International Marketing 15th Edition Cateora Test Bank

International Marketing 15th Edition Cateora Test Bank

Product details:

• ISBN-10 ‏ : ‎ 007744695X
• ISBN-13 ‏ : ‎ 978-0077446956
• Author: Cateora and Graham

Cateora and Graham’s International Marketing is far and away the best selling text in the field, with a pioneering approach to making the material accessible and relevant that has become the standard by which other books are judged. Providing a well-rounded perspective of international markets that encompasses history, geography, language, and religion as well as economics, Cateora helps students to see the cultural and environmental uniqueness of any nation or region. The 15th edition reflects all the important events and innovations to affect global business within recent years, while including several new and updated technological learning tools.

Table contents:

PART ONE
AN OVERVIEW
1	 The Scope and Challenge of International Marketing 2
Global Perspective: Global Commerce Causes Peace 3
The Internationalization of U.S. Business 6
International Marketing Defined 9
The International Marketing Task 10
Marketing Decision Factors 10
Aspects of the Domestic Environment 11
Aspects of the Foreign Environment 12
Environmental Adaptation Needed 14
The Self-Reference Criterion and Ethnocentrism: Major Obstacles 15
Developing a Global Awareness 17
Stages of International Marketing Involvement 18
No Direct Foreign Marketing 19
Infrequent Foreign Marketing 19
Regular Foreign Marketing 19
International Marketing 19
Global Marketing 20
Strategic Orientation 22
Domestic Market Extension Orientation 22
Multidomestic Market Orientation 22
Global Market Orientation 23
The Orientation of International Marketing 23
	2	The Dynamic Environment of International Trade 26
Global Perspective: Trade Barriers?An International Marketer?s Minefield 27
The Twentieth to the Twenty-First Century 29
World Trade and U.S. Multinationals 30
Beyond the First Decade of the Twenty-First Century
Balance of Payments 35
Protectionism 37
Protection Logic and Illogic 37
Trade Barriers 39
Easing Trade Restrictions 45
The Omnibus Trade and Competitiveness Act 45
General Agreement on Tariffs and Trade 46
World Trade Organization 48
Skirting the Spirit of GATT and WTO 49
The International Monetary Fund and World Bank Group 49
Protests against Global Institutions 51
PART TWO
THE CULTURAL ENVIRONMENT OF GLOBAL MARKETS
	3	History and Geography: The Foundations of Culture 54
Global Perspective: Birth of a Nation?Panama in 67 Hours 55
Historical Perspective in Global Business 56
History and Contemporary Behavior 56
History Is Subjective 57
Manifest Destiny and the Monroe Doctrine 59
Geography and Global Markets 62
Climate and Topography 63
Geography, Nature, and Economic Growth 65
Social Responsibility and Environmental Management 67
Resources 70
Dynamics of Global Population Trends 71
Controlling Population Growth 72
Rural/Urban Migration 73
Population Decline and Aging 74
Worker Shortage and Immigration 76
World Trade Routes 77
Communication Links 78
World Maps 81
	4	Cultural Dynamics in Assessing Global Markets 92
Global Perspective: Equities and eBay?Culture Gets in the Way 93
Culture?s Pervasive Impact 94
Definitions and Origins of Culture 98
Geography 99
History 102
The Political Economy 102
Technology 102
Social Institutions 103
Elements of Culture 105
Cultural Values 106
Rituals 108
Symbols 109
Beliefs 112
Thought Processes 113
Cultural Knowledge 113
Factual versus Interpretive Knowledge 114
Cultural Sensitivity and Tolerance 115
Cultural Change 115
Cultural Borrowing 116
Similarities: An Illusion 116
Resistance to Change 117
Planned and Unplanned Cultural Change 118
Consequences of Innovation 119
	5	Culture, Management Style, and Business Systems 122
Global Perspective: Do Blondes Have More Fun in Japan? 123
Required Adaptation 124
Degree of Adaptation 125
Imperatives, Electives, and Exclusives 125
The Impact of American Culture on Management Style 127
Management Styles around the World 130
Authority and Decision Making 130
Management Objectives and Aspirations 132
Communication Styles 134
Formality and Tempo 137
P-Time versus M-Time 138
Negotiations Emphasis 140
Gender Bias in International Business 140
Business Ethics 142
Corruption Defined 142
The Western Focus on Bribery 143
Bribery: Variations on a Theme 146
Ethical and Socially Responsible Decisions 148
Culture?s Influence on Strategic Thinking 149
