International_Marketing Philip_Cateora__Mary_Gilly__John_Graham__15th_Edition______2010

614 Subject Index

Fortune 500 companies, 340, 352, 510 social responsibility and environmental market-entry strategies for, 344–354
Four Asian Tigers, 313, 400. See also Hong Kong; management and, 67–70 Nestlé and, 335–336
organizing for, 355–357
Singapore; South Korea; Taiwan water supply, 89 strategic international alliances and, 349–353
Four Seasons Hotel, 378 The Geography of Thought (Nisbett), 118 GlobalNetXchange, 426
The Fragile Superpower (Gibney), 309 Georgia, 164, 290 Global orientation, 23
France Gerber, 228, 455 Global retailers, 431
Germany G20 meetings (2009), 49
animosity toward U.S., 167 Gola, 219
ban of hijabs in, 109 beer market in, 282 Goldman Sachs, 95
birth bonus in, 109 business customs in, 127 Goldstar TVs, 7
cultural values in, 111, 112 green marketing laws in, 207 Goodyear, 252
employment rate in, 170 investment in U.S. companies, 7 Google, 174, 201, 219, 385, 443, 456, 484, 488
formality in, 138 labor-management relations in, 152 Google Trader, 488
investment preferences in, 95 language issues in, 17 Gotthard Tunnel, 66
management style in, 134 marketing law in, 206, 207, 346 Government-affiliated middlemen, 434–435
marketing laws in, 204 negotiating style in, 560 Government policies
negotiating style in, 560 product comparison law in, 204 encouragement of foreign investments as, 182
trade issues with, 27 trade with, 28 nationalism and, 165–167
trade with, 28 unification of, 177 political parties and, 165
view of English language in, 137 women in management positions in, 143 for pricing, 544
France Telecom, 401 Getting to Yes (Fisher, Ury, & Patton), 561, stability of, 162–163
France 24 television, 482 targeted fear/animosity and, 167
Franchising 567, 575 trade disputes and, 167
background of international, 348–349 Ghana, 63 Governments
explanation of, 347 Gift giving, 112 foreign exchange and, 40
Free Burma Campaign (FBC), 174 Gigante supermarkets, 8, 9, 431 forms of, 163–164
Free-market system, 6 Gillette Company, 259, 385, 462 influence of, 108–109
Free trade. See also Trade GlaxoSmithKline, 524 relations between multinational corporations
bilateral agreements for, 46–47 Global awareness, 18–19
Middle East and, 275–276 Global brands. See also Brands and, 180
United States and, 36, 46 Grameen Bank, 316
Free trade areas (FTAs). See also European Union characteristics of successful, 384–386 Grameen Foundation, 488
country-of-origin effect and, 387–389 Grand Coast Fishing Operators, 314
(EU); North American Free Trade explanation of, 382 Gray MacKenzie and Company, 432
Agreement (NAFTA) list of top, 382–383 Gray market, 524, 525
characteristics, 279 Global business. See also International business Great Britain. See United Kingdom
direct investments and, 354 communication links and, 80–81 Great Depression, 28, 29
growth in, 6 government encouragement of, 182 Greater Arab Free Trade Area (GAFTA), 294
French language, 231 historical perspective in, 54–62 Greece, 204
French Peasant Confederation, 7 trade routes and, 79–80 Greenhouse gas emissions, 68
Friendships, 128 trends in, 6 Green marketing
Frigidaire, 8 Global business risks
Fuji Photo Film, 13 confiscation, expropriation and domestication explanation of, 207–208, 364
Full-cost pricing, 526 product development and, 364–365
as, 168 Green technology, 69
The Gap Inc., 49 cyberterrorism/cybercrime and, 177 Grey Worldwide, 332
Gateway Computer, 441 political risks and, 167–180 Gross domestic product (GDP), 251. See also Per
GAZPROM, 30–31 political sanctions as, 170
Gazprom, 290 political vulnerability and, 177–182 capita GDP
GE Medical Systems, 406 violence and terrorism as, 175–177 Gross national income (GNI), 251, 298
Gender. See also Women Global companies, 22 Gross national product (GNP)
Global competition. See also Competition
imbalance in China, 78, 107 organizing for, 355–357 in China, 304
negotiations and, 565 quality and, 360–361 global, 30
Gender bias, 141–144 relationship marketing and, 412 Grupo Bimbo, 8, 9
Genentech, 8 sales force and, 496 Grupo Elektra, 425
General Agreement on Tariffs and Trade (GATT) Global Harmonization Task Force, 403 Guanxi, 127, 128, 561
business service markets and, 408 Globalization. See also Global marketing Guatamala, 267–269
explanation of, 28, 29, 43–45 Gucci, 388, 524–525
ratification of, 45 management Guinness Bass Import Corporation (GBIC), 346
Uruguay Round of, 29, 44, 45, 538 industrial market volatility and, 399
General Agreement on Trade in Services localization vs., 332 H. J. Heinz Company, 529–530
protests against, 48–50, 333 Häagen-Dazs, 491
(GATS), 44 rankings of extent of, 23, 24 Habitat for Humanity, 175
General Electric, 10, 355, 385, 389, 394, 398, 424, Global marketing. See also International marketing Haiti, 66, 164, 489
benefits of, 336–338 Harajuku, 367
433, 534 international operations of businesses in, 22 Harvard Business Review, 136
General export license, 214 planning for, 338–344 Hasbro Inc., 125, 201, 453
General Foods, 374 stage of, 21–23 Hawg Heaven Bait Company, 12
General Mills, 350 Global marketing management Hazardous wastes, 68–69
General Motors, 117, 252, 353, 364, 426, 442, 568 background of, 332–335 Health Canada, 524
Genetically modified (GM) foods, 178 consortia and, 352–353 Health care
Geography direct foreign investment and, 353–354
direct sales and, 346 comparisons of systems of, 106
climate and topography and, 63–66 exporting and, 345–346 cultural differences in views of, 224
culture and, 103–104 franchising and, 347–349 forecasting global market for, 239
economic growth and, 66–67 international joint ventures and, 351–352 foreigners coming to U.S. for, 379
economic unions and, 278 Internet use and, 346 Heineken, 174
overview of, 63 licensing and, 347
resources and, 71–74

