. Identify the ways to reach foreign markets by making a domestic sale.
> Discuss the benefits gained by adopting a matrix organizational structure.
> Identify the major weaknesses inherent in the international division structure.
> What is meant by performance indicators? Why does a firm need them?
> Discuss why firms need global marketing controls.
> Would Tokyo be a good test market for a new brand planned to be marketed worldwide? Why or why not?
> Discuss to what degree the choice of organizational structure is essentially a choice between headquarters centralization and local autonomy.
> Discuss the pros and cons of standardizing the marketing management process. Is a standardized process of more benefit to the company pursuing a national market strategy or a global market strategy?
> What key internal/external factors influence the organizational structure? Can you think of additional factors? Explain.
> Identify appropriate organizational structures for managing international product development. Discuss key features of the structure(s) suggested.
> Why is it so difficult for an international marketer to deal with bribery?
> What are your views on lobbying efforts by foreign firms?
> Compare and contrast the negotiating styles of Europeans and Asians. What are the similarities? What are the differences?
> Should expatriate personnel be used? What are some of the difficulties that they may encounter overseas? What can be done to minimize these problems?
> You are a European preparing to negotiate with a Japanese firm for the first time. How would you prepare for the assignment if it is taking place: (a) in the Japanese headquarters; (b) in one of its European subsidiaries?
> How can a company increase its communication effectiveness through the use of social media?
> Identify and discuss the major considerations in deciding whether research should be centralized or decentralized.
> What is meant by saying that advertising regulations vary around the world?
> Explain how personal selling may differ between the overseas and home markets.
> Identify and discuss problems associated with assessing advertising effectiveness in foreign markets.
> What are the advantages and disadvantages of global online distribution compared to the physical distribution?
> How is retailing know-how transferred internationally?
> Discuss the implications for the international marketer of the trend towards cross border retailing.
> What are the main advantages and disadvantages of following a Multiple Distribution Channel Strategy?
> Do grey marketers serve useful marketing functions for consumers and manufacturers?
> In attempting to optimize global marketing channel performance, which of the following should an international marketer emphasize: training, motivation or compensation? Why?
> What are the factors that affect the length, width and number of marketing channels?
> A US manufacturer of shoes is interested in estimating the potential attractiveness of China for its products. Identify and discuss the sources and the types of data that the company will need in order to obtain a preliminary estimate.
> Discuss current distribution trends in world markets.
> What is counter-trade? Why should firms be willing to consider counter-trade arrangements in their global marketing efforts?
> Explain these types of letter of credit: revocable/irrevocable, confirmed/unconfirmed. Under what sets of circumstances would exporters use the following methods of payment: (a) revocable letter of credit; (b) confirmed letter of credit; (c) confirmed ir
> Explain these terms of sale: EXW, FAS, FOB, CFR, CIF, DEQ and DDP. Which factors will determine the terms of sale?
> Why is it often difficult to compute fair arm’s-length transfer prices?
> What methods can be used to compute a transfer price (for transactions between affiliated companies)?
> What are the major causes of international price escalation? Suggest possible courses of action to deal with this problem.
> Discuss the decision to add or drop products to or from the product line in international markets.
> Identify the major barriers to developing international brands.
> When is it appropriate to use multiple brands in (a) a single market and (b) several markets/countries?
> Identify and classify the major groups of factors that must be taken into account when conducting a foreign market assessment.
> Describe briefly the PLC (IPLC) theory and its marketing implications.
> How would you distinguish between services and products? What are the main implications of this difference for the global marketing of services?
> Project export is often characterized by a complex and time-consuming decision-making process. What are the marketing implications of this for the potential subcontractor?
> How are project exports/turnkey projects different from general subcontracting in the industrial market?
> Explain the main differences between the US and the Japanese subsupplier systems.
> Describe the typology of subcontractors based on the differences in the contractor/subcontractor relationship.
> Apart from the management fees involved, what benefits might a firm derive from entering into management contracts overseas?
> Under what circumstances should franchising be considered? How do these circumstances vary from those leading to licensing?
> Which marketing tasks should be handled by the exporter and which ones by its intermediaries in foreign markets?
> Discuss the financial and pricing techniques for motivating foreign distributors.
> As the global marketing manager for Coca-Cola, how would you monitor reactions around the world to a major competitor such as Pepsi?
