Export Management
Midterm Exam
Course Introduction
Export Management focuses on the principles, strategies, and practical aspects involved in managing cross-border trade operations. The course covers export documentation, international market analysis, export finance, logistics, legal frameworks, and risk management. Students learn how to identify foreign market opportunities, design export plans, comply with global trade regulations, and handle challenges such as tariffs, currency fluctuations, and cultural differences. Through case studies and real-life examples, learners develop skills to effectively manage export processes, establish international business partnerships, and enhance the competitiveness of firms in the global marketplace.
Recommended Textbook
Global Marketing 8th Edition by Warren
J. Keegan
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Page 2
Chapter 1: Introduction to Global Marketing
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Q1) A person who assumes that his or her home country is superior to the rest of the world is said to have:
A) ethnocentric orientation.
B) polycentric orientation.
C) regiocentric orientation.
D) geocentric orientation.
E) None of the above
Answer: A
Q2) Anheuser-Busch,the brewer of Budweiser beer,lost its independence after years of focusing primarily on the domestic U.S.market.This is most likely a result of:
A) management myopia.
B) national controls.
C) opposition to globalization.
D) newcomers from emerging markets.
E) organizational culture.
Answer: A
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Chapter 2: The Global Economic Environment
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Q1) The Cold War decades that followed World War II saw the East and the West jockeying for geopolitical advantage.
A)True
B)False
Answer: True
Q2) Which of the following statements is not accurate?
A) India's teledensity-a measure of ownership of private telephones-is only 20% of population.
B) In China, saturation levels of private motor vehicles and personal computers (PCs) are quite low.
C) In 2001, EU had 49 cars per 100 people.
D) In Russia, 200 people out of 1,000 own cars.
E) In India, 150 people out of 1,000 own cars.
Answer: E
Q3) Myanmar,a low-income country in Southeast Asia with a population of 65 million people,can be considered as one of the emerging markets.
A)True
B)False
Answer: True
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Page 4
Chapter 3: The Global Trade Environment
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Q1) Management strategic options pertaining to products that are facilitated by a single European market include:
A) standardized packaging and labeling.
B) consolidated production.
C) shift from brand to benefit segmentation.
D) seeking marketing economies.
E) all of the above
Answer: E
Q2) The markets of Central and Eastern Europe present interesting opportunities and offer attractive locations for low-cost manufacturing due to:
A) their location being close to the sea.
B) the cultural similarities.
C) wage rates being lower than in Spain, Portugal and Greece.
D) strict laws and regulations.
E) prohibitive tariffs and export restrictions.
Answer: C
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Chapter 4: Social and Cultural Environments
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Q1) According to Hofstede's research on cultural values,masculinity dimension describes a society in which social roles of men and women overlap.
A)True
B)False
Q2) Which of the following best sums up the experience of Walt Disney Company executives when creating Disney's theme park in Paris?
A) They were guided by the "think global, act local" principle.
B) They fell victim to the self-reference criterion.
C) They exhibited a geocentric management orientation.
D) They miscalculated the rate of diffusion of innovations in Europe.
E) They had an unbiased perception of existing culture in Europe.
Q3) According to Roger's diffusion theory,most customers will not purchase expensive products without the "hands-on" experience marketers call "trial."
A)True
B)False
Q4) There are specific characteristics of innovations that affect which innovations are adopted.Define those characteristics giving examples of products or services.
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Chapter 5: The Political, Legal, and Regulatory
Environments
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Q1) The company receiving the most U.S.patents for the year 2009 is:
A) Microsoft.
B) Panasonic.
C) IBM.
D) Toshiba.
E) Intel.
Q2) For years,Coca-Cola Corporation did not enter India since the government wanted some kind of disclosure of their trade secrets.Why are the trade secrets so important and what happens if a licensee or a government gains access to the licensor's trade secret?
Q3) Flush with dollars from oil exports,the Russian government lifted all currency controls and made the ruble freely convertible in world markets.
A)True
B)False
Q4) Kleptocracy refers to rampant corruption and bribery.
A)True
B)False
Q5) What are the differences between a patent,trademark,and a copyright? What is meant by counterfeiting?
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Chapter 6: Global Information Systems and Market Research
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Q1) Anyone undertaking a market research project should understand that the first step is:
A) setting the budget.
B) determining the methodology to use.
C) deciding who will see the final report.
D) defining the problem.
E) determining the information requirement.
Q2) Africa represents a huge untapped market for shoes since most people walk barefoot.Thus,it will be easy to alter entrenched consumer behavior pattern if shoes are available.
