CH 4

Question 1

Which of the following actions is important for foreign marketers in order to be effective in a foreign market?

Answer 1

Learning to appreciate the intricacies of cultures different from their own.

Question 2

The process of adjusting to a new culture is known as:

Answer 2

acculturation

Question 3

Mike grew up learning a great deal about his culture from his school, the church, the mass media, and his family. This kind of learning of culture is called:

Answer 3

socialization

Question 4

Which of the following is true with respect to Professor Jared Diamond’s ideas regarding the influence of geography on history and cultural values?

Answer 4

Historically, innovations spread faster east to west than north to south.

Question 5

The most useful information on how cultural values influence various types of business and market behavior comes from work done by:

Answer 5

Geert Hofstede.

Question 6

In the context cultural values, the _____ Index refers to the preference for behavior that promotes one’s self-interest.

Answer 6

Individualism/Collectivism

Question 7

On the basis of Hofstede’s four dimensions, cultures with high Power Distance Index (PDI) scores tend to be:

Answer 7

hierarchical

Question 8

Wayne is working at the overseas branch of his organization. He needs some clarification about a project. He approaches a senior manager thinking he would get a good explanation. However, he is instructed to follow protocol and sent away. Also, he is informed that only team leads are allowed to approach senior managers. This implies that the organization has a ______ score.

Answer 8

high Power Distance Index

Question 9

Cultures with high _____ scores tend to have a high level of anxiety and stress and a concern with security and rule following.

Answer 9

Uncertainty Avoidance Index

Question 10

Feng shui is a Chinese ____, considered to be the process that links humans and the universe to ch’i, the energy that sustains life and flows through our bodies and surroundings, in and around our homes and workplaces.

Answer 10

belief

Question 11

culture is composed of

Answer 11

behaviors and values, seen and unsee, learned and unlearned, shared, and transmitted by a group of people.

Question 12

culture can be persuasive in

Answer 12

pricing, research, promotion, channels of distribution, product packaging and styling.

Question 13

how you interact w a culture is a determinant for

Answer 13

degree of success or failure in the marketing effort

Question 14

markets constantly _____ and are not _____

Answer 14

change

static

Question 15

Culture is the software of the mind

Answer 15

geert hofstede

Question 16

What are the four types of cultural values determined by Geert Hofstede? (4 primary dimensions)

Answer 16

cultural values are the system of beliefs and customs held by a population of a given culture.

• Individualized/Collective Index
• power distance index
• uncertainty avoidance index
• masculinity/feminitity index (not as useful)

Question 17

Individualized/Collective Index focuses on

Answer 17

self orientation.

Question 18

power distance index focuses on

Answer 18

authority orientation

Question 19

uncertainty avoidance index focuses on

Answer 19

risk orientation

Question 20

masculinity/feminitity index focuses on

Answer 20

assertiveness and achievement

Question 21

fifth dimension?

Answer 21

long term orientation - views of the past versus the challenges of the present and future

Question 22

sixth dimension?

Answer 22

indulgence - extent to which people control their desires and impulses

Question 23

how do these dimensions act on society?

Answer 23

affect business and consumer behavior patterns.

• status consumption of luxury
• brandswitching as a group
• tendency to share based on time perceptions
• impulsive buying
• consuming with immediate vs longterm goals in mind

Question 24

individualized

Answer 24

reflect an I mentality. rewards and accepts individual initiatives. personal initiative and independence are endorsed. ties between individuals are loose. USA, Australia Canada are high. Low are Guatemala Taiwan and Venezuela and Colombia.

Question 25

collectivism

Answer 25

opposite of individualized. strong cohesive groups which protect them throughout their lifetime. unquestioning loyalty.

Question 26

personal distance index

Answer 26

measures the tolerance of social inequality. high PDI = tend to be hierarchical, citing social roles, manipulation, and inheritance as sources of power and social status and have a general distrust of others. Guatemala and arab countries.

low PDI= value equality. Finland Australia and New Zealand.

Question 27

Uncertainty avoidance

Answer 27

measures the tolerance of uncertainty and ambiguity among member of a society. High UAI - distrustful of new ideas, high level of authority therefore avoid risk. Greece and Guatemala.

low UAI = empirical approach to understanding and knowledge. Great Britain and India.

Question 28

US scores high on individualism

Answer 28

virtually social activity of staring at a screen. where as in France and Japan lower indexes would prefer face to face communication intead of impersonal electronic communications

Question 29

Japan and France high on uncertainty avoidance

Answer 29

these investors might be expected to be less willing to take risks on the stock market. this could mean slowed innovation in these markets.

Question 30

we make decisions through _______ of our cultural based knowledge

Answer 30

application

Question 31

patterns of behaviors and interaction that are learned and repeated

Answer 31

rituals

Question 32

Edward t hall says that culture is

Answer 32

communication

Question 33

symbols

Answer 33

how we communicated and interpret, ket part of socialization. language and aesthetic as symbols.

Question 34

marketers should be worried less about difference with languages and more with

Answer 34

idiomatic and symbolic meanings expressed.

Question 35

measure of difference between languages and an important factor in determining the amount of trade between nations is

Answer 35

linguistic distance

*direct influence of language on cultural values, expectations, and even conceptions of time.

Question 36

as linguistic distance from English increases….

Answer 36

individualism decreases

Question 37

appreciation of beauty. arts, folklore, music, dance etc

Answer 37

aesthetics

Question 38

being attuned to the nuances of culture so that a new culture can be viewed as objectively evaluated and appreciated

Answer 38

cultural sensitivity.

Question 39

responsible effort to learn from others cultural ways in the quest for better solutions to a society’s particular problems

Answer 39

cultural borrowing.