Test bank for consumer behavior building marketing strategy 12th edition by hawkins

TEST BANK for Consumer Behavior Building Marketing Strategy 12th Edition by
Hawkins
Download at:
http://downloadlink.org/p/test-bank-for-consumer-behavior-building-marketing-strategy-
12th-edition-by-hawkins/
SOLUTIONS MANUAL for Consumer Behavior Building Marketing Strategy 12th
Edition by Hawkins
Download at:
http://downloadlink.org/p/solutions-manual-for-consumer-behavior-building-marketing-
strategy-12th-edition-by-hawkins/
Ch apter 02
Cross- Cu ltu ral Variation s in Con sumer B ehav ior
Mu ltip le Ch o ice Que s t i ons
1. What ar e th e maj or ch all eng es fac ing Walmar t, C ar r ef our and Tesco i n the C hapt er 2
op ene r ?
A. The sup er stor e a nd hyper mar k et for mats d o not al ways w or k in L ati n America
and As ia
B. Hig her lev els of se le ction ar e g en er ally r eq uir ed in the L at in Ameri ca n
and Asian stor es compar ed w ith the E ur ope an and N or th Amer ican st or es.

C. The siz es of the L ati n A merican and As ian mar k ets ar e attr act iv e, but they ar e
com pl ex in na tur e and ar e ver y d if f er ent f r om E ur opean and N or th Amer ican
mark ets.
D. a and c
E. b and c
2. Which of the fo ll ow ing is a cu ltur al fa ctor that aff ects con sumer b eha vior and mar k
eting str a teg y?
A. d emog r aphics
B. valu es
C. lang uag e
D. nonv er bal comm uni cat ions
E. all of the ab ove

3. Howar d Ind ustr ies is a comput er manufactur e r locat ed in L aur el, MS. This c ompany is
int er e sted in ex pand ing int er nati ona lly. Which of the follow i ng is a cu ltur al fact or t
hat af f ects c onsum er
beha vi or and mar k eting str ateg y that Howar d Ind ustr ies ne ed s to be awar e of ?
A. nonv er bal comm uni cat ions
B. natur al r eso ur ces
C. econ omic cond it ions
D. ex chang e r ates
4. Which of the fo ll ow ing statement s i s FAL SE r eg ar d ing cr oss - cultur al mar k eting ?
A. Mar k eting across cu ltur al b ound ar ies is a d if f ic ult and cha ll eng ing tas k .
B. I ncr easing ly, g loba li zati on means mutual influ ence a s pr od uct s, br an d s,
cultur es, and valu es move back and forth a cross the wor ld .
C. Ther e ar e b oth su btl e a nd d ir ect ethic al issu es invo lv ed in inter nat ion al mar k
eting .
D. Whil e mar k eting str ate g y is heav ily influen ced by cultur a l factor s, it d oes n ot
influen ce a spe cts of cultur es.

E. C ultur es may d if f er in d emog r aphic s, lang uag e s, nonver b al c omm unic ation s,
and valu es.

5. Which one of the f our seg ments of w or ld cit iz ens f ee ls pos iti ve ly ab o ut inter nat ion
al br and s, valu es their symbo li c as pect s, and is less c onc er ned a bout cor p or ate r es
pon sib il ity?
A. Glo bal cit izen s
B. Glo bal d r eam er s
C. Antig lo bal s
D. Glo bal Ag nosti cs
E. Glo bal tr end setter s
6. Which one of the f our seg ments of w or ld cit iz ens f ee ls pos iti ve ly ab o ut inter
nat ion al br and s becau se th ey v iew th e m as a s ig nal of h ig her q uality?
C. Antig lo bal s
7. is the com pl ex w hole that includ e s kno wled g e, be li ef , ar t, law, mor als, cust oms, and
any other capa bi lit ies and hab its acq uir ed by humans a s member s of soc iety.

A. R ef er ence g r oup
B. Gov er nment
C. C ultur e
D. Author ity
E. Gesta lt

8. Which of the fo ll ow ing statement s is tr ue r eg a r d ing cultur e?
A. C ultur e is a r elat iv ely s i mple
conc ept. B. C ultur e is acq uir ed .
C. C ultur e of ten pr ov id es d etail ed pr escr i pti ons f or appr o pr iat e b ehav io r .
D. The natur e of cultur a l i nfluence s is such th at we ar e c onsc iou sly
awa r e of them. E. all of the ab ove
9. I n the Unit ed State s, pr omptne ss i s co nsid er e d a vir tue. Amer ic ans a r e ex pect ed
to be on t i me to an ev ent, and they ex p ect oth er s to d o so as wel l. Which asp ect of
c ultur e b est ex pl ains t his beha vi or ?
A. C ultur e is a sim pl e con cept.
B. C ultur e is someth ing o ne is bor n w ith.
C. C ultur e is un iq ue t o e a ch ind iv id ual
in a soc iet y. D. C ultur e is t ime- bound .
E. C ultur e is acq uir ed , that is, it is lear ned .
10. The b ound ar ies th at cu ltur e set s on be hav ior ar e cal led .

A. r ules
B. nor ms
C. pr escr ipt ion s
D. pr ece pts
E. sancti ons

11. ar e r ules that s pe cif y or pr ohi bit cer tai n beha vi or s in s pe cif ic sit uation s.
A. Nor ms
B. Pr ece pts
C. Sanctions
D. Pr escr ipt ion s
E. V alues
12. Kar en' s father is an ex e cutiv e for a ma jor int er nation al c or por at ion a nd has be en
transfer r e d to var ious coun tr ies ov er the year s. With each m ove, Kar en is enr ol led i n
a new scho ol. E ven t houg h E ng lish is s pok e n in th e scho ols she a ttend s, th er e ar e
stud ent s fr om a ll over th e w or ld whos e par ents ha ve jo bs simi l a r to Kar en' s father
. Wi th each n ew s cho ol, Ka r en spend s th e first few week s merely o bser v ing the o
ther stud ents t o l ear n which beha vi or s ar e a p pr opr iat e in specif ic s it uation s
becau se s he' s lear ned t hat at e ach sch oo l th e k id s beha ve d if f er ent ly. Kar en is
attem pting to lear n that stud ent bod y' s sp ecif ic r eg ard ing behav ior .
A. r ules
B. g uid elin
es C. pr ece

pts D. nor
ms
E. pr escr ipt ion s

13. Nor ms ar e d er iv ed fr om
.
A. cultur al val ues
B. laws
C. ed ucati on
D. inter nati ona l pr ot oc ol
E. law e nforcement of f icia ls
14. ar e wid ely held b eli ef s that aff ir m what i s desir ab le.
A. L aws
B. R elig io ns
C. E d icts
D. C ultur al va lue s
E. Sanctions
15. Mar k eter s that wi sh to ex pand int er natio nal ly need to u nd er stand a c ultur e' s
wid e ly he ld be li ef s that af f ir m what i s desir abl e. To d o th is, m ar k eter s shou
ld stud y .
A. laws

B. r elig ion s
C. cultur al val ues
D. sancti ons
E. ed icts

16. V iolat ion of cu ltur al n o r ms r esults in , or pena lti es rang ing fr om m ild soc ia l d
isa ppr o val to banis hment fr om the g r oup.
A. nor ms
B. sancti ons
C. pr oclama ti
ons D. ostr aciz
ati on E. senten
cing
17. R ober t is fifteen year s old and has rec ently m oved t o a n ew t own, a nd ther ef or e, a
new h ig h schoo l. He wa s tr ying to g et acc ept ed by a g r oup of k id s that h e wa
nted to b e fr iend s w ith. When they asked him t o att e nd a par ty ov er the w e ek end ,
he said he' d ha ve t o ask hi s par en ts fo r per miss ion. Thi s gr oup of stud ents laug
hed at him and cal led him a " momm a's boy" and tol d him he can' t b e o ne of the m
becau se th ey d on' t ask par ents for per miss ion, they just d o w hat t hey want. This s
ocial d is ap p r oval of R ob er t' s beha v ior is an ex am ple of a( n ) .
A. nor m

B. vio lat
ion C.
sancti on
D. pr ece
pt E. ed ict

18. Which of the fo ll ow ing is NOT a br oad form of cultur al va lues?
A. other - or ien ted
B. envir o nment - or i ented
C. self - or i ented
D. obj ect- or ient ed
E. all of the ab ove ar e br o ad form s of cultur al va l ues
19. values refl ect a so ciety' s view of the ap pr opr iat e r el ati onshi ps b etwe en ind i
vid ua ls and g r oups with in that soc i ety.
A. Other - or iented
B. E nvir onment - or i ented
C. Self - or i ented
D. E x ter nally - or ient ed
E. I nter nally - or ie nted
20. Asian s oc iet ies (i. e. , J ap an) valu e c ol lect iv e act i vity. That is, c onsum er s lo ok
towar d oth er s for g uid ance in pur chas e d ecis ion s and d o not r es pond fav or ably t
o pr o motion al a pp ea ls focu s ing on ind ivid ua lism. Wh ich c a teg or y of cultur al va
lue s does th is re pr esent?

A. inter nal ly - or ient ed
C. other - or ien ted
D. self - or i ented
E. g r oup- or ient ed

21. values pr escr ib e a society' s relat ion ship t o its ec onom ic and te c hnol og ical as
w el l as its physica l en vir onm ent.
B. Self - or i ented
C. E x ter nally - or ient ed
D. I nter nally - or ie nted
E. E nvir onment - or i ented
22. Sam has lear ned that a country to wh ich h is c ompany d es ir es to ex p and plac es a hig
h va lu e on clean lin ess and ad mir es natur e imm ense ly. Which cat eg or y of cultur al v
alu es doe s thi s repr esent?
B. self - or i ented
C. envir o nment - or i ented
D. ex ter nally - or i ented
E. inter nal ly - or ient ed
23. values refl ect th e obj ect iv es and a ppr oa c hes to lif e that th e i nd i vid ual m
ember s of soci ety f ind d esir abl e.

C. E nvir onment - or i ented

24 . Which of the fo ll ow ing is an ex ampl e of a n oth er - or iented valu e?
A. pr obl em s ol ving /f ata lis tic
B. post pon ed g r atif icati on /imm ed iat e g r atif icat io n
C. r elig io us/s ecu lar
D. ind ivid ua l/c ol le ctive
E. r isk taking /secur ity
25. Which of the fo ll ow ing is NOT an ex amp le of an other - or i ented valu e?
A. youth/ag e
B. ex tend ed /l imit ed family
C. tr ad ition/ chang e
D. mascul ine/f emini ne
E. d iver sity/u nif or mity
26. Which of the fo ll ow ing is an ex ampl e of a n en vir onment - or ient ed va l ue?
A. activ e/ pas siv e
B. tr ad ition/ chang e
C. ex tend ed /l imit ed family

27 . Which of the fo ll ow ing is NOT an ex amp le of an env ir onment - or ient ed valu
e?
A. clean lin ess
C. natur e
D. compe tit ive /c oo per ati v e
E. pr obl em s ol ving /f ata lis tic
28. Which of the fo ll ow ing is an ex ampl e of a se lf - or ient ed valu e?
A. r elig io us/s ecu lar
B. ind ivid ua l/c ol le
ctive C. r isk taking
/secur ity D. tr ad
ition/ chang e
29. Which of the fo ll ow ing countrie s tend s t o v alu e ind i vid ual ism over c o lle
ctivism?
A. Mex ico

B. I nd ia
C. United Stat es
D. Kor ea
E. J apan

30. J ake is in th e mar k et fo r a new car . He's lo ok in g at br and s such as Me r ced es, L
ex us, and BMW becau se h e fee ls th ey t ell oth er pe op le th at h e' s succ essf ul in l
if e. Thi s is an il lustr at ion of wh ich valu e?
A. col lect iv
ism
B. youth
C. mascul
ine
D. ind ivid ua
lism
E. activ
e
31. Which c ultur e h as tr ad i tiona lly valu ed the w isd om that c omes with ag e?
A. Amer
ican B. Austr
alian C. Br
itish
D. E ur
opean

E. Asian
32. Which of the fo ll ow ing statement s is F AL SE r eg ar d ing youth and ag e?
A. Matur e spok esp er sons would te nd to b e mor e succes sful in As ian cu lt ur es be
caus e they ha ve tr ad itiona lly v alu ed the wisd om that com es w i th ag e.
B. Ar ab countri es ar e be c oming incr ea sing ly y ou
th or ient ed . C. Amer ican s ociety is y o uth or ient ed
.
D. C hild r en in a ll c ountri e s hav e a s ig nif icant infl uence
on pur chase s.
E. C hina' s po licy of lim itin g families to one chi ld has pr od uced a str ong f ocus
on the ch ild .

