MARKETING ASSIGNMENT

Before being acquired by Ford, Jaguar produced so few cars that it couldn't get volume discounts from components suppliers. Jaguar managers sometimes could not even determine the "fair" price for a particular part. In terms of Porter's competitive forces framework, Jaguar's strategic disadvantage stemmed from low:

		buyer power
		supplier power
		threat of new entrants
		threat of substitute products

4 points

In the late 1980s, Gillette spent hundreds of millions of dollars developing the Sensor razor. Following Sensor's successful launch, Gillette immediately began working on the next-generation SensorExcel. At the end of the 1990s, Gillette rolled out the new MACH3 shaving system. As described here, Gillette is engaging in ________ behavior.

		cost focus
		hypercompetitive
		"double diamond"
		flagship firm

4 points

When managers at Matsushita realized that cost advantages in TV production were often fleeting, they added quality and reliability advantages, thus establishing:

		loose bricks
		a "double diamond"
		attribute diversity
		layers of advantage
		buyer power

4 points

Porter's four generic strategies for achieving competitive advantage are:

		price determination, cost leadership, product differentiation, distribution savings
		cost leadership, differentiation, cost challenger, product challenger
		price leadership, differentiation, price challenger, cost differentiation
		cost leadership, differentiation, cost focus, focused differentiation

4 points

When a firm matches its distinctive competences to factors critical to industry success, it achieves:

		parity in its industry
		a market foundation
		competitive advantage
		industrial alliance

4 points

Which of the following is not described in Chapter 15 as an approach used by Japanese firms to achieve global competitive advantage:

		building layers of advantage
		searching for loose bricks
		changing the rules of competitive engagement
		collaborating
		guerrilla marketing

4 points

A hypercompetitive industry is characterized by:

		sustainable competitive advantages
		short product life cycles
		lower barriers to entry
		absence of dynamic maneuvering

4 points

Rugman and D'Cruz have developed an alternative framework to Porter's 5 forces model. The framework, based on business networks, is called:

		the differentiation model
		strategic intent
		the flagship model
		the hypercompetition model

4 points

Which of the following best describes the Web site for Godin Guitars:

		domestic audience/information and support services
		domestic audience/transactions
		global audience/information and support services
		global audience/transactions

4 points

________-commerce is one of the significant marketing opportunities made possible by the digital revolution.

		Multinational
		Mobile
		Multisegment
		Marginal-cost

4 points

"Small markets don't solve the growth needs of large companies" and "markets that don't exist can't be analyzed" are two principles of disruptive innovation. These principles are integral to:

		the five forces model
		the flagship model
		strategic intent
		the innovator's dilemma

4 points

According to the innovator's dilemma:

		The computing power of a microprocessor doubles every 18 months.
		Markets that don't exist can't be analyzed.
		Well-managed companies that listen and respond to needs of established customers may miss opportunities to innovate.
		Regulation of e-commerce activities will increase at a rate that is directly proportional to the growth of e-commerce revenues.

4 points

Amazon.com, the leading Internet bookseller, allows users to purchase books, CDs, and other products on line. Amazon.com is primarily a ________ site:

		promotion
		content
		transaction
		execution

4 points

Which of the following is not a product or service offered by Microsoft:

		operating systems (OS)
		software applications
		Web browser
		digital media player
		open source software

4 points

Robert Noyce and Jack Kilby are pioneers in the digital revolution. What contribution did they make:

		They invented the transistor.
		They invented the spreadsheet.
		They invented the first digital computer.
		They invented the silicon chip.
		They invented the Internet.

4 points

According to rankings published by the Financial Times, which of the following is the top-ranked corporate Web site for an American firm:

		3M
		Intel
		Chevron Texaco
		UPS
		McDonald's

4 points

Which of the following is one of Clayton Christensen's principles of disruptive innovation:

		Companies depend on customers for resources.
		Small markets don't satisfy the growth needs of large companies.
		Markets that don't exist can't be analyzed.
		Technology supply may not equal market demand.
		all of these

4 points

Which of the following assumptions does not belong in a list of characteristics of lean production:

		Labor is more costly than machines.
		Set up time can be reduced.
		Minimize inventory to cut costs, waste.
		Maximize backwards integration.

