雨课堂学堂在线学堂云《international marketing（江西理工大学）》单元测试考核答案

internationalmarketing第1题International(_)_playanimportantroleinpromotingglobalpeaceandprosperity.AforeignaidandtreatiesBcompetitionandconsumerspendingCtradeandmarketingDconsumerandindustrialservices第2题Tobegloballyaware,youshouldrequirethatallofyourinternationalcustomersknowaboutyourculturalrulesandadherestrictlytoeachone.第3题Anintensefeelingofnationalprideandunity,anawakeningofanation'speopletoprideintheircountryiscalled()AsocialismBcommunismCfascismDnationalismEpolarism.第4题Aself-referencecriterioniscloselyrelatedtoethnocentrism.第5题Tobegloballyaware,youshouldbetolerantofculturaldifferences.第6题Withrespecttointernationaltrade,MNCstandsfor()AMunicipal,National,andCountydistrictsBMultilateralandNationalCartelsCMultinationalCorporationsDMilitaryandNationalControldistrictsEMarketNongovernmentChannels第11题Theanswerliesnotwithdifferentconceptsofmarketingbutwiththeenvironmentwithinwhichmarketingplansbeimplemented.第12题HowtoavoidSRCADefinethebusinessproblemaccordingtoculture,habits,normsinhomemarket.BDefinethebusinessproblemaccordingtoculture,habits,normsinforeignmarket.CIsolatetheSCRinfluenceintheproblemandexamineitcarefullytoseehowitcomplicatestheproblem.DRefinetheproblemwithouttheSCRinfluenceandsolvefortheoptimumbusinessgoalsituation.第13题Whogointernationallyfast?Awithhigh-technologyand/ormarketing-basedresourcesBsmallerhomemarketsandlargecorporationcapacities;CwithgreatdemandforimportDwithkeymanagerwellnetworkedinternationally第14题Marketingwasestablishedandrapidlydevelopedintheearly20thcentury.第15题Inordertowinthemarket,companiesmust“Focusesonneeds/wantsoftargetmarketsanddelivervaluebetterthancompetitors”.第16题Astoculturesofdifferentcountries,undetectedsimilaritiesdonotcauseproblems;however,theonedifferencethatgoesundetectedcancreateamarketingfailure.第17题DomesticuncontrollableenvironmentincludewhichofthefollowingAeconomicclimateBgeographyandinfrastructureCPolitical/legalforcesDcompetitivestructure第18题Noteveryactivitywithinamarketingprogramisdifferentfromonecountrytoanother.Topic:InfrastructureHomework-historyandgeography:thefoundationofculture第1题TheManifestDestinyConcept,acornerstoneofU.S.foreignpolicy,statedthattherewouldbenofurtherEuropeancolonizationintheNewWorldorWesternHemisphere第2题WhichofthefollowingisnottrueaboutJapan'sculture,traditions,andbehavior:()AorientedtowardsindividualBconsensusisimportantCgovernmentandbusinesscooperateDattitudeofself-denial第3题PriortothecomingofAdmiralPerryin1853,Japancouldbecharacterizedasbeingisolatedfromtherestoftheworld.第4题TheRooseveltCorollarybasicallysaid,"WhateverisgoodfortheUnitedStatesisjustifiable."(第5题WithrespecttoLatinAmerica,citizensoftheUnitedStatesthinkthattheyhavebeengoodneighborsandthattheMonroeDoctrinehasbeenusedtoprotectthevariousLatinAmericanstatesfromEuropeaninterests.第6题Historyis()Awrittenbyevents;recordedbyreportersBsubjective;subjecttowriters'culturalbiasesCcontrolledbypoliticalzealotsDignoredbytheuninformedEeditedbynewspapers;uneditedfortelevision第7题Historyhelpsdefineanation'sperspectiveofallofthefollowingEXCEPT()Athenation'smissionBhowthenationperceivesitsneighborsChowthenationseesitsplaceintheworldDhowthenationseesitselfEhowthenationmanagesitsexports.第8题USwaself-sufficientinpetroleumbefore1950s,butithasbecomeanetimportereversincethen.第9题Chinaisthecountrywiththelargestpopulationintheworld.