33. What is the bas is for v ir tually a ll soc iet ies?
A. f amily unit
B. g over nment
C. schoo ls
D. r elig ion
E. wor k plac e
34 . Which of the fo ll ow ing statement s reg ar d ing the mascu lin e/f em inin e valu e i s
FAL SE ?
A. Basica lly, we li ve in a m ascul ine - or ient ed wor l d .
B. The r ole s of w omen ar e chang ing and ex p an d ing throug hout much of the w or
ld .
C. Women in S outh K or ea fr eq uently par tic ipa te mor e in s por ts a nd ex e r cise
than men.
D. Many J apanes e wom en feel g ui lty pr e par ing fr ozen veg eta bl es in a m icrowa
ve r ather tha n pr epar ing fr esh v eg eta ble s.
E. Tr ad itional and mod er n seg ments w ith r eg ar d to this val ue ex ist s im
ultane ous ly in many cultur es, s o mar k eter s must ad apt n ot on ly ac r oss but
with in cu ltur es .

35. The Unit ed State s is co mpr ised of a cultur e t h at acce pts a wid e ar r ay of per s onal
be hav ior s and attitud es, f o od s, d r ess, and other pr od ucts a n d ser vice s. Thus,
the U nited Stat es valu es .
A. unif or
mity B. col
lect iv ism C.
pow er
D. d iver sity
E. coo per ati on

36. r ef er s to the d eg ree t o whi ch p eo pl e acc ept ineq ual ity in po wer , author ity,
status, and wealth as natur al or inh er ent i n soc iety.
A. C oop er ation
B. Pow er d istance
C. C olle
ctivism D. I nd
ivid ual ism E.
Status
37 . Which valu e r el ates to toler anc e for amb ig uity and uncer tainty a vo id ance?
A. youth/ag e
B. r isk taking /secur
ity C. ind ivid ua l/c
ol le ctive D. mascul
ine/f emini ne E. d
iver sity/u nif or mity

38. Which valu e ha s a str o ng influenc e on entr e p r eneur ship and ec ono mic d ev elo
pment as w ell as new - pr od uct a cce ptan ce?
A. ind ivid ua l/c ol le ctive
B. compe tit ive /c oo per ati v e
D. r isk taking /secur ity
E. mascul ine/f emini ne

39. tend to feel th ey d on' t have c ontr o l o ver the ou tcom e of e vent s .
A. F atalist s
B. I nd ivid ual
ists C. C olle
ctivist s D. F
emales
E. Males
40 . Mar ie has pur chas ed a br and that she h as pur chased b ef or e. Howe ve r , the first
time sh e us e d this br and , the pr od uct fai l ed and she wa s dissat is f ied . Unfor
tunately, the seco nd time sh e pur chased this br and , the s ame th ing happ ened . She' s f
r ustr ated and wants h er money ba ck, but she d oesn't f eel a s thoug h sh e ha s any
contr ol ov er this sit uation. Sh e' s decid ed t hat she just n eed s t o a ccept this poor q
ual ity and n ot ex p ect s o much fr o m the nex t pr od uct she pur chase s. Mar ie ca n be
d escr ibed as a(n) .
A. ind ivid ua lis t
B. f atalist

C. col lect iv ist
D. coo per ati vi st
E. other - or ien ted con sum er

41. The fact that Amer ican s ar e pr on e to eng ag e i n physic al a ctivit ies and to tak e an
act ion - or ie nted appr oa ch to pr o bl ems can b e ex p lai ned throu g h which se lf -
or ie nted valu e d ich otomy ?
A. sensua l g r atif icat ion /a b stinen ce
C. d iver sity/u nif or mity
D. activ e/ pas siv e
E. ag e/youth
42 . What ar e th e tw o type s of mater ia lism?
A. pr imar y and second ar y
B. inter nal and ex ter nal
C. instr umenta l and ter mi nal
D. mascul ine and fem inin e
E. ind ivid ua l and c ol lect iv e
43 . Which typ e of mater ia li sm is th e acq uis iti on of thing s to ena bl e on e t o d o s
omething ?
A. pr imar y

B. second ar y
C. ter minal
D. means- end
E. instr umenta l

44. J ames used hi s birthd ay money to buy a sk ate boar d so th at he can b e out with h is
fr iend s a t the par k skatebo ar d ing . Which typ e of mat er ial is m d oes thi s repr es
ent?
A. pr imar y
B. second ar y
C. ter minal
D. instr umenta l
E. means- end
45 . Which typ e of mater ia li sm is th e acq uis iti on of items for th e sak e of o wning the
item itse lf ?
A. pr imar y
B. second ar y
C. ter minal
D. instr umenta l
E. end state
46 . J ohn and his w if e l ov e ar t and tr avel th e w or ld to pur cha se ar tw or k that is
re pr esent ati ve of a country ' s cultur e. Whi c h type of mater ia lism d oes th is re pr
esent?

A. ter minal
B. instr umenta l
C. cultur al
D. pr imar y
E. second ar y

47 . I n Ger many, one con ce r n r etailer s h ave is ensu r ing that cash d r awer s have enoug h
m oney to make chang e when con sume r s mak e pur chase s. One com pany went so far
as to use a com puter iz ed mod el that monit or ed the we ig ht of th e cash d r awer and
sig naled a need for r e pl eni shment . This
is such a c oncer n b eca use c onsumers typ ica ll y use cash to make pur chases, wh ich d if f
er s fr om
other co untries, su ch a s the U. S. , wher e cr ed it car d use is m or e com mon. Which
cultur al va lue d oes thi s illus tr ate?
A. har d wor k /leisure
B . compe tit ive /c oo per ati v e
C. mater ial /nonma ter ia l
D. post pon ed g r atif icati on /imm ed iat e g r atif icat io n
E. sensua l g r atif icat ion /a b stinen ce
48 . Which of the fo ll ow ing is most cl ose ly r elat ed t o v er bal comm uni cati o ns?
A. time
B. spac e
C. lang uag e
D. col or s
E. shape s

49 . Which of the fo ll ow ing is NOT a fact or that cr e ates pr ob lems in l iter a l tr
anslati ons a nd slang ex pr essi ons?
A. d if f er ences in the d ir ec tion in wh ich wr itt en w or d s ar e r ead
B. sym bol ic mea ning s as s ociat ed with wor d s
C. absen ce of som e wor d s fr om var iou s lang uag es
D. d if f iculty of pr on ounc in g cer tain wor d s
E. all of the ab ove ar e fac tor s that cr eat e pr ob le ms in l iter a l tr ansla tio n s and
slang ex pr essi on s
50. Which of the fo ll ow ing is a f act or influ enci ng nonver b al comm uni cati ons?
A. thing s
B. r elati onshi ps
C. spac e
D. sym bols
51. Which of the fo ll ow ing is NOT a fact or influ en cing nonv er ba l comm u nicati ons?
A. etiq uett e
B. time

C. r elati onshi ps
D. valu es
E. thing s

52. Nicho las is ex amin ing how p eo pl e in Ind ia p e r ceiv e tim e, spac e, symbol s, r elat
ionsh ip s, ag r eements, thing s, an d etiq uette. He is inter e sted in th ese fa ctor s be
cause th ey influ enc e .
A. lang uag e
B. d emog r aphics
C. nonv er bal comm uni cat ions
D. valu es
E. laws
53. ar e the ar bitr ar y m eaning s a cultur e ass i g ns action s, ev ents, an d thing s other
than wo r d s.
A. Nonv er bal comm un ica tion syst ems
B. V alues
C. Sub- cu ltur es
D. Semi otic s
E. Per sp ectives
54 . What ar e th e tw o maj o r ways time var ies be tw een cu ltur es?

B. wor k and leis ur e
C. f amily and per s onal
D. monochr on ic and p oly chr onic
E. per sp ective and inter pr etati on

55. A cultur e' s over a ll or ie ntation tow ar d time is k nown as its .
A. time p er sp
ective
B. time mea
ning
C. uses and g r atif ica ti
ons
D. time sym b ol
ism
E. time r el ati
onshi p
56. Bef or e a mar k eter can succes sfully launch a br and in a fore ig n countr y, sever al n onv
er bal comm unica tio n factor s need to be under sto o d . One of these fac tor s is tim e,
and inter nat io nal mar k eter s must und er stand a cultur e' s ov er all or ientat ion tow ar
d time. This is k nown a s a cu ltur e' s
.
A. time mea
ning
B. time in ter pr etat
ion

C. time p er sp
ective D. time r el
ati onshi p E. time
sym b ol ism
57 . Which t ime per sp ect ive vi ews t ime a lmost as a physica l obj ect be li ev i ng that a p
er son d o es one thing at a t ime?
A. line ar time per sp ect
iv e
B. par all el time per s pect
iv e
C. seq uenti al t ime per sp e
ctiv e
D. monochr on ic t ime p er s
pect iv e
E. polychr on ic t ime per sp
ective

58. R alph i s ver y pr ompt. If he says h e wi ll be ther e at 10: 00 a. m. , he will be th er e ex act
ly at tha t time.
F ur ther mor e, he wil l no t beg in anoth er task un til h e is com pl ete ly d one with the
one h e i s cur r ently wor k ing on. Which tim e p er spect iv e d oe s Ral ph hav e?
A. polychr on
ic B. monochr
on ic C. line ar
D. par all el
E. pr ior ity
59. A cultur e th at tend s t o vie w tim e as be ing les s d iscr ete and less sub je ct to s ched ul
ing , view s simultan eo us in vo lv em ent in many acti vit ies a s natur al, al lo ws act iv iti
es to occur at the ir ow n pac e r ather than acc or d ing to a pr ed e ter mined t imetab le
is ad her ing t o a time per sp ective.
A. polychr on
ic B. monochr
on ic C. line ar

D. par all el
E. simultan eo us

60. J ose is fr om Br azil and i s cur r ently enr o lled in a n MBA pr og r am at a U. S. univ er
sity. He r outin ely comes t o c lass 30 - 60 minutes lat e and d oes not tur n in assig nment
s by the d e ad lin e. One of his pr of ess or s pu lled h im a sid e and asked him wh y he' s
always lat e for cl ass and turns his wor k i n late. J ose was sur pr is ed that his pr of ess or
was b oth er ed by this as this b eh avi or is entir e ly acce pta ble in Br azil. In fa ct, it' s ex p
ec ted . Which of th e fo ll o wing be st d escr i bes Jo s e' s time per sp ect iv e?
A. spont ane ous
B. par all el
C. monochr on ic
D. polychr on ic
E. var iab le
61. The near ne ss that oth e r s can come to yo u in v ar ious s ituat ion s wit ho ut your f eel
ing uncomf or tabl e is known as .
A. intimat e s pace
B. per sona l s pac e
C. spher e of influ
enc e D. r ang e of

inter act ion E. inter
act ion s pac e

62. Which of the fo ll ow ing is co nsid er ed a symb ol that has var ying meani ng across cu
ltur es?
A. col or s
B. animals
C. number
s D. music
63. I n which c ountry is th e conce pt of g uanxi, whi ch inv ol ves p er sona l r el ation
ships, an im por ta nt consid er at ion?
A. United Stat es
B. C anad
a C. C
hina D. I
nd ia
E. Saud i Ar ab ia
64 . r epr esents g ener ally ac cep ted ways of b ehav ing in s ocial s ituat i ons.