A)True
B)False
Q3) For consumer products,qualitative research is especially well suited to accomplish all of the following tasks except:
A) provide consumer understanding.
B) describe the social and cultural context of consumer behavior.
C) identify core brand equity and brands.
D) assess consumer spending trends.
E) what consumers really feel.
Page 8
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Chapter 7: Segmentation, Targeting, and Positioning
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Q1) When making a decision about market entry timing,a company's management team should understand that the first-mover always becomes the market leader.
A)True
B)False
Q2) The process of global market segmentation begins with the choice of one or more variables to use as a basis for grouping customers.All of the following are variables that are commonly used except:
A) demographics.
B) polycentrics.
C) behavioral characteristics.
D) benefits sought.
E) psychographics.
Q3) Benetton uses the slogan "United Colors of Benetton" to position itself as a brand concerned with the unity of humankind.This type of strategy is referred to as GCCP (global consumer culture positioning).
A)True
B)False
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Page 9
Chapter 8: Importing,Exporting,and Sourcing
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Q1) Outsourcing means shifting undesirable jobs or work assignments to another company to cut costs.When the outsourced work moves to another country,the terms "global outsourcing" or "offshoring" are used.
A)True
B)False
Q2) Duty drawback refers to refunds of duties paid on imports that are processed or incorporated into other goods and then reexported.
A)True
B)False
Q3) Which of the following financing methods would be used by an exporter that enjoys good relations with a buyer in a well-established market?
A) letter of credit
B) cash in advance
C) sales on open account
D) barter
E) arrival draft
Q4) What are the differences between antidumping and countervailing duties? Under what conditions are these duties imposed?
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Chapter 9: Global Market Entry Strategies: Licensing, Investment, and Strategic Alliances
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Q1) The disadvantages of joint venturing can include all of the following except:
A) Joint venture partners must share rewards as well as risks.
B) Joint ventures allow partners to achieve synergy.
C) Joint ventures can have the potential for conflict between partners.
D) A dynamic joint venture partner can evolve into a strong competitor.
E) A company incurs very significant costs by joint venturing.
Q2) A true global strategic partnership is unique and different.Using the example of Sony's strategic alliance with Samsung,discuss attributes that are needed for a fine working partnership.
Q3) Why are alliances between Western companies and Asian competitors so different if not difficult? What are some of the concerns,and how can those be addressed?
Q4) Avon Products uses both acquisition and joint ventures to enter developing markets.
A)True
B)False
Q5) Joint ventures are becoming very popular as entry mode into foreign markets.Why is this strategy so attractive to companies interested in entering other markets in the world?
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Chapter 10: Brand and Product Decisions in Global Marketing
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Q1) Which of the following consumer products companies experienced a major product failure in Europe due to inadequate test marketing?
A) Procter & Gamble
B) Colgate
C) Kao
D) Unilever
E) Seagram
Q2) Dry soup mixes that have long been popular in Europe are marketed as sauces or dips in the United States.This is an example of the ________ strategy.
A) product-communications extension
B) product extension-communications adaptation
C) product adaptation-communications extension
D) dual adaptation
E) product invention
Q3) It is reported that packaging aesthetics are important to Japanese.What are aesthetics and why are those important considerations in global product marketing?
Q4) What is the significance of innovation in global marketing? Describe different categories of innovation with examples.
Page 12
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Chapter 11: Pricing Decisions
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Q1) When a manufacturer conspires with wholesalers or retailers to ensure certain retail prices are maintained it is known as horizontal price fixing.
A)True
B)False
Q2) It is illegal for representatives of two or more companies to secretly set similar prices for their products.This practice is known as transfer pricing.
A)True
B)False
Q3) Which of the following companies would be most likely to use some form of countertrade when selling its products in developing countries?
A) Procter & Gamble
B) Bell Helicopter Textron
C) Nokia
D) Mercedes-Benz
E) Coca-Cola
Q4) GATT and the U.S.Congress have both defined "dumping." What is the difference in their definitions? Why is dumping a major issue in global marketing?
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Page 13
Chapter 12: Global Marketing Channels and Physical Distribution
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Q1) Walmart pulled out of Germany and South Korea and Best Buy closed several stores in China.This is an example that illustrates that it is not possible to export a retail business model that has proven successful in the domestic market.
A)True
B)False
Q2) The retail environment in developing countries presents challenges for marketing nonperishable items.In Mexico,Proctor & Gamble,Unilever,Colgate-Palmolive,and other global consumer product companies use ________ for their products.
