chapter 3

Question 1

__________ is an integrated system of learned behaviour patterns that are distinguishing characteristics of the members of any given society.

Answer 1

Culture

Question 2

It includes everything that a group thinks, says, does, and makes—its customs, language, material artefacts, and shared systems of attitudes and feelings.

Answer 2

Culture

Question 3

The process of acculturation—adjusting and adapting to a specific culture other than one’s own—is one of the keys to success in international operations.

Answer 3

GLOBALIZATION OF CULTURE

Question 4

ELEMENTS OF CULTURE 10

Answer 4

LANGUAGE
MATERIAL ELEMENTS
NON-VERBAL LANGUAGE RELIGION
VALUES AND ATTITUDE
MANNERS AND CUSTOMS
MATERIAL ELEMENTS
AESTHETICS
EDUCATION
SOCIAL INSTITUTIONS
SOURCES OF CULTURAL KNOWLEDGE

Question 5

mastery of the ___________ is required before a person is acculturated to a culture other than his or her own.

Answer 5

language

Question 6

a total of _______ known living languages exist in the world, with_______ being spoken in the United States, _______ in Mexico, _____ in Finland, and _____ in China.

Answer 6

6,912
311
297
13
241

Question 7

_______ is the universal language.

Answer 7

English

Question 8

English is the ________ language.

Answer 8

universal

Question 9

DISTINCT ROLE OF LANGUAGE IN International Marketing

Answer 9

1. Language aids in information gathering and evaluation efforts.
2. Language provides access to local society.
3. Language capability is increasingly important in company communications.
4. Language provides more than the ability to communicate.

Question 10

__________ are conveyed by the words used, by the way the words are spoken (for example, tone of voice), and

Answer 10

messages

Question 11

by __________ means such as gestures,
body position, and eye contact.

Answer 11

NON_VERBAL / NON-VERBAL LANGUAGE

Question 12

managers must analyze and become familiar with the hidden language of foreign cultures

Answer 12

NON-VERBAL LANGUAGE

Question 13

FIVE KEY TOPICS FOR
Non-Verbal Languages

Answer 13

1. TIME
2. SPACE
3. MATERIAL POSSESSIONS
4. FRIENDSHIP PATTERNS
5. BUSINESS AGREEMENTS

Question 14

defines the ideals for life, which in turn are reflected in the values and attitudes of societies and individuals.

Answer 14

RELIGION

Question 15

• ___________ are often tied to religion.

Answer 15

major holidays

Question 16

FIVE DOMINANT RELIGIONS IN THE WORLD

Answer 16

CHRISTIANITY
ISLAM
HINDUISM
BUDDHISM
CONFUCIANISM

Question 17

_______are shared beliefs or group norms that have been internalized by individuals.

Answer 17

Values

Question 18

• ______________ are evaluations of alternatives based on these values.

Answer 18

attitudes

Question 19

understanding _________________ is especially
important in negotiations, because interpretations based on one’s own frame of reference may lead to a totally incorrect conclusion.

Answer 19

manners and customs

Question 20

material culture results from technology and is directly related to the way a society organizes its economic activity.

Answer 20

MATERIAL ELEMENTS

Question 21

INFRASTRUCTURES THAT AFFECTS CULTURE 3

Answer 21

Economic Infra
Social Infra
Financial & Marketing Infra

Question 22

transportation, energy, and communication system

Answer 22

Economic Infra

Question 23

• housing, health, and education systems

Answer 23

Social Infra

Question 24

• bank and research firms

Answer 24

Financial & Marketing Infra

Question 25

each culture makes a clear statement concerning good taste, as expressed in the arts and in the particular symbolism of colors, form, and music.

Answer 25

AESTHETICS

Question 26

AESTHETICS each culture makes a clear statement concerning good taste, as expressed in the arts and in the particular symbolism of ________, ________, __________.

Answer 26

colors, form, and music.

Question 27

____________, either formal or informal, plays a major role in the passing on and sharing of culture.

Answer 27

education

Question 28

___________________ can be assessed using literacy rates and enrolment in secondary or higher education, information available from secondary data sources.

Answer 28

educational levels of a culture or education

Question 29

__________________affect the ways in which people relate to each other.

Answer 29

social institutions

Question 30

the family unit, which in Western industrialized countries consists of parents and children, in a number of cultures is extended to include grandparents and other relatives.

Answer 30

social institutions

Question 31

SOURCES OF CULTURAL KNOWLEDGE 2

Answer 31

cultural knowledge experiential knowledge

Question 32

can be defined by the way it is acquired. Objective or factual information is obtained from others through communication, research, and education.

Answer 32

cultural knowledge

Question 33

on the other hand, can be acquired only by being involved in a culture other than one’s own.

Answer 33

experiential knowledge

Question 34

MAKING CULTURE WORK FOR MARKETING SUCCESS _________ should not be viewed as a challenge but as an opportunity that can be exploited. This requires an understanding of the differences and their fundamental determinants.

Answer 34

Culture

Question 35

TOOLS FOR MARKETING SUCCESS 6

Answer 35

* Embrace local culture. * Build relationships. * Employ locals to gain cultural knowledge. * Help employees understand you. * Adapt products and processes to local markets. * Coordinate by region.