International Business Strategy
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Course Introduction
International Business Strategy explores the frameworks, tools, and concepts organizations use to compete and succeed in the global marketplace. The course examines strategic decision-making processes, including market entry modes, multinational organizational structures, and adaptation versus standardization of products and services across diverse markets. Students analyze the impact of cultural, economic, political, and legal environments on strategy formulation and execution, considering factors such as global competition, international alliances, and the ethical and social responsibilities of firms operating globally. Through case studies and real-world examples, students develop the skills to evaluate and craft effective strategies for companies engaged in international business.
Recommended Textbook
International Marketing 16th Edition by Philip Cateora
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Page 2
Chapter 1: The Scope and Challenge of International Marketing
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Q1) Which of the following is closely related to the self-reference criterion?
A) Differentiation
B) Marketing myopia
C) Ethnocentrism
D) Multiculturalism
E) Pluralism
Answer: C
Q2) _____ impedes the ability of a person to assess a foreign market in its true light.
A) Nativism
B) Pluralism
C) Xenocentrism
D) Ethnocentrism
E) Relativism
Answer: D
Q3) The geography and infrastructure of a country are uncontrollable factors that influence the business decisions of a company in an international market.
A)True
B)False
Answer: True
Page 3
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Chapter 2: The Dynamic Environment of International Trade
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Q1) The exchange permit can stipulate an unfavorable rate of exchange depending on the desires of the government.
A)True
B)False
Answer: True
Q2) Which of the following was the most significant move of the 1980s that contributed toward international cooperation among trading nations?
A) Formation of the United Nations Development Programme.
B) Creation of the United Nations.
C) Establishment of the World Trade Organization.
D) Signing of the Montreal Protocol.
E) Negotiation of the General Agreement on Tariffs and Trade.
Answer: E
Q3) As the U.S. trade deficit has grown, pressures have begun to push the value of the dollar to higher levels.
A)True
B)False
Answer: False
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Chapter 3: History and Geography: The Foundations of Culture
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Q1) Describe how communication infrastructures are an integral part of international commerce.
Answer: An underpinning of all commerce is effective communications-knowledge of where goods and services exist and where they are needed and the ability to communicate instantaneously across vast distances. Continuous improvements in electronic communications have facilitated the expansion of trade. First came the telegraph, then the telephone, television, satellites, mobile phones, the computer, the Internet, and combinations of them all. Each revolution in technology has had a profound effect on human conditions, economic growth, and the manner in which commerce functions. Each new communications technology has spawned new business models; some existing businesses have reinvented their practices to adapt to the new technology, while other businesses have failed to respond and thus ceased to exist. The Internet and mobile phone revolutions will be no different; they too affect human conditions, economic growth, and the manner in which commerce operates.
Q2) In the context of U.S. foreign policies, the Roosevelt Corollary paved the way for non-American intervention in Latin American affairs.
A)True
B)False
Answer: False
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Chapter 4: Cultural Dynamics in Assessing Global Markets
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Q1) Briefly describe the causal factors and social processes that determine and form culture and cultural differences.
Q2) Which of the following thinkers is famous for his statement on the deep influence of geography on history, economics, and consumer behavior?
A) Jared Diamond
B) Philip Parker
C) Desmond Morris
D) Noam Chomsky
E) Jacques Derrida
Q3) In the context of linguistic distance, which of the following languages is the most distant from English?
A) French
B) German
C) Spanish
D) Arabic
E) Thai
Q4) Describe the relationship between Uncertainty Avoidance Index scores and stress.
Q5) What is the effect of education in the culture of a country?
Q6) List the four dimensions of cultural values as given by Hofstede.
Page 6
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Chapter 5: Culture, Management Style, and Business Systems
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Q1) The strength of a firm's backing is the key to success for both women and men in international business.
A)True
B)False
Q2) In the context of business ethics, which of the following factors kept the American economy afloat at the turn of the century?
A) Missionaries and religious movements
B) Cultural homogenization
C) Rampant consumerism
D) Intellectual property laws
E) Currency speculators
Q3) In the less individualistic cultures, labor and management are generally hostile.
A)True
B)False
Q4) The majority of business customs fit into the cultural elective category.
A)True
B)False
Q5) Discuss the American manager's attitude toward objectivity in decision making.
Q6) Briefly describe the different types of business customs.
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Chapter 6: The Political Environment: a Critical Concern
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Q1) The most severe political risk is domestication.
A)True
B)False
Q2) Nationalistic feelings are directly proportional to growth of domestic economy.
A)True
B)False
Q3) Expropriation and nationalization often lead to nationalized businesses that are efficient, technologically strong, and competitive in world markets.
A)True
B)False
Q4) Why do terrorism experts predict multinational businesses will be targeted by terrorists more frequently?
A) They are rich and powerful.
B) They are capitalists and are major contributors to the society.
C) They are less well defended.
D) They destroy and pollute the environment.
E) They are subterfuge for espionage agents.
