Intercultural Management

Question 1

The EPRG-Model shows different management models for globally active companies. Who developed the EPRG-Model?

1) .Howard V. Perlmutter
2) .Paul Watzlawick
3) .Friedemann Schutz von Thun
4) .E.T. Hall

Answer 1

Howard V. Perlmutter

Question 2

The EPRG-Model describes four different management approaches. Which one of the following does not belong to the EPRG-Model?

1) .Ethnocentric approach
2) .Regiocentric approach
3) .Polycentric approach
4) .Geocentric approach
5) .Monocentric approach

Answer 2

Monocentric approach

Question 3

Which of the following statements describes the ethnocentric approach according to the EPRG-Model?

1) .Own cultural group is superior to others.
2) .Building up a workforce of locals because they know best the region`s style, work style, etc.
3) .Integrating qualified locals into the management team can be a successful strategy.

Answer 3

Own cultural group is superior to others.

Question 4

Which of the following statements describes the polycentric approach according to the EPRG-Model?

1) .Own cultural group is superior to others.
2) .Building up a workforce of locals because they know best the region`s style, work style, etc.
3) .The same management style is used as in home country of the business concerned.

Answer 4

Building up a workforce of locals because they know best the region`s style, work style, etc.

Question 5

Which of the following statements describes the geocentric approach according to the EPRG-Model?

1) .Neither home nor host country are preferred.
2) .Building up a workforce of locals because they know best the region`s style, work style, etc.
3) .Own cultural group is superior to others.

Answer 5

Neither home nor host country are preferred.

Question 6

Which of the following statements describes the regiocentric approach according to the EPRG-Model?

1) .Neither home nor host country are preferred.
2) .Standardisation within defined economic areas.
3) .Own cultural group is superior to others.

Answer 6

Standardisation within defined economic areas.

Question 7

Read the following two statements. Which of them would you consider correct?
A: Deal-focused people are fundamentally task-oriented.
B: Deal-focused people are people-oriented.

1) .A
2) .B
3) .A and B
4) .none

Answer 7

A

Question 8

Read the following two statements. Which of them would you consider correct?
A: In deal-focused cultures, people are not open to do business with strangers.
B: In relationship-focused cultures, people prefer to deal with family, friends and persons or groups well known to them.

1) .A
2) .B
3) .A and B
4) .none

Answer 8

B

Question 9

Which of the following regions belongs to relationship-focused cultures?

1) .Northern Europe
2) .Australia
3) .North America
4) . Latin America

Answer 9

Latin America

Question 10

In which of the following regions is it important to know the prospective business partners very well before talking business with them?

1) .Northern Europe
2) .Australia
3) -North America
4) The Arab World

Answer 10

The Arab World

Question 11

Which of the following regions belongs to deal-focused cultures?

1) .Asia
2) .Latin America
3) .Northern Europe
4) .The Arab World

Answer 11

Northern Europe

Question 12

In which of the following regions is it possible to make direct contact with potential buyers?

1) .Asia
2) .Latin America
3) .North America
4) .The Arab World

Answer 12

North America

Question 13

Which of the following regions belongs to formal cultures?

1) .Asia
2) .Australia
3) .North America
4) .Denmark

Answer 13

Asia

Question 14

Which of the following regions belongs to informal cultures?

1) .Asia
2) .Australia
3) .Arab World
4) .Latin America

Answer 14

Australia

Question 15

Read the following two statements. Which of them would you consider correct?
A: Formal cultures value status equality.
B: Informal cultures are about status, hierarchies, power and respect.

1) .A
2) .B
3) .A and B
4) . none

Answer 15

none

Question 16

Showing respect to the customer is important …

1) …all over the world.
2) … in Europe.
3) … in Latin America.
4) … in Asia.

Answer 16

all over the world

Question 17

What is the gender barrier?

1) .Women have to operate at an even greater disadvantage when trying to sell goods to strongly hierarchical buyers.
2) .Young people of either sex have to operate at an even greater disadvantage when trying to sell goods to strongly hierarchical buyers.
3) .Men and women of any age involved in international sales and marketing operate at an even greater disadvantage when trying to sell goods to strongly hierarchical buyers.

Answer 17

Women have to operate at an even greater disadvantage when trying to sell goods to strongly hierarchical buyers.

Question 18

Which instructions are useful to help to overcome the youth barrier with hierarchical buyers?

1) .Get introduced by an older man; be a true expert in your field or learn the local business protocol.
2) .Make direct contact yourself; be a true expert in your field or learn the local business protocol.
3) .Get introduced by an older man; make direct contact yourself or learn the local business protocol.
4) .Get introduced by an older man; be a true expert in your field or make direct contact yourself.

Answer 18

Get introduced by an older man; be a true expert in your field or learn the local business protocol.

Question 19

Read the following two statements. Which of them would you consider correct?
A: In monochronic business cultures punctuality is critical, schedules are set in concrete, agendas are fixed and business meetings are rarely interrupted.
B: In polychronic business cultures, people place less emphasis on strict punctuality and are not obsessed with deadlines.