Subject Index 615

Heinz, 385 perceptions of, 145 International Internet marketing (IIM), 346
Heritage Foundation, 66, 164 in United States, 111, 126, 130 International joint ventures (IJVs), 351–352. See also
Hewlett-Packard, 10, 353, 530–531 Individualism/Collectivism Index (IDV), 109–111,
High-context culture, 136–137, 153 Joint ventures
High-definition television (HDTV), 481 132, 148, 153 International Labor Organization, 74, 143
Hijabs, 109 Individualism/collectivism scores, 156–157 International law, 160
Hijaz Railway Corp., 275 Indonesia International marketing
Hindustan Lever LTD, 476
History economic growth in, 32 cause of peace, 3–6
International Monetary Fund loans to, 47 communication links and, 80–81
contemporary behavior and, 54–57 manufacturing in, 400 competitive strategic plans and, 6
culture and, 54, 62, 104 Industrial corporations, 30–31 cultural congruence and, 122
Manifest Destiny and Monroe Doctrine and, Industrial products. See also Business-to-business definition of, 10–11
effect of world events on, 4
59–62 markets orientation of, 23–25
public and political attitudes and, 54 demand for, 395–401 self-reference criterion and, 16–18
subjective nature of, 57–58 as growth market, 395 stages of involvement in, 19–23
world timelines, 54–72 ISO 9000 certification and, 404–406 trends in, 5–6
HIV/AIDS, 104, 145 metric system and, 403, 404 Web sites for, 244–245
H&M, 219 privatization and, 401 International marketing channels. See also Channels
Home-country middlemen Infant mortality, 75
complementary marketers and, 433 Inflation, 529–530 of distribution
explanation of, 431 Infomercials, 473, 479 channel choice factors and, 435–438
export management companies and, 431–432 Informality, 138–139 distribution patterns and, 427–429
foreign sales corporations and, 434 Information-oriented cultures, 154 distribution process and, 421–427
global retailers and, 431 Information source, 467 Internet and, 426, 441–449
manufacturer’s export agents and, 433–434 Information technology (IT). See also Technology logistics and, 449–450
manufacturers’ retail stores and, 431 in China, 305–306 middleman choices and, 430–435
trading companies and, 432–433 customer relationship management and, 496 middleman management and, 438–441
U.S. export trading companies and, 433 economic development and, 255 overview of, 420
Webb-Pomerene export associations and, 434 in India, 312 International marketing research, 220–221. See also
Home mortgage debacle (2008), 161 Infrastructure
Honda Motor Company, 7–9, 388 in Asia Pacific region, 316, 317 Marketing research
Honduras, 267–269 comparisons of, 298 International marketing tasks
H1N1 virus outbreak (2009), 499 economic development and, 256
Hong Kong, 32, 225, 306–307, 313, 400, 568 in Europe/Africa/Middle East region, 298 chart of, 11–12
Hong Kong Disneyland, 7, 359, 374, 522 explanation of, 256 decision factors and, 12
Huffy Corporation, 8 Infrequent foreign marketing stage, 20 domestic environment and, 12–13
Human organ trade, 443 Innovation foreign environment and, 13–15
Human-rights abuses, 212 acceptance of, 121–122 uncertainties in, 12
Hungary, 288, 490 adaptation and, 368–369 International Monetary Fund (IMF)
Hurricane Katrina, 435 cultural conflict and, 122 on Asian economies, 304
Hyundai Motor Company, 29, 313, 407 diffusion of, 369–372 explanation of, 47–48
production of, 372–373 protests against, 49, 174
IBM, 12, 137, 166, 171, 212, 306, 353, 397, 496, INSEAD, 151 Web site for, 245
510–511 Institutional Revolutionary Party (Mexico), 162 International Organization for Standardization, 404
Integrated marketing communications (IMC). See International Reciprocal Trade Association (IRTA),
Icons, 138
IKEA, 337, 419, 420, 431 also Advertising 540–541
Immigration advertising and, 460–463 International sales. See Sales force; Sales
explanation of, 454
European Union and, 287 public relations and, 455–457 management
restrictions on, 502 sales promotions and, 454–455 International Space Station, 3, 176
worker shortages and, 78–79 Intel Corporation, 10, 180, 353, 393 International Trade Administration (ITA), 182
Import licenses, 38 Intellectual property rights Internet
Import-oriented distribution structure, 421–422 counterfeiting and piracy and, 194–196
Imports. See Parallel imports; Trade; Trade barriers inadequate protection for, 196–197 advertising on, 483–484
Improvement, quest for, 130–131 in India, 311 in Africa, 293–294
Impulse buying, 111 international conventions on, 197–198 countertrade and, 540–541
Independence, 79 managerial approaches to protect, 199–201 cybercrime and, 177
Independent enterprise, 130 NAFTA and, 265 cyberlaw and, 201–203
in developing markets, 257 prior use vs. registration and, 197 economic development and, 255
India protection of, 145, 187–188, 381 in France, 95
business environment in, 311–312 Inter-American Convention, 197 historical background of, 400
caste system in, 105 Inter-American Convention on International impact of, 6
cattle dung for fuel in, 312 in Iran, 294–295
Coca-Cola and PepsiCo in, 166, 169, 332 Arbitration, 193 in Japan, 372
corruption in, 312 Interest as market-entry strategy, 246
economic growth in, 32, 251, 311 marketing channels and, 426, 441–449
foreign investments in, 166, 178, 311 Muslim prohibition against, 188–189 marketing research on, 234–236
free trade agreement with, 46 trends in rates of, 5 pharmaceutical purchases on, 424
litigation in, 194 International business. See also Global business regulation of, 473
middle class in, 312 antitrust laws and, 208, 210–211 social media on, 485
political climate in, 162 gender bias in, 141–144 as tool for political and social activists, 174
population growth in, 75, 312 International Chamber of Commerce (ICC), 193 Internet communication, 137–138
Indirect exporting, 345 International Court of Justice, 190 Interpublic Group, 261
Individualism International Criminal Court, 161 Investments, 181, 265. See also Direct foreign
language use and, 115 International Electrotechnical Commission, 403
International Franchising Association, 348 investment; Foreign investment
International Herald Tribune, 143 iPhone, 338, 523
Iran

agreement for natural gas to China, 170
Economic Cooperation Organization and, 294