A. Guanx i
B. E tiq uette
C. Demog r aphic s
D. C ultur e
E. Monochr on ism

65. C har maine is a memb e r of a juni or miss or g anizati on that tea ches y o ung women h
ow to b e have in var ious socia l situati ons . She is le ar ning manne r s, how to car r y her
self , and appr o pr iat e att ir e f or spec if ic situat ion s. C har maine is lear ning .
A. cultur e
B. time sym b ol ism
C. sym bol ism
D. etiq uett e
E. ver ba l lang uag e
66. I n J apan, the ex chang e of meish i is the most b asic of soc ia l r itua ls in a natio n wher e
soc ia l r it ual matter s ver y m uch. Th e act of ex chang ing me ishi is w eig hted w ith m
eaning . Once th e s ocia l minuet is c ompl eted , t he two k now wh er e the y stand in r
elat ion to e ach oth er and their r es pect iv e statur es w ithin the h ier ar chy of cor por at
e or g over nment bur eau crac y. What is "m eis hi" ?
A. shak ing hand s
B. ex chang e of busin ess c ar d s
C. intr od ucti ons by a thir d par ty
D. f or mal inv itat ion

67 . Which of the fo ll ow ing is en abl ing the g r owth of a g lo bal cultur e?
A. mass media
B. wor k
C. ed ucati on
D. tr avel
68. What is the lar g est s ing le i nfluen ce on the m o vement towar d unif or mity in the
g lo bal y out h mar k et?
A. mass media
B. ed ucati on
C. wor k
D. tr avel
E. r elig ion
69. Which of the fo ll ow ing is f als e r eg ar d ing tr end s in th e g lo bal youth m ar k
et?

A. Techno log y is ma instr e am and not r estr ict ed t o d ev elo
ped c ountrie s. B. U. S. br and s ar e cur r ently the le ad er s
among g l oba l te ens.
C. U. S. teens no l ong er le ad the way in g l ob al tr end s.
D. Both A and B ar e fa lse
E. Both B and C ar e fals e

70 . d escr ibes a po pul ation in t er ms of its siz e, str uctur e, and d istr ib ution.
A. E conomics
B. Demog r aphic
s C. Psychog r
aphi cs D. Geog r
aphi cs
E. L if estyles
71. Dale h as t o wr ite a r es e ar ch r epor t a bout Po la nd in his Int er nation al Mar k eting
class. One a spect he must l ear n a bout t h e coun tr y is its siz e, str uctur e, and d istr
ibut ion . What d oes th is re pr es ent?
A. psychog r aphi cs
B. g eog r aphy
C. d emog r aphics
D. econ omics
E. lif estyl es

72 . With r es pect to d em og r aphics, wh ich of th e fo llo wing r ef er s to the nu mber
of ind i vid ua ls in a society?
A. d istr ibuti on
B. size
C. str uctur e
D. d isper si on
E. concen tr ation

73 . The p opu lati on of the United Stat es is over 3 00 milli on peo pl e. Wit h r espec t to d
em og r aph ics, this number r epr es ents .
A. size
B. str uctur
e C. d isper
si on D. d
ensity
E. concen tr ation
74 . With r es pect to d em og r aphics, wh ich of th e fo llo wing d escr i bes the s ociety
in t er ms of ag e, incom e, ed ucati on, and occu pati on?
A. size
B. d istr ibuti on
C. concen tr ation
D. str uctur e
E. comp osit ion

75 . r ef er s to the phys ical lo cati on of ind iv id u als in ter ms of g e og r ap hic r
eg ion and r ur al, subur ban, and ur ban lo catio n.
A. Size
B. Str uctur e
C. Distr ib uti on
D. Disp er sio n
E. C oncentr ati on

76 . is based on the c ost of a stand ar d mar ket ba sket of pr od ucts b oug ht in each
c ountry .
A. Ad justed g r oss inc ome (AGI)
B. Gr oss d omest ic pr od uc t
(GDP) C. Per cap ita inc ome (
PC I )
D. Pur chasing p ow er par it y ( PPP)
E. C r oss- cultur al pur chas i ng power (C PP)
77. Which c ountry has th e lar g est p er centag e of it s cit izens old er tha n 60 y ear s
of ag e?
A. Phil ip pin es
B. C anad a
C. United Stat es
D. J apan
E. Saud i Ar ab ia
78 . Using one mar k eting st r ateg y acr oss var i ous c ultur es is refer r ed to as .
A. stand ar d ization
B. opt imizat ion

C. cross- cultur a liza ti on
D. mar k eting imper ia lism
E. cross- f er til izat ion

79 . Which one of thes e fac tor s is n ot true r eg ar d i ng g local izati on:
A. Stand ar d ized mar k eting can of f er a co st
sa vin g s. B. Unif or mity is a lways po ssib le.
C. V alues and d emog r aph ics r eq uir e ad a pting t o cultur al d if f er enc es.
D. An ad that ap pe als to s ome c ountrie s mig ht b e ina ppr o pr
iat e in othe r s. E. All of thes e fact or s ar e tr ue.
80. Which of the fo ll ow ing is a k ey c onsid er at ion f or each g e og r aphic ma r
k et that a firm is contem plat ing ?
A. I s the g eog r aph ic ar ea homog eno us or h eter o g eneous with r e sp
ect t o cult ur e? B. What ne ed s can th is pr od uct or a ver si on of it f ill in
thi s cu ltur e?
C. What ar e th e d istr i buti on, po lit ica l, and leg al s tr uctur es for the pr od u ct?
D. I n what ways can we c omm unicat e a bout the pr
od uct? E. all of the ab ove

81. Unile ver i s hig hly su cce ssf ul in m ar k eting its la und r y pr od ucts outsid e of the U. S.
Wh ich fact or s do they use t o ad ap t with i n and across c ountri es wher e they d o bus
ines s?
A. cultur al h omog en eity
B. ethica l impl icat ion s
C. aff or d ability
D. infr astr uctur e

T rue / F als e Qu e s t ion s
82. Walmar t was ab le t o us e a c ompl ete ly stand ar d ized sup er stor e a ppr o ach when
it ex pand ed i nto the L atin Am er ican mar k ets g iven the c omm o n cultur e.
Tr ue F alse
83. Mar k eting across cu ltur al b ound ar ies is a d if f ic ult and ch a ll eng ing tas k .
Tr ue F alse
84 . Whil e cu ltur e he av ily in f luence s mar k eting str a teg y, cultur e is n ot influ
enced by m ar k eting str ateg y.
Tr ue F alse
85. Glo bal cit izen s ar e hig h ly conc entr ated in t he United Stat es and th e United King d
om.
Tr ue F alse
86. C ultur es ar e st atic and r ar ely chang e.
Tr ue F alse

87 . Other - or iented v alu es r ef lect a s ociety' s vi ew o f the ap pr opr ia te r e lati onshi ps
betw een ind iv i d uals and g r oups with in that society.
Tr ue F alse

88. C olle ctivism is a d ef inin g char acter isti c of Ame r ican cult ur e.
Tr ue F alse
89. The family un it i s the b asis for vir tual ly al l s ocietie s.
Tr ue F alse
90. The chang ing and ex p and ing r oles of wom en throug hout much of t he wor ld i s
cr eat ing ne w op por tunit ies as w el l as chal leng es f or mar k eter s.
Tr ue F alse
91. Pow er g ap r ef er s to th e d eg r ee to which pe o ple acc ept ineq ua lity in pow er ,
author ity, statu s, and wealth as na tur al or inh er ent in soc iety.
Tr ue F alse
92. Ter minal mat er ial ism i s the acq ui sit ion of thin g s to ena bl e on e t o d o someth ing .
Tr ue F alse
93. The mean ing of time v ar ies betw een c ultur es in two maj or ways: tim e p er
spect iv e and inter pr etat ion s ass ig ne d to specif i c use s of t i me.

Tr ue F alse
94 . Per sona l s pac e r ef er s t o the n ear nes s that oth er s can c ome t o you in var iou s
si tuati ons w ith out your feeling un comf or t abl e.
Tr ue F alse

95. The co lor b lue conn ote s feminin ity in H oll and but mascu lin ity in Swe d en and the
Unit ed Sta tes.
Tr ue F alse
96. The lar g est s ing le influ ence t owar d unif or mity among youth w or ld wid e is ed uca
tio n.
Tr ue F alse
97 . Psychog r aphi cs d escr i b e a p op ulat ion in t er ms of its siz e, str uctur e, and d istr
ibuti on.
Tr ue F alse
98. Ad apting pr od ucts and ser vic es t o l oca l c onsid er a tions is known as l ocal izing .
Tr ue F alse
E s s ay Que s t ion s
99. L ist the cu ltur al fa ctor s that influ enc e con sume r behav ior and mar k eti ng str ateg
y.

100 . E x plain th e co nce pt of cultur e and d isc uss wh y is it imp or tant to stud y f or und er
stand ing consumer beha vi or .
101. C ompar e and co ntr ast ( a) other - or ient ed va lu es, ( b) env ir onment - or i ented
va lue s, and (c) se lf - or ient ed valu es.
102 . J ason is pl anning a bus iness tr ip t o J apan, and it is his f ir st time d oing busin ess in tha
t co untry .
Discus s som e v alu e d if f er ences bet we en J apan ese c ultur e and Amer ic an
cultur e that ar e m os t r elev ant to him in a bu sines s mee ting situati o n.

103 . Name th e se ven fac tor s influ encing n onv er bal comm unic ati ons and d escr ibe
f our of them.
104 . L ist and d escr ib e the th r ee tr end s in th e g lo ba l youth mar k et.
105 . L ist and ex pl ain f our of the s even factor s th at Unile ver ut il izes in or d er to
succ essf ul ly se ll its laund r y pr od ucts g lo ba lly.

