In a (n) _____ distribution structure, an importer controls a fixed supply of go

Question

In a (n) _____ 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.

export-oriented

import-oriented

manufacturer-oriented

service-oriented

customer-oriented

Four kinds of barriers face consumer services marketers in the global marketplace. Which of the following of these barriers is in force when a foreign market requires that services (such as banking or insurance) originate within the foreign market itself and not from outside sources?

Protectionism

Controls on transborder data flows

Protection of intellectual property

Cultural requirements for adaptation

Language translation barriers

E-commerce is more developed in _____ than the rest of the world, partly because of the vast number of people who own personal computers and partly because of the much lower cost of access to the Internet than found elsewhere.

China

Brazil

Switzerland

South Africa

the United States

Ryan Teed knows that domestic industrial demand is very volatile. He decided to hire a consultant to give him advice on what to do about this unacceptable situation. Which of the following would NOT be a measure put forward as a solution to combat volatile demand in the industrial goods sector?

Maintain a broad product line

Raise prices faster

Reduce advertising expenditures during booms

Ignore market share as a strategic goal, avoid layoffs, and focus on stability

Invest in foreign high-yield financial instruments

In Russia, Johnson & Johnson's 2-in-1 Shower Gel is considered to be a cosmetic (20 percent tariff). J&J would like it to be considered as a soap substitute (15 percent tariff). This points out which of the following strategies that companies generally prefer in foreign markets with respect to tariffs?

Shift the demand for the high tariff product.

Ask for reclassification of the product to a lower customs classification.

Question the host country's definitions.

Withdraw the product from a country that is obviously ripping-off manufacturers.

Switch to typical generic labeling.

Cathy wants to provide accounting and financial services to her clients as they expand into international markets. Cathy can expect to face most of the same _____ merchandise traders.

barriers confronting

receptiveness experienced by

support from local governments promised to

alternative distribution channels utilized by

outsourcing objections by

Robert always lets his customers know when changes are being made and calls on his customers regularly. As part of relationship marketing, Robert is building a (n) _____ with customers.

long-term relationship

distance relationship

Internet link

service-only link

standard call-contact frequency

Better qualified and ambitious personnel decline to go abroad because sometimes expatriate positions do not have clear evidence of advance planning to protect career development. This "out of sight, out of mind" fear is closely linked to the problems of:

conflict of interests.

acculturation.

skill redundancy.

variable compensation.

repatriation.

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

national symbols.

linguistic identifiers.

social hierarchy.

racial discrimination.

cultural stereotypes.

Experienced exporters suggest that the only way to select a middleman is:

to conduct a background check on all the distributors available in the target market.

to issue a request-for-proposal (RFP) to all distributors in the target market and evaluate their responses.

consult other manufacturers of the similar products and select the distributor recommended by them.

consult trade organizations and select the distributor recommended by them.

to personally talk to ultimate users of your product to find whom they consider to be the best distributors.

Red Lobster seafood restaurant is considering opening branch operations in China. However, the restaurant chain's labor union has already pointed out a potential problem with this expansion. In China, service providers would find it to be in bad taste to allow employees to collect tips for service. Since a great portion of a typical wait-staff person's compensation comes in the form of tips, the union would like to know how employees would be compensated for this loss. The above example illustrates which of the following barriers a consumer services marketer faces in a foreign market?

Protectionism

Controls on transborder data flows

Protection of intellectual property

Cultural requirements for adaptation

Language translation barriers

A new medium of advertising includes private cars that are painted with advertisements for products and serve as moving billboards as they travel around. This medium of advertising known as ‘Publicoche' is generally found in ____.

the United States

India

Thailand

Spain

Uganda

In Russia products are placed into two categories—“ours” and "imported." This is an example of:

cultural revisionism

ethnocentrism

conversion to capitalism

communist mentality

structural marketing orientation

Mark Townes is a dentist in Denver. During a four-day stretch in March, the snows in Denver were so bad that not one single patient was able to come for appointments with Dr. Townes. Since all of the appointments were missed, he made absolutely no money for the four days even though all of his normal expenses were still there. Which of the following best explains the particular difficulty Mark is facing?

