Exam 15: International Personal Selling and Personnel Management

Which of the following is true regarding high-context cultures?

In the international selling context, the order getter is the individual who processes routine orders from the customer; he or she is likely to be a local employee who is familiar with the local customs and culture.

The _________________________ national is a truly international sales person, the expatriate who works in numerous countries.

International firms appear to prefer the local employee to the expatriate.

_________________________ is a feeling of anxiety associated with a longing for the international environment left behind, fear of not adapting in the new environment and/or losing one's job due to lack of fit.

_________________________ is defined as a pervasive feeling of anxiety resulting from one's presence in a new unfamiliar culture.

Household moving expenses to the country of assignment are usually covered by the company for the expatriate.

Even though companies frequently provide a generous cost-of-living adjustment, it is uncommon for a company to provide a housing allowance for the expatriate.

Which type of person is also known as parent-company nationals?

Home-country nationals are preferred by companies whose products are in the mature stage of the product life cycle.

In which country is a hard sell most likely to succeed?

Once in the country of assignment it is important for the employee to forge connections with other home-country expatriates.

As defined, ____________________ refers to enduring traits that characterize individuals, motivating them to act or react to external stimuli in a particular manner.

In Latin America, the salesperson should focus on closing the deal and aiming towards the next sale.

Why type of personality traits should companies look for in the process of recruiting expatriates?

In the case of both home-country nationals and third-country nationals it should be noted that:

International management experts estimate that the cost of a failed expatriate assignment is in the ____________________ of dollars

Which of the following is considered to be a "professional expatriate?"

Usually, third-country nationals cost more than home-country nationals because of their special expertise.

Information such as status of the speaker, individual background, values, and associations are very important in completing the message conveyed in high context cultures.