CHAPTER 1: THE SCOPE AND CHALLENGE OF 12. The notion that people in one's own company, culture, 5.
own company, culture, 5. A record of exports and imports of gold, increases or
INTERNATIONAL MARKETING
Identification: Directions: Identify the terms being
referred to in the following statements. Write your
answer on a sheet of paper.
1. In this level, the most profound change is the
orientation of company toward markets and associated
planning activities. GLOBAL MARKETING
2. At this stage, as domestic demand increases and
absorbs surpluses, foreign sales activity is reduced and
even withdrawn. INFREQUENT FOREIGN MARKETING
3. Companies at this stage are fully committed to and
involved in international marketing activities.
INTERNATIONAL MARKETING
4. At this level, the firm has permanent productive
capacity devoted to the production of goods and services
to be marketed in foreign markets. REGULAR FOREIGN
MARKETING
5. A company at this stage does not actively cultivate
customers outside national boundaries; however, this
company’s products may reach foreign markets. NO
DIRECT FOREIGN MARKETING
6. It involves knowledge of world market potentials and
global economic, social, and political trends. GLOBAL
AWARENESS
7. It illustrates the total environment of an international
marketer. THE INTERNATIONAL MARKETER TASK
8. These are the elements that have some effect on
foreign operation decisions and it include home-country
elements. DOMESTIC ENVIRONMENT
9. These are factors that the marketers can control and
adopt the market needs and preferences.
CONTROLLABLE ELEMENTS
10. These are factors that the marketers cannot control
the market. UNCONTROLLABLE ELEMENTS
11. It is the most challenging part in confronting the
international marketer's task to the environmental
adaption needed because the marketers must be able to
interpret it effectively. CULTURE
or country know best how to do things.
ETHNOCENTRISM
13. This company contributed in producing peace.
BOEING COMPANY
Complete Me: Direction: Fill in the blanks with the
necessary words to make the paragraph complete.
14. It is very important to know that FLEXIBILITY means
survival.
15. PREDICTION is important in International Trade.
16. The most effective way to control the influence of
ethnocentrism and the SRC is to recognize their effects on
our BEHAVIOR.
17. Difference between domestic and international
marketing is the latter case, marketing takes place in
MORE THAN one nation.
18. Growth of the WTO and open trade agreement.
19. Developing countries moving forward FREE TRADE.
20. A mandate to manage the GLOBAL environment for
the future.
CHAPTER 2: THE DYNAMIC ENVIRONMENT OF
INTERNATIONAL TRADE
Directions: Read the following statements. Identify the
correct answer.
1. This refers to the investment made by a company or
individual in a foreign country with the aim of establishing
a lasting interest. FOREIGN DIRECT INVESTMENT
2. The system of accounts that records a nation’s
international financial transactions. BALANCE OF
PAYMENTS
3. A record of all merchandise export, imports and
services plus unilateral transfer of funds. CURRENT
ACCOUNT
4. A record of direct investment, portfolio investment, and
short – term capital movements to and from countries.
CAPITAL ACCOUNT
decreases of foreign exchange, and increases or
decreases in liabilities to foreign central banks.
RESERVES ACCOUNT
6. It was designed to utilize the nation's legal barriers,
exchange barriers, and psychological barriers to restrain
the entry of unwanted goods. PROTECTIONISM
7. It was established to encourage the development of
domestic industry and protect existing industry and
government. TRADE BARRIERS
8. It is a tax imposed by a government on goods entering
at its borders. TARIFF
9. As a means of regulating the flow of exchange and the
quantity of a particular imported commodity, countries
often require import licenses. QUOTA
10. It is an absolute restriction against the purchase and
importation of certain goods and/or services from other
countries. BOYCOTT AND EMBARGOES
11. It may enact such restrictions to preserve its balance
of payments positions specifically for the advantage or
encouragement of particular industries. MONETARY
