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Flashcards in Final Exam Deck (24)
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1

Trade barriers V.E.R (Volontary Export Restraints)

Imposed by the EXPORTING country

2

Requires the foreign company that enters the foreign market to assume 100% of cost and enjoy all the profits

direct investment

3

counter purchase ( parallele, offset trade ) payment is received by the firm agree to purchase goods from the domestic market

counter trade

4

The government takes ownership of the industry ( Venezuela)

nationalization

5

Islamic law (charia( , focuses on social justice and its against gambling, and speculation

international legal system

6

Global strategy that emplys standardization to achieve scale and scope economies

aggregation

7

requires a local marketer to be locally responsive which is the opposite of the standardizer require

local market competition

8

concerns new product or new consumptions patterns

Product innovation : Discontinuous innovation

9

Discontinuous innovation

2 keys of negotiator characteristic Product innovation

10

Intercultural skills includes

Empathy to others lack of understanding

11

Differences between selling domestically and selling in a foreign market

cultural differences

12

In collectivistic cultures trust is developed through social contacts

seller cultural awareness

13

Created a common monetary and fiscal policy (goal and achievement of the treaty )

1992 European union

14

What contribute to the success of regional economic integration

Economic objectives and sociocultural similarity are absolutely necessary

15

two of the benefits of the economic integration are

more efficient use of the factor of production and stronger presence in the international affairs

16

International trade (3 reasons)

1. stage of the economic development
2. availability of natural resources
3. unique skills or capabilities

17

The sender encodes the message and the receiver decodes the messages
When encoding the foreign consumers motivation, attitude and interest should be considered

encoding vs. decoding communications

18

The buying motives of the market and the company objectives ( if those are relatively similar to each other may standardize advertising communications)

What is the requirement for standardizing and advertising strategy

19

In advertising is advisable because the foreign market culture is unique (Depends on the foreign market uniqueness or differences)

customization

20

one challenge of cultural communications

The message has been received but not understood because of cultural differences

21

before entering negotiations

Need to assess cross cultural similarity or disparity

22

Two international sales management challenges

Composition of the sales force and cultural skills

23

difficult to motivate for 2 reasons

foreign market philosophy and different cultures

24

. Some of the negotiation sales tactics include

Maximize questions and minimize commitment.