> Why is it difficult – financially and legally – to terminate a relationship with overseas intermediaries? What should be done to prevent or minimize such difficulties?
> . What procedures should a firm follow in selecting a distributor?
> Use Figure 9.1 to identify the most important factors affecting the choice of foreign entry mode. Prioritize the factors.
> Discuss the possible implications that the firm’s choice of geographic expansion strategy may have on the ability of a local marketing manager of a foreign subsidiary to develop and implement marketing programmes.
> What are the differences between a global market segment and a national market segment? What are the marketing implications of these differences for a firm serving segments on a worldwide basis?
> What are the advantages and disadvantages of an opportunistic selection of international markets?
> Why is screening of foreign markets important? Outline the reasons why many firms do not systematically screen countries/markets.
> Identify some constraints in marketing to a traditional Muslim society. Use some of the examples in the chapter.
> Do you think that cultural differences between nations are more or less important than cultural variations within nations? Under what circumstances is each important?
> Identify the major dimensions used to analyse a competitor’s strengths and weaknesses profile. Do local, regional and global competitors need to be analysed separately?
> What is the reason for the ‘convergence of orientation’ in LSEs and SMEs?
> Using the following information, compute cash collected from customers. Sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $10,000 Cost of goods sold . . . . . . . . . . . . .
> The company constructed its own building. The cost of materials was $400,000. Labor cost incurred on the construction project was $600,000. Total overhead cost for the company for the year was $8,000,000; total labor cost (including the cost of construct
> Bad debt expense for the year was estimated to be $12,000. Total accounts written off as uncollectible during the year were $8,100. Make the necessary summary journal entries to record this information.
> The company exchanged a piece of land for a new piece of equipment. The equipment has a list price of $100,000, and the land has a historical cost of $35,000. The land has a current market value of $97,300. Make the journal entry necessary to record the
> Dandy Hardware Stores reported the following asset values in 2012 and 2013: In addition, Dandy Hardware had sales of $3,500,000 in 2013. Cost of goods sold for the year was $2,200,000. Compute Dandy Hardware’s fixed asset turnover rat
> On July 15, Mann Company sold $900,000 in accounts receivable for cash of $750,000. The factor withheld 10% of the cash proceeds to allow for possible customer returns or account adjustments. An Allowance for Bad Debts of $120,000 had previously been est
> Sterling Company’s bank statement for the month of March included the following information: Ending balance, March 31 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $32,346 Bank service charge for Mar
> Exploratory Company is an oil and gas exploration firm. During 2013, Exploratory engaged in 86 different exploratory projects, only 20 of which were successful. The total cost of this exploration effort was $24 million, $5.6 million of which was associat
> Combining the following information, compute the total amount of (1) Cash flow from investing activities and (2) Cash flow from financing activities. (a) Purchased a building for $120,000. Paid $40,000 and signed a mortgage with the seller for the remain
> Pringle Company has a substantial research department. Following are listed, in chronological order, some of the major activities associated with one of Pringle’s research projects. Project Started (a) Purchased special equipment to be used solely for th
> Trend Industries Company reported the following amounts on its 2012 and 2013 financial statements: 1. Compute the accounts receivable turnover for 2013. 2. What is the average collection period during 2013? (Use 365 days.)