BARRIERS
12. It is called voluntary because the exporting country
sets the limits. VOLUNTARY EXPORT RESTRAINTS
13. Sometimes used in an unduly stringent or
discriminating way to restrict trade, but the sheer volume
of regulations in this category is a problem in itself.
STANDARDS
14. This bill covers three areas which include market
access, export expansion, and import relief, that are
considered critical in improving U.S. trade. THE
OMNIBUS TRADE AND COMPETITIVENESS ACT
15. This agreement is the first multilateral, legally
enforceable agreement covering trade and investment in
the services sector. GENERAL AGREEMENT ON
TRADE IN SERVICES (GATS)
16. It established the basic principle that investment
restrictions can be major trade barriers and therefore are
included, for the first time, under GATT procedures.
TRADE-RELATED INVESTMENT MEASURE (TRIMs)
17. An agreement that establishes substantially higher
standards of protection for a full range of intellectual
property rights that are embodied in current international
agreements. TRADE-RELATED ASPECTS OF
INTELLECTUAL PROPERTY RIGHTS (TRIPs)
18. It sets many rules governing trade among its 157
members, provides a panel of experts to hear and rule on
trade disputes among members, and unlike GATT, issues
binding decisions. WORLD TRADE ORGANIZATION
19. This is in effect “paper gold” and represents an
average base of value derived from the value of a group
of major currencies. SPECIAL DRAWING RIGHTS
20. A separate institution that has as its goal the
reduction of poverty and the improvement of living
standards by promoting sustainable growth and
investment people. WORLD BANK GROUP
CHAPTER 3 : HISTORY AND GEOGRAPHY:
FOUNDATION OF THE CULTURE
1. It can be defined as a society's accepted basis for
responding to external and internal events. CULTURE
2. It helps define a nation's "missions," how it perceives its
neighbors, how it sees its place in the world, and how it
sees itself. HISTORY
3. Historical events always are viewed from one's own
biases and SRC or ____. SELF- REFERENCE CRITERIA
4. Theodore Roosevelt applied the Monroe Doctrine with
an extension that became known as the _____.
ROOSEVELT COROLLARY
5. It binds the world together, minimizing distance, natural
barriers, lack of resources, and the fundamental
differences between peoples and economies. WORLD
TRADE ROUTES
6. They must know how unique geographic characteristics
will affect the marketing of their product.
INTERNATIONAL MARKETERS
7. The study of Earth surface, climate, continents
countries, people's, industries and resources.
GEOGRAPHY
8. It is the study of Earth's surface shape and features or
those of planets. TOPOGRAPHY
9. They must consider the environmental consequences
of their product. MARKETER
10. When thus the Chulha smokeless stove was
proposed/invented? SEPTEMBER 2005
11. This problem is completely out of control?
POLLUTION
12. A joint approach among governmental agencies,
organizations and environmentalists who seek economic
growth. SUSTAINABLE DEVELOPMENT
13. What country is entitled No.1 importers all over the
world? USA
14. Its infrastructure are an integral part of international
commerce. COMMUNICATION
15. The belief that it was America's right to expand
westward. MANIFEST DESTINY
16. A corn stone of U.S. foreign policy and was
enunciated by President James Monroe. MONROE
DOCTRINE
17. As a marketer, it is important to know how geography
will affect the 6 P's: Price, Promotion, Product, People,
Politics, and ______. PLACE
18. This idea was used to justify U.S. annexation.
MANIFEST DESTINY
19. This is the crucial element in understanding any
nation's business and political culture of a history.
SUBJECTIVE PERCEPTION
20. ____________ such as altitude, humidity, and
temperature, can have an effect on products. CLIMATIC
CONDITIONS
CHAPTER 4: CULTURAL DYNAMICS IN ASSESSING
GLOBAL MARKET
Fill in the Blanks
1. According to Geert Hofstede, culture is the
“SOFTWARE OF THE MIND”.
2. In traditional definition, culture is the sum of the
VALUES, rituals, symbols, beliefs, and thought
processes.
3. As a corporation, multinational firms have wide range of
contact with the world which gave them access with