Intangibility

Inseparability

Profitability

Heterogeneity

Perishability

In a study, when asked to rate the rewards from work, Japanese and American salespersons showed surprising similarity barring one aspect which the Japanese rated as more important than what their American counterparts did. Identify the one from the following.

Job security

Promotion

Feeling of worthwhile accomplishment

Social recognition (sales club awards)

Personal growth and development

Distribution strategies will often vary from country to country. Some markets may require a direct sales force, whereas others may not. Countries such as Japan will require the most complete local knowledge possessed only by natives. Which aspect of Japanese culture requires this feature in the sales strategy?

Strong traditions and taboos

Unfamiliarity with the English language

Relationship orientation

General suspicion of foreigners

Ethnocentrism

QUESTION 37

"Draining" information from one's negotiation counterparts is considered an excellent negotiation tactic. But the oft-reported behaviors of Chinese, Japanese, and Russians may not necessarily represent a sophisticated negotiation ploy. What nonverbal behavior specific to the negotiation styles of these cultures might explain the above statements?

High incidences of conversational overlaps

Longer durations of facial glazing

Frequent silent periods

High rates of self-disclosures

Greater use of normative appeals and commands

Janet is assisting the IMC manager with the design and language to be used in an upcoming promotional campaign. The manager knows what she wants to say but is having trouble coming up with the right language. Janet is trying to help her in:

identifying the various possible feedbacks to the message.

encoding the message.

choosing the appropriate channel for the message.

decoding the message.

minimizing noise in the communication channel.

a.

export-oriented

b.

import-oriented

c.

manufacturer-oriented

d.

service-oriented

e.

customer-oriented

Four kinds of barriers face consumer services marketers in the global marketplace. Which of the following of these barriers is in force when a foreign market requires that services (such as banking or insurance) originate within the foreign market itself and not from outside sources?

a.

Protectionism

b.

Controls on transborder data flows

c.

Protection of intellectual property

d.

Cultural requirements for adaptation

e.

Language translation barriers

E-commerce is more developed in _____ than the rest of the world, partly because of the vast number of people who own personal computers and partly because of the much lower cost of access to the Internet than found elsewhere.

a.

China

b.

Brazil

c.

Switzerland

d.

South Africa

e.

the United States

Ryan Teed knows that domestic industrial demand is very volatile. He decided to hire a consultant to give him advice on what to do about this unacceptable situation. Which of the following would NOT be a measure put forward as a solution to combat volatile demand in the industrial goods sector?

a.

Maintain a broad product line

b.

Raise prices faster

c.

Reduce advertising expenditures during booms

d.

Ignore market share as a strategic goal, avoid layoffs, and focus on stability

e.

Invest in foreign high-yield financial instruments

In Russia, Johnson & Johnson's 2-in-1 Shower Gel is considered to be a cosmetic (20 percent tariff). J&J would like it to be considered as a soap substitute (15 percent tariff). This points out which of the following strategies that companies generally prefer in foreign markets with respect to tariffs?

a.

Shift the demand for the high tariff product.

b.

Ask for reclassification of the product to a lower customs classification.

c.

Question the host country's definitions.

d.

Withdraw the product from a country that is obviously ripping-off manufacturers.

e.

Switch to typical generic labeling.

Cathy wants to provide accounting and financial services to her clients as they expand into international markets. Cathy can expect to face most of the same _____ merchandise traders.

a.

barriers confronting

b.

receptiveness experienced by

c.

support from local governments promised to

d.

alternative distribution channels utilized by

e.

outsourcing objections by

Robert always lets his customers know when changes are being made and calls on his customers regularly. As part of relationship marketing, Robert is building a (n) _____ with customers.

a.

long-term relationship

b.

distance relationship

c.

Internet link

d.

service-only link

e.

standard call-contact frequency

Better qualified and ambitious personnel decline to go abroad because sometimes expatriate positions do not have clear evidence of advance planning to protect career development. This "out of sight, out of mind" fear is closely linked to the problems of:

a.

conflict of interests.

b.

acculturation.

c.

skill redundancy.

d.

variable compensation.

e.

repatriation.