第10题Whilethedevelopingworldfacesarapidlygrowingpopulation,theindustrializedworld’spopulationisindeclineandrapidlyaging.homework：culturedynamicsinassessingglobalmarkets第1题Goodillustrationsofelementsofculturewouldbeone'sfamily,religion,schools,media,government,andevencorporations.第2题Cultureaffectseverypartofourlives,everyday,frombirthtodeathandeverythinginbetween.第3题The___(_)_Indexreferstothepreferenceforbehaviorthatpromotesone'sself-interest.AIndividualism/CollectivismBPowerDistanceCUncertaintyAvoidanceDRitualELanguage第4题Whichofthefollowingdescribestheextenttowhichmembersofaculturefeelthreatenedbyambiguoussituations:()AindividualismBpowerdistanceCuncertaintyavoidanceDmasculinity第5题Inhigh-PDI(PowerDistanceIndex)countries,subordinatesarenotlikelytocontradictbosses.第6题___()_knowledgeaboutacultureisanabilitytounderstandandtoappreciatefullythenuancesofdifferentculturaltraitsandpatterns.AFactualBInterpretativeCVirtualDHistoricalESuperstitious第7题Whichofthefollowingcountrieswouldhavethemostaffinity(scorehighest)forcollectivism(cohesivegroupsarehonoredandencouraged)?()AGreatBritainBAustraliaCCanadaDFranceEJapan第8题WhichofthefollowingisnottrueaboutJapan'sculture,traditions,andbehavior:()AorientedtowardsindividualBconsensusisimportantCgovernmentandbusinesscooperateDattitudeofself-denial第9题Asociety'sacceptedbasisforrespondingtoexternalandinternaleventsisassociatedwithwhichofthefollowingterms?()AGeographyBCultureCSocialclassDHistoryEnationalmission第10题.Ifthereisanythingconstantaboutcultureisthatitisconstantlychanging.第11题Culturecanbedefinedasbeingone'samountofsocialstanding.第12题TheIndividualism/CollectivismIndexmeasuresthetoleranceofsocialinequality.第13题AccordingtoJaredDiamond,historicallyinnovationsspreadfasternorth-to-souththaneast-to-west.第14题Mostoftengovernmentstrytoinfluencethethinkingandbehaviorofadultcitizensforthecitizen's“owngood”.第15题Linguisticdistanceisprovingusefultomarketingresearchersinmarketsegmentationandstrategicentrydecision第16题Muchofwhatwelearntobelievecomesfromreligioustraining.第17题Asianstendtoseethewholepictureandcanreportdetailsaboutthebackgroundandforeground.Westernersalternativelyfocusontheforegroundandcanprovidegreatdetailaboutcentralfiguresbutseerelativelylittleinthebackground.第18题Innovationisassociatedwithhigherindividualism(IDV)andlowerpowerdistance(PDI)anduncertaintyavoidance(UAI).第19题Itisimperativeforforeignmarketerstolearntoappreciatetheintricaciesofculturesdifferentfromtheirowniftheyaretobeeffectiveinforeignmarkets.第20题Thebirthcontrolpill,ormorebroadlybirthcontroltechniques,havehadahugeeffectoneverydaylifeformostAmericansandpeoplearoundtheworld.homework：culture,managementstyle,andbusinesssystems第1题TheUScompaniesputgreatemphasisonreducingcoststowintheinternationalmarket.第2题Germanyisinformation-orientedandhasahigh-contextimplicitculturejustliketheUS.第3题Verbalcommunication,nomatterhowimprecise,isatleastexplicit.第4题Whichofthefollowingisnottrueaboutahigh-contextculture()AlawyersarelessimportantBnegotiationsarelengthyCpeoplemaintainabubbleofprivatespaceDcompetitivebiddingislessimportant第5题Culturalimperativesarethosecustomsorbehaviorpatternsreservedexclusivelyforthelocalsandfromwhichtheforeignerisbarred.第6题GivingvaluablebusinessgiftsisacceptedandexpectedintheUnitedStatesbutgenerallycondemnedinmanycountries.