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Questions and Answers of Marketing

Discuss the various methods of overcoming blocked channels.
What strategy might be employed to distribute goods effectively in the dichotomous small/large middleman pattern, which characterizes merchant middlemen in most countries?
Discuss the economic implications of assessing termination penalties or restricting the termination of middlemen. Do you foresee such restrictions in the United States?
Discuss why Japanese distribution channels can be the epitome of blocked channels.
What are the two most important provisions of the Export Trading Company Act?
You are the sales manager of a small company with sales in the United States. About 30 percent of your business is mail order, and the remainder is from your two retail stores. You recently created
Based on the information collected in Question 22, how practical would it be to encourage foreign sales? Your average order ranges from about $250 to $800. All prices are quoted plus shipping and
Perhaps advertising is the side of international marketing with the greatest similarities from country to country throughout the world. Paradoxically, despite its many similarities, it may also be
Someone once commented that advertising is America’s greatest export. Discuss.
With satellite TV able to reach many countries, discuss how a company can use satellite TV and deal effectively with different languages, different cultures, and different legal systems.
Outline some of the major problems confronting an international advertiser.
Defend either side of the proposition that advertising can be standardized for all countries.
Review the basic areas of advertising regulation. Are such regulations purely foreign phenomena?
How can advertisers overcome the problems of low literacy in their markets?
What special media problems confront the international advertiser?
Will the ability to broadcast advertisements over TV satellites increase or decrease the need for standardization of advertisements? What are the problems associated with satellite broadcasting?
In many of the world’s marketplaces, a broad variety of media must be utilized to reach the majority of the market. Explain.
Cinema advertising is unimportant in the United States but a major media in such countries as Austria. Why?
Foreign newspapers obviously cannot be considered as homogeneous advertising entities. Explain.
What is sales promotion and how is it used in international marketing?
Show how the communications process can help an international marketer avoid problems in international advertising.
Take each of the steps in the communications process and give an example of how culture differences can affect the final message received.
Discuss the problems created because the communications process is initiated in one cultural context and ends in another.
What is the importance of feedback in the communications process? Of noise?
Why may it be difficult to adhere to set job criteria in selecting foreign personnel? What compensating actions might be necessary?
Why does a global sales force cause special compensation problems? Suggest some alternative solutions.
Under which circumstances should expatriate salespeople be utilized?
Discuss the problems that might be encountered in having an expatriate sales manager supervising foreign salespeople.
To some extent, the exigencies of the personnel situation will dictate the approach to the overseas sales organization. Discuss.
How do legal factors affect international sales management?
How does the sales force relate to company organization? To channels of distribution?
It is costly to maintain an international sales force. Comment.
Adaptability and maturity are traits needed by all salespeople. Why should they be singled out as especially important for international salespeople?
Can a person develop good cultural skills? Discuss.
Describe the attributes of a person with good cultural skills.
Evaluate the three major sources of multinational personnel.
Which factors complicate the task of motivating the foreign sales force?
Why do companies include an evaluation of an employee’s family among selection criteria for an expatriate assignment?
Concerns for career and family are the most frequently mentioned reasons for a manager to refuse a foreign assignment. Why?
Discuss and give examples of why returning U.S. expatriates are often dissatisfied. How can these problems be overcome?
If “the language of international business is English,” why is it important to develop a skill in a foreign language? Discuss.
The global manager of 2020 will have to meet many new challenges. Draw up a sample résumé for someone who could be considered for a top-level executive position in a global firm.
Discuss the causes of and solutions for parallel imports and their effect on price.
Why is it so difficult to control consumer prices when selling overseas?
Explain the concept of price escalation and why it can mislead an international marketer.
What are the causes of price escalation? Do they differ for exports and goods produced and sold in a foreign country?
Why is it seldom feasible for a company to absorb the high cost of international transportation and reduce the net price received?
Price escalation is a major pricing problem for the international marketer. How can this problem be counteracted? Discuss.
Changing currency values have an impact on export strategies. Discuss.