A Synthesis, Relationship-Oriented versus Information-Oriented Cultures 151
	6	The Political Environment: A Critical Concern 156
Global Perspective: World Trade Goes Bananas
The Sovereignty of Nations 158
Stability of Government Policies 159
Forms of Government 161
Political Parties 162
Nationalism 163
Targeted Fear and/or Animosity 164
Trade Disputes 165
Political Risks of Global Business 166
Confiscation, Expropriation, and Domestication 166
Economic Risks 167
Political Sanctions 169
Political and Social Activists and Nongovernmental Organizations 169
Violence, Terrorism, and War 172
Cyberterrorism and Cybercrime 172
Assessing Political Vulnerability 173
Politically Sensitive Products and Issues 173
Forecasting Political Risk 174
Lessening Political Vulnerability 176
Joint Ventures 177
Expanding the Investment Base 177
Licensing 177
Planned Domestication 177
Political Bargaining 177
Political Payoffs 178
Government Encouragement 178
	7	The International Legal Environment: Playing by the Rules 180
Global Perspective: The Pajama Caper 181
Bases for Legal Systems 182
Common and Code Law 183
Islamic Law 185
Marxist-Socialist Tenets 186
Jurisdiction in International Legal Disputes 186
International Dispute Resolution 187
Conciliation 187
Arbitration 189
Litigation 190
Protection of Intellectual Property Rights: A Special Problem 191
Counterfeiting and Piracy 191
Inadequate Protection 194
Prior Use versus Registration 194
International Conventions 196
Commercial Law within Countries 198
Marketing Laws 198
Green Marketing Legislation 201
Antitrust 202
U.S. Laws Apply in Host Countries 203
Foreign Corrupt Practices Act 203
National Security Laws 204
Antitrust Laws 205
Antiboycott Law 205
Extraterritoriality of U.S. Laws 206
Cyberlaw: Unresolved Issues 207
Domain Names and Cybersquatters 207
Taxes 209
Jurisdiction of Disputes and Validity of Contracts 209
PART THREE
ASSESSING GLOBAL MARKET OPPORTUNITIES
	8	Developing a Global Vision through Marketing Research 212
Global Perspective: Test Market for the World
Breadth and Scope of International Marketing Research 215
The Research Process 216
Defining the Problem and Establishing Research Objectives 217
Problems of Availability and Use of Secondary Data 218
Availability of Data 218
Reliability of Data 219
Comparability of Data 220
Validating Secondary Data 220
Gathering Primary Data: Quantitative and Qualitative Research 221
Problems of Gathering Primary Data 224
Ability to Communicate Opinions 224
 Willingness to Respond 224
Sampling in Field Surveys 225
Language and Comprehension 226
Multicultural Research: A Special Problem 229
Research on the Internet: A Growing Opportunity 230
Estimating Market Demand 232
Expert Opinion 232
Analogy 232
Problems in Analyzing and Interpreting Research Information 234
Responsibility for Conducting Marketing Research 235
Communicating with Decision Makers 236
Appendix: Sources of Secondary Data 238
	9	Emerging Markets 244
Global Perspective: Wal-Mart, Tide, and Three-Snake Wine 245
Marketing and Economic Development 246
Stages of Economic Development 247
NIC Growth Factors 249
Information Technology, the Internet, and Economic Development 251
Objectives of Developing Countries 252
Infrastructure and Development 253
Marketing?s Contributions 254
Marketing in a Developing Country 256
Level of Market Development 256
Demand in a Developing Country 256
Bottom of the Pyramid Markets (BOPMs) 259
Developing Countries and Emerging Markets 261
Latin America 263
Eastern Europe and the Baltic States 265
Asia 267
Newest Emerging Markets 273
Strategic Implications for Marketing 274
 Emerging Competition 
	10	Multinational Market Regions and Market Groups 278
Global Perspective: Might Free Trade Bring Peace to the Middle East? 279
La Raison d?Etre 280
Economic Factors 281
Political Factors 281
Geographic and Temporal Proximity 282
Cultural Factors 282
Patterns of Multinational Cooperation 282
Global Markets and Multinational Market Groups 284
Europe 285
A Brief History of European Integration 286
European Union 289
Strategic Implications for Marketing in Europe 292
Marketing Mix Implications 294
 The Commonwealth of Independent States 294
The Americas 296
North American Free Trade Agreement 296
United States?Central American Free Trade Agreement?Dominican Republic Free 
Trade 
Agreement (CAFTA) 300
Southern Cone Free Trade Area (Mercosur) 300
Latin American Economic Cooperation 301
NAFTA to FTAA or SAFTA? 303