616 Subject Index

Iran—Cont. JCPenney, 63–64, 424 Latin American Integration Association (LAIA),
government in, 164 J.D. Power and Associates, 361 268, 270–271, 277
religious clerics in, 109, 165 Jerusalem, Israel, 275
trade sanctions on, 171, 213, 295 JLG Industries, 345 Latvia, 197, 289
Job mobility, 134 Layoffs, 5, 152, 153
Iraq, 12 Johns Hopkins Hospital, 239 Lear, 252
Iraq War, 4, 174, 294 Joint ventures Leasing, 538–539
Ireland, 109 Least-developed countries (LLDCs), 252
Iridium, 395–396 in China, 178, 352 Lebanon, 164
Irrevocable letter of credit, 545 as means of foreign market entry, 351–352 Legal disputes
Islam. See also Arab world; Muslims reduction of vulnerability through, 180
restrictions on, 212 arbitration in, 191, 193
ban on interest payments in, 188–189 Jurisdiction conciliation in, 191
need for understand, 107–108 cyberlaw and, 203 jurisdiction in, 190
pilgrimages and, 113 in international legal disputes, 190, 209 litigation in, 194
Islamic law, 186, 188–189 objective theory of, 209 Legal environment
Islamic militant groups, 175 over online activity, 203 advertising and, 471–473
ISO 9000 certification, 404–406 Justice, 151 alien status issues and, 14
ISO Health and Safety Standard, 405 antiboycott laws and, 211
ISP Virtual Show, 411 Kazakhstan, 291 anticorruption, 43, 149–150
Israel Kellogg Company, 385 antitrust laws and, 208, 210–211
Arab boycott of, 171 Kenya, 162, 164 commercial law within countries and,
management style in, 132 KFC, 175, 178, 264, 306, 327, 348
negotiating style in, 560 Kia, 313, 456 203–208
Italy Kimberly-Clark Corporation, 521, 522, 534 cyberlaw and, 201–203
aging population in, 78 Kmart, 433 dispute resolution and, 191, 193–194
political climate in, 162 Kojima, 424 export restrictions and, 212–216
retailers in, 428 Koran, 188, 189 extraterritoriality of U.S. laws and,
Ito-Yokado Corporation, 426 Korean language, 323
Korn/Ferry International, 498 211–212
J. Walter Thompson, 266 KPMG, 139 green marketing legislation and, 207–208
Japan Kraft Foods, 331, 455 in host countries, 208–212
Kyocera Corporation, 354 intellectual property rights and, 194–201
aging population in, 77 Kyoto Protocol, 161 jurisdiction issues and, 190, 203
antitrust laws in, 208 Kyrgyzstan, 164 marketing laws and, 204, 205–206
automobile manufacturing in, 310, 363 national security laws and, 213–214
birthrate in, 109 Labeling laws, 376 Legal systems
compensation plans in, 509 Labor-management relations, culture and, 152 common law vs. code law, 187–188
Cultural Causation theory and, 310 Labor unions, political risk and, 170 Islam law, 188–189
cultural values in, 111, 112, 126 Lands’ End, 346, 425, 426, 442 Marxist-Socialist tenets, 189–190
deflation in, 530 Language issues. See also Communication process overview of, 186–187
diet in, 98–99, 122 Lego Company, 125, 453
distribution structure in, 422–424 advertising and, 473–475 Lehar-Pepsi, 363
economic growth in, 400 back translation as, 232 Lehman Bros., 95
economic policies in, 308–310 in China, 321–323 Lenovo, 195, 324
efforts to reduce corruption in, 148 decentering as, 232–233 Less-developed countries (LDCs), 252
employee loyalty in, 500 English language differences as, 120, 553 Letters of credit, 545–546
fertility rates in, 97 family trees of, 115 L’Evénement Sportif, 481
gift giving in, 112 French language and, 231 Lever Brothers, 376
high-context culture in, 137 international marketing and, 114–115, Levi Strauss & Co., 385, 389, 442
industrial corporations in, 30, 31 LG Electronics, Inc., 3, 7, 119
instant cake mixes in, 367–368 518–519, 551 Libya, 12, 171
investment in U.S. companies, 7 in Japan, 310 Licensing
labor-management relations in, 152 in Korea, 323 explanation of, 347
legal system in, 187, 193 literacy rates and, 108, 231 risk reduction and, 181
linguistic system in, 310 marketing research and, 230–233 Lil’ Orbits, 348–349
management practices in, 129 parallel translation as, 232 Linguistic distance, 114–115
management style in, 132 for sales force, 499 Literacy
marketing research in, 219, 227–229 LapPower, 491 advertising and, 468, 475
nationalism in, 167 Large-Scale Retail Store Law (Japan), 423 economic growth and, 108
negotiating behavior of, 556, 570, 573 Latin America. See also specific countries marketing research and, 231
Nestlé in, 374 consumption in, 260, 271–272 product instructions and, 376
newspapers in, 479 economic cooperative agreements in, 263–271 Lithuania, 197, 289
Pearl Harbor attack and, 171 economic growth in, 32, 250, 269–270 Litigation, deterrents to, 194
personal life in, 134 foreign investments in, 166, 168 Living standards
piracy rates in, 195 gift giving in, 112 in Asia Pacific region, 317
population trends in, 309–310 history viewed from perspective of, 60–62 in Europe/Africa/Middle East region, 298
post-World War II, 28 infrastructure in, 256 L.L. Bean, 346, 425, 426
sales force in, 18, 496–497, 504, 512 marketing research in, 261 Local-content laws, 169
securities market in, 95 meaning of time, 139 Local nationals, recruitment of, 500–501
Toyota accelerator problems and, 242 Monroe Doctrine and, 59–60 Lockheed Martin, 151, 506, 540
trade issues with, 27, 28, 32, 36, 38 per capita income in, 261 Loetschberg Tunnel, 66
trading companies in, 433 petroleum from, 73 Logistics management, 449–450
U.S. fear of, 9 politics in, 269–270 Loma Linda Hospital (California), 379
view of quality in, 376 population in, 261, 270 Long- short-term orientation scores, 156–157
World Trade Organization and, 45 trade between European Union and, 46 Low-context culture, 136–137, 153
Japan External Trade Organization (JETRO), 245 U.S. investments in, 30 Lubrication, 149
Lucent Technologies, 267, 395