various IDEAS.
4. One of the four (4) primary dimension,
Individualism/Collective Index (IDV) of cultural values
focuses on SELF ORIENTATON.
5. RITUALS was the patterns of behavior and interaction
that are learned and repeated.
6. Being CULTURALLY SENSETIVE will reduce conflict
and improve communications and thereby increase
success in collaborative relationships.
7. A common language does not guarantee a similar
INTERPRETATION of words or phrases.
8. CULTURE BORROWING is the way on which a
person adapts from other cultures in order to generate
solution to an existing problem.
9. CULTURE is dynamic in nature; it is a living process.
10. Learning to interpret correctly the SYMBOLS that
surround us is a key part of socialization
Identification
11. One of the four (4) approaches in political economy
which was a casualty of World War II. COLONIALISM
12. It aids in improving the literacy rate of a country’s
population which in turn increases the political and
economic aspects of the nation. SCHOOL
13. They regularly use propagandas in order to influence
the opinion of the public. GOVERNMENT
14. Origins of culture which includes family, religion,
school, media, government, and even corporations.
SOCIAL INSTITUTIONS
15. The first social institutions faced by individuals
outside the family. RELIGION
16. One of the origins of culture which includes the fauna,
flora, and climate of a certain area. GEOGRAPHY
17. Its impact can be seen in technology, social
institutions, cultural values, and even consumer behavior.
HISTORY
18. It is essential in product styling as it makes the
advertisements and packaging more pleasant for the
customers. AESTHETICS AS SYMBOLS
19. It includes superstitions which may differ from the
culture that an individual belongs with. BELIEFS
20. They are the differences in perceptions, how an
individual develops in regards to the difference in values,
preferences, and expectations about future events.
THOUGHT PROCESSES
CHAPTER 5: MANAGEMENT STYLE AND BUSINESS
SYSTEMS
I. IDENTIFICATION
1. Is a key concept in international marketing and
willingness to adapt is a crucial attitude.
REQUIRED ADAPTATION
2. Adaptation does not require between exclusive to
forsake their ways and change to local customs.
DEGREE OF ADAPTATION
3. Are those customs or behavior patterns reserved
exclusively for the locals and from which the
cultural foreigner is barred. CULTURAL
EXCLUSIVE
4. Are the business customs and expectations that
must be met and conformed or to avoided if
relationships are to be successful. CULTURAL
IMPERATIVES
5. Relate to areas of behaviors or to customs that
cultural aliens may wish to conform to or
participate in but are not required. CULTURAL
ELECTIVES
6. Business size, ownership, public accountability,
and cultural values that determine the
prominence of status and position combine to
influence the authority structure of business.
AUTHORITY AND DECISION MAKING
7. The training and background (i.e., cultural
environment) or manager`s significantly affect
their personal and business outlooks.
MANAGEMENT OBJECTIVES AND
ASPIRATIONS
8. No language readily translates into another
because the meanings of word differ widely
among languages. FACE TO FACE
COMMUNICATION
9. The message on a business-to-business website
is an extension of the company and should be as
sensitive to business customs as any other
company representative would be. INTERNET
COMMUNICATION
10. Personal security and job mobility relate directly
to basic human motivation and therefore have
widespread economic and social implications.
SECURITY AND MOBILITY
11. Marketers who expect maximum success have to
deal with foreign executives in ways that are
acceptable to their foreign. FORMALITY AND
TEMPO
12. Business negotiations are perhaps the most
fundamental commercial rituals.:
NEGOTIATIONS EMPHASIZE
13. The extent of a company`s marketing orientation
has been shown to relate positively to profits.
MARKETING ORIENTATION
14. It is gender bias against female managers that
exists in some countries, coupled with myths
harbored by male managers, creates hesitancy
among U.S multinational companies to offer
women international assignments. GENDER
