Chap 11

Question 1

Measures a culture’s tolerance of ambiguity/unstructured situations/lack of rules and guidelines.

Answer 1

Uncertainity Avoidance Index

Question 2

Countries _____ on the index prefer rules and regulations to guide behaviour. High UAI: Asia, Latin America, parts of Africa, southern Europe.

Answer 2

high

Question 3

Countries in _____US, Canada, UK, Australia, New Zealand, northern Europe

Answer 3

low

Question 4

Measures a society’s tolerances of distances in rank, power, authority between classes/individuals.

Answer 4

Power Distance

Question 5

Countries with ________ are: : Latin America, Asia, southern Europe

Answer 5

high

Question 6

Countries with _________ US, northern Europe, Australia, Israel, New Zealand.

Answer 6

low

Question 7

Measures degree to which a society’s members tend to cluster in groups.

Answer 7

Individualism/ Collectivism

Question 8

Which countries are considered Individualist

Answer 8

US, northern Europe, Canada, Australia, New Zealand

Question 9

Which countries are considered to be collectivist

Answer 9

Africa, Asia, Latin America.

Question 10

Combines an openess to and an awareness of diversity acrosss markets and cultures with a propensity and ability to synthesise across this diversity

Answer 10

Global Mindset

Question 11

A team characterised by a high level of diversity, geographic dispersion and virtual (rather than face-to-face) interaction.

Answer 11

Global Team

Question 12

Consists of the marketing system that promotes the physical flow and ownership of products and services from producer to consumer

Answer 12

International Marketing Channel

Question 13

Extent to which products are distributed throughout a country and the number of intermediaries

Answer 13

Distribution Intensity

Question 14

are distributed through as many wholesalers and retailers as possible

Answer 14

Intensive distribution

Question 15

Using only a limited number of channel intermediaries

Answer 15

Selective Distribution

Question 16

Focuses on offering products through only one wholesaler or retailer

Answer 16

Exclusive Distribution

Question 17

Primary option for many international marketers, especially those just entering a market.relies on direct selling of a product or service to consumers or end users without the use or wholesalers, retailers, industrial agents or industrial merchan

Answer 17

Direct Marketing

Question 18

In indirect marketing, organisations that move products for producers to consumers and end users.

Answer 18

Intermediaries

Question 19

Common in the Pacific Rim. Provide intermediary activities that include marketing services, financial assistance, and information flow.

Answer 19

Trading Comapnies

Question 20

Producer concentrates on stimulating consumer demand through extensive advertising and consumer promotions, in order to build demand and pull consumers

Answer 20

Pull Strategy

Question 21

Focuses on providing intermediaries with incentives that will lead them to cooperate in marketing the product. Spiffs, discounts, sales contests, training programs are designed to induce the retailer/wholesaler to stock the product (or order more) pushing the channel through the channel (store) to the consumer

Answer 21

Push Strategy

Question 22

one member of the market channel merges with or acquires another intermediary. Zara produces more than half its clothing in-house.

Answer 22

Vertical Integration

Question 23

a company acquires or merges with another company at the same level. Best Buy acquiring Chinese electronics giant Five Star is an example.

Answer 23

Horizontal Integration

Question 24

The distribution of products through unauthorised distribution channels (those not approved/authorised by the product marketer/producer)

Answer 24

Gray markets/Paralell importing

Question 25

Five sources of marketing channel power

Answer 25

Legitimate, Referent, Expert, Reward, Coercive

Question 26

Four Key Areas of Cross-Cultural Interactions/Negotiations

Answer 26

1) Relationships
2) Communication
3) Time perceptions
4) Space perceptions