Subject Index 617

Lucky-Goldstar, 313 Marketing mix, market integration and, 299–300 Internet and, 483–484
Lufthansa, 143 Marketing plans magazines and, 481
market data and, 479
Maastricht Treaty, 179, 280, 282 development of, 343 mobile phone applications and, 485, 488
Macao, 32 elements of, 585–587 (See also Country notebook) newspapers and, 479–481
Macedonia, 286 Marketing programs radio and television and, 481–483
Madrid Arrangement, 197 environmental adaptation in, 15–16 satellite and cable TV and, 481–483
Magazines, 481 literary rate and, 108 social media and, 484–485
Maintenance, product, 376 Marketing research tactical considerations related to, 477–478
Malaysia, 42, 132, 180, 400, 491 analysis and interpretation of, 239–240 Medical Expo (Cuba), 410
Malcolm Baldrige Award, 405 breadth and scope of, 221–222 Mercedes, 7–8
Management objectives communicating with decision makers about, 241–243 Merchant middlemen, 430
estimating market demand and, 236–239 Merck, 180
affiliation and social acceptance and, 135 explanation of, 220–221 Mercosur, 253, 269
culture and, 133 international, 220–221 Merit, 130
personal life and, 134–135 on Internet, 234–236 Merrill Lynch, 95, 379
power and achievement and, 135 in Japan, 219 Message channels, 467, 468
security and mobility and, 134 in Latin America, 261 Metric system, 403, 404
Management styles multicultural, 234 Mexican National Advertisers Association, 479
American culture and, 129–131 primary data for, 226–233 Mexican Revolution, 58
authority and, 132–133 problem definition and objectives for, 222–223 Mexico
competition, 131 process of, 222 economic development in, 251, 264, 270
decision making and, 132–133 qualitative, 227–228 foreign investment in, 32, 161, 267
explanation of, 126 quantitative, 226–228 infrastructure in, 256
formality and tempo as, 138–139 responsibility for conducting, 240–241 management style in, 132
independent enterprise, 130 secondary data for, 223–226, 244–247 maquiladoras in, 267, 534
in international business, 131–132 Marketing research firms, 241 Mercosur and, 269
master of destiny philosophy and, 129–130 Market integration NAFTA and, 8, 9, 263–268, 271
merit, 130 market barriers and, 297 negotiating style in, 560
never-ending quest for improvement, 130–131 marketing mix implications and, 299–300 political climate in, 162
objective analysis, 130 market metrics and, 297–299 relationship between U.S. and, 57–58, 60–61
sharing decision making, 130 opportunities from, 297 trade with, 28
time systems and, 139–140 strategic implications of, 296–297 water shortages in, 76
Managing Negotiations: Japan (MNJ), 566 Market metrics Mexico City, Mexico, 76
Mango, 426 in Asia Pacific region, 316–319 MGA Entertainment, Inc., 145
Manifest Destiny, 59 in Europe/Africa/Middle East region, 297–300 Michigan State University, 245
Manuals, user, 377 Market offerings, 360 Microsoft Corporation, 62, 180, 195, 200, 377, 394,
Manufacturers’ export agents (MEAs), 433–434 Market segmentation
Manufacturing plants in 1970s, 332 398, 455, 464–466
foreign companies with U.S., 7–8 product attribute and, 463 Middle class, in India, 312
trends in establishment of, 354 regional, 367, 463, 467 Middle East. See also Arab world; Muslims; specific
Maps. See World/regional maps use of, 463
Maquiladoras, 267, 534 Marlboro, 384 countries
Marginal-cost pricing, 526, 537 Marriott, 137, 444–447 business styles in, 138–139
Market access Mars Company, 362, 385, 386 free trade and, 275–276
explanation of, 42 Marshall Plan, 28–29 military conflicts in, 104, 294–295
NAFTA and, 265 Marvel Enterprises, 535 multinational market groups in, 294–295
Market audit, 584–585 Marxism, 28 Nestlé in, 335–336
Market demand estimates Marxist-socialist tenets, 186, 189–190 petroleum from, 73
analogy and, 237–239 Mary Kay Cosmetics, 204, 425 religious tourism in, 275
expert opinion and, 236–238 Masculinity/Femininity Index (MAS), 110 Middle East Translation Services, 377
global health care market and, 239 Masculinity/femininity scores, 156–157 Middlemen
Market development Master of destiny philosophy, 129–130 agent, 430, 437
economic development and, 250–251 Matrix structure, 355 control of, 441
levels of, 257–259 Mattel, 125, 145, 223, 333, 453, 456 foreign-country, 434
Market-entry strategies Mayo Clinic, 239 function of, 430–431
consortia as, 352–353 Mazda, 332, 566 government-affiliated, 434–435
contractual agreements as, 346–349 MBC, 375 home-country, 431–434
direct foreign investment as, 353–354 MCC, 456 in Japan, 422, 423
direct sales as, 346 McCann Worldgroup, 261 loyalty of, 437–438
exporting as, 345–346 McDonald’s Corporation, 5, 7, 9, 116, 174, 175, 178, merchant, 430
franchising as, 347–349 method to locate, 438
international joint ventures as, 351–352 179, 196, 198, 230, 297, 306, 348, 366, 384, method to motivate, 439
Internet use as, 346 407, 456–457, 470, 530 method to select, 438–439
licensing as, 347 McVitie’s, 17 termination of, 439–440
overview of, 344–345 Media Military
strategic international alliances as, 349–351 availability of, 478 spending on, 3, 400
Marketing. See International marketing cost of, 478 war trends and, 176–177
Marketing laws coverage of, 478–479 Minimum access volume (MAV), 537–538
in China, 206 government ownership of, 109 Mitsubishi, 366, 428
in European Union, 206–207 influence on values and culture, 108 Mizuho Securities Co., 95
product comparison, 204, 206 trends in, 477 Mobile phones
variations in, 204 Media planning/analysis. See also Advertising in emerging markets, 14, 15, 255, 314
Marketing management. See Global marketing advertising limitations and, 476–477 impact of, 3, 6
billboards and, 488–489 in Japan, 219, 336
management direct mail and, 483 marketing applications for, 485, 488