Ch apter 02 Cross- Cu ltu ral Variat ion s in Con sumer B ehav ior Answer K
ey
Mu ltip le Ch o ice Que s t i ons
1.
(p. 37
)
What ar e th e maj or ch all eng es fac ing Walmar t, C ar r ef our and Tesco i n the C hapt
er 2 op ene r ?
A. The sup er stor e a nd hyper mar k et for mats d o not al ways w or k in L ati n America
and As ia
B. Hig her lev els of se le ction ar e g en er ally r eq uir ed in the L at in Ameri ca n
and Asian stor es compar ed w ith the E ur ope an and N or th Amer ican st or es.
C. The siz es of the L ati n A merican and As ian mar k ets ar e attr act iv e, but they ar
e com pl ex in natur e and ar e v er y d if fer ent f r om E ur opean a nd Nor th
Amer ican ma r k ets.
D. a and c
E. b and c
The maj or chal leng es f acing Wa lmar t, C ar r ef our and Tesco in the C h apter 2 o pen
er ar e A) t he super st or e and hyper m ar k et for mats d o not a l ways wor k in L atin
Amer ica and As ia, and C ) the sizes of the L atin Ameri can and Asi an mar k ets ar e attr

acti
ve,
but
the
y ar
e
co
mp
lex
in
nat
ur e
and
ar e
ver
y d
if f
er
ent f r om E ur opean and N or th A merican mar k ets.
A AC SB: A n
alytic Bloom s : C om
preh ens ion Difficulty:
3 Hard
Learn in g Objective: 02 -01 Defin e th e con cept of cu ltu re
Topic: C ross -Cu ltu ral Variations in C ons um er Beh avior

2.
(p. 38)
Which of the fo ll ow ing is a cu ltur al fa ctor that aff ects con sumer b eha vior an
d mar k eting str ateg y?
A. d emog r aphics
B. valu es
C. lang uag e
D. nonv er bal comm uni cat ions
C ultur al factor s th at af f ect c onsumer b eha vi or and mar k eting str ateg y ar e
d emog r aphics, valu es, lang uag e, and nonv er bal comm uni cat ions.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y

3.
(p. 38)
Howar d Ind ustr ies is a comput er manufactur e r locat ed in L aur el, MS. This c ompany
is int er e sted in ex p and ing inter nat io nally. Whi ch of th e foll owing i s a cu ltur al
fac t or that af f ects consum er beha vi or and mar k eting str ateg y that Howar d Ind
ustr ies ne ed s to be awar e of ?
A. nonv er bal comm uni cat ions
B. natur al r eso ur ces
C. econ omic cond it ions
D. ex chang e r ates
Howar d Ind ustr ies nee d s to b e awar e that n o nver ba l c omm unicat io ns is a
cult ur al fact or that aff ects con sumer b eha vior and mar k eting str a teg y.
A AC SB: A n
2 M edium

4.
(p. 39)
Which of the fo ll ow ing statement s is F AL SE r eg ar d ing cr oss - cultur al mar k eting ?
A. Mar k eting acr oss cu ltur al b ound ar ies is a d if f ic ult and cha ll eng ing tas k .
B. I ncr easing ly, g loba li zati on means mutual influ ence a s pr od uct s, br an d s,
cultur es, and valu es move back and forth a cross the wor ld .
C. Ther e ar e b oth su btl e a nd d ir ect ethic al issu es invo lv ed in inter nat ion al mar k
eting .
D. Whil e mar k eting str ate g y is heav ily influen ced by cultur a l factor s, it d oes
n ot influen ce aspe cts of cultur es.
E. C ultur es may d if f er in d emog r aphic s, lang uag e s, nonver b al c omm unic
ation s, and valu es. Glo bal izat ion can i nflue nce cu ltur al valu es.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard

5.
(p. 40)
Which one of the f our seg ments of w or ld cit iz ens f ee ls pos iti ve ly ab o ut inter
nat ion al br and s, valu es th eir symbo li c a spect s, and is less con c er ned abou t
cor p or ate r espons ib il ity?
C. Antig lo bal s
Glo bal d r eam er s ar e th e seg ment of wor ld c iti zens wh o fee l pos iti ve l y
about inter nat ion al br and s, value the ir symbol ic a sp ects, and ar e l ess c oncer
ned a bou t c or por ate r e sp onsibi lity.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
L earn in g Objective: 02 -01 Defin e th e con cept of
cu ltu re
Topic: C ross -Cu ltu ral Variations in C ons um er
Beh avior

6.
(p. 39)
Which one of the f our seg ments of w or ld cit iz ens f ee ls pos iti ve ly ab o ut inter
nat ion al br and s becau se th ey v iew th e m as a s ig nal of h ig her q uality?
C. Antig lo bal s
Glo bal cit izen s ar e th e seg ment of w or ld cit ize ns who fe el po sit iv ely a bout
inter nat ion al br and s becau se th ey v iew th e m as a s ig nal of h ig her q uality.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
Topic: Th e C on cept of Cu ltu re

7. is the com pl ex w hole that includ e s kno wled g e, be li ef , ar t, law, m or als, cust oms, and
any
(p. 40)
other ca pab il iti es and h abits acq uir ed by hum ans as mem ber s of soc i ety.
A. R ef er ence g r oup
B. Gov er nment
C. C ultur e
D. Author ity
E. Gesta lt
C ultur e is th e c omp lex whol e that inc lud es kn owled g e, bel ief , ar t, la w, mor als,
custom s, and any other ca pab il iti es and h abits acq uir ed by hum ans as mem ber s of
soc i ety.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y
8.
(p. 40)
Which of the fo ll ow ing statement s is tr ue r eg a r d ing cultur e?

A
.
C
u
l
t
ur e is a r elat iv ely s i mple conc
ept. B. C ultur e is acq uir ed .
C. C ultur e of ten pr ov id es d etail ed pr escr i pti ons f or appr o pr iat e b ehav io r .
D. The natur e of cultur a l i nfluence s is such th at we ar e c onsc iou sly
awa r e of them. E. all of the ab ove
C ultur e is acq uir ed ; it d oes n ot includ e inher i t ed r espon ses and pr ed isp osit ion
s.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard

9.
(p. 40)
I n the Unit ed State s, pr omptne ss i s co nsid er e d a
virtue.Americansareexpectedtobeontime to an eve nt, and they e x pect other s t o d o s o
a s wel l. Whichaspectofculturebestexplainsthis beha vi or ?
A. C ultur e is a sim pl e con
cept.
B. C ultur e is someth ing o ne is bor n
w ith.
C. C ultur e is un iq ue t o e a ch ind iv id ual in
a soc iet y. D. C ultur e is t ime- bound .
E. C ultur e is acq uir ed , that is, it is lear
ned .
C ultur e is acq uir ed ; it d oes n ot includ e inher i t ed r espon ses and pr
ed isp osit ion s.
A AC SB: A n
3 Hard

10.
(p. 41)
The b ound ar ies th at cu ltur e set s on be hav ior ar e cal led .
A. r ules
B. nor ms
C. pr escr ipt ion s
D. pr ece pts
E. sancti ons
The b ound ar ies th at cu ltur e set s on be hav ior ar e cal led nor ms. Nor ms ar e r
ules t hat s pec if y or pr ohi bit c er tain beh avi or s in s pec if ic situat io n s.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
11. ar e r ules that s pe cif y or pr ohi bit cer tai n beha vi or s in s pe cif ic sit uation s.
(p. 41)
A. Nor ms
B. Pr ece pts
C. Sanctions

D. Pr escr ipt ion s
E. V alues
Nor ms ar e r ule s that s p ecif y or pr oh ib it c er tain beha vi or s in spe cif ic situatio ns.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
Learn in g Objective: 02 -01 Defin e th e con cept of
cu ltu re

12.
(p. 41)
Kar en' s father is an ex e cutiv e for a ma jor int er nation al c or por at ion a nd has be
en transfer r e d to var ious coun tr ies ov er the year s. With each m ove, Kar en is enr ol
led i n a new scho ol. E ven thoug h E ng lish i s sp ok e n in th e sch oo ls s he a ttend s,
ther e ar e st ud e nts fr om all ov er the w or ld whose par ent s hav e jo bs s imil ar to
Kar en' s fat her . With ea ch ne w sch ool, Kar en spend s the f ir st f ew we ek s mer ely
o bs e r ving the ot her stud ent s to lear n wh ich b eha vi or s ar e ap pr opr i ate in
spec if ic situat ion s beca use sh e' s le ar ned that at each scho ol the k id s beha ve d if
f er ent ly. Kar en is attempt ing to lear n tha t stud ent b od y' s spec if i c r eg ard ing
beha vior .
A. r ules
B. g uid elin
es C. pr ece
pts D. nor
ms
E. pr escr ipt ion s
Nor ms ar e r ule s that s p ecif y or pr oh ib it c er tain beha vi or s in spe cif ic situatio ns.

A
A
C
S
B
:
A
n
a
l
y
t
i
c
B
l
o
o
m
s
:
C
o
m
p
reh ens ion Difficulty: 2
M edium

13.
(p. 41)
Nor ms ar e d er iv ed fr om .
A. cultur al val ues
B. laws
C. ed ucati on
D. inter nati ona l pr ot oc ol
E. law e nforcement of f icia ls
Nor ms ar e d er iv ed fr om cultur al val ues.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
14. ar e wid ely held b eli ef s that aff ir m what i s desir ab le.
(p. 41)
A. L aws
B. R elig io ns
C. E d icts
D. C ultur al va lue s
E. Sanctions

C ultur al va lue s ar e w id ely he ld be li ef s that af f i r m what is des ir abl e.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

15.
(p. 41)
Mar k eter s that wi sh to ex pand int er natio nal ly need to u nd er stand a c ultur e' s
wid e ly he ld be li ef s that af f ir m what i s desir abl e. To d o th is, m ar k eter s shou
ld stud y .
A. laws
B. r elig ion s
C. cultur al val ues
D. sancti ons
E. ed icts
Mar k eter s who w ish t o ex pand int er natio nal ly should stud y cu ltur al v alues
to under st and a cultur e' s wid e ly he ld be lief s t hat af f ir m what is d esir abl e.
A AC SB: A n
2 M edium
16.
(p. 41)
V iolat ion of cu ltur al n o r ms r esults in , or pena lti es rang ing fr om m ild soc ia l d
isa ppr o val to banis hment fr om the g r oup.

A.
nor
ms
B.
sanc
ti
ons
C. pr
ocla
ma
ti
ons
D.
ostr
aciz
ati
on
E.
sent
en
cing
Sanc
tion
s ar
e pe
nalt
ies r
ang
ing
fr
om m ild social d isa ppr o val to ban is hment fr om the g r oup.
A AC SB: A n alytic

Bloom s : C om preh ens ion
Difficulty: 2 M edium
17.
(p. 41)
R ober t is fifteen year s old and has r ec ently m oved t o a n ew t own, a nd ther ef or
e, a new h ig h schoo l. He wa s tr ying to g et acc ept ed by a g r oup of k id s that h e
wa nted to b e fr iend s w ith. When th ey asked him t o atte nd a par ty o ver t he we
ek end , he sa id he' d have t o ask hi s par ents f or per miss ion. This g r oup of stud
ents laug he d at him and cal led h i m a " momm a's boy" a nd told him h e can' t be
on e of them be caus e the y d on' t ask par ents for per miss ion, th ey just d o what
they wa nt. This s o cial d i sap pr ov al of R ob er t' s beha vi or is an ex a mple of a( n)
.
A. nor m
B. vio lat
ion C.
sancti on
D. pr ece
pt E. ed ict

Sanc
tion
s ar
e pe
nalt
ies r
ang
ing
fr
om
m
ild
soci
al d
isa
ppr
o
val
to
ban
is
hme
nt fr
om
the
g r
oup.
A
A
C
S
B: A n alytic Bloom s :
C om preh ens ion

18.
(p. 42)
Which of the fo ll ow ing is NOT a br oad form of cultur al va lues?
C. self - or i ented
D. obj ect- or ient ed
E. all of the ab ove ar e br o ad form s of cultur al va l ues
Object- or ient ed is n ot a br oad form of cu ltur al va lue s.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard
Learn in g Objective: 02 -02 Des cribe c ore v alu es th at v ary acros s cu ltu re an d in flu en ce beh aviors
Topic: Variation s in C u ltu ral V alu es
19. values refl ect a so ciety' s view of the ap pr opr iat e r el ati onshi ps b etwe en ind i vid ua
ls and
(p. 43)
g r oups with in that soc i ety.
B. E nvir onment - or i ented
C. Self - or i ented

E. I
nter
nally
- or
ie
nted
O
t
h
e
r
-
o
r
i
e
n
t
e
d
v alu es r ef lect a s ociety' s vi ew o f the ap pr opr ia te r e lati onshi ps betw
een ind ivid ua ls and g r oup s within that s ociety.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

20.
(p. 43)
Asian s oc iet ies (i. e. , J ap an) valu e c ol lect iv e act i vity. That is, c onsum er s lo ok
towar d oth er s for g uid ance in pur chas e d ecis i on s and d o not r es pond fav or
ably t o pr o motion al a pp ea ls focu s ing on ind i vid ual ism. Wh ic h categ or y of cu
ltur al v alues d oes this re pr ese nt?
A. inter nal ly - or ient ed
C. other - or ien ted
D. self - or i ented
E. g r oup- or ient ed
Other - or iented s ocieti e s val ue c ol lec tiv e ac tiv it y.
A AC SB: A n
2 M edium