4 points

Marjorie Scardino is chief executive of:

		Nissan Motor (Japan)
		Pearson PLC (Great Britain)
		Ford Motor Company (USA)
		Pharmacia Corporation (USA)
		Atlas Copco AB (Sweden)

4 points

Which global marketing guru recommends an organization design based on a "global superstructure" that views the world in terms of 30 regions:

		Paul Krugman
		Kenichi Ohmae
		Tom Peters
		Michael Porter
		Kazuo Inamori

4 points

Concepts such as "assembler value chains" and "downstream value chains" are associated with:

		lean production
		the matrix structure
		polycentric organizational designs
		the global marketing audit

4 points

Country subsidiaries need ________ to adapt to the local environment, but the organization as a whole needs ________ to implement global strategies.

		integration; autonomy
		autonomy; integration
		ethnocentrism; polycentrism
		polycentrism; ethnocentrism

4 points

Which of the following has an American woman as the chief executive:

		Nissan Motor (Japan)
		Pearson PLC (Great Britain)
		Ford Motor Company (USA)
		Pharmacia Corporation (USA)
		Atlas Copco AB (Sweden)

4 points

The organization design in which an employee reports to both a country manager and a functional manager is a(n):

		matrix structure
		international division structure
		geographic structure
		worldwide product division structure
		regional management center

4 points

Consider the following statement made to a country manager: "You know more about your country than I do. I know more about the rest of the world. The strategy you have formulated has been implemented in eight other countries and has resulted in failure every time. Let's talk about your proposal." Which organizational member would be most likely to make such a statement:

		the export manager
		the global marketing product manager
		the finance manager
		the vice president of the international division

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exam 6.docx

Question 1

2 points

The retailer most likely to have a flat organization is a _____.

		small independent retailer
		chain retailer
		department store
		diversified retailer

2 points

Duplication of merchandising and operations decision making occurs in which department store organization plan?

		main store control
		separate store
		centralized
		equal store

2 points

A major advantage of a salary plus commission plan in comparison to a straight-commission plan to the employee is _____.

		higher possible overall compensation
		greater incentive to increase productivity
		greater flexibility in payment options
		greater stability of earnings

2 points

A flat organization has _____.

		a long channel of communication
		a clear hierarchy of authority
		many subordinates reporting to one supervisor
		many levels of management

2 points

Main store personnel supervise branch store personnel, but are physically removed from the branch units, in which form of organization?

		diversified retailer organization
		equal store organization
		separate store organization
		main store control

2 points

Department stores attempt to accomplish the benefits of both centralization and decentralization in which retail organizational form?

		diversified retailing
		main store control
		separate store
		equal store

2 points

The span of control refers to the number of subordinates reporting to one manager. A firm with a large span of control utilizes a _____ organization.

		tall
		flat
		decentralized
		functional

2 points

An advantage of a tall retail organization is _____.

		many employees reporting to one manager
		quick handling of problems within the organization
		quick communication throughout the organization
		close worker supervision

2 points

The basic Mazur plan places profit-and-loss responsibility on a department level with which executive?

		buyer
		owner-manager
		operations personnel
		controller

2 points

A major disadvantage of extreme task specialization is _____.

		high degree of work delegation
		the need for more employees
		boredom
		high training time

2 points

The major difference between a traditional and a goal-oriented job description is that the traditional job description _____.

		relates each job to overall organizational goals
		limits a worker's activities to those listed
		details informational flows
		describes the interdependence of job positions

2 points

Which department store organizational format is most suitable when local customer tastes vary widely?

		centralized organization
		separate organization
		equal store organization
		main store control organization

2 points

Any items that a retailer owns with a monetary value are _____.

		assets
		current assets
		fixed assets
		net worth

2 points

A summary of a retailer's revenues and expenses over a particular time period is referred to as a _____.

		cash flow projection
		balance sheet
		profit-and-loss statement
		accounts receivable aging analysis

2 points

The use of leveraged buyouts by retailers has the greatest impact on which ratio?

		quick ratio
		accounts payable to net sales
		collection period
		assets to net sales

2 points

A retailer can increase its accounts payable to net sales ratio by _____.

		increasing its inventory turnover
		paying accounts payable early to receive cash discounts
		switching to vendors with net 45 versus net 30 terms
		increasing its initial markup

2 points

A retailer typically has half of its sales on credit. Credit sales are payable in full in 30 days. The retailer's collection period is 25 days. The retailer has _____.

		slow-turning accounts receivable
		fast-turning accounts receivable
		average-turning accounts receivable
		high financial leverage

2 points

Which asset is counted in determining a retailer's quick ratio?

		hidden assets
		merchandise inventories
		marketable securities
		accounts receivable

2 points

A retailer with a less-than-average profit margin could seek to increase its profit margin by _____.

		reducing its operating expenses
		increasing its asset turnover
		increasing its financial leverage
		increasing its inventory turnover

2 points

A retailer's return on assets equals 5 percent. Its financial leverage is 4. What is its return on net worth?