618 Subject Index

Mobile World Cup, 119 concessions and agreement in, 574 NYK Line, 40
Monarchy, 163 creative international, 575–576 Nynex, 227
Monetary barriers, 40 cultural differences and, 554–564
Monochronic time (M-time), 139–140 decision-making process in, 563–564 OAO Gazprom, 290
Monroe Doctrine, 59–60 face-to-face, 569–574 Obesity, 204
Monsoon Wedding, 114 follow-up communications to, 574 Objective analysis, 130
More-developed countries (MDCs), 251–252 impact of culture on, 140–141 Objective theory of jurisdiction, 209
Morocco, 294 nontask sounding in, 570–571 Observational research, 235
Mortgages, Islamic law and, 189 nonverbal behavior in, 551 OECD. See Organization for Economic Cooperation
Moshe & Ali’s Gourmet Foods, 3 objectivity in, 561
Motivation overview of, 140–141, 552–553 and Development (OECD)
persuasion in, 573–574 Office Depot, 424
of middlemen, 439 preliminaries in, 566–569 Oil industry, 61, 542, 543
of sales force, 506–508 stereotypes and, 553, 554, 576 Oil production areas, 88
Motorola, 3, 180, 353 time factor in, 563 Oligarchy, 163
Mount Sinai Hospital (Miami), 239 value differences and, 561–563 Olympic Games, 171, 457, 552
Mrs. Baird’s Bread, 8, 9 verbal tactics in, 557 Omnibus Trade and Competitiveness Act (1988), 36,
MTN, 488 Negotiation teams, 564–565
MTV Asia, 482 Nepotism, 561 42–43
Multicultural research, 234 Nescafé, 7 One China policy, 307
Multinational corporations (MNCs) Nestlé Company, 32, 174, 261, 335–336, 342, 350, Oneworld Alliance, 349
challenges in second half of 20th century, 30–31 Online focus groups, 235
green marketing, 207 353, 371, 374, 385, 455, 477, 483, 531 Online stock trading, 95
human-rights abuses and, 212 Netherlands Online surveys, 235
innovations and, 109 Open accounts, 547
outperforming domestic companies, 9 advertising to children in, 204 Opium trade, 55
political climate and, 163 ban of burkas in, 109 Opium War, 55
relations between governments and, 180 flowers in, 100–101 Orange County, California, 22, 23
risk reduction methods and, 180–181 investment in U.S. companies, 7 Orderly market agreements (OMAs), 39
trends in, 7–8, 32 middlemen in, 434–435 Organizational structures
women in management positions in, 144 trade with, 28
Multinational market regions. See also Regional Netnography, 235 centralized vs. decentralized, 356–357
New Balance, 196 locus of decision and, 356
economic cooperative agreements; specific Newly Independent States (NIS), 289 matrix form of, 355
agreements Newly industrialized countries (NICs) types of, 355–356
in Africa, 291–294 economic growth factors in, 253–254 Organization for Economic Cooperation and Develop-
in the Americas, 263–271 explanation of, 30, 252, 293
in Asian-Pacific Rim, 318–320 Newspaper industry, 479–481 ment (OECD), 32, 69, 146, 150, 224, 245, 288
explanation of, 277 New York Convention, 193 Organization of American States (OAS), 146, 150
global markets and, 280–296 New Zealand, 404 Organization of Petroleum Exporting Countries
market integration and, 296–300 Nicaragua, 267–269
in Middle East, 294–295 Nigeria, 164 (OPEC), 542, 543
patterns of cooperation in, 279–280 Nike Inc., 70, 197, 206, 442, 456, 525 Organization of the Islamic Conference (OIC), 294
regulation of business activities by, 296–297 Ningen kankei, 127, 128 Organ transplants, 443
Muslims. See also Arab world; Islam; Middle East Nissan Motor Company, 227, 353 Oroweat, 8
ban of hijabs and burkas for, 109 Nivea, 197 Overseas Private Investment Corporation (OPIC),
ban on interest payments among, 188–189 Niveja, 197
offensive marketing and, 108 Nochar Inc., 33 182, 244
pilgrimages and, 113, 275 No direct foreign marketing stage, 20 Oxfam, 175
Myanmar, 169, 171, 174, 492 Noise, 468 Oxford Analytica, 247
Nokia, 3
N. V. Philips, 32 Nongovernmental organizations (NGOs), 174–175 Pacific Connections, 431
NAFTA. See North American Free Trade Agreement Nontariff barriers PacifiCorp, 8
explanation of, 36 Packaging
(NAFTA) types of, 38, 265
Narmada Valley Dam Project (India), 67 Nontask sounding, 570–571 components of, 374–376
National Aeronautics and Space Administration Nonverbal behaviors environmental issues related to, 207–208, 365
cultural differences in, 16, 551, 555–561 Pakistan, 294
(NASA), 3, 5, 404 linguistic aspects of, 558 Panama, 46, 53, 54, 60
National Cash Register, 379 Norelco, 7 Panama Canal, 53, 54, 60, 80
National Consumer Council, 364–365 North American Free Trade Agreement (NAFTA) Paraguay, 269
National Enquirer, 481 automobile imports and, 41 Parallel imports, 523–526
Nationalism, 165–167 background of, 264–265 Parallel market, 524
National security laws, 213–214 business service markets and, 408 Parallel translation, 232
National Statistics Enforcement Office (China), establishment of, 32, 277 Paris Air Show (2003), 411
evaluation of, 267 Paris Convention for the Protection of Individual
224–225 local-content requirement of, 169
National Trade Data Bank (NTDB), 43, 245 maquiladoras and, 267 Property, 197
Nation equity. See Country stereotypes marketing across borders and, 8, 9 Paris Disneyland, 359
Natural disasters, 66–67 provisions of, 264–265, 267 Patent Cooperation Treaty (PCT), 198
Natural resources sovereignty and, 160 Patents, 98, 196. See also Intellectual property rights
North American Free Trade Area, 32 Payment options, e-commerce, 448
in Africa, 293 North Atlantic Treaty Organization (NATO), 160, 179 Peace from commerce, 3–6
economic development and, 74 North Korea, 170, 171 PeaceWorks, 3
overview of, 71–72 Norway, 151, 204 Pearle Vision, 7
petroleum and, 71–73 Novon, 390 Pearl Harbor attack, 171
Negotiation Game (Karrass), 573 Pedigree Petfoods, 386
Negotiations PEMEX, 9, 61, 265
in China, 327–328 Penetration pricing, 527
competitiveness and equality in, 561–562 People’s Republic of China (PRC). See China
PepsiCo, 163, 166, 169, 174, 204, 266, 363, 364,

454, 539

Subject Index 619

Per capita GDP, 237, 251 forecasting political risk and, 178–180 Products and services. See also Business-to-business
Permanently normalized trade relations (PNTR), 12, 171 methods for lessening, 180–181 markets; Industrial products; Services
Personal security, 134 politically sensitive products and issues and, 178
Personal selling. See Sales force Pollution, in China, 68–70 assessment of vulnerability of, 178
Personal space, 16–17 Pollution regulations, 68 barriers to entry for, 380–382
Persuasion, 573–574 Polychronic time (P-time), 139–140 climate and, 364, 402
Peru, 46, 164, 180 Population core component of, 373–374
Pesticides, 214 aging and, 76–78 country-of-origin effect and, 387–389
PetroBras, 70, 568 controlling growth of, 75 cultural differences and, 366–368
Petroleum, 71–73 current trends in, 74–75 design of, 402
Pharmaceutical industry, 196, 373, 524 immigration and, 78–79 diffusion of innovations and, 369–372
PHENIX Initiative, 200 in India, 75, 312 global brands of, 382–386
Philippines, 400 in Japan, 309–310 global marketing of, 377–380
Philips Research, 200 in Latin America, 261, 270 innovation and adaptation of, 368–369, 373–377
Physical distribution system, 449, 450. See also rural/urban migration and, 75–76 national brands of, 387
Power, 135 packaging component of, 374–376
Logistics management Power Distance Index (PDI), 109–111, 132, 138, private brands and, 390
PicturePhone Direct, 346 production of innovations and, 372–373
Piggybacking, 433 148, 153 quality of, 360–366
Pilsner Urquell, 346 Power distance scores, 156–157 support services component of, 376–377
Piracy, 194–196 Price controls, 169 trends in, 360
Pizza Corner, 348 Price escalation Promodes, 425
Pizza Hut, 174, 175, 178, 264, 306, 348, 488–489 Promotion, 130, 448
Planned change, 121–122 approaches to reducing, 533–538 Protectionism
Planned domestication, 181 cost of goods and, 534 antidumping penalties and, 41–42
Planning currency values and, 531–532 boycotts and embargoes and, 39–40
deflation and, 530 consumer services and, 380–381
for change, 121–122 distribution costs and, 536 domestic subsidies and economic stimuli and, 42
corporate, 338 dumping and, 537–538 explanation of, 35
for global markets, 338–344 effects of, 532–533 logic and illogic of, 35–36
strategic, 338 exchange rate fluctuations and, 530–531 monetary barriers and, 40
tactical, 338 exporting costs and, 529 quotas and import licenses and, 38
Planning process foreign trade zones and, 536–537 standards and, 40–41
defining target markets and adapting marketing function of, 528–529 trade barriers and, 36–38
inflation and, 529–530 voluntary export restraints and, 39
mix in, 342–343 middleman and transportation costs and, 532 Provemex, 350
developing marketing plan in, 343 taxes, tariffs, and administrative costs and, Publicoche, 489
implementation and control in, 344 Public relations (PR), 455–457
preliminary analysis and screening in, 340–342 529, 534–536 Puerto Ricans, 499
Playboy, 481 Pricemart, 303 Purchase price parity (PPP), 309, 423
PNTR. See Permanently normalized trade relations Price padding, 572 PVI (Princeton Video Imaging), 483
Price-quality relationship, 402
(PNTR) Price quotations, 541 Qatar, 411
Poland Price war, 521 Qualcomm, 354
PricewaterhouseCoopers, 499 Qualitative research, 227–228
economic growth in, 251 Pricing Quality
legal system in, 189
OECD and, 288 administered, 542–544 adaptation and, 363–364
Political and social activists (PSAs), 171–174 cartels and, 542–544 in business-to-business markets, 401–406
Political bargaining, 181 countertrade and, 539–541 as defined by buyer, 402–404
Political economy, 104 full-cost vs. variable-cost, 526 definition of, 361–362
Political environment government-influenced, 544 in global markets, 360–361
alien status issues and, 14 leasing and, 538–539 green marketing and, 364–365
assessment of vulnerability in, 177–182 objectives of, 522–523 in Japan, 376
confiscation, expropriation and domestication of parallel imports, 523–526 maintaining performance, 362–363
skimming vs. penetration, 526–528 Quantas, 349
risks in, 168 Primary data Quantitative research, 226–228
cyberterrorism and cybercrime and, 177 ability to communicate opinions and, 228 Queuing, 223
of domestic marketing, 12–13 explanation of, 226 Quiksilver, 250–251, 458
economic risks in, 168–170 language and comprehension issues in, 230–233 Quotas, 38
for economic unions, 278 problems in gathering, 228–233
in foreign countries, 14–15 sampling in field surveys and, 230 Radio advertising, 473, 479, 481
nationalism and, 165–167 types of, 226–228 Radio Shack Corporation, 342
in newly industrialized countries, 253 willingness to respond and, 228–230 Railroads, 395. See also Infrastructure
nongovernmental organizations and, 174–175 Primary language scores, 156–157 Random House, 8
political parties and, 165 Prior use, 197 RCA Corporation, 8
political sanctions and, 170 Private brands, 390 Reader’s Digest, 233
political/social activists and, 171–174 Privatization, 168, 254 Reader’s Digest Association, 483
risks associated with, 167 in Eastern Europe, 401 Reader’s Digest International, 481
sovereignty and, 160–161 in India, 311 Receivers, 468
stability of, 162–163 in Latin America, 269–270, 401 Recruitment
targeted fear/animosity and, 167 Procter & Gamble (P&G), 27, 180, 196, 227, 303,
trade disputes and, 167 of expatriates, 498–499
violence, terrorism and war and, 175–177 365, 375, 385, 390, 454, 460–461, 476, host-country restrictions on, 502
Political parties, 165 486–487, 516, 521, 522, 534 of local nationals, 500–501
Political payoffs, 181 Product comparison laws, 204, 206 of third-country nationals, 501
Political risk assessment, 178–180 Product component model, 373 of virtual expatriates, 499
Political union, 279–280 Product homologation, 363, 364
Political vulnerability Product Liability Directive (European Union), 405
explanation of, 177–178