21. values pr escr ib e a society' s relat ion ship t o its ec onom ic and te c hnol og ical as w el l
as its
( p.
43)
physica l en vir onm ent.
C. E x ter nally - or ient ed
D. I nter nally - or ie nted
E. E nvir onment - or i ented
E nvir onment - or i ented valu es pr escr ib e a soc i ety' s relati onsh ip t o it
s econ omic and techno log i cal as w ell as its physica l en vir onm e nt.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y

22.
(p. 43)
Sam has lear ned that a country to wh ich h is c ompany d es ir es to ex p and plac es a
hig h va lu e on clean lin ess and ad mir es natur e imm ense ly. Which cat eg or y of
cultur al v alu es doe s thi s r epr esent?
B. self - or i ented
C. envir o nment - or i ented
D. ex ter nally - or i ented
E. inter nal ly - or ient ed
E nvir onment - or i ented i s the ca teg or y of cul tur al v alu es that pl aces a hig h val
ue on cl ean lin e ss and ad mir es natur e im mensely.
A AC SB: A n
2 M edium

23. values r ef l ect th e obj ect iv es and a ppr oa c hes to lif e that th e i nd i vid ual m ember s
of soci ety
(p. 43)
f ind d esir abl e.
C. E nvir onment - or i ented
Self - or i ented v alu es ref lect th e obj ect iv es and appr oa ches to lif e t hat the ind i
vid ua l memb er s of society f ind d esir ab le.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
24 .
(p. 43)
Which of the fo ll ow ing is an ex ampl e of a n oth er - or iented valu e?
A. pr obl em s ol ving /f ata lis tic
B. post pon ed g r atif icati on /imm ed iat e g r atif icat io n

C. r
elig
io
us/s
ecu
lar
D. ind ivid ua l/c ol le ctive
E. r isk taking /secur ity
R isk taking /secur ity is a n ex ampl e of a n oth er - or ient ed valu e.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard

25.
(p. 43)
Which of the fo ll ow ing is NOT an ex amp le of an other - or i ented valu e?
A. youth/ag e
B. ex tend ed /l imit ed family
Tr ad ition/c hang e i s not an ex amp le of an othe r - or iented va lue; i t is a n
ex ampl e of a n envir o nment - or i ented valu e.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard
26.
(p. 43)
Which of the fo ll ow ing is an ex ampl e of a n en vir onment - or ient ed va l ue?
A. activ e/ pas siv e

C. ex
tend
ed /l
imit
ed
family
E. mater ial /nonma ter ia l
Tr ad ition/c hang e i s an ex ampl e of an env ir on ment - or ient ed va lue.
A AC SB: A n alytic

Bloom s : Kn owledge
Difficulty: 3 Hard
27 .
(p. 43)
Which of the fo ll ow ing is NOT an ex amp le of an env ir onment - or ient ed valu e?
A. clean lin ess
C. natur e
D. compe tit ive /c oo per ati v e
E. pr obl em s ol ving /f ata lis tic
C ompeti tiv e/ co op er ati ve is not an ex am pl e of an en vir onment - or ient ed valu
e; it is an ex amp le of an oth er - or ient ed va lue.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard

28.
(p. 43)
Which of the fo ll ow ing is an ex ampl e of a se lf - or ient ed valu e?
A. r elig io us/s ecu lar
B. ind ivid ua l/c ol le
ctive C. r isk taking
/secur ity D. tr ad
ition/ chang e
R elig io us/s ecu lar is an ex ampl e of a se lf - or ien ted valu e.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard
29.
(p. 43)
Which of the fo ll ow ing countrie s tend s t o v alu e ind i vid ual ism over c o lle ctivism?
A. Mex ico
B. I nd ia
C. United Stat es

D.
Kor
ea
E. J
apan
The
Unit
ed
Stat
e s
tend
s to
valu
e
ind i
vid
ua
lism
ov
er
col
lec
tiv
ism.
A
A
C
S
B
: A n alytic Bloom
s : Kn owledge
Difficulty: 2 M
edium
Topic: Oth er-Orien ted V alu es

30.
(p. 43)
J ake is in th e mar k et fo r a new car . He's lo ok in g at br and s such as Me r ced es, L
ex us, and BMW becau se h e fee ls th ey t ell oth er pe op le th at h e' s succ essf ul in l
if e. Thi s is an il lustr at ion of wh ich valu e?
A. col lect iv ism
B. youth
C. mascul ine
D. ind ivid ua lism
E. activ e
I n ind ivid ua list ic c ultur e s, luxur y items ar e pur chased as a mean of se lf - ex pr
essi on or to stand out.
A AC SB: A n
2 M edium
31.
(p. 45)
Which c ultur e h as tr ad i tiona lly valu ed the w isd om that c omes
with ag e?

A
.
A
m
e
r
ican B. Austr
alian C. Br
itish
D. E ur
opean
E. Asian
The Asi an cu ltur e has t r ad itiona lly va lu ed the wisd om that come
s wi t h ag e.
A AC SB: A n alytic

32.
(p. 45)
Which of the fo ll ow ing statement s is F AL SE r eg ar d ing youth and ag e?
A. Matur e sp ok esp er sons would te nd to b e mor e succes sful in As ian cu lt ur
es be caus e they have tr ad it iona lly valu e d the wisd om th at c omes wi th ag
e.
B. Ar ab countri es ar e be c oming incr ea sing ly y ou th
or ient ed . C. Amer ican s ociety is y o uth or ient ed .
D. C hild r en in a ll c ountri e s hav e a s ig nif icant infl uence on pur chase s.
E. C hina' s po licy of lim itin g families to one chi ld has pr od uced a str ong f ocus
on the ch ild . Whil e Amer ic an s ociety is c lear ly y outh or i ente d , this focus var
ies with cultur es.
A AC SB: A n
2 M edium

Learn
in g
Objec
tive:
02 -
02
Des
cribe
c ore
v alu
es th
at v
ary
acros
s cu
ltu re
an d
in flu
en ce
beh
aviors
Topic:
Oth
er-
Orien
ted V
alu es

33.
(p. 46)
What is the bas is for v ir tually a ll soc iet ies?
A. f amily u nit
B. g over nment
C. schoo ls
D. r elig ion
E. wor k plac e
The family un it i s the b asis for vir tual ly al l s ocietie s.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

34 .
(p. 46)
Which of the fo ll ow ing statement s reg ar d ing the mascu lin e/f em inin e valu e i s FAL
SE ?
A. Basica lly, we li ve in a m ascul ine - or ient ed wor l d .
B. The r ole s of w omen ar e chang ing and ex p an d ing throug hout much of the w or ld
.
C. Women in S outh K or ea fr eq uently par tic ipa te mor e in s por ts a nd ex e r cise
than men.
D. Many J apanes e wom en feel g ui lty pr e par ing fr ozen veg eta bl es in a m icrowa
ve r ather tha n pr epar ing fr esh v eg eta ble s.
E. Tr ad itional and mod er n seg ments w ith r eg ar d to this val ue ex ist s im ultane
ous ly in many cultur es, s o mar k eter s must ad apt n ot on ly ac r oss but with
in cu ltur es .
Ther e tend s t o b e a w i d e d ispar ity b etw een men and women par ti c ipat ion r at
es (men h ig her ) in countr ie s and cul tur es hig h in mascu lin e or ien tation such a s S
outh K or ea, Mexic o, Br azil, an d F r ance.
A AC SB: A n
2 M edium

35.
(p. 48)
The Unit ed State s is co mpr ised of a cultur e t h at acce pts a wid e ar r ay of per s onal
be hav ior s and attitud es, f o od s, d r ess, and other pr od ucts an d ser vice s. Thus, the
U nited Stat es valu es .
A. unif or
mity B. col
lect iv ism C.
pow er
D. d iver sity
E. coo per ati on
The Unit ed State s va lu es diver sity.
A AC SB: A n
2 M edium
36. r ef er s to the d eg ree t o whi ch p eo pl e acc ept ineq ual ity in po wer , author ity, status,
and
(p. 49)
wealth as na tur al or inh er ent in soc iety.

A. C
oop
er
ation
B.
Pow
er d
istan
ce
C
.
C
o
l
l
e
c
t
i
v
ism D. I nd ivid
ual ism E.
Status
Pow er d istance r ef er s t o the d eg r ee to wh ich peo pl e ac ce pt in eq ual it y
in po wer , author ity, status, and wea lth a s n atur al or inh er ent in s o ciety.
A AC SB: A n alytic

Bloom s : C om preh ens ion
Topic: E nvironm en t -Orien ted V alues
37 .
(p. 50)
Which valu e r el ates to toler anc e for amb ig uity and uncer tainty a vo id ance?
A. youth/ag e
B. r isk taking /secur
ity C. ind ivid ua l/c
ol le ctive D. mascul
ine/f emini ne E. d
iver sity/u nif or mity
R isk taking /secur ity is t he va lue that r el ates to tol er ance for am big uit y
and uncer tainty avo id ance.
A AC SB: A n
3 Hard

38.
(p. 50)
Which valu e ha s a str o ng influenc e on entr e p r eneur ship and ec ono mic d ev elo
pment as w ell as new- pr od uct a cce ptan ce?
A. ind ivid ua l/c ol le ctive
D. r isk taking /secur ity
E. mascul ine/f emini ne
R isk taking /secur ity is t he va lue that ha s a str o ng influenc e on entr e p r eneur
ship and ec ono mic d evel opm ent as we ll a s new - pr od uct acce ptan ce.
A AC SB: A n
3 Hard
39. tend to feel th ey d on' t have c ontr o l o ver the ou tcom e of e vent s .
(p. 50)
A. F atalist s

B. I nd ivid ual
ists C. C olle
ctivist s D. F
emales
E. Males
F atalist s tend t o fee l th ey d on' t have contr o l o ver the outc ome of ev e nts.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

40 .
(p. 50)
Mar ie has pur chas ed a br and that she h as pur chased b ef or e. Howe ve r , the first
time sh e us e d this br and , the pr od uct failed and sh e wa s diss atisfi ed . Unfor
tunately, the se cond tim e she pur chased th is br and , t he same thing ha pp en ed .
She' s fr ustr ated and wants her mon ey bac k , but sh e d oesn't fe el as thoug h she h
as any c o ntr ol o ver this situation . She' s decid ed that sh e just ne ed s to acc ept th
i s po or q uality and n ot ex pect so muc h fr om the nex t pr od uct she pur chases.
Mar i e can b e d escr ib ed as a( n) .
A. ind ivid ua lis t
B. f atalist
C. col lect iv ist
D. coo per ati vi st
E. other - or ien ted con sum er
Mar ie is a fata list be cau se sh e fee ls sh e d oe sn't have contr o l o ver th e outcom e of
eve nts.
A AC SB: A n

p
r
e
h
e
n
s
i
o
n
D
i
f
f
i
c
u
l
t
y
:
3
H
a
r
d
Topic: E nvironm en t-Orien ted V alues

41.
(p. 50)
The fact that Amer ican s ar e pr on e to eng ag e i n physic al a ctivit ies and to
tak e an act ion - or ient ed appr o ach t o p r oblems can be ex pl ain ed throug h
which s elf - or ient ed valu e d ichotomy ?
A. sensua l g r atif icat ion /a b stinen c e
C. d iver sity/u nif or mity
D. activ e/ pas siv e
E. ag e/youth
" Don' t just st and ther e, d o someth ing " is a co mm on r esp onse t o pr o
blems in Am er ica. E mphasis is plac ed on d oing .
A AC SB: A n
2 M edium
Topic: Self -Orien ted V alu es
42 .
(p.
51)
What ar e th e tw o type s of mater ia lism?