第7题Inahigh-contextculture,lawyersandlegalpaperworkformthebackboneofmanybusinessdeals.第8题Whichofthefollowingcannegativelyinfluencetherateofdiffusionofaninnovation:()AsubstantialrelativeadvantageBhighcompatibilityChighcomplexityDdivisibilityEhighlevelofcommunicability第11题TheacceptanceoftheideathatindependententerpriseisaninstrumentforsocialactionisthefundamentalconceptofUScorporations.Acorporationisrecognizedasanentitythathasrulesandcontinuityofexistenceandisaseparateandvitalsocialinstitution.第12题“Greedisgood.”“Bypursuinghisowninterestshefrequentlypromotesthatofthesocietymoreeventuallythanwhenhereallyintendtopromoteit.”that’s“invisiblehand”第13题Nolanguagereadilytranslatesintoanotherbecausethemeaningsofwordsdifferwidelyamonglanguages;第14题Thenumberofwomeninmanagerialposition(alllevels)inmostEuropeancountries,iscomparabletotheUnitedStates.第15题Innormalbusinessoperations，difficultiesariseinmakingdecisions，establishingpolicies，andengaginginbusinessoperationsinwhichofthefollowingareas：AemploymentpracticesandpoliciesBconsumerprotection；Cenvironmentalprotection；Dpoliticalpaymentsandinvolvementinpoliticalaffairsofthecountry;Ebasichumanrightsandfundamentalfreedoms;第18题Businesspeopleinhigh-contextculturesdonotusethemediumtothesameextentasthoseinlow-contextcultures.homework-thepoliticalenvironment:acriticalconcern第3题Stablegovernmentispreferredininternationalmarkets;oncethegovernmentisfriendly,itwillremainsountilanotherpartyovertakesit.第4题Relationsbetweengovernmentsandmultinationalcorporationsaregenerallypositiveif:()Aproductsimpactnationalsecurity.Bproductsareonlydirectedtowardtheconsumersector.Cproductsareonlydirectedtowardthebusinesssector.DproductscanbepurchasedviatheInternet.Etheinvestmentmakestaxcontributions.第5题Relationshipsbetweengovernmentsandmultinationalcorporations(MNCs)aregenerallypositiveiftheinvestmentcontributestothewelfareofpoliticalleaders.第6题TheWorldCourtcanadjudicatedisputesbetweenwhichofthefollowing?()AdisputesbetweengovernmentsBdisputesbetweenacompanyandagovernmentCdisputesbetweentwocompaniesDdisputesbetweenaprivatecitizenandagovernmentEtheWorldCourtdoesnotadjudicateinanyoftheabovematters第7题Politicalpayoff—anattempttolessenpoliticalrisksbypayingthoseinpowertointerveneonbehalfofthemultinationalcompany，isanapproachoftenrecommend.第8题Nationscananddoabridgespecificaspectsoftheirsovereignrightstocoexistwithothernations.TheEuropeanUnion,NorthAmericanFreeTradeAgreement(NAFTA),NorthAtlanticTreatyOrganization(NATO),andWorldTradeOrganization(WTO)representexamplesofnationsvoluntarilyagreeingtogiveupsomeoftheirsovereignrightstoparticipatewithmembernationsforacommon,mutuallybeneficialgoal.第9题Ifthereispotentialforprofitandifpermittedtooperatewithinacountry,multinationalcompaniescanfunctionunderanytypeofgovernmentaslongasthereissomelong-runpredictabilityandstability.第10题Themainpoliticalcausesofinstabilityininternationalmarketsinclude:Asomeformsofgovernmentseemtobeinherentlyunstable;BchangesinpoliticalpartiesduringelectionscanhavemajoreffectsontradeconditionsCnationalism;Danimositytargetedtowardspecificcountries;Etradedisputesthemselves;第11题InGreatBritain,theConservativePartytraditionallyhasbeenmorerestrictiveregardingforeigntradethantheLabourParty.第12题Feelingsofnationalismaremanifestedinavarietyofways,includingAacallto“buyourcountry’sproductsonly”BrestrictionsonimportsCrestrictivetariffsDotherbarrierstotrade第13题Nationalismandanimosityarethesameinessence,theyareananti–foreignbusinessbiastowardallforeigncountries.