Please circle the answer you believe is best.
1. According to Michael Porter, a global industry is one in which _________ can be achieved by  integrating and leveraging operations on a worldwide scale.

a.                   competitive advantage

b.                  the marketing mix

c.                   focus

d.                  EPRG
2. A firm’s global marketing strategy addresses which of the following issues:

a. standardization versus adaptation of the marketing mix

b. global market participation

c. coordination of marketing activities

d. integration of competitive moves

e. all of the above
3. The importance of contracts and lawyers is MOST consistent with a(n):           

a. low-context culture.           

b. high-context culture.           

c. older culture.           

d. Native-American cultures           

e. All of the above.           

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

a. A growing realization of the importance of IMC.

b.  Increasing client demands for localized PR campaigns.

c. Stepped-up efforts by large companies to combat anti-globalization activists.

d. Declining demand for global public relations means agencies have to agree to be acquired or risk going out of business.
5.      Which of the following is NOT an advantage of using sales promotions:

a.       provides a tangible incentive to buyers

b.      provides accountability to marketing managers

c.       May enable company to build its database

d.      builds long-term brand awareness
6.      According to the text, a company in which an ethnocentric orientation prevails is likely to utilize primarily ____________ in its sales force.

a.       host-country nationals

b.      third-country nationals

c.       expatriates

d.      agents of any nationality
7.      Country of Origin Effects tend to be most important for which of the following?                 

a.  Low involvement products                 

b.  High involvement products                 

c.  Gift items                 

d.  Convenience Goods                 

e.  Both B & C.
8. Which type of representative is preferred by companies whose products are at the forefront of technology, and when the selling function relies on extensive training and highly-specialized information?

a. home-country nationals            

b. host-country nationals 

c. third-country nationals

d. high-context negotiators
9. Anya was born in Russia, educated in America, and represents Ford in Moscow. Which type of salesperson is Anya most likely to be?

a. home-country national              

b. host-country national    

c. third-country national

d. mercenary expatriate
10. Which of the following is true regarding high-context cultures?

a. High-context cultures are less confrontational in negotiations.    

b. High-context cultures follow Western logic.      

c. High-context negotiators are more programmatic.         

d. In high-context cultures the negotiation terminates when an agreement is formally reached and in writing.
11. A firm is vulnerable to competition from parallel imports if it:

a. engages in differential pricing    

b. distributes through unauthorized channels          

c. a and b

d. none of the above
12. Which of the following is an advantage of countertrade agreements?

a. Countertrade practices encourage economic efficiency.

b. Countertrade allows firms from industrialized countries to sell their products in markets that would otherwise be inaccessible.

c. Countertrade agreements often speed up the negotiation process.         

d. All of the above are countertrade advantages.
13. The key (#1) determinant in the market entry choice decisions is the:

a. risk.

b. local infrastructure.

c. flexibility.

d. internal resources and assets.

e. Market opportunity-market size and growth potential.
14. Which of the following is not a component of the international promotional mix?

a. product management    

b. salesforce management           

c. international sales promotion    

d. international advertising
15. For U.S. industrial firms, trade show and exhibitions account for ____ of the overall            communication  budget.

a. one-fifth                       

b. one-fourth                  

c. one-third

d. half
16. A manufacturer concerned about price escalation in export markets might do all but which of the following:

a. attempt to shorten distribution channels

b. switch to offshore sourcing

c. pursue gray marketing

d. license the product to a host-country manufacturer
17. "Transfer pricing" refers to pricing decisions for:
a. all international sales

b. international sales between two non-related companies

c. intra-corporate sales

d. company sales to government agencies

18. In a vertical marketing system:

a.  Products are transported by air and then dropped to customers-hence a vertical      system for distribution.

b.  intermediares are not linked together because of cost reasons.

c.  intermediaries are linked together in an intergrated system.

d.  vertical systems are usually used for non-complex situations and products.

19. Multi-channel distributioins systems are:                       

a.  becoming less common because of globalization.                       

b.  Are becoming more common.                       

c.  Sometimes can lead to channel conflict.                       

d. Both B & C.                       

e. None of the above are true.
20. Which of the following is true about brands and branding..                       

a.  Most brands today are becoming global brands.                       

b.  Luxury brands can often more easily use a brand standardization strategy.           

c.  In branding, the country of origin effect refers to where customers geographically call home.            

d.  Global brand positioning is becoming easier due to market fragmentation.