negotiation
Order the following problems in international business negotiations, placing the least serious problem on top and the most serious problem at the bottom.
4: Thinking and decision making process
During face to face international business negotiations, people usually non verbally exchange
A great deal of information
Identify the factor that makes a relevant difference in business negotiations
Cultural diversity within countries
During business negotiations, countries and companies negotiate with each other.
False, Companies and countries do not negotiate; people do. Consider the cultures of the customers and business partners, but treat them as individuals.
Identify an important lesson that stands out from the author's study of negotiation styles.
Regional generalizations are usually incorrect.
Unlike differences in language, cultural differences in nonverbal behavior are usually
imperceptible to most people
Solving translation problems when companies negotiate with foreign companies can
make the negotiations more efficient
According to a study conducted on the verbal behavior of negotiators from different cultures in simulated settings, most of the negotiations focused on
According to the analysis of verbal behaviors in negotiators across cultures, the style of Japanese interaction is characterized by
less aggression and more politeness
The study on the negotiating behaviors across cultures revealed that compared to Japanese negotiators, Korean negotiators frequently
interrupted other speakers.
According to the study of negotiators across cultures, the northern Chinese negotiators made statements that were classified as
The most common complaint heard from American managers regarding foreign clients is that the clients
engage in side conversations
A study of simulated negotiations found that there is a similarity among negotiators across different cultures in
verbal bargaining behaviors
The conversational style of Japanese negotiators is typically characterized by
periods of silence
In comparison to Japanese negotiators, Korean negotiators used
more punishments and commands.
best alternative to a negotiated agreement
use many commands
fall in the middle of most aspects
Very important in Asian culture, present with both hands
Identify the accurate statements about a distribution process
Ownership or title is passed.
Commercial negotiations occur among producers, middlemen, and buyers.
Identify an accurate statement about distribution structures.
They start with producers and end with users.
Identify the correct statements about a traditional distribution structure.
A limited amount of merchandise is available.
The merchandise is sold locally, not nationally.
This type of distribution structure creates a seller's market.
The merchandise is usually sold to wealthy people.
In a market where distribution is based on mass consumption
the seller makes the most profit when customers are buying about as much merchandise as the producer can supply.
How are small stores in Japan different from their counterparts in the United States?
They account for a larger percentage of total retail sales.
Goods are sold and physically moved in
a distribution process.
The behavior of channel members is the result of interactions between the ______ environment and the marketing process.
In a traditional distribution structure, a limited amount of merchandise is controlled by
The distribution philosophy of mass consumption tends to create a
Identify an accurate statement about the Japanese distribution system.
It depends on an unusually large number of middlemen.
A traditional distribution structure is also known as a(n) __________ distribution structure.
The Japanese distribution system is characterized by
dependency on numerous small middlemen.
laws that safeguard small retailers.
a business philosophy based on a distinctive culture.
manufacturers who control the channels that distribute merchandise.
In Japan, a large store cannot stay open later in the evening without permission from
the prefecture government.
Throughout the world, traditional distribution channels are becoming more efficient, which has led to
the rise of mass merchandising.
the introduction of direct marketing and discounting.
the emergence of e-commerce and supermarkets.
a preference for self-service.
What are the components of integrated marketing communications?
What are the various sales promotion devices that are designed to supplement advertising and personal selling in the promotional mix?
Product tie-ins and sponsorship of special events
Samples and cents-off
Contests and sweepstakes
Coupons and gifts
Entry into many markets is based on access to appropriate
communication channels to customers
Companies can successfully promote products that have small market shares or that represent new concepts by using
Sales promotions can take the place of advertising when
there are environmental constraints on advertising.
Change in culture can be brought about through
global mass media advertising
A(n) ______ presents company offerings, gathers information on consumers, and serves as the last link in the execution of a company's marketing and sales strategy.
The complicated dynamics of international business, along with a rise in global competition, has increased the need and the means for
building closer connections with customers and suppliers
The number, features, and assignments of sales representatives are decisions regarding the _____ of a sales force.
Identify an accurate statement about the effects that technological advancements are expected to have on field sales efforts.
Field sales efforts are expected to decrease substantially.
is the first step in managing a sales force
The task of making design decisions is made more challenging by the
diverse conditions in international markets
Select the two ways of viewing pricing
As an active instrument of accomplishing marketing objectives
As a static element in a business decision
Companies in European countries sometimes compete with imports of their own products at lower prices because of
different taxes and competitive price structures
After their initial efforts were halted by European authorities, some industries now try to curb parallel trade by
restricting the supply of products to meet the local requirements
Panara and Durang are two countries that import corn seeds from Cormallen Inc., a multinational agricultural company. Cormallen exports these seeds to Durang at a higher cost than to Panara. As a result, retailers in Durang import these corn seeds from Panara, giving competition to Cormallen's original product. In Durang, these seeds
Gray market products
gray market goods
goods not intended for sale in the country in which they are being sold, often with an invalid warranty
A practice that can encourage parallel importing is
The probability of parallel imports increases due to
import quotas and high tariffs
The idea behind exporting companies restricting the supply of products to meet only local requirements is that
countries should just be able to match their citizens' demand with supply.
A practice often used by companies to maintain high retail margins, to encourage retailers to provide extra service to customers, to maintain the unique-quality image of a product, or to stock huge assortments is
When a firm is concerned only with the minimal or incremental cost of producing goods to be sold in foreign markets, it often uses
THIS SET IS OFTEN IN FOLDERS WITH...
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