第14题Politicalrisksthatresultinatransferofequityfromthecompanytothegovernment,withorwithoutadequatecompensation,areAConfiscationBExpropriationCDomesticationDLeasing第15题Essentialproductsthatcommandconsiderablepublicinterest,suchas()areoftensubjectedtopricecontrols.ApharmaceuticalsBfoodCgasolineDcarsEguns第16题Historyindicatesthatsanctionsarealmostalwayssuccessfulinreachingdesiredgoals.第18题RelationsbetweengovernmentsandMNCsaregenerallypositiveiftheInvestment:Aimprovesthebalanceofpaymentsbyincreasingexportsorreducingimportsthroughimportsubstitution;Buseslocallyproducedresources;Ctransferscapitaltechnology,and／orskills；Dcreatesjobs;Emakestaxcontributions;第19题Inadditiontocorporateactivitiesfocusonthesocialandeconomicgoalsofthehostcountryandgoodcorporatecitizenship,MNCscanuseotherstrategiestominimizepoliticalvulnerabilityandrisk,suchasfollows:AJointVenturesBExpandingtheInvestmentBaseCLicensingDPlannedDomesticationEPoliticalBargaining第21题Astrategythatsomefirmsfindeliminatesalmostallrisksistolicensetechnologyforafee.Licensingcanbeeffectiveinsituationsinwhichthetechnologyisuniqueandtheriskishigh.homework-theinternationallegalenvironment:playingbytherule第1题Intheusual(___)__procedure,partiesselectadisinterestedandinformedpartyorpartiestoseverasarefereetodeterminethemeritsofthecaseandmakeajudgmentthatbothpartiesagreetohonor.AconciliationBinformalsettlementCarbitrationDlitigationEcoercion第2题ThebasisforIslamicLawisinterpretationoftheKoran.第3题TheWorldCourtcanadjudicatedisputesbetweenwhichofthefollowing?()AdisputesbetweengovernmentsBdisputesbetweenacompanyandagovernmentCdisputesbetweentwocompaniesDdisputesbetweenaprivatecitizenandagovernmentEtheWorldCourtdoesnotadjudicateinanyoftheabovematters第4题Accordingtothetextbook,fourheritagesformthebasesforthemajorityofthelegalsystemsoftheworldareAcommonlawBcivilorcodelawCIslamiclawDIndianlawEacommerciallegalsystemintheMarxist-socialisteconomies第5题Commonlawisrecognizedasnotbeingall-inclusive,whereascodelawisconsideredcompleteasaresultofcatchallprovisionsfoundinmostcode-lawsystems.第6题Astotheprotectionofintellectualproperty,lawsgoverningintellectualpropertyofferthemoststrikingdifferencesbetweencommonlawandcodelawsystems.Undercodelaw,ownershipisestablishedbyuse;undercommonlaw,ownershipisdeterminedbyregistration.第7题Ininternationalcommercialdisputes,jurisdictionisgenerallydeterminedinoneofthreeways:Aonthebasisofjurisdictionalclausesincludedincontracts;BonthebasisofwhereacontractwasenteredintoConthebasisofwheretheprovisionsofthecontractwereperformedDonthebasisofwherethevictimslive第8题Arbitrationratherthanlitigationisthepreferredmethodforresolvinginternationalcommercialdisputes.第9题Conciliation(alsoknownasmediation)isanonbindingagreementbetweenpartiestoresolvedisputesbyaskingathirdpartytomediatedifferences.conciliationsessionsarepublic.第10题Lawsuitsinpubliccourtsareavoidedformanyreasons,includingAthecostBfrustratingdelayCfearofunfairtreatmentinaforeigncourtDlossofconfidentialityEfearofcreatingapoorimageanddamagingpublicrelations;第11题Software,music,andmoviesareespeciallyattractivetargetsforpiratesbecausetheyarecostlytodevelopbutcheaptoreproduceanddistributeovertheInternet.第12题Somecountriesmayhaveonlyafewmarketinglawswithlaxenforcement;othersmayhavedetailed,complicatedrulestofollowthatarestringentlyenforced.