BIAS IN INTERNATIONAL BUSINESS
15. It is a moral question of what is right or
appropriate poses many dilemmas for domestic
marketers. BUSINESS ETHICS
16. These are based on the bonding between
different employees and group members
RELATIONSHIP-ORIENTED CULTURE
17. Are more focus on the utility of the information
and technology that is managed in a way to get
maximum productivity. INFORMATION-
ORIENTED CULTURE
18. A third type of payment that can appear to be a
bribe but may not be an agent`s fee. AGENT`S
FEE
19. It is depending on whether the activity resulted
from an offer a demand for payment. BRIBERY
AND EXTORTION
20. It is used in a linear way, and it is experienced as
almost tangible, in that one save time, waste
time, bides time, spends time and loses time. M-
TIME OR MONOCHROMIC TIME
CHAPTER 6: THE POLITICAL ENVIRONMENT: A
CRITICAL CONCERN
Identification
1.It refers to both the powers exercised by a state in
relation to other countries and the supreme powers
exercised its own members. SOVEREIGNTY
2.This is an important and recurring part of the political
environment that few international companies can avoid.
ECONOMIC RISK
3.Less drastic, but still severe. EXPROPRIATION
4.The most severe political risk and most prevalent in the
1950sS and 1960s. CONFISCATION
5.It is targeted to embarrass a government and its
relationship with firms. MULTINATIONALS
6.It is another related risk for multinational companies to
consider in assessing the political vulnerability of their
activities. VIOLENCE
7.It must be classified as a political risk when used as a
means of controlling foreign investment. TAXES
8.It is directed generally toward all foreign countries.
ANIMOSITY
9.This occurs when host countries gradually cause the
transfer of foreign investment to national control and
greater involvement in a company's management.
DOMESTICATION
10.One of the approaches to dealing with political
vulnerability. POLITICAL PAYOFFS
FILL IN THE BLANKS.
11.According to the HERITAGE FOUNDATION United
States experienced its biggest drop in "economic freedom"
because of the controlling impact of the economic stimuli
of 2008-2009.
12. NATIONALISM can best be described as an intense
feeling of national pride and unity, an awakening of a
nation's people to pride in their country.
13 EXCHANGE CONTROLS stem from shortages of
foreign exchange held by a country.
14 LICENSING can be effective in situations in which the
technology is unique, and the risk is high.
15.A JOINT VENTURE with locals helps minimize anti-
MNC feelings.
16.In 1979 the UNITED STATES told the Soviets to get
out of Afghanistan.
17.This IMPORT RESTRICTIONS is an attempt to
support the development of domestic industry, the result is
often to hamstring and sometimes interrupt the operation
of established countries.
18.A GOVERNMENT reacts to its environment by
initiating and pursuing provides deemed necessary to
solve the problems created by its particular
circumstances.
19.No company, domestic or international, large or small,
can conduct business without considering the influence of
POLITICAL ENVIRONMENT.
20.The ideal political climate for a multinational firm is a
STABLE, friendly government.
CHAPTER 7: THE INTERNATIONAL LEGAL
ENVIRONMENT: PLAYING BY THE RULES
I. IDENTIFICATION Direction: Identify the terms being
described below. Write your answers before each item
COMMON LAW 1. It is one of the heritages of today's
legal system which derived from English Law and is based
on tradition, practices and precedents.
CODE LAW 2. This basis for legal system is derived from
Roman Law and is based on all-inclusive systems of
written rules of law.
CONCILIATION 3. It is considered as the first step in
settling a dispute by asking a third party to mediate
differences.
ARBITRATION 4. This method is for the parties involved
to select a disinterested and informed party or parties as
referees to determine the merits of the case and make a
judgment that both parties agree to honor.
CYBER LAW 5. An informal term which refers to new
legislation and case law that is directed to legal issues
associated with cyberspace.
INTERNATIONAL CONVENTIONS 6. It is designed for
mutual recognition and protection of Industrial Property.