B.
inter
nal
and
ex
ter
nal
C. instr umenta l and ter mi nal
D. mascul ine and fem inin e
E. ind ivid ua l and c ol lect iv e
The two types of mater ial ism ar e instr umenta l and ter minal.
A AC SB: A n alytic

Learn in g Objective: 02 -02 Des cribe core v alu es th at v ary acros s cu ltu re an d in flu en ce beh aviors
43 .
(p.
51)
Which typ e of mater ia li sm is th e acq uis iti on of thing s to ena bl e on e t o d o s
omething ?
A. pr imar y
B. second ar y
C. ter minal
D. means- end
E. instr umenta l
The type of mater i ali s m which is the acq uis iti on of th ing s to enab le one t o d
o s ometh ing is instr umenta l.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

44.
(p.
51)
J ames used hi s birthd ay money to buy a sk ate boar d so th at he can b e out with h
is fr iend s a t the par k skate boar d ing . Which typ e of mat er ia lism d o es th is
repr e sen t?
A. pr imar y
B. second ar y
C. ter minal
D. instr umenta l
E. means- end
The type of mater i ali s m d escr ibed her e is ins tr umental: the a cq uisi ti on of th ing
s to enab le one to d o s omethi ng .
A AC SB: A n
2 M edium
45 .
(p.
51)
Which typ e of mater ia li sm is th e acq uis iti on of items for th e sak e of o wning the
item itse lf ?
A. pr imar y

B.
seco
nd
ar y
C.
ter
min
al
D.
instr
ume
nta l
E.
end
stat
e
T
h
e
ty
p
e
of
m
ater i ali s m which is the acq uis iti on of i tems for th e sak e of o wning the it ems i
tself is ter mina l.
A AC SB: A n alytic

46 .
(p.
51)
J ohn and his w if e l ov e ar t and tr avel th e w or ld to pur cha se ar tw or k that is re
pr esent ati ve of a country ' s cultur e. Whi c h type of mater ia lism d oes th is re pr
esent?
A. ter minal
B. instr umenta l
C. cultur al
D. pr imar y
E. second ar y
The type of mater i ali s m d escr ibed her e is t er minal: the acq uis iti on o f items
for the sak e of owning th e it em its elf .
A AC SB: A n
2 M edium

47 .
(p. 52)
I n Ger many, one con ce r n r etailer s h ave is ensu r ing that cash d r awer s have enoug
h m oney to mak e chang e wh en co nsumers mak e pur cha s es. One com pany w ent
so far as t o us e a comput er ized mod e l t hat monit or ed the wei g ht of the cas h d r
awer and sig naled a n eed fo r r eplen ishme nt. This is s uch a c oncer n b ecau se
consumers ty pica lly u s e cash t o ma k e pur cha ses, which d if f er s fr om oth e r
countries, suc h as th e U. S. , wher e cr ed it car d use i s mor e c omm on. Which c ultur
al va lue d oes th is il lustr ate?
A. har d wor k /leisure
C. mater ial /nonma ter ia l
D. post pon ed g r atif icati on /imm ed iat e g r atif icat io n
E. sensua l g r atif icat ion /a b stinen ce
The p ostp oned g r atif ic ation /imm ed i ate g r atif i catio n cul tur al v alu e is i llustr at
ed her e; shou ld we
" save for a r ainy d ay" o r " live for t od ay" ?
A AC SB: A n
3 Hard

Learn
in g
Objec
tive:
02 -
02
Des
cribe
c ore
v alu
es th
at v
ary
acros
s cu
ltu re
an d
in flu
en ce
beh
aviors
Topic:
Self -
Orien
ted V
alu es

48 .
(p. 52)
Which of the fo ll ow ing is most cl ose ly r elat ed t o v er bal comm uni cati o ns?
A. time
B. spac e
C. lang uag e
D. col or s
E. shape s
L ang uag e is most close ly r elated t o v er bal co mm unicati ons.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y
Learn in g Objective: 02 -03 U n ders tan d cross -cultu ral v ariations in n onverbal commu n ication s
Topic: C u ltu ral Variation s in N on verbal C ommu n ication s
49 .
(p. 53)
Which of the fo ll ow ing is NOT a fact or that cr e ates pr ob lems in l iter a l tr anslati
ons a nd slang ex pr essi ons?
A. d if f er ences in the d ir ec tion in wh ich wr itt en w or d s ar e r ead
B. sym bol ic mea ning s as s ociat ed with wor d s
C. absen ce of som e wor d s fr om var iou s lang uag es
D. d if f iculty of pr on ounc in g cer tain wor d s

E. all
of
the
ab
ove
ar e
fac
tor s
that
cr
eat
e pr
ob
le
ms
in l
iter
a l tr
ansl
a tio
n s
and
slan
g ex
pr
essi
on s
Dif
f er
enc
es in th e d ir ec tion in wh ich wr itt en w or d s ar e r ead is no t a f actor that cr e ates
pr o bl ems in l iter al tr anslat ion s an d slang ex pr ess ion s.
A AC SB: A n
3 Hard

Learn in g Objective: 02 -03 U n ders tan d cross -cultu ral v ariations in n onverbal
commu n ication s
Topic: C u ltu ral Variation s in N on verbal C ommu n
ication s
50.
(p. 53)
Which of the fo ll ow ing is a fact or influ enci ng nonver b al comm uni cati ons?
A. thing s
B. r elati onshi ps
C. spac e
D. sym bols
Thing s, r elati onshi ps, s pace, and symb ols ar e all fact or s inf luenc ing n onver b al
comm uni cati ons.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y
51.
(p. 54)
Which of the fo ll ow ing is NOT a fact or influ en cing nonv er ba l comm u nicati ons?
A. etiq uett e
B. time

C. r
elati
onsh
i ps
D. valu es
E. thing s
V alues ar e not a f actor influenc ing non ver ba l c omm unicat ion s.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

commu n ication s
ication s
52.
(p. 54)
Nicho las is ex amin ing how p eo pl e in Ind ia p e r ceiv e tim e, spac e, symbol s, r
elat ionsh ip s, ag r eements, thing s, an d etiq uette. He is inter e sted in th ese fa
ctor s be cause th ey influ enc e
.
A. lang uag e
B. d emog r aphics
C. nonv er bal comm uni cat ions
D. valu es
E. laws
Time, spa ce, symbo ls, r elat ions hip s, ag r eemen ts, thing s, and etiq uett e ar e fact or
s that i nflue nce nonv er bal comm uni cat ions.
A AC SB: A n
2 M edium

53. ar e the ar bitr ar y m eaning s a cultur e ass i g ns action s, ev ents, an d thing s other than
wo r d s.
(p. 53)
A. Nonv er bal comm un ica tion syst ems
B. V alues
C. Sub- cu ltur es
D. Semi otic s
E. Per sp ectives
Nonv er bal comm un ica tion syst ems ar e th e ar bitr ar y m eaning s a cult ur e assig
ns a ctions, e ve nts, and thing s oth er than wor d s.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
commu n ication s
ication s
54 .
(p. 53)
What ar e th e tw o maj o r ways time var ies be tw een cu ltur es?
B. wor k and leis ur e

C. f
amil
y
and
per s
onal
D.
mon
ochr
on ic
and
p
oly
chr
onic
E.
per
sp
ectiv
e
and
inter
pr
etati
on
The
two
m aj
or
ways
ti
me
var i es betw een cu lt ur es ar e p er spe ctive an d inter pr etat ion.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard

Topic: Tim e
55.
(p. 53)
A cultur e' s over a ll or ie ntation tow ar d time is k nown as its .
A. time p er sp ective
B. time mea ning
C. uses and g r atif ica ti ons
D. time sym b ol ism
E. time r el ati onshi p
A cultur e' s over a ll or ie ntation tow ar d time is k nown as its t ime p er s pect iv e.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
Topic: Tim e

56.
(p. 53)
Bef or e a mar k eter can succes sfully launch a br and in a fore ig n countr y, sever al n
onv er bal comm unica tio n factor s need to be under sto o d . One of these fac tor s is
tim e, and inter nat io nal mar k eter s must und er stand a cultur e' s ov er all or ientat
ion tow ar d time. This is k nown a s a cultur e' s .
A. time mea ning
B. time in ter pr etat ion
C. time p er sp
ective D. time r el
ati onshi p E. time
sym b ol ism
A cultur e' s over a ll or ie ntation tow ar d time is k nown as its t ime p er s pect iv e.
A AC SB: A n
2 M edium
Topic: Tim e

57 .
(p. 54)
Which t ime per sp ect ive vi ews t ime a lmost as a physica l obj ect be li ev i ng that a p
er son d o es one thing at a t ime?
A. line ar time per sp ect iv e
B. par all el time per s pect iv e
C. seq uenti al t ime per sp e ctiv e
D. monochr on ic t ime p er s pect iv e
E. polychr on ic t ime per sp ective
Having a str ong or ient ation towar d the pr es e nt and the sh or t - ter m f uture
is kno wn as a monochr on ic t ime p er s pect iv e.
A AC SB: A n
2 M edium
Topic: Tim e

58.
(p. 54)
R alph i s ver y pr ompt. If he says h e wi ll be ther e at 10: 00 a. m. , he will be th er e ex
act ly at tha t time. F ur ther mor e, he wil l not beg in anot her t ask until h e is c ompl
ete ly d one w ith the on e h e is cur r ently wor k ing on. Which t ime per sp ect ive d
oes Ral ph ha ve?
A. polychr on ic
B. monochr on ic
C. line ar
D. par all
el E. pr
ior ity
Having a str ong or ient ation towar d the pr es e nt and the sh or t - ter m f uture
is kno wn as a monochr on ic t ime p er s pect iv e.
A AC SB: A n
2 M edium
Topic: Tim e

59.
(p. 54)
A cultur e th at tend s t o vie w tim e as be ing les s d iscr ete and less sub je ct t o s
ched ul ing , view s simultan eo us in vo lv em ent in many acti vit ies a s natur al, al lo
ws act iv iti es to occur at the ir ow n pace r ath er than ac cor d ing to a pr ed et er
mine d timetab le is ad her ing to a time per sp ective.
A. polychr on ic
B. monochr on ic
C. line ar
D. par all el
E. simultan eo us
Simulta neo us in vo lv em ent in many acti vit ies is k nown as a p olychr oni c time per sp
ect iv e.
A AC SB: A n
2 M edium
Topic: Tim e

60.
(p. 54)
J ose is fr om Br azil and i s cur r ently enr o lled in a n MBA pr og r am at a U. S. univ er
sity. He r outin ely comes t o c lass 30 - 60 minutes lat e and d oes not tur n in assig
nment s by the d e ad lin e. One of his pr of ess or s pu lled h im a sid e and asked him
wh y he' s always lat e for cl ass and turns his wor k i n late. J os e was surprised that his
pr of es sor was both er ed by this as th is beha vi or is entir e ly acce ptab le in Br azi l. In
fact, it' s ex pe cted . Whic h of the fo ll owing bes t d escr ibe s Jose' s t ime per sp
ective?
A. spont ane ous
B. par all el
C. monochr on ic
D. polychr on ic
E. var iab le
Simulta neo us in vo lv em ent in many acti vit ies is k nown as a p olychr oni c time per sp
ect iv e.
A AC SB: A n
2 M edium

61.
(p. 55)
The near ne ss that oth e r s can come to yo u in v ar ious s ituat ion s wit ho
ut your feel ing uncomf or tab le is know n as .
A. intimat e s pace
B. per sona l s pac e
C. spher e of influ
enc e D. r ang e of
inter act ion E. inter
act ion s pac e
The near ne ss that oth e r s can come to yo u in v ar ious s ituat ion s wit ho ut f eel ing
uncomf or ta b le i s k nown as per son al s pa ce.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y
Topic: Space
62.
(p. 56)
Which of the fo ll ow ing is co nsid er ed a symb ol that has var ying meani ng across cu
ltur es?

