International Marketing Ch 15

Front 1

order taker

Back 1

An individual who processes routine sales orders from the customer.

Front 2

order getter

Back 2

Individual who actively generates potential leads and persuades customers to purchase the irm’s products.

Front 3

electronic data interchange (EDI)

Back 3

Relationship whereby buying and selling irms are able to share important data on production, inventory, shipping, and purchasing.

Front 4

extensible markup language (XML)

Back 4

System that encodes data on production, inventory, shipping, and purchasing and processes the content without human intervention, sharing it with the company’s supply chain partners.

Front 5

strategic partnership

Back 5

A partnership that represents the highest level of the buyer - seller dyad interaction, whereby buyers and sellers share information, and the seller actively examines product improvements to better serve the needs of the buying irm.

Front 6

expatriate

Back 6

An employee working in a foreign country.

Front 7

home - country national

Back 7

A local employee who works in his or her home country for the international corporation.

Front 8

third - country national

Back 8

An employee working in the country of assignment who is not a national of that country nor of the country in which the corporate headquarters of the company he or she works for are located.

Front 9

host - country national

Back 9

A local employee who works in his or her home country for the international corporation.

Front 10

international buyer - seller relationship

Back 10

The distribution between the buyer and the individual involved in personal selling.

Front 11

national character

Back 11

A set of behavior and personality characteristics shared by individuals of a certain country or region.

Front 12

organizational culture

Back 12

The shared norms and values that guide collective behavior in organizations and enduring traits that characterize individuals, motivating them to act or react to stimuli in the organization and in the environment in a particular manner.

Front 13

individual personality

Back 13

Enduring traits that characterize individuals, motivating them to act or react to external stimuli in a particular manner.

Front 14

repatriation

Back 14

The return of the expatriate employee to the home country.

Front 15

culture shock

Back 15

A pervasive feeling of anxiety resulting from one’s presence in a new, unfamiliar culture.

Front 16

cost - of - living adjustment

Back 16

A compensation incentive whereby the company adjusts expatriate salaries to relect the cost of living in the new environment at standards in the expatriate’s home country; also called post - adjustment.

Front 17

post adjustment

Back 17

A compensation incentive whereby the company adjusts expatriate salaries to relect the cost of living in the new environment at standards in the expatriate’s home country; also called cost - of - living adjustment.

Front 18

housing allowance

Back 18

A compensation incentive whereby the company covers part of or the entire cost of housing for the expatriate employee while abroad.

Front 19

education allowance

Back 19

A compensation incentive whereby the company agrees to cover the cost of children’s education at an international private school in the country of assignment or at a boarding school in the expatriate’s home country.

Front 20

home - leave allowance

Back 20

A compensation incentive that pays for the expatriate and his or her family to vacation in the home country.

Front 21

moving allowance

Back 21

A compensation incentive whereby the company pays for the household moving expenses to the country of assignment and, at the end of the assignment, back to the home country.

Front 22

repatriation allowance

Back 22

A compensation incentive whereby the company covers expenses involved in moving back to the home country, as well as a large sum paid for successfully completing the international assignment in some cases.

Front 23

reverse culture shock

Back 23

Anxiety experienced after returning to the home country, associated with a longing for the international environment left behind and with the dificulty of readjusting to the home country and to corporate life at one’s irm.