IM-Ch17&19

What is a company’s most direct tie to the customer?

• the prodcut

• the salesperson/employee

• the parent company

• the distributor

The Japanese tend to emphasize hierarchical relationships that leads to hampered internal communications.

• True

• False

When faced with a complex negotiation task, most Asians divide the large task up into a series of smaller tasks.

• True

• False

Expatriates from their own countries working for a foreign company in another country are called

• virtual expatriates

• native salespeople

• third-country nationals

• local nationals

Nontaxable perks such as a company vehicle given to an expatriate is an example of

• an overseas premium

• a family compensation

• a separation allowance

• a fringe benefit

Which culture is considered to be the least aggressive, or most polite, in its negotiation behavior?

• Japanese

• French

• Chinese

• German

The disadvantage of hiring local nationals is the tendency of headquarters personnel to ignore their advice.

• True

• False