A.
col
or s
B
.
a
n
i
m
a
l
s
C
.
n
u
m
b
er s D.
music
C olor s, anima ls, numb e r s, and music ar e al l c o nsid er ed symbo ls that have
var io us mea ning acr oss cu ltur es.
A AC SB: A n alytic

Difficulty: 1 E as y
Topic: Sym bols
63.
(p. 57
)
I n which c ountry is th e conce pt of g uanxi, whi ch inv ol ves p er sona l r el ation
ships, an im por ta nt consid er at ion?
A. United Stat es
B. C anad a
C. C hina
D. I nd ia
E. Saud i Ar ab ia
Guanx i i s an impor tant consid er at ion in China.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
Topic: Relation s h ips

64 . r epr esents g ener ally ac cep ted ways of b ehav ing in s ocial s ituat i ons.
(p. 58)
A. Guanx i
B. E tiq uette
C. Demog r aphic s
D. C ultur e
E. Monochr on ism
E tiq uette r epr e sents g e ner ally ac ce pted ways of beh avi ng in s ocia l s it uation s.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y
Topic: E tiqu ette
65.
(p. 58)
C har maine is a memb e r of a juni or miss or g anizati on that tea ches y o ung
women h ow to beha ve in v ar ious soc ia l situ ati ons. She is le ar ning manner s,
how t o ca r r y her self , and appr o pr iate attir e for s pec if ic s ituat ions. C har
maine is lear ning .
A. cultur e

B.
time
sym
b ol
ism
C.
sym
bol
ism
D.
etiq
uett
e
E.
ver
ba l
lang
uag
e
E tiq
uett
e r
epr
e
sent
s g
e
ner
ally
ac
ce
pted ways of beh avi ng in s ocia l s it uation s.
A AC SB: A n
1 E as y

Topic: E tiqu ette
66.
(p. 59)
I n J apan, the ex chang e of meish i is the most b asic of soc ia l r itua ls in a natio n
wher e soc ia l r it ual matter s ver y m uch. Th e act of ex chang ing me ishi is w eig hted
w ith m eaning . Once th e s ocia l minuet is c ompl eted , t he two k now wh er e the y
stand in r elat ion to e ach oth er and their r espect iv e sta tur es w ith in the h ier ar chy
of c or p or ate or g o ver nment b ur eaucracy. What is " meishi" ?
A. shak ing hand s
B. ex chang e of busin ess c ar d s
C. intr od ucti ons by a thir d par ty
D. f or mal inv itat ion
E. bows
Meish i is the ex chang e of bus ines s car d s.
A AC SB: A n
2 M edium
Topic: E tiqu ette

67 .
(p. 60)
Which of the fo ll ow ing is en abl ing the g r owth of a g lo bal cultur e?
A. mass media
B. wor k
C. ed ucati on
D. tr avel
Mass med ia, w or k , ed ucatio n, and tr avel ar e a l l ena bl ing the g r owth o f g loba l
cult ur e.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y
Topic: Global C u ltu res
68.
(p.
61)
What is the lar g est s ing le i nfluen ce on the m o vement towar d unif or mity in the
g lo bal y out h mar k et?
A. mass media
B. ed ucati on
C. wor k

D. tr
avel
E. r
elig
ion
M
a
s
s
m
e
d
i
a
i
s
t
h
e
l ar g est s ing le influen ce on the mo vement tow ar d unif or mity in th e g lo ba l
youth mar k et.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

Learn in g Objective: 02 -04 Summ ariz e key as pects of th e global you th c u ltu re
Topic: A Global You th Cu ltu re?
69.
(p.
61)
Which of the fo ll ow ing is f als e r eg ar d ing tr end s in th e g lo bal youth m ar k et?
A. Techno log y is ma instr e am and not r estr ict ed t o d ev elo
ped c ountrie s. B. U. S. br and s ar e cur r ently the le ad er s
among g l oba l te ens.
C. U. S. teens no l ong er le ad the way in g l ob al tr end s.
D. Both A and B ar e fa lse
E. Both B and C ar e fals e
U. S. br and s used to b e the l ead er s among g l o bal t een s. Now th e t op thr ee
ar e S ony ( J apan) , Nok ia ( F inl and ) , and Ad id as (Ger many) .
A AC SB: A n
3 Hard
70 . d escr ibes a po pul ation in t er ms of its siz e, str uctur e, and d istr ib ution.
(p. 62)

A. E conomics
B. Demog r aphic
s C. Psychog r
aphi cs D. Geog r
aphi cs
E. L if estyles
Demog r aphic s descri b e a p op ulat ion in t er ms of its siz e, str uctur e, and d istr ibuti
on.
A AC SB: A n alytic

Difficulty: 1 E as y
Learn in g Objective: 02 -05 U n ders tan d th e role of global dem ograph ics
Topic: Global Dem ograph ics
71.
(p. 62)
Dale h as t o wr ite a r es e ar ch r epor t a bout Po la nd in his I nt er nation al Mar k
eting class. One aspe ct he mu st l ear n a bout th e c ountry is its s ize, str uctur e,
and d istr i buti on. What d o es th is r epr esent?
A. psychog r aphi cs
B. g eog r aphy
C. d emog r aphics
D. econ omics
E. lif estyl es
on.
A AC SB: A n
2 M edium

72 .
(p. 62)
With r es pect to d em og r aphics, wh ich of th e fo llo wing r ef er s to the nu mber of
ind i vid ua ls in a society?
A. d istr ibuti on
B. size
C. str uctur e
D. d isper si on
E. concen tr ation
With r es pect to d em og r aphics, s ize r ef er s t o t he numb er of ind i vid ua ls in a s
ociety.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
73 .
(p. 62)
The p opu lati on of the United Stat es is over 3 00 milli on peo pl e. Wit h r espec t to d
em og r aph ics, this numb er r epr es ents .
A. size

B
.
s
t
r
u
c
t
u
r
e
C
.
d
i
s
p
er si on D. d
ensity
E. concen tr ation
With r es pect to d em og r aphics, s ize r ef er s t o t he numb er of ind i vid ua ls in a s
ociety.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 Medium

74 .
(p. 62)
With r es pect to d em og r aphics, wh ich of th e fo llo wing d escr i bes the s ociety
in t er ms of ag e, incom e, ed ucati on, and occu pati on?
A. size
B. d istr ibuti on
C. concen tr ation
D. str uctur e
E. comp osit ion
With r es pect to d em og r aphics, str uctur e d es cribe s the soc iety in ter m s
of ag e, inc ome, ed ucati on, and occu pa tion.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

75 . r ef er s to the phys ical lo cati on of ind iv id u als in ter ms of g e og r ap hic r eg ion and
r ur al,
(p. 62)
subur ban, and ur ban lo catio n.
A. Size
B. Str uctur e
C. Distr ib uti on
D. Disp er sio n
E. C oncentr ati on
Distr ib uti on r ef er s to th e physi cal lo cati on of i nd ivid ual s in t er ms of g eog
r aphic r eg ion a nd r ur al, subur ban, and ur ban l ocat ion.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
76 . is based on the c ost of a stand ar d mar ket ba sket of pr od ucts b oug ht in each c ountry
.
(p. 63)
A. Ad justed g r oss inc ome (AGI)

B. Gr oss d omest ic pr od uc t
(GDP) C. Per cap ita inc ome (
PC I )
D. Pur chasing p ow er par it y ( PPP)
E. C r oss- cultur al pur chas i ng power (C PP)
Pur chasing p ow er par it y ( PPP) is bas ed on th e cost of a stand ar d mar k et bask
et of pr od ucts boug ht in eac h coun tr y.
A AC SB: A n alytic

77.
(p. 64)
Which c ountry has th e lar g est p er centag e of it s cit izens old er tha n 60 y ear s of ag
e?
A. Phil ip pin es
B. C anad a
C. United Stat es
D. J apan
E. Saud i Ar ab ia
J apan has th e l ar g est p er centag e of its c it izen s old er than 60 year s of ag e.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
3 Hard
78 .
(p. 64)
Using one mar k eting st r ateg y acr oss var i ous c ultur es is refer r ed to as .
A. stand ar d ization
B. opt imizat ion

C.
cros
s-
cultu
r a
liza
ti on
D.
mar
k
etin
g
impe
r ia
lism
E.
cros
s- f
er til
izat
ion
Usin
g
one
mar
k
etin
g st
r
ateg
y acr
oss var i ous c ultur es is refer r ed to as stand ar d ization.
A AC SB: A n alytic

Topic: C ross -Cu ltu ral M arketin g Strategy
79 .
(p. 64)
Which one of thes e fac tor s is n ot true r eg ar d i ng g local izati on:
A. Stand ar d ized mar k eting can of f er a co st
sa vin g s. B. Unif or mity is a lways po ssib le.
C. V alues and d emog r aph ics r eq uir e ad a pting t o cultur al d if f er enc es.
D. An ad that ap pe als to s ome c ountrie s mig ht b e ina ppr o pr
iat e in othe r s. E. All of thes e fact or s ar e tr ue.
Unif or mity is s omet ime s po ssi bl e, but c ompan ies mus t of ten ad apt t o cultur al d
if f er enc es.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

80.
(p. 65)
Which of the fo ll ow ing is a k ey c onsid er at ion f or each g e og r aphic ma r
k et that a firm is contem plat ing ?
A. I s the g eog r aph ic ar ea homog eno us or h eter o g eneous with r e sp
ect t o cult ur e? B. What ne ed s can th is pr od uct or a ver si on of it f ill in
thi s cu ltur e?
C. What ar e th e d istr i buti on, po lit ica l, and leg al s tr uctur es for the pr od u ct?
D. I n what ways can we c omm unicat e a bout the pr
od uct? E. all of the ab ove
Ther e ar e s even k ey co nsid er ati ons f or ea ch g eog r aphic mar k et that a f ir m is c
ontemp lat ing .
A AC SB: A n
1 E as y
Learn in g Objective: 02 -06 L is t th e key dim ens ions in decidin g to en ter a foreign m arket
Topic: C ons iderations in A pproach in g a F oreign Market

81. Unile ver i s hig hly su cce ssf ul in m ar k eting its la und r y pr od ucts outsid e of the U.
S. Wh ich fact or s
(p. 65 -66)
d o they use to ad a pt w ithin a nd across c ountri es wher e they d o busin ess?
A. cultur al h omog en eity
B. ethica l impl icat ion s
C. aff or d ability
D. infr astr uctur e
Ther e ar e s even g lo bal consid er at ions that r e la te to Un il ev er ' s globa l s tr
ateg y: (1) cultur al homog ene ity, (2 ) need fulf illm ent, ( 3) af f or d ability, (4 ) r
elevant va lues, ( 5) infr astr uctur e, (6) comm unica tio ns, and (7 ) ethical imp lic ati
ons.
A AC SB: A n
1 E as y
Learn in g Objective: 02 -06 Lis t th e key dim ens ions in decidin g to en ter a foreign m arket
Topic: C ons iderations in A pproach in g a F oreign Market

T rue / F als e Qu e s t ion s

82.
(p. 37
)
Walmar t was ab le t o us e a c ompl ete ly stand ar d ized sup er stor e a ppr o ach
when it ex pand ed into th e L atin Amer ican mar k ets g iven th e c o mm on cultur
e.
F AL SE
The stand ar d ized su pe r stor e ap pr oach h as w or k ed well in W est er n mark ets,
but multin ati o nal r etail er s hav e had to a d just to mat ch r eg ion al need s and pr
ef er ences .
A AC SB: A n
2 M edium
83.
(p. 38)
Mar k eting across cu ltur al b ound ar ies is a d if f ic ult and cha ll eng ing tas k .
TR UE
The succ ess of g lo bal mar k eter s depend s on how w ell they und er sta nd and
ad apt to th e d if f er ences in cultur e s.

