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Question
Jason is a marketing manager for a large breakfast cereal company. He knows that most people in China eat breakfast like everyone else in the world, but he also understands that they may not want the sugar-laden cereals his company is known for and he should consider promoting healthier cereal options instead. Jason is revealing cultural ________ as he makes his decision.
A) insensitivity
B) ethnocentrism
C) apathy
D) empathy
E) indifference
Answer
This answer is hidden. It contains 236 characters.
Related questions
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Give a brief description of the styles of negotiation of the Japanese, the Koreans, and the French.
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What is one of the two obstacles to inventive negotiation techniques for Japanese negotiators?
A) individualism
B) civility
C) frankness
D) hierarchy
E) relative integration
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In business negotiations, the most powerful persuasive tactic is to
A) provide more promises and recommendations.
B) enforce more punishments and use more commands.
C) use more self-disclosures.
D) ask more questions.
E) offer more rewards and normative appeals.
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Which method can be used to minimize the inevitable errors that crop up while exchanging information across language barriers?
A) using silent periods more frequently
B) prolonging the duration of nontask sounding
C) using more promises and recommendations instead of threats and warnings
D) agreeing to use a common language for communication
E) using multiple communication channels during presentations
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Which method is the most efficient way to communicate with clients and partners in places like Mexico, Malaysia, and China?
A) conversation over a long dinner
B) negotiation through video-conferencing
C) conversation over a phone call
D) negotiation through e-mail
E) negotiation with lower- and mid-ranking executives
Q:
An international business negotiator's primary job is collecting information with the goal of enhancing creativity. Which step may be taken during a meeting to ensure that the negotiator is able to do his job well?
A) appointing different members of the team to provide self-disclosures and appropriate replies to queries
B) bringing along junior executives for the purpose of training through observation and participation
C) providing additional information to the other party when all the members fall silent during the meeting
D) assigning one team member the sole responsibility of taking careful notes and not worrying about speaking
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Q:
The single most important activity of international business negotiations is
A) organization.
B) listening.
C) presentation.
D) etiquette.
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Q:
What is the first step toward initiating efficient and effective international business negotiations?
A) managing preliminaries such as training and location of talks
B) preparing and manipulating negotiation settings
C) selecting an appropriate negotiation team
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Q:
Which approach is usually adopted by Westerners when faced with a complex negotiation task?
A) dividing the large task into a series of smaller tasks
B) analyzing the task in a holistic manner with foreign and domestic experts
C) discussing all issues at once, in no apparent order
D) making larger than normal concessions in a bid to push the deal through
E) buying time by tackling peripheral issues first, and then tackling the main task
Q:
Spanish negotiators use a high percentage of commands, as demonstrated by which behavior?
A) extensive use of silent periods
B) highest incidence of touching another negotiator
C) greeting callers on the phone with "diga" (speak)
D) shunning eye contact with others
E) greeting others with a "hola" or "bueno"
Q:
Israeli negotiators are most likely to be blamed for the "pushy" stereotype often used by Americans to describe their Israeli counterparts because they
A) interrupt one another more frequently than any other group.
B) use the lowest percentage of self-disclosures.
C) use the highest percentage of promises and recommendations.
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Q:
Which statement is true about the negotiation behavior of Korean negotiators?
A) They use more silent periods than any other group.
B) They ask the greatest number of questions.
C) They are the most reticent about disclosing information.
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Q:
What is the most common complaint heard from American managers in terms of the negotiation behavior of foreign clients?
A) the insistence on exchanging business cards to establish the rank of the negotiators
B) the overt emphasis laid on punctuality and the tendency to waste time
C) the lack of feedback, positive as well as negative, regarding the negotiations
D) foreign clients and partners breaking into side conversations in their native languages
E) frequent instances of facial gazing and touching that distract their counterparts
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B) values.
C) language.
D) nonverbal behaviors.
E) decision-making processes.
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The British, German, and American businesspeople are found to fall in the middle of most scales for dimensions of negotiating behaviors.
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The behavior of the businesspeople in Asian countries tends to be similar in style.
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Verbal tactics used during negotiations differ vastly across diverse cultures.
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Disagreements among foreign team members, in the form of side conversations, are often followed by concessions to the other negotiating party.
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Individual personalities and backgrounds are of no relevance at the international negotiation table.
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Lower prices to the buyer may also mean lower tariffs, because most tariffs are levied on a(n) ________ basis.
A) specific
B) alternative
C) accrual
D) shorter, lower
E) ad valorem
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Sales on open accounts are recommended when shipping is hazardous.
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In bills of exchange, the buyer assumes all the risk until the payment is made.
Q:
Barter houses help countries negotiate prices for imports and exports and also provide facilities for cash payments and receipts.
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Longer channels of distribution are more useful for keeping prices under control than shorter channels of distribution.