International Marketing 15th Edition Cateora Test Bank
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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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