Asian-Pacific Rim 303
Association of Southeast Asian States 303
Asia-Pacific Economic Cooperation 305
Africa 305
Middle East 306
Regional Trading Groups and Emerging Markets 308
PART FOUR
DEVELOPING GLOBAL MARKETING STRATEGIES
	11	Global Marketing Management: Planning and Organization 310
Global Perspective: Global Gateways 311
Global Marketing Management 312
The Nestl? Way: Evolution Not Revolution 314
Benefits of Global Marketing 315
Planning for Global Markets 317
Company Objectives and Resources 317
International Commitment 318
The Planning Process 318
Alternative Market-Entry Strategies 322
Exporting 323
Contractual Agreements 325
Strategic International Alliances 327
Direct Foreign Investment 332
Organizing for Global Competition 333
Locus of Decision 334
Centralized versus Decentralized Organizations 334
	12	Products and Services for Consumers 336
Global Perspective: Hong Kong?Disney Rolls the Dice Again 337
Quality 338
Quality Defined 339
Maintaining Quality 340
Physical or Mandatory Requirements and Adaptation 341
Green Marketing and Product Development 341
Products and Culture 343
Innovative Products and Adaptation 345
Diffusion of Innovations 346
Production of Innovations 349
Analyzing Product Components for Adaptation 350
Core Component 350
Packaging Component 351
Support Services Component 353
Marketing Consumer Services Globally 355
Services Opportunities in Global Markets 355
Barriers to Entering Global Markets for Consumer Services 357
Brands in International Markets 360
Global Brands 362
National Brands 363
Country-of-Origin Effect and Global Brands 364
Private Brands 366
	13	Products and Services for Businesses 368
Global Perspective: Intel, the Boom and the Inescapable Bust 369
Demand in Global Business-to-Business Markets 371
The Volatility of Industrial Demand 372
Stages of Economic Development 375
Technology and Market Demand 375
Quality and Global Standards 376
Quality Is Defined by the Buyer 376
ISO 9000 Certification: An International Standard of Quality 380
Business Services 381
After-Sale Services 382
Other Business Services 384
Trade Shows: A Crucial Part of Business-to-Business Marketing 385
Relationship Marketing in Business-to-Business Contexts 388
	14	International Marketing Channels 394
Global Perspective: A Single Stick of Doublemint Today?18 Billion Tomorrow 395
Channel-of-Distribution Structures 396
Import-Oriented Distribution Structure 396
Japanese Distribution Structure 397
Trends: From Traditional to Modern Channel Structures 402
Distribution Patterns 405
General Patterns 405
Retail Patterns 407
Alternative Middleman Choices 409
Home-Country Middlemen 411
Foreign-Country Middlemen 415
Government-Affiliated Middlemen 417
Factors Affecting Choice of Channels 419
Cost 419
Capital Requirements 420
Control 420
Coverage 420
Character 420
Continuity 421
Locating, Selecting, and Motivating Channel Members 422
Locating Middlemen 422
Selecting Middlemen 422
Motivating Middlemen 423
Terminating Middlemen 423
Controlling Middlemen 424
The Internet 425
	15	Exporting and Logistics: Special Issues for Business 432
Global Perspective: An Export Sale: From Trade Show to Installation 433
Export Restrictions 436
Determining Export Requirements 436
ELAIN, STELA, ERIC, and SNAP 440
Import Restrictions 441
Tariffs 441
Exchange Permits 442
Quotas 442
Import Licenses 442
Standards 443
Boycotts 444
Voluntary Agreements 444
Other Restrictions 444
Terms of Sale 445
Getting Paid: Foreign Commercial Payments 446
Letters of Credit 446
Bills of Exchange 448
Cash in Advance 449
Open Accounts 449
Forfaiting 449
Export Documents 449
Packing and Marking 451
Customs-Privileged Facilities 451
Foreign Trade Zones 451
Offshore Assembly (Maquiladoras) 452
Logistics 453
Interdependence of Physical Distribution Activities 453
Benefits of a Physical Distribution System 456
Export Shipping and Warehousing 456
Foreign Freight Forwarder 459
International Logistics and Supply Chain Management 459
Terrorism and Logistics 460
Cargo and Container Security Initiative 461
Customs?Trade Partnership against Terrorism 462
Electronic Tracking 462
	16	Integrated Marketing Communications and International Advertising 
466
Global Perspective: Barbie versus Mulan 467
Sales Promotions in International Markets 468
International Public Relations 470
International Advertising 471
Advertising Strategy and Goals 474
Product Attribute and Benefit Segmentation 475
Regional Segmentation 478