1) .A
2) .B
3) .A and B
4) .none

Answer 19

A and B

Question 20

Which part of the World is considered to be a monochronic business culture?

1) .Nordic Europe
2) .Africa
3) .Latin America
4) .Southeast Asia

Answer 20

Nordic Europe

Question 21

Which part of the World is considered to be a polychronic business culture?

1) .Nordic Europe
2) .North America
3) .Japan
4) .Southeast Asia

Answer 21

Southeast Asia

Question 22

Read the following scenario. “A Malaysian business woman flew to the USA for an important conference scheduled for 10 am on a Monday. She arrived in Boston late that Sunday evening, had trouble falling asleep because of jet lag and overslept a little the next morning. On Monday, the Malay lady had difficulty finding the meeting location in her rental car, got lost and finally arrived well after lunch – four hours late for her meeting. The Americans she was supposed to meet came out of the conference room to tell her, “ Oh sorry, right now we are in the middle of our afternoon meeting. And our calendar seems to be kind of full this week… Well, let`s see, can you make it for Wednesday of next week?” But since she had to be back in Kuala Lumpur by that date, she was never able to reschedule that important meeting. Back home she related that sad story as an example of how rude and scheduled- obsessed Americans can be: “So there I was in Boston, having flown half-way around the world just for a meeting. And those people did not even have the common decency to rearrange their schedule for a foreign visitor who was a little late. Can you believe it?””
What pattern of cross-cultural business behaviour does the scenario describe?

1) .polychronic culture shock
2) .monochronic culture shock
3) .informal culture shock
4) .formal culture shock

Answer 22

monochronic culture shock

Question 23

Read the following two statements. Which of them would you consider correct?
A: In reserved business cultures, people often speak quite loudly, engage in conversation overly and are uncomfortable with silence.
B: In expressive business cultures, people often speak quite loudly, engage in conversation overly and are uncomfortable with silence.

1) .A
2) .B
3) .A and B
4) .none

Answer 23

B

Question 24

Read the following two statements. Which of them would you consider correct?
A: In reserved business cultures expect interpersonal distance of about an arms length and little physical contact aside from the handshake. B: In expressive business cultures expect interpersonal distance of half arms length or less and considerable physical touching.

1) .A
2) .B
3) .A and B
4) .none

Answer 24

A and B

Question 25

Please finish the following sentence: Touch behaviour is regarded as more proper in … 1) ...formal cultures. 2) ...informal cultures. 3)...expressive cultures. 4) ...reserved cultures.

Answer 25

expressive cultures.

Question 26

Please finish the following sentence: Intense eye contact is more common in…. 1) ...Japan. 2) ...Korea. 3) ...Latin Europe. 4) ...Thailand.

Answer 26

...Latin Europe.

Question 27

Please finish the following sentence: One ambiguous gesture affects the left hand. In Muslim, Hindu and Buddhist cultures, the left hand is considered… 1) ...clean. 2) ...unclean. 3) ...small. 4) ...big/ large.

Answer 27

...unclean.

Question 28

Read the following two statements. Which of them would you consider correct? A: In reserved business cultures, people avoid intense, continuous eye contact across the negotiating table. B: In reserved business cultures, people signal interest and sincerity by direct, even intense eye contact across the negotiating table. 1) .A 2) .B 3) .A and B 4) .none

Answer 28

A

Question 29

Which part of the world is considered to be an expressive culture? 1) .Latin America 2) .USA 3) .South Asia 4) .Africa

Answer 29

Latin America

Question 30

Which part of the world is considered to be a reserved culture? 1) .Latin America 2) .The Mediterranean Region 3) .Latin Europe 4) .Eastern Europe

Answer 30

Eastern Europe

Question 31

Which of the following countries is relationship-focused, formal, polychronic and reserved? 1) .Japan 2) .India 3) .Saudi Arabia 4) .Russia

Answer 31

India

Question 32

Which of the following countries is relationship-focused, formal, monochronic and reserved? 1) .India 2) .Saudi Arabia 3) .Japan 4) .Russia

Answer 32

Japan

Question 33

Which of the following countries is relationship-focused, formal, polychronic and expressive? 1) .Japan 2) .Saudi Arabia 3) .Russia 4) .Germany

Answer 33

Saudi Arabia

Question 34

Which of the following countries is relationship-focused, formal, polychronic and variably expressive? 1) .Saudi Arabia 2) .Russia 3) .France 4) .Germany

Answer 34

Russia

Question 35

Which of the following countries is moderately deal-focused, formal, variable monochronic and expressive? 1) .Russia 2) .France 3) .India 4) .Germany

Answer 35

France

Question 36

Which of the following countries is deal-focused, moderately formal, monochronic and reserved? 1) .France 2) .India 3) .Saudi Arabia 4) .Germany

Answer 36

Germany

Question 37

Which of the following characteristics does not fit for the United States of America? 1).Making direct contact with prospective business partners. 2) .Get to the point promptly after meeting a potential business partner for the first time. 3) .A key value is egalitarianism 4) . Entertaining and being entertained is an important way to build rapport.

