Chap 11 Flashcards
Measures a culture’s tolerance of ambiguity/unstructured situations/lack of rules and guidelines.
Uncertainity Avoidance Index
Countries _____ on the index prefer rules and regulations to guide behaviour. High UAI: Asia, Latin America, parts of Africa, southern Europe.
high
Countries in _____US, Canada, UK, Australia, New Zealand, northern Europe
low
Measures a society’s tolerances of distances in rank, power, authority between classes/individuals.
Power Distance
Countries with ________ are: : Latin America, Asia, southern Europe
high
Countries with _________ US, northern Europe, Australia, Israel, New Zealand.
low
Measures degree to which a society’s members tend to cluster in groups.
Individualism/ Collectivism
Which countries are considered Individualist
US, northern Europe, Canada, Australia, New Zealand
Which countries are considered to be collectivist
Africa, Asia, Latin America.
Combines an openess to and an awareness of diversity acrosss markets and cultures with a propensity and ability to synthesise across this diversity
Global Mindset
A team characterised by a high level of diversity, geographic dispersion and virtual (rather than face-to-face) interaction.
Global Team
Consists of the marketing system that promotes the physical flow and ownership of products and services from producer to consumer
International Marketing Channel
Extent to which products are distributed throughout a country and the number of intermediaries
Distribution Intensity
are distributed through as many wholesalers and retailers as possible
Intensive distribution
Using only a limited number of channel intermediaries
Selective Distribution
Focuses on offering products through only one wholesaler or retailer
Exclusive Distribution
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
Direct Marketing
In indirect marketing, organisations that move products for producers to consumers and end users.
Intermediaries
Common in the Pacific Rim. Provide intermediary activities that include marketing services, financial assistance, and information flow.
Trading Comapnies
Producer concentrates on stimulating consumer demand through extensive advertising and consumer promotions, in order to build demand and pull consumers
Pull Strategy
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
Push Strategy
one member of the market channel merges with or acquires another intermediary. Zara produces more than half its clothing in-house.
Vertical Integration
a company acquires or merges with another company at the same level. Best Buy acquiring Chinese electronics giant Five Star is an example.
Horizontal Integration
The distribution of products through unauthorised distribution channels (those not approved/authorised by the product marketer/producer)
Gray markets/Paralell importing
