51. The fifth and last stage of the negotiating process is ________.
A) analysis and assessment of mutual positions
B) bargaining and presentation of mutual needs
C) concessions and agreement
D) mediation and cooperation
52. An important difference between Arab negotiators and those from many other countries is that they are ________.
A) not emotional
B) confrontational
C) mediators
D) subtle and tricky in their negotiating patterns
53. Skillful negotiators tend to make twice as many comments regarding ________ as are less skillful negotiators.
A) short-term issues
B) non-financial issues
C) marketing issues
D) long-term issues
54. ________ and ________ are steps in the "ringi" system of decision making.
A) Proposal; circulation
B) Proposal; relationship building
C) TQM; strategy
D) Top-down approach; centralization
55. Mr. Zambrano's strategy of expanding CEMEX can best be described as ________.
A) cautious, stay near home base as much as possible
B) invest only your own money, do not incur debt
C) bold, incur debt and globalize
D) did not believe in expansion as home market was profitable
56. CEMEX has not yet expanded into ________ because of informal price controls and a tax system that is designed to suck profits.
A) China
B) Indonesia
C) US
D) Colombia
57. To ________ is a proactive reason that prompts a company to go overseas.
A) get around restrictive trade barriers
B) respond to new emerging consumer demands
C) respond to the moves of its foreign competitors
D) seek economies of scale
58. ________ and ________ are examples of financial global corporate objectives.
A) Taxation; capital structure
B) Level of profits; financing of foreign affiliates
C) Level of profits; growth in sales
D) Growth in sales; market share
59. The internal analysis focuses on the company's ________.
A) mission
B) past strategy
C) future strategy
D) resources and operations
60. The core competencies of a company involve its ________.
A) key weaknesses and threats
B) mission and purpose
C) key customer groups
D) key strengths
61. Research by Morrison found that ________ was often a more manageable and less risky strategy than globalization.
A) joint ventures
B) regionalization
C) exporting
D) importing
62. Which of the following strategies is more likely to be a short-term strategy only?
A) joint venture
B) management contract
C) contract manufacturing
D) licensing
63. Which of the following companies is recognized as using turnkey operations as an entry strategy alternative?
A) McDonald's
B) Fiat
C) KFC
D) Disney
64. ________ is a typical reason for forming cross-border alliances.
A) Avoiding import barriers
B) Sharing R&D costs
C) Gaining access to specific markets
D) all of the above
65. All of the following are motives for forming cross-border alliances except to ________.
A) gain access to specific markets
B) gain market share
C) avoid protectionist legislation
D) reduce political risk
66. In a study of 153 corporate alliances, researchers found that the choice of "means of governance" depended on concern regarding ________.
A) control over type of structure used
B) control over distribution strategies
C) control over markets
D) control over information pertaining to proprietary technology
67. Which of the following are examples of the cooperative aspect of strategic alliances?
A) economies of scale in tangible assets
B) upstream-downstream division of labor
C) limited investment risk via shared resources
D) all of the above
68. International joint venture control is defined as the process through which a parent company ensures that the way a joint venture is managed conforms to ________.
A) international accounting standards
B) qualitative standards ahead of quantitative standards
C) its own interest
D) quantitative standards ahead of qualitative standards
69. We can conclude from the research studies by Geringer, Schaan, and Beamish that ________.
A) parent companies focus their monitoring efforts on a few activities that they consider important
B) parent companies exert tremendous efforts on monitoring day-to-day activities of the joint venture
C) once the joint venture is formed, parent companies leave it alone
D) as long as the joint venture posts a profit, parent companies are not concerned with how it is generated
70. All of the following represent government influences on international joint ventures except ________.
A) copyright protection
B) labor union rules
C) patent protection
D) negotiation practices
71. In 1993, Caterpillar faced a problem in China because ________.
A) the government revoked their tax breaks and restricted foreign investment
B) the government decided to control currency outflows
C) the government asked Caterpillar to withdraw from its market in China
D) the government forced Caterpillar to export its products to other countries
72. Korea's Samsung Electronics is emerging as a global enterprise through ________ with leading overseas companies.
A) joint R&D projects
B) technology transfer arrangements
C) joint investments
D) all of the above
73. Samsung remains a diversified and vertically integrated company. Thus, ________ chips and displays that go into its digital products.
A) it manufactures its own
B) its outside vendors supply
C) it subcontracts the production of
D) all of the above
74. An international division with an integrated global structure can be organized along all of the following lines except ________.
A) functional lines
B) product lines
C) geographic lines
D) cultural lines
75. The advantages of the ________ structure are market concentration, innovation, and responsiveness to new opportunities in a particular environment.