		10 percent
		16 percent
		20 percent
		The answer cannot be determined from the information provided

2 points

A retailer's success in reaching particular performance standards is best measured by _____.

		several key business ratios
		the strategic profit model
		asset turnover
		the profit-and-loss statement

2 points

A collection period equals _____.

		[(accounts receivable)/(net sales)] x 365
		(accounts receivable)/(net sales)
		[(current assets)/net sales)] x 365
		[(cash) + (accounts receivable)/(net sales)] x 365

2 points

Improving employee performance and reducing costs through automation are two ways to increase _____.

		inventory turnover
		retailer productivity
		asset turnover
		financial leverage

2 points

The major difference between the top-down and bottom-up budgeting process is the _____.

		resulting budget amount obtained
		degree of employee/manager participation
		starting amount in the budget
		absence or presence of opportunity costs in the budgetary process

2 points

A property owner is freed from management of a facility in a _____.

		net lease
		graduated lease
		maintenance-increase-recoupment provision
		percentage lease

Question 26

2 points

The most objectionable characteristic of a potential site for a new laundromat would be _____.

		high renovation and plumbing expenses
		a lease term of less than three years
		rental terms of 10 percent above market
		moderate pedestrian traffic levels

Question 27

2 points

In a graduated lease, rental payments are _____.

		based on sales
		known in advance by the retailer and property owner
		based on actual increases in property expenses
		based on a retailer's profits

Question 28

2 points

The greatest concentration of office buildings and retail stores occurs in the _____ business district.

		unplanned
		central
		neighborhood
		secondary

Question 29

2 points

A problem with balanced tenancy is that a retailer may not be able to utilize _____.

		downsizing
		scrambled merchandising
		affinities
		site visibility

Question 30

2 points

A retail area with a perfect level of balanced tenancy is a(n) _____ area.

		understored
		saturated
		overstored
		charted

Question 31

2 points

Limits are placed on a retailer's merchandise lines in a planned shopping center to help promote _____.

		scrambled merchandising
		affinities
		balanced tenancy
		a one-hundred percent location

Question 32

2 points

A major disadvantage to an isolated store location is that _____.

		costs such as outside lighting and security cannot be shared
		rental costs are high
		leases can restrict store operations
		neighboring retailers can cause an overstored environment

Question 33

2 points

Which shopping location has the greatest concentration of convenience stores?

		neighborhood business district
		secondary business district
		central business district
		regional shopping center

Question 34

2 points

A property owner wants to base rental terms for a retail location on sales and anticipated property maintenance but wants total rental dollar amounts set for each year. The best lease type is a _____ lease.

		straight
		percentage
		graduated
		net

Question 35

2 points

In comparing the isolated store to the unplanned business district and planned shopping center, the major disadvantage of the isolated store is _____.

		high rents
		the absence of flexibility in store operations
		the absence of affinities
		lack of convenience in planning

Question 36

2 points

A retailer opening in a shopping center six months before all tenants will be ready to move in is concerned about early pedestrian traffic. This potential problem can be partially resolved through a _____.

		net lease
		lease with a maintenance-increase-recoupment provision
		percentage lease
		sliding-down-scale lease

Question 37

2 points

Planned shopping centers are concerned with retail balance in terms of one-stop shopping appeals and to ensure _____.

		visibility
		an adequate economic base
		a proper level of saturation
		an adequate traffic count

Question 38

2 points

The least flexible element of a retailer's strategy is _____.

		pricing
		promotion
		store location
		product line

Question 39

2 points

A consultant found that an area's economic base was heavily diversified with a mix of different types of industrial employment sources. The consultant learned this from _____.

		Survey of Buying Power
		Editor & Publisher Market Guide
		Census of Population
		Sales & Marketing Management

Question 40

2 points

Which customers are generally not studied in trading-area analysis?

		outshoppers
		mail and telephone order shoppers
		fringe trading-area customers
		parasites

Question 41

2 points

An area that has too few retail stores to satisfy its population's needs is _____.

		saturated
		understored
		not reaching its economic base potential
		located at the point of indifference

Question 42

2 points

The Census of Population is conducted every _____ years.