620 Subject Index

Recycling, 207–208 evaluation and control of, 510–512 Single European Market Act, 207, 282–284
Red Crescent, 175 expatriates on, 498–499 Sky Channel, 481
Red Cross, 175 foreign-language skills of, 499 SkyTeam, 349
Red October Chocolate Factory, 362–363 host-country restrictions on, 502 Slovak Republic, 177, 288
Referrals, 498 local nationals on, 500–501 Smart & Final, 9
Regional Cooperation for Development (RCD), motivation of, 18, 506–508 Smith & Wesson, 7, 8
preparation for foreign assignments, 512–515 Smoot-Hawley Act of 1930, 29
279, 294 recruitment of, 498–502 Smuggling, 39, 295
Regional cooperation groups, 279 selection of, 502–505 Social acceptance, 135
Regional economic cooperative agreements. See also third-country nationals, 501 Social institutions
training of, 505–506
Multinational market regions virtual expatriates on, 499 corporations as, 109
cultural factors and, 278 Sales management explanation of, 105
economic factors for, 254, 277–278 compensation system for, 508–511 family as, 107
geographic and temporal proximity and, 278 foreign-language skills for, 518–519 government as, 108–109
multinational, 276–277 profile of, 516–518 language as, 114
political factors for, 278 Sales promotions, 454–455 media as, 108
Regional segmentation, 463, 467 Samsung Electronics Company, 3, 7, 32, 313, 354, religion as, 107–108
Regional trading groups, Caribbean Community and school as, 108
397, 407 Social media, 484–485
Common Market, 271 Sara Lee, 251 Social responsibility
Registration, 197 SARS outbreak (2003), 4, 104, 237, 411, 499 corporate, 151
Regular foreign marketing stage, 20–21 Satellite TV, 481–483 environmental protection and, 69–70
Reha Enterprises, 159 Saudi Arabia, 145, 164, 178, 376, 403–404 in international marketing, 150–151
Relationship marketing, 412, 496 Scientific American, 481 Solar Turbines Inc., 413–416, 563, 566
Relationship-oriented cultures, 154 Sears Roebuck, 426, 431, 433 Solid waste, 365
Religion Seasons, 63–64 Sony Corporation, 7, 368, 384, 389, 528
Secondary data Sony Playstation, 37
influence of, 107–108 South Africa
map of world, 91 availability of, 223–224 apartheid in, 12, 171
Religious tourism, 275 comparability of, 225 economy development in, 291, 293
Repair, product, 376 directories as, 246 School Net program in, 294
Repatriation, 508, 514–515 general international business sources as, supermarket chains in, 428
Research and development (R&D), expenditures on, 372 trade sanctions on, 171, 213
Reserves account, 33 246–247 South America. See Latin America
Retailers/retailing marketing guides as, 246 Southdown, 9
e-commerce, 426 reliability of, 224–225 Southern African Development Community
global, 431 U.S. government sources for, 245–246
in Japan, 219, 422, 423 validation of, 225–226 (SADC), 291
manufacturers’ stores and, 431 Web sites for international marketing, 244–247 Southern Cone Free Trade Area. See Mercosur
pricing strategies of, 541 Securities and Exchange Commission (SEC), South Korea
private brands of, 390
size patterns in, 428 146, 210, 229 economic growth in, 251, 313, 400
trends in, 426–427 Securities market, 95 foreign investment in, 168
Revocable letter of credit, 545 Self-reference criterion (SRC) free-trade agreement with, 46
Rights of the parties, 151 industrial corporations in, 30, 31
Risk assessment, political, 178–180 advertising message and, 468, 471 International Monetary Fund loans to, 47
Rituals, 113–114 business customs and, 127 manufacturing in, 534
Ritz Carlton Hotel chain, 362 ethnocentrism and, 17–18 negotiating behavior of, 556, 558
River blindness, 180 explanation of, 16 trademark issues in, 197
Romance languages, 115 influences of, 16–18, 140, 141, 372 trade with, 28, 36, 46
Romania, 286, 288 marketing research and, 222 Southwestern Bell, 401
Roosevelt Corollary, 60 view of history and, 56 Sovereign states, 160
Rules of origin, 265 Sematech, 353 Sovereignty, 160–161
Rural/urban migration, 75–76 Separation allowances, 508 Sovereign wealth funds, 161
Russia. See Soviet Union (former) Serbians, 179 Soviet Union (former). See Russia; specific countries
Commonwealth of Independent States and, 289–291 Service call centers, 377 Afghanistan and, 171, 213
computer hackers in, 7 Services. See also Business services; Products and Council for Mutual Economic Assistance
countertrade in, 539, 540
devaluation and debt default in, 270 services and, 279
direct mail in, 483 characteristics of, 378 countertrade in, 539, 540
economic growth in, 32, 164 global market entry barriers for, 380–382 dissolution of, 177, 289, 290
gift giving in, 112 global marketing of, 377–380 foreign investments in, 179–180
legal system in, 189–190 NAFTA and, 265 industrial purchasing in, 399
natural gas and, 290 7-Eleven, 7, 426–427 legal system in, 189
negotiating style in, 559 Shari’ah. See Islamic law PepsiCo in, 163
piracy rates in, 195 Sherman Antitrust Act, 211 petroleum from, 73
product origin issues in, 388 Shipping cartel, 543 as political and economic threat, 278
product quality in, 362–363 Shiseido, 368 trade restrictions on, 213
top advertisers in, 461 Siemens, 146, 395 Spain, 78, 489, 560
Sierra Leone, 162 Spanish language, 499
Sabado Gigante, 482 “Silent Language of Overseas Business” (Hall), 135–136 Special drawing rights (SDRs), 47
Sabre, 169 Silicon Graphics Inc. (SGI), 213 The Spy Who Shagged Me, 120
Sainsbury, 390 Simplified Network Application Process (SNAP), 216 SRC. See Self-reference criterion (SRC)
Saipan, 49 The Simpsons, 108, 375 Standardization, adaptation vs., 332–334, 394–395
Sales force Singapore Standards
birthrate data in, 97 for industrial products, 402–403
design of, 496–498 economic growth in, 313, 400 ISO 9000 certification, 404–406
developing cultural awareness in, 515–516 foreign investment in, 168
home product sales in, 496