GREEN MARKETING LEGISLATIONS 7. It focuses on
environmentally friendly products and product packaging
and its effect on solid waste management.
CYBERSQUATTING 8. Registering, trafficking in, or using
an Internet domain name with bad faith intent to profit
from the goodwill of a trademark belonging to someone
else.
FOREIGN CORRUPT PRACTICE ACT (FCPA) 9. A law
which makes it illegal for companies to pay bribes to
foreign officials, candidates, or political parties.
BOYCOTT 10. An effort to convince a large number of
consumers not to do business with a particular person or
business.
II. TRUE OR FALSE
Direction: Write T if the statement is True, and F if
otherwise. Write your answer on the space provided.
F 11. There are five heritages of today's legal systems.
T 12. Legal systems in different countries are disparate
and complex.
T 13. Inadequate Protection can lead to the legal loss of
rights in potentially profitable markets.
F 14. Countries have the same laws regulating marketing
activities in promotion, development, labeling, pricing,
sales and distribution.
T 15. Common law is the ownership established by prior
use, while Code law is the ownership established by
registration.
III. ABBREVIATION TEST
16. WTO- World Trade Organization
17. ELAIN- Export License Application and
Information Network
18. STELA- System for Tracking Export License
Application
19. ERIC- Electronic Request for Item Classification
20. SNAP- Simplified Network Application Process
CHAPTER 8: DEVELOPING A GLOBAL VISION
THROUGH MARKETING RESEARCH
Directions: Read the following statements. Identify
the correct answer.
1. The key component in developing successful
marketing strategies, avoiding marketing blunders, and
promoting efficient exchange systems. INRFORMATION
2. A detailed analysis of market conditions. OVERVIEW
OF MARKET CONDITIONS
3. It refers to the specific goals or aims of the research
study. RESEARCH OBJECTIVES
4. It refers to information that has already been collected
and analyzed by someone else. SECONDARY DATA
5. The research method wherein the responses or data
received in a survey can be summarized in percentages,
averages, or other statistics. QUANTITATIVE
RESEARCH METHOD
6. It is the third short coming faced by foreign marketers.
COMPARABILITY DATAS
7. It involves the study of countries that have different
languages, economies, social structures, behavior and
attitude pattern. MULTICULTURAL RESEARCH
8. This method assumes that demand for a product
develops in much the same way in all countries, as
comparable economic development occurs in each
country. ANALOGY
9. A research method that reflects the individual’s
thoughts and feelings on the subject. QUALITATIVE
RESEARCH METHOD
10. Kind of research that foreign-based entity does for the
company. DECENTRALIZATION RESEARCH
11. The general data on growth in the economy, inflation,
and business cycle trends. ECONOMIC AND
DEMOGRAPHIC
12. A careful study and investigation for the purpose of
discovering and explaining new knowledge. RESEARCH

13. It is a special issue or gap in existing knowledge that

you aim to address in your research. RESEARCH
PROBLEM

14. It is the best explanation for the unwillingness to

respond to research surveys. CULTURAL
DIFFERENCES

15. It is one of the uses of the internet in international

research, wherein companies give incentives like coupons
and vouchers to the respondents to their research.
ONLINE SURVEYS AND BUYER PANEL

Direction: Read the following statements. Fill in the

blanks with the correct answer.

16. The first-hand data gathered by the researcher

themselves is called PRIMARY DATA.

17. Market researcher must possess high degree of

CULTURAL UNDERSTANDING the market in which
research is being conducted.

18. Traditionally, MARKETING RESEARCH is defined as

the systematic gathering, recording, and analyzing of data
to provide information useful to marketing decision-
making.

19. The key in using expert opinion to help forecasting

demand is TRIANGULATION- that is, comparing
estimates produced by different sources.

20. One disadvantage of decentralization research is

possible ineffective communication with HOME OFFICE
EXECUTIVES.