Q5) Discuss and compare the terms confiscation, expropriation, and domestication.
Q6) Briefly discuss the role of PSAs and NGOs.
Page 8
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Chapter 7: The International Legal Environment: Playing by the Rules
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Q1) Under _____, the legal system is subordinate to prevailing economic conditions.
A) common law
B) code law
C) Islamic law
D) Marxist-socialist tenets
E) legal tradition
Q2) U.S. firms, their foreign subsidiaries, or foreign firms that are licensees of U.S. technology cannot sell a product to a country in which the sale is considered by the U.S. government to affect:
A) the competitive balance of world trade.
B) the competitive balance of free competition inside the U.S.
C) the relationship of the US with the world community.
D) the overall balance of payments of the United States.
E) the national security of the United States.
Q3) If conciliation is not used to settle a difference in an international business dispute or an agreement cannot be reached, the next step is litigation.
A)True
B)False
Q4) Identify the two types of licenses required for export.
Page 9
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Chapter 8: Developing a Global Vision Through Marketing Research
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Q1) Back translation is a successive process of translation and retranslation of a questionnaire, each time by a different translator.
A)True
B)False
Q2) Which of the following statements is true about qualitative research?
A) It provides the marketer with responses that can be presented with precise estimations.
B) It includes recording consumers' first impression about products.
C) It usually involves asking respondents to select a choice from a set of responses.
D) Data from such research can be easily summarized in percentages, averages, or other statistics.
E) It is generally associated with survey research that involves yes or no questions.
Q3) In quantitative research, if questions are asked, they are almost always open-ended or in-depth.
A)True
B)False
Q4) Write a short note on the expert opinion method of demand forecasting.
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Chapter 9: Economic Development and the Americas
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Q1) According to the United Nations' stages of economic development for classifying countries with respect to levels of industrialization, a country that is industrially underdeveloped, agrarian, has subsistence society with rural populations and extremely low per capita income levels falls under the category of _____.
A) first world countries
B) least-developed countries
C) less-developed countries
D) newly industrialized countries
E) big emerging markets
Q2) The more developed an economy, the lesser the variety of marketing functions demanded.
A)True
B)False
Q3) The trend toward privatization is currently a major economic phenomenon in industrialized as well as in developing countries.
A)True
B)False
Q4) Explain the impact of the Internet on the economic development.
Q5) What is economic development?
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Chapter 10: Europe, Africa, and the Middle East
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Q1) The most advanced and viable of Africa's regional organizations is called the Southern African Development Community.
A)True
B)False
Q2) Iran, Pakistan, and Turkey, formerly the Regional Cooperation for Development (RCD),have renamed their regional group the Economic Cooperation Organization (ECO).
A)True
B)False
Q3) Write a short note on the Commonwealth of Independent States.
Q4) The initial aim of a multinational market is to protect businesses that operate within its borders.
A)True
B)False
Q5) Which of the following is a provision of the commonwealth agreement?
A) To reject the powers of the old regimes.
B) To keep the ruble but allow new currencies.
C) To create disjointed control of nuclear weapons.
D) To invalidate all Soviet foreign treaties and debt obligations.
E) To avoid creating a European Union-style free trade association.
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Chapter 11: Asia Pacific Region
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Q1) Which of the following organizations provides a formal structure for the major governments of the Asian-Pacific Rim, including the United States and Canada, to discuss their mutual interests in open trade and economic collaboration?
A) NAFTA
B) ASEAN
C) ASEAN+3
D) SADC
E) APEC
Q2) This region in China is the political and R&D center of China. The 75-mile corridor in this region hosts some 5,000 Chinese high-tech companies, and more than 1,000 international IT companies. Perhaps the key to this region is the quality of its higher education. Identify the region in discussion.
A) The coastal Dalian city
B) The Pearl River Delta
C) The Yangtze River Delta
D) Beijing-Tianjin
E) Fujian
Q3) Which are the areas that come under "The Greater China"? Elaborate on their inter-relations.
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Page 13
Chapter 12: Global Marketing Management: Planning and Organization
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Sample Questions
Q1) _____ requires no equity investment and thus has a low risk, low rate of return, and little control.
A) Licensing
B) Indirect exporting
C) Direct exporting
D) Internet marketing
E) Franchising
Q2) Which of these aspects of international marketing is analyzed in Phase 1 of the international planning process?
A) Company character
B) Product adaptation
C) Advertising
D) Situation analysis
E) Budgets
Q3) Tactical planning is essentially long term, incorporating generalized goals for the enterprise as a whole.
A)True
B)False
Q4) What is a strategic international alliance (SIA)?
Q5) Explain the difference between a joint venture and consortia.
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Chapter 13: Products and Services for Consumers
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Q1) The decision to standardize or adapt a product is crucial in delivering quality.