Subject Index 621

NAFTA and, 265 on e-commerce, 202–203 map of, 93
nontariff barrier, 40–41 in European Union, 283 national security laws and, 213–214
quality and global, 401–406 as political risk, 169 Omnibus Trade and Competitiveness Act and,
Star Alliance, 349 Tea trade, 54, 55
Starbucks, 10, 49, 419, 424 Technology. See also Information technology (IT) 36, 42–43
State Department, U.S., 175–176 cultural values and, 105 post-World War I, 29
State-owned enterprises (SOEs) differences in level of, 13–14 protectionism and, 36–38
explanation of, 30 dual-purpose, 213 restrictions on, 169–171, 185, 213–214
privatization of, 254 economic development and, 255, 399–400 role of U.S. in, 31
STAT-USA, 244 export of, 394 routes of, 79–80
Stereotypes market demand and, 399–401 in services, 408–409
country, 388–389 mobile phones and, 3, 6, 14, 15, 255 Trade balance, 5
European self-imposed, 554 Telecenters, 255 Trade barriers
negotiations and, 553, 554, 576 Telecommunications, 379 antidumping penalties and, 41–42
Stockholm Business Council on Ethics, 491 Teléfonos de Mexico, 401 boycotts and embargoes and, 39–40
Store brands, 390 Television in developing world, 250
Strategic international alliances (SIAs) advertising on, 204, 472–473, 478, 479, 481–483 domestic subsidies and economic stimuli and, 42
consortia as, 352–353 in Arab world, 375 efforts to ease, 42–47
explanation of, 349–351 high-definition, 481 explanation of, 36
joint ventures as, 351–352 programs as exports, 22 issues related to, 27
phases of, 350, 351 satellite/cable, 481–483 monetary barriers and, 40
Strategic planning, 338 Telmex, 401 NAFTA and, 264, 265, 267
Strategic plans, 6 Terrorism nontariff, 36, 38
Structural Impediments Initiative, 423 antiglobalization protests and, 49 protectionism, 35–42
Subordination, 149 cyberterrorism as, 177 quotas and import licenses and, 38
Sudan, 171 effect on tourism, 3 standards and, 40–41
Suffrage, 163, 164 as global business risk, 5, 175–177 tariffs and, 36–38
SunExpress, 441 Libyan support for, 12 U.S. hypocrisy and, 36
Sun Microsystems, 441, 506 map of global, 91 voluntary export restraints and, 39
Supermarkets, 428 Terrorist attack of 2001, 4 Trade deficit, 31, 35
Support services, 376–377 TESCO, 227 Trade Leads Database, 246
Sustainable development, 70 Tesco, 525 Trademarks, 194, 196, 201, 526. See also Intellectual
Sweden, 204, 406 Texas Commerce Bank, 227
Swift & Company, 8 Texas Instruments, 353 property rights
Switzerland Text message interpreters, 14 Trade-Related Aspects of Intellectual Property Rights
Alps and, 66 Thailand, 47, 251, 400
investment in U.S. companies, 7 Third-country nationals (TCNs), 501 (TRIPs), 44–45, 198
minaret construction ban in, 109 Thought processes, 117–118 Trade-Related Investment Measures (TRIMs), 44
women in management positions in, 143 Three Gorges Dam (China), 67, 68 Trade routes, 79–80
Symbols 3M Corporation, 540 Trade sanctions, 170, 171, 185, 295
aesthetics as, 115–116 3M Global Trading, 540 Trade shows
language and, 114–115 Tiananmen Square massacre (1989), 305
in marketing, 96 Tibet, 305 in business-to-business marketing, 409–411
Syria, 171 Time virtual, 411
System for Tracking Export License Applications cultural perceptions of, 16 Trading blocs, 250
as element in negotiations, 563 Trading companies, 432–433
(STELA), 216 monochronic, 139–140 Traditional distribution structure, 421, 424–427
polychronic, 149–150 Training
Taco Bell, 174, 264 Time Warner, 478 as after-sale service, 407
Tactical planning, 338 Time zones, 250 for global managers, 517–518
Taiping Rebellion, 55–56 T-Mobile, 8 for international marketing, 505–506
Taiwan Tobacco Trans-Atlantic Conference Agreement, 543
advertising of, 491–492 Transborder data flow restrictions, 381, 409
birthrate data in, 97 consumption of, 98 Transparency International (TI), 147, 148, 153
China and, 46, 307–308 Tokyo Disneyland, 359 Travel and tourism industry, 378
economic growth in, 313, 400 Tokyo Round, 44 Treaties, participation in international, 161
foreign investment in, 168 Tokyo Stock Exchange (TSE), 95 Treaty of Asunción, 269
negotiating style in, 559 Tolerance, 18, 118 Treaty of Nanjing, 55
trade with, 28, 36 Topography, 64–66 Treaty of Rome, 279, 285
Tajikistan, 291 Toshiba, 397 Triangulation, 237
Tanzania, 15 Total quality management (TQM), 402 TRIPS. See Trade-Related Aspects of Intellectual
Targeted fear, 167 Tourism, religious, 275
Target markets, 342–343 Toy Biz Inc., 535 Property Rights (TRIPS)
Tariffs Toyota, 7, 9, 167, 242, 310, 361, 363, 384, 456, 475, 568 Turkey
economic growth factors and, 254 Toys “R” Us, 431
explanation of, 36–38, 529 Trace International, 151 Economic Cooperation Organization and, 294
in India, 311 Trade. See also Free trade economic growth in, 251
NAFTA and, 264, 265 antidumping penalties and, 41–42, 46 European Union and, 6, 286–287
price escalation and, 529, 534–536 balance of payments and, 33–35 newspapers in, 479
restrictions due to, 27 China and, 54, 55 Twix Cookie Bars, 332, 334
Smoot-Hawley Act and, 29 foreign commercial payments and, 544–547 Tyson Foods, 350
on Vietnamese exports to U.S., 313 General Agreement of Tariffs and Trade, 28, 29,
Task-related information exchange, 571–573 Uganda, 488
Taxes 43–45 Ukraine, 290, 539
on advertising, 473 Japan and, 56 Uncertainty Avoidance Index (UAI), 110, 111
compensation plans and, 509 Uncertainty avoidance scores, 156–157
Unibex, 438
UNICEF, 175
Uniform Commercial Code, 187
Unilever, 17, 336, 390, 462

