Chapter 1 - Export Marketing

Front 1

Successful performance can be achieved in 3 ways:

Back 1

Effectiveness
Efficiency
competitive strength

Front 2

This is characterized by acquisition of market share abroad and by increased sales:

Back 2

Effectivesness

Front 3

___is manifest by rising profitability.

Back 3

Efficiency

Front 4

___is reflected by increased market share.

Back 4

Competitive strength

Front 5

If a unsolicited orders or other international market stimuli continue over time, a firm may gradually become a ___

Back 5

partially interested exporter

Front 6

what is the first obvious reason a firm's management decide to go international?

Back 6

- determination and commitment to succeed

Front 7

A good indication of the degree of corporate commitment is:

Back 7

the nature of organizational structure

Front 8

___ motivations represent stimuli to attempt strategic change.

Back 8

proactive

Front 9

___ motivations influence firms that are responsive to environmental changes and adjust to them by changing their activities over time.r

Back 9

reactive

Front 10

__ go international because they have to
____ go international because they want to.

Back 10

Reactive
Proactive

Front 11

__ is the strongest motivator in proactive motivation

Back 11

profitablity

Front 12

The second major motivator results from___

Back 12

distinctiveness of the firm's products or from a unique technological advantage.

Front 13

_____ is another proactive stimulus of proactive motivation

Back 13

Exclusive market information

Front 14

___ have historically also played a major motivating role

Back 14

Tax benefits

Front 15

In the US, a tax mechanism called the Exterritorial Income (ETI)Tax Exlusion provides:

Back 15

exporting firms with certain tax deferrals making international marketing activities potentially more profitable.

Front 16

____ will play a decreasing role in future motivations to export. major proactive motivation

Back 16

tax benefits

Front 17

A final major proactive motivation is:

Back 17

economies of scale

Front 18

A prime form of reactive motivations is __

Back 18

the reaction to competitive pressures.

Front 19

___ can serve as a major reactive motivation.

Back 19

overproduction

Front 20

Like Overproduction, ___ can also be a powerful motivation in reactive.

Back 20

Excess capacity

Front 21

A final major reactive motivation is___

Back 21

proximity to customers and ports

Front 22

____ can often play a major role in the export activities of the firm.

Back 22

physical closeness to the international market

Front 23

Geographic closeness to foreign markets may not necessarily translate into real or perceived closeness to the foreign customer

Back 23

psychological proximity

Front 24

The clearest difference between proactive and reactive firms centers around:

Back 24

how they originally entered international markets.

Front 25

The most successful exporters tend to be:

Back 25

motivated by proactive factors in their general business operations as well as their international activities.

Front 26

Which of the two (proactive or reactive) are more likely to be more service oriented?

Back 26

proactive firms

Front 27

Which of the two (proactive or reactive) are more likely to be marketing and strategy-oriented?

Back 27

proactive firms

Front 28

For change to take place in a firm what must happen first?

Back 28

someone or something within the firm must initiate it and shepherd it through to implementation.

Front 29

3 internal change agents in the internationalization process:

Back 29

Enlightened management
new management
significant internal event

Front 30

7 external change agents in the internationalization process:

Back 30

demand
other firms
domestic distributions
banks
chambers of commerce
governmental activities
export intermediaries

Front 31

The individual that initiates the change in a firm is called the:

Back 31

change agent

Front 32

A primary change agent internal to the firm is:

Back 32

enlightened management

Front 33

The key factor leading to such performance-enhancing enlightenment is the:

Back 33

international experience and exposure of management

Front 34

A second set of major internal change agents consists of:

Back 34

new management or new employees

Front 35

An example of a new employee who firmly believes that the firm should undertake exporting may find ways to motivate management is what kind of internal change agent?

Back 35

significant internal event

Front 36

The primary outside influence on a firm's decision to become international is:

Back 36

foreign demand

Front 37

examples of foreign demand are:

Back 37

inquiries from abroad, unsolicited orders

Front 38

what can be valuable and worthwhile to develop easily that captures the attention of management?

Back 38

information that an executive in a competing firm considering international markets

Front 39

A third, quite influential, change agent consists of:

Back 39

domestic distributions

Front 40

How can banks and other service firms serve as a major change agent?

Back 40

by alerting domestic clients to international opportunities.

Front 41

How do Chambers of commerce and other business associations interact?

Back 41

they interact with firms locally and can frequently heighten exporting interests.

Front 42

How can governmental efforts serves a major change agent?

Back 42

they encourage exports..

Front 43

Proactive motivations are initiated by the firm's management and can consist of:

Back 43

- a profit advantage
- technological advantage
- product advantage
- exclusive market info
- managerial urge

Front 44

Reactive motivations are the response of:

Back 44

- managagement to environmental
- changes and pressures

Front 45

New parameters for tools and techniques

Back 45

tariff
exchange rate
transportation
documentations