Regardless of the strategic factors involved and the company’s orientation to market pricing, every price must be set with cost considerations in mind. Discuss.
Price fixing by business is not generally viewed as an acceptable practice (at least in the domestic market), but when governments enter the field of price administration, they presume to do it for
Do value-added taxes discriminate against imported goods?
Explain specific tariffs, ad valorem tariffs, and compound tariffs.
Suggest an approach a marketer may follow in adjusting prices to accommodate exchange rate fluctuations.
Explain the effects of indirect competition and how they may be overcome.
Why has dumping become such an issue in recent years?
Cartels seem to rise, after they have been destroyed. Why are they so appealing to business?
Discuss the different pricing problems that result from inflation versus deflation in a country.
Discuss the various ways in which governments set prices. Why do they engage in such activities?
Discuss the alternative objectives possible in setting prices for intracompany sales.
Why do governments so carefully scrutinize intracompany pricing arrangements?
Why are costs so difficult to assess in marketing internationally?
Discuss why countertrading is on the increase.
Discuss the major problems facing a company that is countertrading.
If a country you are trading with has a shortage of hard currency, how should you prepare to negotiate price?
Of the four types of countertrades discussed in the text, which is the most beneficial to the seller? Explain.
Why should a “knowledge of countertrades be part of an international marketer’s pricing toolkit”? Discuss.
Discuss the various reasons purchasers impose countertrade obligations on buyers.
Discuss how FTZs can be used to help reduce price escalation.
Why is a proactive countertrade policy good business in some countries?
Differentiate between proactive and reactive countertrade policies.
One free trade zone is in Turkey. Visit www.esbas.com.tr and discuss how it might be used to help solve the price escalation problem of a product being exported from the United States to Turkey.
Visit Global Trading (a division of 3M) at www.mmm.com/ globaltrading/edge.html and select “The Competitive Edge” and “Who We Are.” Then write a short report on how Global Trading could
Why can cultural stereotypes be dangerous? Give some examples.
List three ways that culture influences negotiation behavior.
Describe the kinds of problems that usually come up during international business negotiations.
Why are foreign-language skills important for international negotiators?
Describe three cultural differences in nonverbal behaviors and explain how they might cause problems in international business negotiations.
Why is time an important consideration in international business negotiations?
What can be different about how a Japanese manager might address a complex negotiation compared with an American negotiator?
What are the most important considerations in selecting a negotiation team? Give examples.
What kinds of training are most useful for international business negotiators?
Name three aspects of negotiation situations that might be manipulated before talks begin. Suggest how this manipulation might be done.
Explain why Americans spend so little time on nontask sounding and Brazilians so much.
Why is it difficult to get negative feedback from counterparts in many foreign countries? Give examples.
Why won’t getting mad work in Mexico or Japan?
Why are questions the most useful persuasive tactic?
What is the parable of the orange, and how does it relate to international negotiations?
Elaborate on the problems and benefits that multinational market groups represent for international marketers.
Explain the political role of multinational market groups.
Identify the factors on which one may judge the potential success or failure of a multinational market group.
Explain the marketing implications of the factors contributing to the successful development of a multinational market group.
Imagine that the United States was composed of many separate countries with individual trade barriers. What marketing effects might be visualized?
Discuss the possible types of arrangements for regional economic integration.
Differentiate between a free trade area and a common market. Explain the marketing implications of the differences.
It seems obvious that the founders of the European Union intended it to be a truly common market, so much so that economic integration must be supplemented by political integration to accomplish
The European Commission, the Council of Ministers, and the Court of Justice of the European Union have gained power in the last decade. Comment.
Select any three countries that might have some logical basis for establishing a multinational market organization and illustrate their compatibility as a regional trade group. Identify the various
U.S. exports to the European Union are expected by some to decline in future years. What marketing actions might a company take to counteract such changes?
“Because they are dynamic and because they have great growth possibilities, the multinational markets are likely to be especially rough-and-tumble for the external business.” Discuss.

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