A) global functional
B) global product
C) global geographic
D) global cultural
A) analysis and assessment of mutual positions
B) bargaining and presentation of mutual needs
C) concessions and agreement
D) mediation and cooperation
52. An important difference between Arab negotiators and those from many other countries is that they are ________.
A) not emotional
B) confrontational
C) mediators
D) subtle and tricky in their negotiating patterns
53. Skillful negotiators tend to make twice as many comments regarding ________ as are less skillful negotiators.
A) short-term issues
B) non-financial issues
C) marketing issues
D) long-term issues
54. ________ and ________ are steps in the "ringi" system of decision making.
A) Proposal; circulation
B) Proposal; relationship building
C) TQM; strategy
D) Top-down approach; centralization
55. Mr. Zambrano's strategy of expanding CEMEX can best be described as ________.
A) cautious, stay near home base as much as possible
B) invest only your own money, do not incur debt
C) bold, incur debt and globalize
D) did not believe in expansion as home market was profitable
56. CEMEX has not yet expanded into ________ because of informal price controls and a tax system that is designed to suck profits.
A) China
B) Indonesia
C) US
D) Colombia
57. To ________ is a proactive reason that prompts a company to go overseas.
A) get around restrictive trade barriers
B) respond to new emerging consumer demands
C) respond to the moves of its foreign competitors
D) seek economies of scale
58. ________ and ________ are examples of financial global corporate objectives.
A) Taxation; capital structure
B) Level of profits; financing of foreign affiliates
C) Level of profits; growth in sales
D) Growth in sales; market share
59. The internal analysis focuses on the company's ________.
A) mission
B) past strategy
C) future strategy
D) resources and operations
60. The core competencies of a company involve its ________.
A) key weaknesses and threats
B) mission and purpose
C) key customer groups
D) key strengths
61. Research by Morrison found that ________ was often a more manageable and less risky strategy than globalization.
A) joint ventures
B) regionalization
C) exporting
D) importing
62. Which of the following strategies is more likely to be a short-term strategy only?
A) joint venture
B) management contract
C) contract manufacturing
D) licensing
63. Which of the following companies is recognized as using turnkey operations as an entry strategy alternative?
A) McDonald's
B) Fiat
C) KFC
D) Disney
64. ________ is a typical reason for forming cross-border alliances.
A) Avoiding import barriers
B) Sharing R&D costs
C) Gaining access to specific markets
D) all of the above
65. All of the following are motives for forming cross-border alliances except to ________.
A) gain access to specific markets
B) gain market share
C) avoid protectionist legislation
D) reduce political risk
66. In a study of 153 corporate alliances, researchers found that the choice of "means of governance" depended on concern regarding ________.
A) control over type of structure used
B) control over distribution strategies
C) control over markets
D) control over information pertaining to proprietary technology
67. Which of the following are examples of the cooperative aspect of strategic alliances?
A) economies of scale in tangible assets
B) upstream-downstream division of labor
C) limited investment risk via shared resources
D) all of the above
68. International joint venture control is defined as the process through which a parent company ensures that the way a joint venture is managed conforms to ________.
A) international accounting standards
B) qualitative standards ahead of quantitative standards
C) its own interest
D) quantitative standards ahead of qualitative standards
69. We can conclude from the research studies by Geringer, Schaan, and Beamish that ________.
A) parent companies focus their monitoring efforts on a few activities that they consider important
B) parent companies exert tremendous efforts on monitoring day-to-day activities of the joint venture
C) once the joint venture is formed, parent companies leave it alone
D) as long as the joint venture posts a profit, parent companies are not concerned with how it is generated
70. All of the following represent government influences on international joint ventures except ________.
A) copyright protection
B) labor union rules
C) patent protection
D) negotiation practices
71. In 1993, Caterpillar faced a problem in China because ________.
A) the government revoked their tax breaks and restricted foreign investment
B) the government decided to control currency outflows
C) the government asked Caterpillar to withdraw from its market in China
D) the government forced Caterpillar to export its products to other countries
72. Korea's Samsung Electronics is emerging as a global enterprise through ________ with leading overseas companies.
A) joint R&D projects
B) technology transfer arrangements
C) joint investments
D) all of the above
73. Samsung remains a diversified and vertically integrated company. Thus, ________ chips and displays that go into its digital products.
A) it manufactures its own
B) its outside vendors supply
C) it subcontracts the production of
D) all of the above
74. An international division with an integrated global structure can be organized along all of the following lines except ________.
A) functional lines
B) product lines
C) geographic lines
D) cultural lines
75. The advantages of the ________ structure are market concentration, innovation, and responsiveness to new opportunities in a particular environment.
A) global functional
B) global product
C) global geographic
D) global cultural