第13题Japanhaspassedthemoststringentgreenmarketinglawsthatregulatethemanagementandrecyclingofpackagingwaste.第14题Becausethereisno“internationalcommerciallaw”,theforeignmarketermustlooktothelegalsystemofeachcountryinvolved—thelawsofthehomecountry,thelawsofthecountrieswithinwhichbusinessisconducted,orboth.第15题AllcountrieshavelawsregulatingmarketingactivitiesinApromotionBproductdevelopmentClabelingDpricingEchannelsofdistributionhomework:globalmarketingmanagement:planningandorganization第1题Whichofthefollowingapproachesismostappropriateforacompanywithlittleexperienceininternationalmarkets:()AacquisitionBstrategicallianceCexportingDjointventure第2题WhichofthefollowingapproachesdoesNikeusetosupplyworldmarketswithitsathleticshoes:()AlicensingBinvestmentCcontractmanufacturingDjointventuresEstrategicalliances第3题Whichofthefollowingisamarketentrystrategythatrepresents,inessence,thetransferoftechnologytoatargetmarket:()AjointventuresBlicensingCownershipDexporting第4题Fromthemarketingperspective,customizationisalwaysbest.Theidealmarketsegmentsize,ifcustomersatisfactionisthegoal,isone.第5题Globalmarketscontinuetohomogenizeanddiversifysimultaneously,thebestcompanieswillavoidthetrapoffocusingoncountryastheprimarysegmentationvariable.第6题Inthe21stcentury,standardizationversusadaptationissimplynottherightquestiontoask.Rather,thecrucialquestionfacinginternationalmarketersiswhatarethemostefficientwaystosegmentmarkets.第7题The“Nestleway”istodominateitsmarkets.Itsoverallstrategycanbesummarizedinfourpoints:AThinkandplanlongterm;Bdecentralize;CsticktowhatyouknowDadapttolocaltastes第8题What'sthebenefitsofglobalmarketing?AeconomiesofscaleinproductionandmarketingBTransferofexperienceandknow-howacrosscountriesCMarketinggloballyalsoensuresthatmarketershaveaccesstothetoughestcustomers.DDiversityofmarketsservedcarrieswithitadditionalfinancialbenefits.第9题Structurally,planningmaybeviewedascorporate,strategic,ortactical.第10题Particularlyforhigh-technologyandbigticketindustrialproducts,adirectsalesforcemayberequiredinaforeigncountry.第11题Acompanyhasdifferentmodesofforeignmarketentryfromwhichtoselect,includingAexportingBcontractualagreementsCstrategicalliancesDdirectforeigninvestment.第12题PlanningforthemultinationalfirmoperatinginseveralcountriesincludesthefollowingphasesAPreliminaryAnalysisandScreening—MatchingCompanyandCountryNeedsBDefiningTargetMarketsandAdaptingtheMarketingMixAccordinglyCDevelopingtheMarketingPlan.DmplementationandControl第13题Thedurationoflicensingagreementsdependstoalargedegreeontechnologyandmarketuncertainties—moreuncertaintyfavorslongercontracts.第14题TherisksoflicensingareAchoosingthewrongpartnerBqualityandotherproductionproblemsCpaymentproblemsDcontractenforcementElossofmarketingcontrol第15题Earlymotivesforexportingoftenaretoskimthecreamfromthemarketorgainbusinesstoabsorboverhead.第18题Ahallmarkofglobalcompaniestodayistheestablishmentofmanufacturingoperationsthroughouttheworld.第19题Thegrowthoffreetradeareasthataretariff-freeamongmembersbuthaveacommontarifffornonmemberscreatesanopportunitythatcanbecapitalizedonbydirectinvestment.homework:productandservicesforconsumers第2题Conventionalwisdomaboutmarketsegmentationcallsforacknowledgingtheemergenceofglobalmarketsegmentsthattranscendnationalboundaries.第3题Accordingtothenotionofsegmentsimultaneity，thesamemarketsegmentsareappearingindifferentcountriesaroundtheworld.