Labeling Americans "cowboys" and associating the Japanese with the image of a samurai warrior are examples of:

a.

national symbols.

b.

linguistic identifiers.

c.

social hierarchy.

d.

racial discrimination.

e.

cultural stereotypes.

Experienced exporters suggest that the only way to select a middleman is:

a.

to conduct a background check on all the distributors available in the target market.

b.

to issue a request-for-proposal (RFP) to all distributors in the target market and evaluate their responses.

c.

consult other manufacturers of the similar products and select the distributor recommended by them.

d.

consult trade organizations and select the distributor recommended by them.

e.

to personally talk to ultimate users of your product to find whom they consider to be the best distributors.

Red Lobster seafood restaurant is considering opening branch operations in China. However, the restaurant chain's labor union has already pointed out a potential problem with this expansion. In China, service providers would find it to be in bad taste to allow employees to collect tips for service. Since a great portion of a typical wait-staff person's compensation comes in the form of tips, the union would like to know how employees would be compensated for this loss. The above example illustrates which of the following barriers a consumer services marketer faces in a foreign market?

a.

Protectionism

b.

Controls on transborder data flows

c.

Protection of intellectual property

d.

Cultural requirements for adaptation

e.

Language translation barriers

A new medium of advertising includes private cars that are painted with advertisements for products and serve as moving billboards as they travel around. This medium of advertising known as ‘Publicoche' is generally found in ____.

a.

the United States

b.

India

c.

Thailand

d.

Spain

e.

Uganda

In Russia products are placed into two categories—“ours” and "imported." This is an example of:

a.

cultural revisionism

b.

ethnocentrism

c.

conversion to capitalism

d.

communist mentality

e.

structural marketing orientation

Mark Townes is a dentist in Denver. During a four-day stretch in March, the snows in Denver were so bad that not one single patient was able to come for appointments with Dr. Townes. Since all of the appointments were missed, he made absolutely no money for the four days even though all of his normal expenses were still there. Which of the following best explains the particular difficulty Mark is facing?

a.

Intangibility

b.

Inseparability

c.

Profitability

d.

Heterogeneity

e.

Perishability

In a study, when asked to rate the rewards from work, Japanese and American salespersons showed surprising similarity barring one aspect which the Japanese rated as more important than what their American counterparts did. Identify the one from the following.

a.

Job security

b.

Promotion

c.

Feeling of worthwhile accomplishment

d.

Social recognition (sales club awards)

e.

Personal growth and development

Distribution strategies will often vary from country to country. Some markets may require a direct sales force, whereas others may not. Countries such as Japan will require the most complete local knowledge possessed only by natives. Which aspect of Japanese culture requires this feature in the sales strategy?

a.

Strong traditions and taboos

b.

Unfamiliarity with the English language

c.

Relationship orientation

d.

General suspicion of foreigners

e.

Ethnocentrism

QUESTION 37

"Draining" information from one's negotiation counterparts is considered an excellent negotiation tactic. But the oft-reported behaviors of Chinese, Japanese, and Russians may not necessarily represent a sophisticated negotiation ploy. What nonverbal behavior specific to the negotiation styles of these cultures might explain the above statements?

a.

High incidences of conversational overlaps

b.

Longer durations of facial glazing

c.

Frequent silent periods

d.

High rates of self-disclosures

e.

Greater use of normative appeals and commands

Janet is assisting the IMC manager with the design and language to be used in an upcoming promotional campaign. The manager knows what she wants to say but is having trouble coming up with the right language. Janet is trying to help her in:

a.

identifying the various possible feedbacks to the message.

b.

encoding the message.

c.

choosing the appropriate channel for the message.

d.

decoding the message.

e.

minimizing noise in the communication channel.

Explanation / Answer

The correct answer is option b (import-oriented).

Import-oriented structure is nothing but the structure where the fixed supply of goods are controlled by importers and develop marketing system where there is limited supply of goods which are sold at high price to small number of affluent customers.

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