> GoodeHill Company replaced some parts of its factory building during 2013: (a) The outside corrugated covering on the factory walls was removed and replaced. The job was done by an expert crew from Hollister Construction Company and will extend the life
> On July 23, Stevensonville Company purchased goods on account for $6,000. Stevensonville later returned defective goods costing $450. Record the purchase and the return of the defective goods assuming (1) A periodic inventory system and (2) A perpetual
> Olavssen Hardware regularly buys merchandise from Dawson Suppliers. Olavssen uses the net method to record purchases and discounts. On August 15, Olavssen Hardware purchased material from Dawson Suppliers. The invoice received from Dawson showed an invoi
> The following information was taken from the comparative financial statements of Tulip Corporation: Net income for year . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 75,000 Sales revenu
> The company received a bank statement at the end of the month. The statement contained the following: Ending balance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $11,500 Bank servi
> McGraw Medical Center has received a bankruptcy notice for Phillip Hollister. Hollister owes the medical center $1,350. The bankruptcy notice indicates that the medical center can’t expect to receive payment of any of the $1,350. 1. Make the journal entr
> Refer to Practice 8-7 and Practice 8-10. Assume that the company uses the percentage-of-completion method and uses a cost-to-cost approach in estimating the percentage of completion. Make the journal entries to record revenue and cost for the constructio
> Organize the following summary information into the proper format for a statement of cash flows. Cash balance, beginning of year. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 2,800 Cash flow from financin
> Company S shipped goods costing $12,000 to Company T on consignment. The sales agreement states that Company T has 90 days to either sell the goods and pay Company S $18,000 for them or to return the goods to Company S. Make the journal entries necessary
> The company counted its ending inventory on December 31. None of the following items were included when the total amount of the company’s ending inventory was computed: • $15,000 in goods located in the company’s warehouse that are on consignment from an
> The following information from Tiny Company’s first year of operations is to be used in testing the accuracy of Accounts Receivable. The December 31, 2013, balance is $21,300. (a) Collections from customers, $53,000. (b) Merchandise purchased, $74,000. (
> Refer to Practice 7-2. Make all journal entries necessary to record both the sales and the cash collections. Use the net method of accounting for sales discounts. In Practice 7-2 On January 16, two credit sales were made, one for $300 and one for $400.
> Ratcliff Corporation purchased land, a building, a patent, and a franchise for the lump sum of $1,450,000. A real estate appraiser estimated the building to have a resale value of $600,000 (2/3 of the total worth of land and building). The franchise had
> The company sells satellite phone service. Customers are required to pay an initial fee of $360, followed by continuing service fees of $50 per month. The initial fee is not refundable. The company’s best estimate is that the average customer will contin
> Allred Shipping Co. acquired land, buildings, and equipment at a lump-sum price of $920,000. An appraisal of the assets at the time of acquisition disclosed the following values. Land . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
> Refer to Practice 8-18. Indicate how the installment sales receivable would be reported in the balance sheet at the end of the year. In Practice 8-18 The company had sales during the year of $350,000. The gross profit percentage during the year was 20%.
> Bad debt expense is estimated using the percentage-of-accounts-receivable method. Total sales for the year were $600,000. The ending balance in Accounts Receivable was $200,000. An examination of the outstanding accounts at the end of the year indicates
> In exchange for land, the company received a 12-month note on January 1. The face amount of the note is $2,000, and the stated rate of interest is 12%, compounded annually. The 12% rate is equal to the market rate. The original cost of the land was $2,45
> Because of the extreme deterioration in the financial condition of a customer, the customer’s account in the amount of $7,500 was written off as uncollectible on July 23. By November 1, the customer’s financial condition had improved such that the custom
> The company paid $750,000 to buy a collection of assets. The assets had the following appraised values: Equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $250,000 Buil
> Company A had sales for the year totaling $480,000. The net property, plant, and equipment balance at the beginning of the year was $160,000; the ending balance was $200,000. Compute the fixed asset turnover ratio.
> Using the following information, compute the cash balance. Restricted deposits in foreign bank accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 5,200 Cash overdraft . . . . . . . . . . . . . . . . . . . . . . . . . .
> Buyer Company purchased Target Company for $800,000 cash. Target Company had total liabilities of $300,000. Buyer Company’s assessment of the fair values it obtained when it purchased Target Company is as follows: Cash . . . . . . . . . . . . . . . . .
> Sales for the year were $400,000. The Accounts Receivable balance was $50,000 at the beginning of the year and $65,000 at the end of the year. Compute the average collection period using (1) The average accounts receivable balance and (2) The ending acco
> Refer to Practice 7-15. Assume that the sale of the receivables was done with recourse. The estimated value of the recourse obligation is $1,300. Make the journal entry necessary on Cammo’s books to record the sale of these receivables with recourse. In
> Cammo Company sold receivables (without recourse) for $53,000. Cammo received $50,000 cash immediately from the factor (the company to whom the receivables were sold). The remaining $3,000 will be received once the factor verifies that none of the receiv
> Stafford Company purchased Deaver Manufacturing for $1,400,000 cash on January 1. The book value and fair value of the assets of Deaver as of the date of the acquisition follow: In addition, Deaver had liabilities totaling $500,000 at the time of the a
> Using the following information, compute cash paid for income taxes. Reported income tax expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $35,500
> Using the following information, compute cash flow from operating activities. (With the limited information given, only the indirect method can be used.) Decrease in inventory . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