第4题Globalproductsofferwhichofthefollowingadvantages:()AmanufacturingcostsavingsBimprovedqualityCimprovedcustomerpreferenceDalloftheabove第5题Aproductcanonlybeclassifiedas“global”ifitisadvertisedthesame,soldforthesameprice,anddistributedthroughthesamechannels,ineverycountry.第6题IftheproductsellsinDallas,itwillsellinTokyoorBerlin.第7题Thetermgloballocalizationsuggeststhatglobalmarketers:()Amustembraceparadox.Bneedanethnocentricmindset.Ccanignorecustomerpreferencesinindividualcountries.Dshouldfocusonconsumermarketsratherthanindustrialones第9题Todaythecustomerknowswhatisbest,cheapest,andhighestquality,largelyduetotheInteract.Itisthecustomerwhodefinesqualityintermsofhisorherneedsandresources.第10题Aproductisaphysicalitem.第11题Inacompetitivemarketplaceinwhichthemarketprovideschoices,mostconsumersexpectperformancequalitytobeagiven.第12题Themoreeconomicallydevelopedamarketis,thegreaterdegreeofchangeaproductmayneedforacceptance.第13题Theproblemsofadaptingaproducttosellabroadaresimilartothoseassociatedwiththeintroductionofanewproductathome.第14题Adaptationmayrequirechangesofanyoneorallofthepsychologicalaspectsofaproduct.第15题ThecorecomponentofaproductincludesAqualityBdesignCfunctionalfeaturesDbrandnameEprice第16题Toidentifyallthepossiblewaysaproductmaybeadaptedtoanewmarket,ithelpstoseparateitsmanydimensionsintothefollowingdistinctcomponentsAcorecomponentBaffiliatedcomponentCpackagingComponentDsupportServicesComponents第17题Insomecountries,theconceptofroutinemaintenanceorpreventivemaintenanceisnotapartoftheculture.Asaresult,productsmayhavetobeadjustedtorequirelessfrequentmaintenance.第18题Naturally,companieswithstrongbrandsstrivetousethosebrandsglobally.Infact,evenperceived“globalness”canleadtoincreasesinsales.第19题Companiesthatalreadyhavesuccessfulcountry-specificbrandnamesmustbalancethebenefitsofaglobalbrandagainsttheriskoflosingthebenefitofanestablishedbrand.第20题Privatebrandsownedbyretailersaregrowingaschallengedtomanufacturers’brands,whetherglobalorcountryspecific.第21题Privatelabelsareformidablecompetitors,particularlyduringeconomicboomsinthetargetmarkets.第22题Tomaintainmarketshare,globalbrandswillhavetobepricedcompetitivelyandproviderealconsumervalue.第23题Consumershavebroadbutsomewhatvaguestereotypesaboutspecificcountriesandspecificproductcategoriesthattheyjudge“best”.Stereotypingofthisnaturemayextendtoothercategoriesofproductsfromthesecountries.第24题Studysuggeststhatmoreknowledgeableconsumersaremoresensitivetoaproduct’sCOEthanarethoselessknowledgeable.第25题Majoradjustmentsintheplatformaspectofthecorecomponentmaybecostly.However,alterationsindesign,functionalfeatures,flavors,color,andotheraspectscanbemadetoadapttheproducttoculturalvariations.homework:productandservicesforbusiness第1题Qualityisdefinedbythebuyer.第2题Aproductwhosedesignexceedsthewantsofthebuyer’sintendeduseareofsuperiorquality.第9题Industrialconsumersareseekingprofit,whereastheultimateconsumerisseekingsatisfaction.第10题DespiterelativelylowlevelsofpercapitaGDP,manycountriessuchasChina,theCzechRepublic,Russia,andCuba,placegreatemphasisoneducation,whichaffordsthemthepotentialtoleveragethetechnologythatistransferred.第11题Goodqualityasinterpretedbyahighlyindustrializedmarketisthesameasthatinterpretedbystandardsofalessindustrializednation.