A) door-to-door selling
B) buy-in-bulk selling
C) mom-and-pop stores
D) franchised stores
E) manufacturer-owned stores
Q3) Nestlé in Brazil is using door-to-door selling to reach low-income neighborhoods; Dell computers provide home delivery for its products; Avon is using sales representatives and other companies are using different methods to reach consumers.Describe different channels that can be used for reaching the customers.
Q4) What are global retail categories? Describe these categories giving examples.
Page 14
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Chapter 13: Global Marketing Communications Decisions I:
Advertising and Public Relations
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Q1) When photographing a couple entering a restaurant or theater,women should be shown preceding the man in Germany and France.
A)True
B)False
Q2) According to data published by Advertising Age in 2012,Proctor & Gamble ranks # 2 in worldwide advertisement spending.
A)True
B)False
Q3) Because of its size and presence in more than 200 countries,the Coca-Cola Company is often the target of anti-globalization protests.Giving examples,show how negative publicity affects global marketers.
Q4) Standardized print campaigns can be used in all of the following except:
A) visual appeal.
B) industrial products.
C) high-tech consumer products.
D) voiceovers TV commercials.
E) stereotype advertising.
Q5) What issues must be considered in selecting an advertising agency for global advertising?
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Chapter 14: Global Marketing Communications Decisions II:
Sales Promotion, personal Selling, and Special Forms of Marketing Communication
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Q1) Peppers and Rogers described different steps that are involved in one-to-one marketing.These steps include all of the following except:
A) identify.
B) differentiate.
C) interact.
D) evaluate.
E) customize.
Q2) The U.S.-style "I'll do whatever it takes to get your business" has proven to be a successful selling approach throughout the world.
A)True
B)False
Q3) A company with a regiocentric orientation is likely to utilize third-country nationals for its sales force in less developed countries.
A)True
B)False
Q4) Giving examples,show how sampling can be an effective sales promotion technique.
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Q5) What are the issues and problems related to sales promotion in different parts of the world?
Chapter 15: Global Marketing and the Digital Revolution
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Q1) Excluding China,which does not allow Google to publish figures regarding its requests for information,the government which had the largest requests for information is:
A) Brazilian.
B) Indian.
C) American.
D) Japanese.
E) Taiwanese.
Q2) According to the innovator's dilemma:
A) the computing power of a microprocessor doubles every 18 months.
B) markets that don't exist can't be analyzed.
C) well-managed companies that listen and respond to needs of established customers may miss opportunities to innovate.
D) regulation of e-commerce activities will increase at a rate that is directly proportional to the growth of e-commerce revenues.
E) innovations are copied soon after they are discovered.
Q3) Because the Internet is global,no single country controls it.
A)True
B)False
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Page 17
Chapter 16: Strategic Elements of Competitive Advantage
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Q1) Suppose you are a sales representative for Advanced Micro Devices (AMD)in Japan.You are trying to convince Toshiba to buy your company's superfast Opteron microprocessor for its new laptop computer.Toshiba's representative seems interested,but finally does not place an order.Confidentially,the representative tells you that he is afraid that Intel will withhold shipments of its Pentium 4 if he does business with AMD.Thinking about Intel's role in this scenario,which of the following elements of the five forces model is evident here?
A) barriers to entry
B) bargaining power of suppliers
C) bargaining power of buyers
D) threat of substitute products
E) threat of new entrants
Q2) The "layers of advantage" approach to global competitive innovation is based on using know-how developed by other companies.
A)True
B)False
Q3) Describe how competitive advantage can be created via strategic intent,giving examples of successful approaches of competitors.
Q4) How do chance events play a role in shaping the competitive environment?
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Chapter 17: Leadership, Organization, and Corporate Social Responsibility
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Q1) Yong Nam,CEO of LG,recently stipulated that English would be required throughout the company.He explained that the speed of innovation that is required to compete in the world mandates that we must have seamless communication.
A)True
B)False
Q2) Which form of organization design is capable of integrating geographic knowledge,product knowledge,functional competencies,and customer knowledge?
A) matrix structure
B) international division structure
C) geographic structure
D) worldwide product division structure
E) regional management center
Q3) Which of the following assumptions does not belong in a list of characteristics of lean production?
A) labor is more costly than machines
B) set up time can be reduced
C) minimize inventory to cut costs, waste
D) maximize backwards integration
E) inspection to prevent defective production
Page 19
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