		3
		5
		7
		10

Question 43

2 points

A retailer's location strategy can be made more flexible through _____.

		the use of longer-term leases
		sale and leaseback arrangements
		the use of renewal options versus a long-term lease
		ownership versus leasing

Question 44

2 points

An example of an economic trading-area barrier is _____.

		travel distance
		travel time
		high sales-tax rates
		travel difficulty as measured by road conditions

Question 45

2 points

The distance between city A and city B is 25 miles; city A is 1/16 the size of city B. The point of indifference between the two cities is _____ miles from A and _____ miles from B.

		15; 10
		18; 7
		20; 5
		22; 3

Question 46

2 points

The trading area of an existing store can best be estimated through examining _____.

		the American Community Survey
		customer delivery records
		pedestrian and vehicle traffic
		Census of Population data

Question 47

2 points

There are three shopping locations with 300, 500, and 1,000 square feet of space allocated to lighting accessories. A group of potential customers lives 5 minutes from the first location, 10 minutes from the second location, and 15 minutes from the third location. The retailer estimates the effect of travel time to be 1. The probability of consumers shopping at location 2 _____.

		is 28 percent
		is 34 percent
		is 38 percent
		cannot be determined from the information provided.

Question 48

2 points

The determination of trading-area overlap is most important for which retailer?

		chain
		supermarket
		independent
		department store

Question 49

2 points

A store with the largest trading area in a shopping center is a(n) _____.

		parasite store
		destination store
		independent retailer
		leased department

Question 50

2 points

The trading area with the highest average purchase by a customer is the _____.

		parasite
		primary trading area
		secondary trading area
		fringe trading area

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exam 7.docx

Question 1

4 points

A company in which a geocentric management orientation prevails can also be called a(n) ________ company.

		transnational
		international
		global
		multinational
		both transnational and global

4 points

Renault established a joint venture auto plant in Portugal in the late 1970s. Today, despite the high quality of the Portuguese-built cars, Renault may move production to a lower wage Central European country such as Slovenia. A Renault spokesperson explains that the company originally invested in the Portuguese plant because Southern Europe had great strategic importance. "Now," the spokesperson continues, "Having consolidated a position in Europe, Renault is starting a new phase, looking at the world." The spokesperson's comment reflects what change in management orientation at Renault:

		From geocentric to regiocentric
		From ethnocentric to polycentric
		From polycentric to regiocentric
		From regiocentric to geocentric

4 points

Which of the following does not constitute a source of leverage in global marketing:

		experience transfers
		scale economies
		global strategy
		myopia

4 points

Which bank uses the slogan "The world's local bank" in its advertising:

		Citicorp
		HSBC
		Wells Fargo
		Barclays

4 points

In approximately how many countries does McDonald's have restaurants:

		50
		75
		100
		125
		150

4 points

The trend towards privatization in many parts of the world is a reflection of changes in which environment:

		social and cultural
		economic and political
		scientific and technological
		physical and natural

4 points

A Russian businessperson flying from Moscow to the United States with a layover in Frankfurt discovers, at the last minute, that she must have a visa to enter Germany. The reason: EU regulations. Accordingly, she reroutes her connection to another major airport in a non-EU country where no visa is required for her to enter the country. What city should she connect through:

		Barcelona
		Paris
		Amsterdam
		Zurich
		London

4 points

What type of international disputes would be taken before the International Court of Justice:

		disputes between two nations
		disputes between two companies
		disputes between a company and a nation
		disputes between a citizen of one country and a company from a different country

4 points

Engineers at a company in a developing country study an American computer chip design, copy it, and produce identical chips that are then sold to local computer makers. What form of intellectual property has been wrongly appropriated:

		patent
		copyright
		trademark
		trade secrets

4 points

Which international patent treaty has the most signatory countries:

		Paris Convention
		Patent Cooperation Treaty
		European Patent Convention
		Omnibus Trade and Competitiveness Act

4 points

The aspect of culture that is concerned with beauty, good taste, and artistic expression is:

		aesthetics
		linguistics
		values
		high versus low-context

4 points

Some companies are characterized by dysfunctional tendencies, mindsets, and approaches with relation to global markets. Which of the following is a desirable characteristic or approach, as opposed to an undesirable one:

		ethnocentrism
		myopia
		short-term orientation
		SRC bias
		none of these

4 points

Together, innovators and early adopters make up about ________ percent of the potential market for a new product.