622 Subject Index

Unisys Corporation, 221 post-World War II, 28–29 Wholesalers. See also Middlemen
UNITE, 49 role in world trade, 31 in Japan, 422, 423
United Airlines, 5 sales force in, 504
United Arab Emirates (U.A.E.), 295 territorial expansion of, 59 Wimpy, 178
United Kingdom top trading partners with, 28 Wisconsin Central Transportation, 8
tourism in, 378 Woman’s Day, 481
ban of hijabs in, 109 trade deficit in, 31, 35 Women. See also Gender
candy market in, 386 Uruguay Round and, 44
as commonwealth of nations, 280 women in management positions in, 143 gender bias and, 141–144
investment in U.S. companies, 7 World Trade Organization and, 45 on international assignments, 142
legal system in, 193 United States–Canada Free Trade Area (CFTA), 263 in negotiation teams, 565
management style in, 134 U.S. Census Bureau, 244 in U.S. workforce, 141
negotiating style in, 560 U.S. Court of International Trade, 535 Word-of-mouth communications, cultural values
political parties in, 165 U.S. Custom House Guide, 246
trade protection and, 27 U.S. Customs Service, 244 and, 111
trade with, 28 U.S. Export trading companies, 433 Word-of-mouth (WOM) advertising, 484–485
women in management positions in, 143 U.S. Trade Representative, 403 Work counsels, 509
United Nations Convention against Corruption Universal Studios, 7 Worker shortages, 78–79
University of Michigan Business School, 406 Workforce
(UNCAC), 146, 150 Unocal Corporation, 161, 212
United Nations Economic Commission for Africa UPS, 427 cultural differences in view of welfare of, 152
Urban areas, population in, 75–76 women in, 141
(EAC), 291 Uruguay, 269 Work-personal life trade-off, 134–135
United Nations (UN) Uruguay Round, 29, 44, 45, 538 World Bank, 32, 47–49, 108, 163, 174
User manuals, 377 WorldCom, 4
data collection and, 224 Utilitarian ethics, 151 World Court (The Hague), 190
economic development classification of, 251–252 UTStarcom, 360 World Development Indicators (WDI), 245
economic development function of, 277 World Directory of Trade and Business
environmental protection and, 69 Validated export license, 214–215
immigration and, 78 Value-added tax (VAT), 27, 202–203, 283 Associations, 246
International Court of Justice, 190 Values. See Cultural values World Economic Forum, 49
population growth and, 74, 77 Variable-cost pricing, 526, 537 World Factbook (CIA), 244
World Intellectual Property Organization, 197 VDSL Systems, 456 World Health Organization (WHO), 196, 363,
United States Venezuela, 61, 132, 164, 168, 198, 255, 269, 504
aging population in, 77 Versace, 388 491–492
agricultural subsidies in, 42 Vicks Company, 17 World Intellectual Property Organization (WIPO), 197
antitrust laws in, 208, 210–211 Victoria’s Secret, 267 World Network of Chambers of Commerce, 245
balance of payments, 34, 35 Video games, 37, 365 World of Warcraft, 201
boom of 1990s, 3 Vietnam, 171, 195, 251, 313–314 World/regional maps
cartels and, 543–544 Violence, 175–177
culture in, 129–131, 153–154 Virtual expatriates, 499 climate, 86–87
current account balance of, 34 Virtual meetings, 250 communications, 90
DR-CAFTA and, 267–269 Virtual trade shows, 411 oil and gas production, 88
economic stimuli of 2008–2009, 164 Vodacom, 15 religions, 92
emphasis on independence in, 79 Volkswagen, 9, 252 terrorism, 91
encourage of foreign investment by firms in, 182 Voluntary export restraints (VERs), 39 trade flows, 93
export restrictions in, 212–216 Volvo, 8 water resources, 89
exports from, 394–395 Voting rights, 163, 164 world, 84–85
foreign students in, 380 World Trade, 245
foreign trade zones in, 537 The Wall Street Journal, 7, 8, 239, 454 World Trade Centers Association, 245
gift giving in, 112 Walmart, 10, 70, 151, 167, 170, 185, 202, 227, 251, World Trade Organization (WTO)
healthcare services in, 379 China and, 12, 45–46, 167, 303, 305
historical overview of, 53, 54 265, 303, 420, 423–426, 431, 435, 442 on dumping, 537–538
hours worked in, 135–136 Warfare, trends in, 176 establishment of, 28, 29, 45
individualism in, 111, 126, 130, 145 Warner Bros., 200–201 function of, 45–46, 176, 254, 277
industrial corporations in, 30, 31 Warner-Lambert, 527 getting around provisions of, 46–47
intellectual property rights in, 198 Waterford Crystal, 483 growth of, 6
internationalization of business in, 7–10 Water resources, 89 on hormone-treated beef, 178
Internet use in, 372 The Wealth of Nations (Smith), 104, 131 intellectual property rights and, 195, 196
legal procedures in, 15 Weapons of mass destruction (WMD), 213 protests against, 49, 174, 333
Marshall plan and, 28–29 Webb-Pomerene export associations (WPEAs), 434 sovereignty and, 160, 161
metric system and, 403, 404 Webers, 8 Taiwan and, 307–308
Mexico and, 57–58 Web sites. See also Internet Trade-Related Aspects of Intellectual Property
Monroe Doctrine and, 59–60
NAFTA and, 8, 9, 263–268, 271 English language use and, 137–138 Rights, 44–45, 198
negotiating style in, 561, 570, 573, 574 for international marketing, 244–245, 484 Web site for, 245
Panama and, 46, 53, 54, 60 Web visitor tracking, 235 Wrigley, 475
participation in international treaties, 161 West Germany, 177
patent protections in, 198 Whirlpool, 32, 251 Yahoo!, 354
perception of time in, 139 Yugoslavia, 179, 288
petroleum consumption in, 72–73 Yum! Brands, 264, 327, 348

Zambia, 14
Zara, 219
Zenith, 7, 313