The Message: Creative Challenges 479
Global Advertising and the Communications Process 479
Legal Constraints 483
Linguistic Limitations 485
Cultural Diversity 486
Media Limitations 487
Production and Cost Limitations 487
Media Planning and Analysis 488
Tactical Considerations 488
Campaign Execution and Advertising Agencies 496
International Control of Advertising: Broader Issues 497
	17	Personal Selling and Sales Management 500
Global Perspective: International Assignments Are Glamorous, Right? 501
Designing the Sales Force 502
Recruiting Marketing and Sales Personnel 504
Expatriates 504
Virtual Expatriates 505
Local Nationals 506
Third-Country Nationals 509
Host-Country Restrictions 509
Selecting Sales and Marketing Personnel 509
Training for International Marketing 512
Motivating Sales Personnel 513
Designing Compensation Systems 515
For Expatriates 515
For a Global Sales Force 516
Evaluating and Controlling Sales Representatives 518
Preparing U.S. Personnel for Foreign Assignments 518
Overcoming Reluctance to Accept a Foreign Assignment 519
Reducing the Rate of Early Returns 519
Successful Expatriate Repatriation 520
Developing Cultural Awareness 521
The Changing Profile of the Global Manager 522
Foreign-Language Skills 524
	18	Pricing for International Markets 526
Global Perspective: The Price War 527
Pricing Policy 528
Pricing Objectives 528
Parallel Imports 529
Approaches to International Pricing 532
Full-Cost versus Variable-Cost Pricing 532
Skimming versus Penetration Pricing 533
Price Escalation 534
Costs of Exporting 535
Taxes, Tariffs, and Administrative Costs 535
Inflation 535
Deflation 536
Exchange Rate Fluctuations 536
Varying Currency Values 537
Middleman and Transportation Costs 538
Sample Effects of Price Escalation 539
Approaches to Reducing Price Escalation 540
Lowering Cost of Goods 540
Lowering Tariffs 541
Lowering Distribution Costs 543
Using Foreign Trade Zones to Lessen Price Escalation 543
Dumping 544
Leasing in International Markets 545
Countertrade as a Pricing Tool 546
Types of Countertrade 547
Problems of Countertrading 548
The Internet and Countertrading 549
Proactive Countertrade Strategy 549
Transfer Pricing Strategy 550
Price Quotations 551
Administered Pricing 552
Cartels 552
Government-Influenced Pricing 554
PART FIVE
IMPLEMENTING GLOBAL MARKETING STRATEGIES
	19	Negotiating with International Customers, Partners, and Regulators 
556
Global Perspective: A Japanese Aisatsu 557
The Dangers of Stereotypes 559
The Pervasive Impact of Culture on Negotiation Behavior 560
Differences in Language and Nonverbal Behaviors 561
Differences in Values 567
Differences in Thinking and Decision-Making Processes 569
Implications for Managers and Negotiators 570
Negotiation Teams 570
Negotiation Preliminaries 572
At the Negotiation Table 575
After Negotiations 581
Conclusions 582
PART SIX
SUPPLEMENTARY MATERIAL
THE COUNTRY NOTEBOOK? A Guide for Developing a Marketing Plan 585
CASES
	1	An Overview 595
1-1 Starbucks?Going Global Fast 596
1-2 Nestl?: The Infant Formula Controversy 600
1-3 Coke and Pepsi Learn to Compete in India 604
1-4 Marketing Microwave Ovens to a New Market Segment 610
	2	The Cultural Environment of Global Marketing 613
2-1 The Not-So-Wonderful World of EuroDisney?Things Are Better Now at Paris 
Disneyland 614
2-2 Cultural Norms, Fair & Lovely, and Advertising 618
2-3 Starnes-Brenner Machine Tool Company: To Bribe or Not to Bribe? 621
2-4 Ethics and Airbus 624
2-5 Coping with Corruption in Trading with China 629
2-6 When International Buyers and Sellers Disagree 631
2-7 McDonald?s and Obesity 632
 2-8 Ultrasound Machines, India, China, and a Skewed Sex Ratio
	3	Assessing Global Market Opportunities 635
3-1 International Marketing Research at the Mayo Clinic 636
3-2 Swifter, Higher, Stronger, Dearer 640
3-3 easyCar.com 644
3-4 Marketing to the Bottom of the Pyramid 650
	4	Developing Global Marketing Strategies 653
4-1 McDonald?s Great Britain?The Turnaround 654
4-2 Tambrands: Overcoming Cultural Resistance 656
4-3 Iberia Airlines Builds a BATNA 659
4-4 Sales Negotiations Abroad for MRI Systems 662
4-5 National Office Machines?Motivating Japanese Salespeople: Straight Salary or 
Commission? 663
4-6 AIDS, Condoms, and Carnival 666
4-7 Making Socially Responsible and Ethical Marketing Decisions: Selling Tobacco 
to Third World 
Countries 670
Glossary 675
Name Index 683
Subject Index 689

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