		15
		25
		35
		45

4 points

According to diffusion theory, which of the following is the first step in the adoption process:

		adoption
		trial
		awareness
		interest
		evaluation

4 points

Procter & Gamble's introduction of All-Temperature Cheer laundry detergent in Japan was a flop at first. The problem was that Japanese women wash clothes in cold water-either tap water or leftover bath water-so they don't care about all-temperature washing (which is a big selling point in the United States). Also, Cheer was first introduced in Japan at a time when the market for fabric softeners in Japan was rapidly expanding. However, when Japanese housewives added lots of fabric softener to the water, Cheer didn't produce many suds (Americans don't use as much fabric softener). P&G reformulated the product so it wouldn't be affected by fabric softeners, and ads for Cheer in Japan pledged superior cleaning in cold water, not all temperatures. Which of the following might have helped P&G avoid the initial problems with Cheer:

		Maslow's hierarchy
		high vs. low context culture
		diffusion of innovation
		self-reference criterion
		polycentric orientation

4 points

Which of the following does NOT rank among the world's top five merchandise importers:

		China
		European Union
		Japan
		United States
		Mexico

4 points

A(n) ________ economic system is one that relies upon consumers to allocate resources.

		BEM
		command resource allocation
		OECD
		market resource allocation

4 points

A "quick and dirty" method that can serve as a rule of thumb to help marketers compare the relative values of currencies is to check the price of a ________ in different countries.

		Big Mac
		Snickers bar
		can of Coke
		pack of Marlboros
		liter of gasoline

4 points

Worldwide, foreign exchange transactions valued at approximately $1.5 trillion are executed on a daily basis. This fact supports which point about today's world economic environment:

		capital movements, not trade, is a key driving force
		production has become uncoupled from employment
		the world economy dominates
		the capitalism vs. socialism struggle is largely over

4 points

Global marketers should note that more than 80 percent of the world's economic output is accounted for by:

		low-income countries
		lower-middle-income countries
		upper-middle-income countries
		high-income countries

4 points

The form of economic cooperation that calls for 1) eliminating internal barriers to trade and 2) establishing common external barriers is known as a(n) ________.

		economic union
		customs union
		free trade area
		common market

4 points

The highest GNP among ECOWAS members is found in ________, a country that generates significant revenues from oil exports.

		Cote d'Ivoire
		Mauritania
		Senegal
		Nigeria
		Niger

4 points

Which of the following is NOT currently a member of CARICOM:

		Bahamas
		Cuba
		Grenada
		Jamaica
		St. Lucia

4 points

Which of the following statements is true about the World Trade Organization:

		it is the successor to the IMF
		it is the successor to GATT
		it is the successor to NAFTA
		it is the successor to the EU

4 points

Which of the following is NOT a member of the European Union:

		Sweden
		Austria
		Switzerland
		Italy
		Greece

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exam 8.docx

Question 1

4 points

As noted in Chapter 8, the abbreviation "CAP" stands for:

		Common Agricultural Policy
		Capitalist-Approved Privatization
		Corruption Abatement Program
		Canadian Arts Protection
		Certified Agent Purchase

4 points

Individual entries for the harmonized system can contain as many as ________ digits.

		four
		six
		eight
		ten
		twelve

4 points

Which of the following receives a fee for bringing together an exporter and a buyer in another country.

		foreign purchasing agent
		export broker
		export merchant
		export management company
		freight forwarder

4 points

According to data in Chapter 8, which country ranked as the number one textile exporter to the United States in 2000:

		Hong Kong
		India
		Taiwan
		China
		Mexico

4 points

In the early 1990s, joint ventures in Russia's oil and gas industries were subjected to an export tax of 30 European Currency Units per metric ton. This is an example of a(n):

		ad valorem duty
		antidumping duty
		specific duty
		countervailing duty

4 points

Which of the following is described in the text as the three R's of global business: rules, rate schedules, and regulations:

		quotas
		tariffs
		NTBs
		NTR
		duties

4 points

Which of the following is an IT tool designed specifically to help retailers work more closely with vendors on stock replenishment:

		BOLD
		ECR
		data warehouse
		projection

4 points

In the mid-1990s, Sony mounted its third official attempt to launch its MiniDisc recorder/player in the United States A Sony executive noted, "This time around, we've done our homework, and we've found out what's in consumers' heads." This remark suggests the importance of:

		a point-of sale MIS system
		quantitative data
		secondary data
		qualitative data
		probability samples