Answer 37

Entertaining and being entertained is an important way to build rapport.

Question 38

Which of the following characteristics does not fit for the Baltic States? 1) . Language of business is French. 2) .Deal-focused. 3) .Business meetings generally start on time; visitors are expected to be punctual. 4) .Negotiating an agreement is likely to take longer than it would In Western Europe or North America. It takes time to build a climate of trust.

Answer 38

Language of business is French.

Question 39

Which of the following characteristics does not fit for Germany? 1) .Introduction through a third party is useful, but making direct contact is also a viable option. 2) .Clarity of understanding is the prime goal of communication. 3) .Strongly polychronic. 4) .This is not a gift-giving culture.

Answer 39

Strongly polychronic.

Question 40

Which of the following characteristics does not fit for France? 1) .Connections count heavily in this market. 2) . Business behaviour tends toward the monochronic. 3) .People are verbally and nonverbally expressive. 4) .Entertaining and being entertained is an important way to build rapport.

Answer 40

Business behaviour tends toward the monochronic.

Question 41

Which of the following characteristics does not fit for Russia? 1) .Relationship-focused. 2) .Russians negotiators tend to be direct, even blunt, saying what they mean and meaning what they say. 3) .Egalitarian values coexisting with formal, hierarchical behaviour. 4) .Strongly monochronic.

Answer 41

Strongly monochronic.

Question 42

Which of the following characteristics does not fit for Saudi Arabia? 1) .Deal-focused. 2) .The exchange of mutual favours is the cornerstone of any relationship. 3) .Loyalty to the family is a paramount value. 4) .People engage in frequent touching among friends.

Answer 42

Deal-focused.

Question 43

What is the language of business in India? 1) .Hindi 2) . English 3) .The regional language

Answer 43

English

Question 44

Read the following two statements. Which of them would you consider correct? A: Entertaining and being entertained are essential parts of building a close relationship with your counterpart in Japan. B: The final written agreement is less important than the strength of the relationship with your counterpart in Japan. 1).A 2).B 3).A and B 4).none

Answer 44

A and B

Question 45

Read the following two statements. Which of them would you consider correct? A: Time has a different meaning in the United States of America, clocks seem to tick to a slower beat. B: American negotiators are very fast decision makers. 1) .A 2) .B 3) .A and B 4) .none

Answer 45

B

Question 46

Read the following two statements. Which of them would you consider correct? A: Entertaining and being entertained are essential parts of building a close relationship with your counterpart in India B: Time has a different meaning in India, clocks seem to tick to a slower beat. 1) .A 2) .B 3) .A and B 4) .none

Answer 46

B

Question 47

Which of the following characteristics does not fit for Japan? 1) .Younger, subordinate individuals are expected to defer to elder, higher-ranking persons 2) .A bow and a soft handshake. 3) .Entertaining and being entertained are essential parts of building a close relationship with your counterpart. 4) .This is not a gift-giving culture.

Answer 47

This is not a gift-giving culture.

Question 48

Which of the following characteristics does not fit for India? 1) .Polychronic. 2) .Once a comfortable relationship is built with the local counterpart, the formal negotiation process can begin. 3) .Men usually shake hands, using moderate pressure. 4) .Age, rank and social position is not important.

Answer 48

Age, rank and social position is not important.

Question 49

In Saudi Arabia the exchange of mutual favours is … 1) .… not important. 2) … the cornerstone of any relationship. 3) … important after building the relationship.

Answer 49

… the cornerstone of any relationship.

Question 50

In Russia personal relationships are … 1) … needed to get things done. 2) … the cornerstone of any relationship. 3) … not important.

Answer 50

… needed to get things done.

Question 51

The dress code in the Baltic States is… 1) ...neat and conservative. 2) ...free. 3) …formally.

Answer 51

..neat and conservative.

Question 52

Germany introduction through a third party is … 1) … useful, but making direct contact is also a viable option. 2) … the cornerstone of any relationship. 3) … not important.

Answer 52

… useful, but making direct contact is also a viable option.

Question 53

Read the following two statements. Which of them would you consider correct? A: Many U.S. American negotiators prefer to maintain a separation between their professional and private lives as well as between business and pleasure. B: U.S. negotiators experienced in international business are used to a wide variation in bargaining ranges. 1) .A 2) .B 3) .A and B 4) .none

Answer 53

A and B

Question 54

Read the following two statements. Which of them would you consider correct? A: In Japan, it is not important to have a cogent reason for any major concession on price or terms. B: In Japan, exchanging gifts is an important part of the business culture, contributing to relationship building. 1) .A 2) .B 3) .A and B 4) .none

Answer 54

B