第12题Whatmeasurescanbetakenbyindustrialfirmstomanagetheinherentvolatility?AmaintainingbroadproductlinesandbroadmarketcoverageBraisingpricesfasterandreducingadvertisingexpendituresduringboomsCignoringmarketshareasastrategicgoalDeschewinglayoffsEfocusingonstability第13题Formanyindustrialproducts,therevenuesfromassociatedservicesexceedtherevenuesfromtheproducts.第14题After-salesservicesarecrucialinbuildingstrongcustomerloyaltyandreputation,buttheyarenotasprofitableastheactualsaleofthemachineryorproduct.第15题Indifficulteconomicand/orpoliticalcircumstances,onlinetradeshowsbecomeauseful,butobviouslylessthanadequatesubstitute.第16题Focusingonlong-termrelationshipbuildingwillbeespeciallyimportantonmostinternationalmarketswhereculturedictatesstrongtiesbetweenpeopleandcompanies.Particularlyincountrieswithindividualisticandlow-contextcultures(Germany,Swiss,etc.),trustwillbeacrucialaspectofcommercialrelationship.homework:internationalmarketingchannel第2题Thedistributionprocessincludesthephysicalhandlinganddistributionofgoods,thepassageofownership(title),andmostimportantfromthestandpointofmarketingstrategy——thebuyingandsellingnegotiationsbetweenproducersandmiddlemenandbetweenmiddlemenandcustomers.第3题Ahostofpolicyandstrategicchannelselectionissuesconfrontstheinternationalmarketingmanagerareinthemselvesverydifferentfromdomesticdistribution.第4题Import-OrientedDistributionSystemsarelocalratherthannationalinscope.第5题DistributioninJapanhaslongbeenconsideredthemosteffectivenon-tariffbarriertotheJapanesemarket.第6题ThedistinguishingfeaturesofJapanesesystemincludeAastructuredominatedbymanysmallmiddlemendealingwithmanysmallretailersBchannelcontrolbymanufacturersCabusinessphilosophyshapedbyauniquecultureDprofitmaximizationoccursatornearproductioncapacityElawsthatprotectthefoundationofthesystem--thesmallretailer第7题Themoreinvolvedacompanyiswiththedistribution,themorecontrolitexerts.第9题Agenerallackofpricecompetition,theprovisionofcostlyservices,andotherinefficienciesrenderthecostofJapaneseconsumergoodsamongthehighestintheworld.第10题Sellingdirectlytotheconsumerthroughmail,bytelephone,ordoor-to-dooristheapproachofchoiceworkswellonlyinmarketswithinsufficientorunderdevelopeddistributionsystems.第11题Channelcostarethecapitalorinvestmentcostofdevelopingthechannel.第12题Coverageisdifficulttoextendbothinhighlydevelopedareasandinsparsemarkets.第13题Thescreeningandselectionprocessitselfshouldincludethefollowingactions:AanexploratoryletteroremailinthenativelanguagetoeachprospectivemiddlemanBfollow-upwiththebestrespondentsforspecificinformationCcheckofcreditandreferencesDifpossible,apersonalcheckofthemostpromisingfirms第14题Motivationaltechniquestomaintainmiddlemaninterestandsupportfortheproductmayinclude:AfinancialrewardsBpsychologicalrewardsCcommunicationsDcompanysupportEcorporaterapport第15题Thebestruleistoavoidtheneedtoterminatedistributorsbyscreeningallprospectivemiddlemencarefully.第16题Aphysicaldistributionsysteminvolvesthephysicalmovementofgoods.第17题Inthedistributionsystem,themoremiddlemenemployed,thehigherthecostis.第18题Foreignmarketmiddlemengaintheadvantageofshorterchannelsanddealwithmiddlemeninconstantcontactwiththemarket.第19题Mostmiddlemenhavelittleloyaltytotheirvendors.第20题Thewebsiteandtheproductmustbeculturallyneutraloradaptedtofittheuniquenessofamarket,becauseculturedoesmatter.第21题OnlineB2BenablescompaniestoenhancetheirperformanceinthatAitreducesprocurementcostsbymakingiteasiert