4 points

Wal-Mart's computer system links the discount retailer with its suppliers. The system allows Wal-Mart's computers to update inventory records in real time and order new merchandise to replace items as they are sold. As described here, Wal-Mart's system is a good example of:

		an intranet
		EPOS
		a data warehouse
		EDI

4 points

Researchers studying global markets have found that qualitative techniques are well suited to which of the following tasks:

		getting close to the consumer
		describing cultural and religious factors that impact the consumer decision making process
		assessing the equity of core brands
		identifying what consumers really feel
		all of these

4 points

A marketing-services director at Diageo PLC's Pillsbury unit recently noted, "In the past, research was about data and information. We want to translate that into insights on the consumer that can be applied to the marketplace." This suggests an increased emphasis on:

		quantitative research
		qualitative research
		probability samples
		convenience samples
		back translations

4 points

GE has an "environmental studies" staff at headquarters that keeps ongoing close tabs on worldwide social, political, legal, economic, and technological environments that are directly relevant to its businesses. Which scanning mode best describes the situation at GE:

		monitoring
		viewing
		investigation
		research

4 points

Which of the following is not a characteristic of global strategic alliances:

		The goal is world leadership.
		Technology transfer is one-way.
		The vision is global.
		Partners compete in markets unrelated to the GSP.

4 points

Which of the following currently owns a 70% stake in Skoda, the Czech automaker:

		GM
		Volkswagen
		Ford
		DaimlerChrysler
		Renault

4 points

According to recent studies, U.S. companies favor global strategic alliances with:

		Japanese companies
		European companies
		Chinese companies
		Russian companies
		Canadian companies

4 points

Elaz and AvtoVAS are the names of two companies GM has established joint ventures with in:

		Brazil
		Russia
		China
		Israel
		India

4 points

Which of the following correctly states the sequence of market entry modes used by Anheuser-Busch in Japan:

4 points

Which of the following forms of industry structure is not associated with Japan:

		zaibatsu
		vertical keiretsu
		chaebol
		horizontal keiretsu

4 points

Which of the following is not one of the Big Six Japanese keiretsu:

		Mitsubishi
		DKB
		Sematech
		Sumimoto

4 points

Some of Body Shop's recent advertising has emphasized the difference between the company's principles and those of "mainstream" cosmetics companies on such issues as animal testing. As described here, Body Shop's ads illustrate positioning by ________.

		competition
		niche
		quality/price
		attribute/benefit

4 points

Global marketing authority Theodore Levitt has noted that many ethnic and regional foods-sushi, for example-are enjoying popularity in many countries of the world. This observation is known as:

		the pluralization of consumption
		the ethnicitization of consumption
		the democratization of consumption
		the sophistication of consumption

4 points

________ is the act of differentiating a product in the mind of the customer in relation to the product offerings of competitors is called:

		Product formulation
		Positioning
		Comparative analysis
		Diffusion
		Private-label branding

4 points

The term most closely associated with psychographics is:

		gender
		lifestyle
		statistics
		heavy user
		standard of living

4 points

Which motorcycle manufacturer pursues a concentrated ("niche") global marketing strategy by focusing on the heavyweight segment:

		Suzuki
		Yamaha
		Harley-Davidson
		BMW

4 points

A global company can potentially reach 75 percent of world income by targeting consumers in:

		China
		the Triad
		North America
		India

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exam 9.docx

Question 1

4 points

Hewlett-Packard is the world's leading marketer of inkjet printers. H-P's printers are priced very low and margins are slim; by contrast, the company enjoys significant margins on sales of replacement ink cartridges. This approach is sometimes known as ________ pricing.

		gray market
		price bundling
		market skimming
		razors and blades
		cost-based

4 points

Which of the following forms of countertrade does NOT require use of money or credit between parties:

		barter
		switch trading
		offset
		compensation trading

4 points

In which country or geographic area are trading partners most likely to require countertrade deals:

		the United States
		Central and Eastern Europe
		Western Europe
		Japan

4 points

When one of the parties to a barter transaction is not willing to accept the goods included in the transaction, that party is likely to utilize the services of a:

		switch trader
		Foreign Trade Organization
		Foreign Sales Corporation
		Mittelstand owner

4 points

Which pricing strategy did Sony use when launching the Walkman personal stereo:

		gray marketing
		skimming
		penetration
		market holding
		cost based

4 points

The formulation, imagery, and consumer appeal of Colgate's Total brand toothpaste were designed to translate across national boundaries. This new global brand represents which type of product innovation:

		discontinuous innovation
		dynamically continuous innovation
		continuous innovation
		comparative innovation

4 points

Generally speaking, which of the following statements is true concerning product attributes:

		Tangible product attributes are more important than intangible ones.
		Intangible product attributes are more important than tangible ones.
		Both tangible and intangible product attributes are important.
		Neither tangible nor intangible product attributes are important.