A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y

84 .
(p. 38)
Whil e cu ltur e he av ily in f luence s mar k eting str a teg y, cultur e is n ot influ
enced by m ar k eting str ateg y.
F AL SE
Ther e is mutu al influ en ce as pr od ucts, br and s, cultur es, and v alu es m ove back
and forth a cross the wor ld .
A AC SB: A n
2 M edium
85.
(p. 39)
Glo bal cit izen s ar e hig h ly conc entr ated in t he United Stat es and th e United Ki ng d
om.
F AL SE
Glo bal cit izen s ar e hig h ly conc entr ated in Br az i l, C hina, and Ind onesia.
A AC SB: A n
3 Hard

Topic: C ross -Cu ltu ral Variations in C ons um er Beh avi or
86.
(p. 41)
C ultur es ar e st atic and r ar ely chang e.
F AL SE
C ultur es ar e n ot stat ic; they ty pica lly ev ol ve an d chang e slowly o ver t i me.
A AC SB: A n alytic

Difficulty: 3 Hard
87 .
(p. 42)
Other - or iented v alu es r ef lect a s ociety' s vi ew o f the ap pr opr ia te r e lati
onshi ps betw een ind ivid ua ls and g r oup s within that s ociety.
TR UE
I f the soc iety v alu es c ol lect iv e act iv ity, consum er s wil l l ook t owar d oth er s for
g uid ance in pur chase d e cis ion s and wil l not r esp ond favor ably t o pr om oti onal
ap pea ls t o " be an ind i vid ual. "
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
Learn in g Objective: 02 -02 Des cribe c ore v alu es th at v ary acros s cu ltu re an d in f lu en ce beh aviors
88.
(p. 43)
C olle ctivism is a d ef inin g char acter isti c of Ame r ican cult ur e.
F AL SE
I nd ivid ual ism is a d ef in i ng char acter isti c of Am er ican cu ltur e.

A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 Medium

89.
(p. 46)
The family un it i s the b asis for vir tual ly al l s ocietie s.
TR UE
The d ef init ion of the fa mily and the r ig h ts a nd ob lig ati ons of family member s var
y wid ely a cross cultur es.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
90.
(p. 46)
The chang ing and ex p and ing r oles of wom en throug hout much of t he wor ld i s
cr eat ing ne w op por tunit ies as w el l as chal leng es f or mar k eter s.
TR UE
Basica lly, we li ve in a m ascul ine - or ient ed wor l d , yet the d eg r ee of m ascul ine
or ient ati on v ar ies wid ely.
A AC SB: A n

1 E as y

91.
(p. 49)
Pow er g ap r ef er s to th e d eg r ee to which pe o ple acc e pt ineq ua lity in pow er
, author ity, statu s, and wealth as nat ur al o r inher ent in soc iety.
F AL SE
Pow er d istance r ef er s t o the d eg r ee to wh ich peo pl e ac ce pt in eq ual it y
in po wer , author ity, status, and wea lth a s n atur al or inh er ent in s o ciety.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
92.
(p.
51)
Ter minal mat er ial ism i s the acq ui sit ion of thin g s to ena bl e on e t o d o someth ing
.
F AL SE
Ter minal mat er ial ism i s the acq ui sit ion of it ems for the sak e of ow nin g the item its
elf .
A AC SB: A n
alytic Bloom s : Kn

owledge Difficulty:
2 M edium
Learn in g Objective: 02 -02 Des cribe c ore v alu es th at v ary acros s cu ltu re an d in f lu en ce beh aviors

93.
(p. 53)
The mean ing of time v ar ies betw een c ultur es in two maj or ways: tim e p er
TR UE
The mean ing of time v ar ies betw een c ultur es in two m aj or ways: tim e p er
A AC SB: A n
2 M edium
Topic: Tim e
94 .
(p. 55)
Per sona l s pac e r ef er s t o the n ear nes s that oth er s can c ome t o you in var iou s
TR UE
Per sona l s pac e r ef er s t o the n ear nes s that oth er s can c ome t o you in var iou s

A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y

95.
(p. 56)
The co lor b lue conn ote s feminin ity in H oll and but mascu l in ity in Swe d en and the
Unit ed Sta tes.
TR UE
Sym bols hav e v ar ying meaning s acro ss cu ltur es.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium
Topic: Sym bols
96.
(p.
61)
The lar g est s ing le influ ence t owar d unif or mity among youth w or ld wid e is ed uca
tio n.
F AL SE
The lar g est s ing le influ ence t owar d unif or mity among youth w or ld wid e is mass
media.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

97 .
(p. 62)
Psychog r aphi cs d escr i b e a p op ulat ion in t er ms of its siz e, str uctur e, and d istr
ibuti on.
F AL SE
on.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
2 M edium

98.
(p. 64)
Ad apting pr od ucts and ser vic es t o l oca l c onsid er ations is known as l ocal izing .
F AL SE
Ad apting pr od ucts and ser vic es t o l oca l c onsid er ations is known as g local izat ion.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y
Learn in g Objective: 02 -05 U n ders tan d th e role of global dem ograp h ics
E s s ay Que s t ion s
99.
(p. 38)
L ist the cu ltur al fa ctor s that influ enc e con sume r behav ior and mar k eti ng str ateg
y.
L ang uag e, d emog r aphics, valu es, and non ver b al c omm unicat ion s.
A AC SB: A n
alytic Bloom s : Kn
owledge Difficulty:
1 E as y

Learn
in g
Objec
tive:
02 -
01
Defin
e th
e con
cept
of cu
ltu re
Topic:
C
ross -
Cu
ltu ral
Variat
ions
in C
ons
um
er
Beh
avior

100
.
(p. 40)
E x plain th e co nce pt of cultur e and d isc uss wh y is it imp or tant to stud y f or
under stand ing consumer beha vi or .
C ultur e is th e c omp lex whol e that inc lud es kn owled g e, bel ief , ar t, la w, m or als,
custom s, and any other ca pab il iti es and h abits acq uir ed by hum ans as mem ber s of
soc i ety. It is imp or tant t o
stud y cultur e for se ver a l r easo ns. F ir st, cul tur e i s a com pr ehens iv e c on cept
and incl ud es a lmo st ever ything that influ en ces an ind iv id ual' s th ou g ht pr ocess
es and beh avi or s. Sec ond , cultur e is acq uir ed . It d oes not in clud e inh er ited r es
pon s es and pr ed is po sit ions, and since much of human beh av ior is le ar ned r ather
than inn ate, cultur e d o es af f ect a w id e ar r ay of beha vi or s. Thir d , the compl ex
ity o f mod er n societi es is su ch that cu ltur e s eld om pr ovid e s deta iled pr escr ipt
ion s for ap pr o pr iate beh av ior . Instea d , in most ind ustr ia l s o ciet ies, cu ltur e su
pp li es bound ar ie s wit hin wh ic h most ind i vid ua ls th in k and act. F inally, the n
atur e of cu ltur al influen ces is such that w e ar e s eld om awar e of them. On e b ehav
es, think s, and feel s in a manner consistent with other member s of th e sam e cultur e
beca use it s ee ms " nat ur al" or " r ig ht" to d o so. Thus, it is im por tant to stud y cult
ur e for un d er stand ing consumer beha vi or bec ause it is per vas iv e and inf luenc es

co
ns
u
me
rs'
b
eh
av
io
r ,
of
te
n
in
wa
ys
th
ey
ar e unawar e of . Mar k eter s must und er stand this i nfluence to ef f ective ly s er ve
cu stomers' ne ed s and d esir es.
A AC SB: A n
2 M edium

101
.
C ompar e and co ntr ast ( a) other - or ient ed va lu es, ( b) env ir onment - or i ented va
lue s, and (c) se lf -
(p. 42 -43)
or ient ed valu es.
a. Other - or ient ed va lu es r ef lect a so ciety' s vi e w of the ap pr opr iat e r e
lati onsh ips bet wee n ind ivid ua ls and g r oup s within that s ociety.
b. E nv ir onm ent - or i ent ed v alu es pr escr ibe a so ciety' s relat io nshi p to
it s eco nomi c and techno log i cal as w ell as its physica l en vir onm e nt.
c. S elf - or ient ed va lue s r ef lect th e o bj ectives a nd appr oach es t o l if e t hat the
ind iv id ual mem ber s of soc iety f ind d es ir abl e.
Of the 18 valu es dis cus sed in th is cha pter (se e Tabl e 2 - 1 for a summ a r y),
some ar e mor e impor tant in s ocieti es t han oth er s bas ed on th eir va lue or
ient ati on.
A AC SB: A n
2 M edium

102
.
J ason is pl anning a bus iness tr ip t o J apan, and it is his f ir st time d oing busin ess in
tha t co untry .
(p. 43 -48)
Discus s som e v alu e d if f er ences bet we en J apan ese c ultur e and Amer ic an
cultur e that ar e m os t r elev ant to him in a bu sines s mee ting situati o n.
One k ey ar ea wher e th er e ar e su bstant ial d if f er ences betw een th e J a panes e
and Amer i can cultur es is th e ar ea of " other - or ien ted " valu es. Ind ivid ual is m i s a
d ef in ing char acter ist ic of Amer ican cu ltur e, wher eas th e J apan ese ar e m or e co
ll ective in th eir o r ientati on. Whi le Amer i can society is clear ly y outh or ient ed ,
many Asian c ultur es ha ve tr ad it ion all y valued th e w isd om th at comes with ag e. C
ult ur es wi th mor e mas cul in e and ind i vid ual ist ic or i entati ons s uch as the U . S.
tend to v alu e c ompet iti vene ss and d emon str ate it op enly, but co lle ctivists cult ur
es, ev en hig hly mascul ine ones such a s J apan, tend to fi nd op enly com pet iti ve g e
stur es of f ens iv e as they ca us e other s t o " los e face. " F i nally, J apan a nd other col
lect iv ist cu ltur es ten d to pl ace a str ong va l ue
on unif or mity and conf or mity, wher eas other cultur es, such as th e U. S. , value d i ver s
ity m or e .

Another ar ea wher e th er e ar e d if f er ence s bet ween th e J apa nes e and Amer ican
cu ltur es is th e ar ea of " se lf - or ient ed " valu es. American s ar e much mor e pr on
e than the J apan ese to t ake a n actio n - or ient ed ap pr oa ch to pr ob lems.
A AC SB: A n
3 Hard

103 .
(p. 52 -
59)
Name th e se ven fac tor s influ encing n onv er bal comm unic ati ons and d escr ibe f our
of them.
Nonv er bal factor s influ encing no nver b al c om municati ons inc lud e: ti me, spac e,
symbol s, r elati onshi ps, ag r eeme nts, thing s, and etiq uet te. Stud ents c an d iscu s s
any f our of the f ol low ing :
a. Tim e --The meaning of time var ie s betwe en cultur es in tw o maj or w ays: time p er
spe ctive, which is a c ultur e' s ove r all or i enta t ion t owar d time, and the inter pr et
ation s ass ig ned to s pe c if ic uses of time. Tim e p er spect iv es can be mon oc hr
onic ( i. e. , one thing a t a time, pr omptn ess, ad her ing to p lans, et c.) or po lychr onic
(i.e. , d oing many thing s at onc e, comm itt ed to r elati onshi ps, chang e p lans of ten,
etc.) .
b. S pa ce -- Per sonal s pa ce is the n ear est t hat o ther s can c ome t o you in var i ous
s ituat ion s
without your fee ling un comf or tab le, and this s pace var i es am ong cult ur es.
c. Sym b ol s -- C olor s, ani mals, shap es, numb er s, and music ha ve var y in g meaning
across cultu r es. d . R e lat ion ships -- While Amer icans f or m r elati o nship s and make
fr iend s quickly and eas ily an d d r op them ea si ly als o, i n many other p ar ts of t he
wor ld , r elat ion ships and fr iend ships ar e

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