A)True
B)False
Q2) Apple Computer had difficulties when it first entered the Japanese market with its Macintosh computers. Some of the computers were returned unused after customers found the wrapping on the instruction manual damaged. Though this would probably be no big deal in the U.S., it was certainly a cause for concern in quality-conscious Japan. To fix the problem, Apple needed to concentrate on which of the following components of the product component model?
A) Core component.
B) Support services component.
C) Packaging component.
D) Functional component.
E) Global component.
Q3) Brand image is at the very core of business identity and strategy.
A)True
B)False
Q4) Global competition has put more power in the hands of the seller.
A)True
B)False
Page 15
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Chapter 14: Products and Services for Businesses
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Q1) The ISO 9000 certification guarantees that each product or service produced by a company is of the highest quality.
A)True
B)False
Q2) What is the most serious threat to the continued expansion of international services trade?
A) Free trade
B) Capitalism
C) Globalization
D) Foreign trade zones (FTZs)
E) Protectionism
Q3) One of the trends that spurred the demand for technologically advanced products was the disintegration of the Soviet empire.
A)True
B)False
Q4) Companies today must be ready to provide after-sale services in the international marketplace if they are to dominate in the global arena. Explain why this is true.
Q5) Which are the stages of Rostow's five-stage model of economic development?
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Page 16
Chapter 15: International Marketing Channels
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Q1) In the traditional distribution structure, independent agencies that provide facilitating functions are nonexistent or underdeveloped.
A)True
B)False
Q2) In the context of the different kinds of middlemen, in 2003, the WTO ruled export management companies to be in violation of international trade rules.
A)True
B)False
Q3) Write a short note on the import-oriented distribution structure.
Q4) In the context of distribution structures, one of Walmart's strengths is its ability to influence foreign governments.
A)True
B)False
Q5) Using foreign-country middlemen moves the manufacturer away from the market and the company becomes less involved with problems of language, physical distribution, communications, and financing.
A)True B)False
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Chapter 16: Integrated Marketing Communications and International Advertising
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Q1) A reason for the failure of marketing communications is that the message received by the intended audience is not understood because of different cultural interpretations.
A)True
B)False
Q2) Which of the following is an example of the primary attribute of a product?
A) The ability of a camera to take a picture.
B) The design and form factor of a phone.
C) The color of a laptop.
D) The prestige associated with driving a car.
E) The eco-friendly functioning of a digital watch.
Q3) In the international communications process, _____ is defined as the interpretation by the receiver of the symbolism transmitted from the information source.
A) encoding
B) message selection
C) decoding
D) message channel selection
E) feedback evaluation
Q4) Explain the significance of social media as a marketing tool.
Page 18
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Chapter 17: Personal Selling and Sales Management
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Q1) The largest personnel requirement for international marketing for most companies is in the:
A) management team.
B) finance department.
C) information technology team.
D) advertising department.
E) sales force.
Q2) Which of the following is an advantage of virtual expatriates?
A) They can bond well and work better with their subordinates in the foreign country.
B) They can establish closer relationships with their customers in the foreign country.
C) Their families do not have to be uprooted from their home country.
D) They possess complete local knowledge about cultural practices in the foreign country.
E) They can avoid cross-cultural communications problems with their foreign colleagues.
Q3) What should be the nature of a training program for international marketing personnel?
Q4) What are the advantages and disadvantages of using an expatriate sales force?
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Chapter 18: Pricing for International Markets
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Q1) The costs of production may be lowered if a firm ships unassembled goods to a free trade zone (FTZ) in an importing country because:
A) wages and other overheads may be higher in an FTZ.
B) locally-produced components do not qualify for tariffs.
C) unassembled goods may qualify for lower freight rates.
D) the finished goods are exported to other countries.
E) goods imported in an FTZ qualify for the same level of tariffs as other imported goods.
Q2) Dumping in the world markets is likely to increase when:
A) domestic production capacity is low.
B) demand in the home country is low.
C) demand in the foreign country is low.
D) foreign production capacity is high.
E) cost of production is low.
Q3) Deflation results in ever-decreasing prices, creating a positive result for consumers, but both put pressure to lower costs on everyone in the supply chain.
A)True
B)False
Q4) Explain the concept of administered pricing.
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Page 20
Chapter 19: Negotiating With International Customers,
Partners, and Regulators
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Q1) In the context of international negotiations, which of the following is found to be lacking in the curriculum of most schools of diplomacy?
A) Language skills.
B) Diplomatic history and international relations.
C) Foreign policies.
D) Social and diplomatic skills.
E) Cultural differences in communication styles.
Q2) On a tour to Australia in 1992, George Bush Sr. flashed the victory sign at the Australian public, with the palm facing inwards, which was considered a rude gesture. This is an example of cultural differences causing problems at the level of:
A) thinking processes.
B) values.
C) language.
D) nonverbal behaviors.
E) decision-making processes.
Q3) In the context of negotiation preliminaries, list the seven aspects of the negotiation setting that must be manipulated ahead of time, if possible.
Q4) What are the criteria for selecting international business negotiators?
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