4 points

Comparing the traditional formulation of Maslow's hierarchy with the results of current research on the consumer needs and motivation in Asia, which of the following is correct:

		The lowest 2 levels of the hierarchy are the same in the traditional and Asian versions.
		The lowest 3 levels of the hierarchy are the same in the traditional and Asian versions.
		The lowest 4 levels of the hierarchy are the same in the traditional and Asian versions.
		The five levels in the traditional formulation apply equally in the West and in Asia.

4 points

Generally speaking, which of the following product categories represents the best potential for extension into international markets without adaptation:

		companion products
		food products
		industrial products
		intangible products

4 points

Which global company was responsible for bringing the Smart car to market:

		Swatch
		Volkswagen
		Nissan
		Ford
		DaimlerChrysler

4 points

When a company must decide on the composition of its foreign sales force, which alternative is generally the most expensive:

		expatriates
		third-country nationals
		host-country nationals
		agents of any nationality

4 points

A company with a polycentric orientation is likely to employ host-country nationals in all but which of the following selling situations:

		selling high-tech products in developed countries
		selling high-tech products in less-developed countries
		selling low-tech products in developed countries
		selling low-tech products in less-developed countries

4 points

According to the text, a company in which an ethnocentric orientation prevails is likely to utilize primarily ________ in its sales force.

		host-country nationals
		third-country nationals
		expatriates
		agents of any nationality

4 points

About two-thirds of sponsorship spending is allocated to:

		arts events
		causes (humanitarian, environmental, etc)
		festivals, fairs, annual events
		sports events
		entertainment

4 points

According to our text, which type of sales person is best suited to selling technologically-sophisticated products in developed countries:

		expatriates
		third-country nationals
		host-country nationals
		agents of any nationality

4 points

Marketing channels have the potential to create which of the following types of utility:

		place utility
		time utility
		form utility
		information utility
		all of these

4 points

Sales representatives in which Japanese industry cultivate close, long-term relations with customers by selling door-to-door:

		consumer electronics
		pharmaceuticals
		automobiles
		soft drinks

4 points

Ebay was a pioneer in a form of online marketing known as:

		b-to-c
		b-to-b
		p-to-p
		d-to-d

4 points

A French winery packs its wine in a 40-foot container that is trucked to a port and then loaded onto an ocean-going vessel. This is an example of:

		intermodal transportation
		inventory control
		hypermarketing
		"cherry picking" a product

4 points

A freighter loaded with 40-foot shipping containers leaves a port in Europe and sails to New York, where the containers are transferred to railroad cars and transported to the West coast. At the port of San Francisco, the containers are loaded onto another freighter bound for Japan. The term that best describes this situation is:

		intermodal transportation
		inventory management
		greenfield investment
		hypermarketing

4 points

What do Ford Motor Company, Coca-Cola, Nike, and McDonald's all have in common:

		they are all consumer packaged-goods companies
		they all have foreign CEOs
		they have all received a great deal of negative publicity in recent years
		they all rely exclusively on TV advertising

4 points

A truly global company will take which approach to the "standardized versus localized" debate over global advertising:

		"Think globally, act globally"
		"Think globally, act locally"
		"Think locally, act locally"
		"Think locally, act globally"

4 points

Recently, some of the biggest advertising holding companies have acquired leading public relations agencies. The best explanation for this trend is:

		A growing realization of the importance of IMC.
		Increasing client demands for localized PR campaigns.
		Stepped-up efforts by large companies to combat anti-globalization activists.
		Declining demand for global public relations means agencies have to agree to be acquired or risk going out of business.

4 points

A company's efforts to effectively communicate with customers may be hindered if the message:

		does not reach the intended recipient
		reaches the intended recipient but is misunderstood
		reaches the intended recipient and is understood but the recipient may fail to take action
		is distorted by noise
		all of these

4 points