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International Marketing Chapter 5
terms
50
Marketing
Undergraduate 3
03/13/2016

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Term
culture
Definition
a society's personality
Term
ecology
Definition
manner in which society adapts its behavior
Term
social structure
Definition
organization of society
Term
ideology
Definition
how individuals relate to the environment (attitude towards time, space, possessions, peers
Term
language
Definition
Used for communication in a culture (written, spoken, nonverbal)
Term
spoken/written language
Definition
language used in conversation, and in writing. Problems are translations to words, and miscommunication. Good translation is expensive, so that is another problem.
Term
nonverbal communications
Definition
Body language, facial expressions, gestures, eye contact, and silence.
Term
proxemics
Definition
Relationship between physical space and process of communication. This has to do with your personal “bubble” and space that you don’t want people to invade
Term
oculesics
Definition
The use or avoidance of eye contact during communication
Term
chronemics
Definition
- Timing of verbal exchanges. Americans like prompt responses and do not like slow response or silence.
Term
haptics
Definition
Use of touch while conversing. Latinos will use this while most Americans do not.
Term
kinesics
Definition
movement of the body to communicate. Americans do this very little compared to Italians and and French.
Term
asia
Definition
- Soft handshake and avoid eye contact= respect
Term
eastern europe
Definition
kiss woman’s hand, kiss man on cheek
Term
central&south america, france, mexico
Definition
kiss on the cheek is needed
Term
korea and japan
Definition
slight bow
Term
muslim and jewish
Definition
- men and women do not touch unless it is your spouse, and tipping your hat is inappropriate
Term
middle east and thailand
Definition
not proper to cross your legs and show the sole of your shoe
Term
asian countries
Definition
it is not good to point. Must give directions with full hand
Term
paralinguistic
Definition
nonverbal aspects of speech that include accents, quality of voice, emotional intonation.
Term
appearances
Definition
how you look.
Term
european
Definition
more casual look
Term
middle east
Definition
long robe, head cover. Same for women
Term
olfactions
Definition
use of odor to convey messages. Normally have a religious meaning, and is used to clear the air of evil. Will most likely see this in a church or in someone’s home
Term
christianity
Definition
work Monday- Friday and a half day Saturday
Term
islamic
Definition
businesses are closed on Fridays
Term
israel
Definition
the Shabbos (Saturday) is day of worship when businesses are closed. No business is conducted during the high holidays.
Term
ramadan
Definition
business is slow during this time (cannot eat until sundown
Term
islamic countries
Definition
channel business so that women only interact with other women
Term
saudi arabia
Definition
salesman cannot go door-to-door to sell things, and women are not allowed to drive. They rely on the man to drive them and conduct the business
Term
saudi arabia
Definition
women cannot be in advertisements unless it is of their covered arms and wrists to show how a product is used
Term
saudi arabia
Definition
• When magazines are brought in, marker is used to black out her uncovered body and face
Term
malaysia
Definition
women should not be portrayed sleeveless
Term
turkey
Definition
you can see Wonderbra billboards
Term
enculturation
Definition
process where individuals learn the beliefs and behaviors endorsed by their own cultures
Term
acculturation
Definition
Learning a new culture
Term
assimilation
Definition
abandoning all home-country traditions while learning a new cultur
Term
imperatives
Definition
what one must or must not do in a certain culture
Term
exclusives
Definition
activities that are only appropriate for locals and not foreigners
Term
adiaphoras
Definition
Activities that foreigners may participate in
Term
latin america and europe
Definition
workers have big lunch with family and a nap before going back to work
Term
europe schools
Definition
get 2 week break for Easter, break in February, and several saint’s days in march and may. Family vacation is in latter part of July, all of August, and last 2 weeks of December.
Term
middle east
Definition
not good to give alcohol because of Islamic traditions. Bringing food or drink in to someone’s house is also not good. Giving the gift in public is preferred so it doesn’t look like a bribe
Term
latin america and europe
Definition
giving a handkerchief is not good, and giving cutlery
Term
eastern europe
Definition
odd amount of flowers is okay, even amount is not (opposite of US)
Term
chinese
Definition
may refuse gift multiple times before accepting
Term
self reference criterion
Definition
Individual’s conscious and unconscious reference to their own national culture and norms
Term
french
Definition
perceive American’s as imposing on their way of life
Term
ethnocentrism
Definition
belief that a particular culture is better than another and strategies used in that culture will work just as well abroad
Term
consumer ethnocentrism
Definition
the belief that buying foreign products is wrong because it hurts the domestic economy
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