answer the questions about the article

so ch CHAPTER A Mutats and Business Boy Ochele 181 bet Real Marketing 6.1 International Marketing Manners gewe othes, Pod Amon enero dodo men montowego purch Vice Presint Hory U AA yine Comowe Prs with Amor und Tour des rencan World Tradeep mom ke way be del EN cing f bomboa wa wowote to considered one was out of the con worden de Amerika and he come we trom monthly Inco Awww Suid too tendo em that Harry sed numerous Wilma to Termi "We wanting to with his w Japanese and be wer-ramme on the phone niet. Ek so we become America when someone come on be 'America what we wat one castle Je to dose Daimarding that there charo ore si me move to: Anchon gut the director of an indir business wo be done weled og te wordent calme Hays and on the track probabled Poor Harry but Jacomin Germany, M: Sim at the and putus powermouto Whiking through she wrong way. The British rotas u. Jacarmany Asian couro mare den Vorshonos much contact culture in which even showing hands dochows on the Georga boy Isage experience. Harty ademar forence as a concentrach proper nows how to make a buck Wome with his team of the bus Mc Sicken wings through Sou Frenchman the instant family ones corn, Japanese people reverse on where we cool ponts a poor poor folow Jacques, probably wouldn't show rollers to strangers by the frames. "The ness cards on comino of and as an indicator of They do not hand to det ha mitmon-dolar proposal in a anything, but he'd not be possed explains le they prost with both hands sy poskin binder Heading on to Moscow an expert on French business practices Things didn't go wol in Russia, the Many stos up a corwortion with the Harry's fashy prentation would y Ruslan business people masa con Jos businessman sitting next to him on have been a foo with the man who tvo, professional appearance, with dark suts the party complements the man's our ke overtagement and showiness. And to the and shoes. Tik one's coat of dung in several rocognangimas a man of Saudi Arabians, the pigskin binder would have negotiations of any kind on as a sign of mportance. As the two 9000-bye, the man githe cuffinks to Harry, presents his business od with both hands and bows at the waist Hartypes and fly on the man's back to express sincere thanks, thon sipo his own business card into the man's shut pocket Marry takes Russia by storm as he meets weh the CEO of a start-up tech firm. Fooing ery ate with the Russia executive, Harry shods is sutcoat, beans back, crosses ong foot over the other knee, and slips his hands to his pockets. Al his next stop in Bojing Cina. Harry talks business over lunch with a group of Chinese executives. After complet ing the meal, he drops his chopsticks into his bowl office and presents each guest with a git as a gesture of his desire to do business with them-an elegant Tiffany clock A great tour sure to generate a pile of or ders, night? Wrong Sx months later, Consoli dated Amalgamation has nothing to show for the extended trip but a stack of bils. Abroad, They weren't wild about Harry International marketing manners: To compete successfully in global markets, companies This hypothetical case has been exagger must help their managers to understand the needs, customs, and cultures of International ated for emphasis. Americans are seldom such business buyers. dots. But experts say success in international David CrocketShotok 182 PART 2 Understanding the Marketplace and Condomer Value Wow. Placing hands one pochets comporte must help ther managers to un world differ greatly and markets nude and showing the bottom of ono shoes adigung gusturs. Simary of international business Duyor Several chilforences, "When doing bus malom demand needs custome, and culturely to make certain they adapit 10 in China, Harry caly dropping his chop companies now offer smartphone apps that country and a foule nom it could have been interpreted as an provide tos to international travelers and we for granted, as an international act of aggression Stabbing chaplicks into a prevent them from making ombarrasing Set Turn every stone. Asker bowi of nice and loving them in doanh makes while abroad Cultures around the tion. Dg into every det to the Chinese. The clock Harry lared gifts might have confirmed such dark inten- tions Toolve a clock in Chinese sounds tha Power Portion died on Sun. When in Rome. You should on to Do in the Florian same as "ing someone off to his end, The Ana Maria Comunition Jiwy 22, 1990. pp 01 Adcinione formation and marrone che bine This to compete succonta ingloba wawiodaro/2013 - for terrational-traveloce. Metod Uhon. markets, or even to deal effectivey with in- Chew Thats Etienter (Santo Babora C Proger Publiobor 2013 Learn Tips to Do Burn CN ternational firms in their home markets. News-Senthe February 9, 2012, www.newe-etiel.com and www.cytonin.com, co Sector 20% 1. Who is the author? (What are his/her qualifications for writing on this... topic?) 1 Scholarly achievements Business or administrative experience: .............Other published work. 1 2. What is the author's message? Major theme in one sentence, if possible). I -Purpose of the message 1 Author's viewpoint .....3. What'evidence is offered to support the theme? ..... -Three or Four points supported by references, facts, quotes, etc. 4. How well-istheargument presented? Logical consistency Limitations Completeness 1 1 5. How does the article relate to other works in this area of marketing? Other authorities (articles, books, etc.). I Personal experience 6. What is the significance of this article for marketing? CHAPTER 6 Business Markets and Business Buyer Behavior 181 Real Marketing 6.1 International Marketing Manners he ti CE Picture this: Consolidated Amalgamation, business has a lot to do with knowing the been considered vie, An American sasper In think it's time that the rest of the world forritory and ts people. By learning English son who actually presented such a binder enoyed the same fne products it has of and extending themselves in other ways, the fred American consumers for two genera was unceremoniously found out of the coun world's business leaders have met American try and his company was backlisted from tions. It dispatches Vice President Harry E more than halfway. In contrast, Americans working with Saudi Sidime to Europe, Asia, and Africa to ex too often do it except asume that others Harry also committed numerous faux pas plore the territory Me Sicksmile stops first in wil march to their music "We want things to with new Japanese acquaintance Be- London, where he makes short work of some be 'American' when we travel Fast Corve- cause the Japanese strive to please Others bakers-herings them up on the phone. He nient. Easy. So we become 'ugly Americans especially when someone admires their por handies Parisians with similar case: After se by demanding that others change' says one sessions. the executive likely felt obligated curing a table at La Tour d'Argent, he greets American word trade expert. "I think more rather than pleased to give up his cufflinks. histochon guest, the director of an industrial business would be done we tried harder Harry's hand on the back" probably labeled ngineering firm with the words. "Just calme Poor Harry tried, all right, but in the him as disrespect and presumptuous Harry, Jacques. in Germany, Mr. Slicksmis wrong ways. The British do not as a rule, Japan, the many Asian countries, is a no a powerhouse Winking through a flashy mul make deals over the phone as much as contact outure in which even shaking hands teda presentation with an ultra-compact Americans do. It's not so much a 'cultural dif is a strange experience Harry made matters projector, he shows for that this Georgia boy ference as a difference in approach. A proper worse with his casual treatment of the busi- knows how to make a buck Frenchman northerkes instant family nor ness cards Japanese people revere the busi- Mr Sickmile next swings flough Saudi refers to strangers by thor fest names. That as card as an extension of self and as an Arbia, where he coolly presents a potential poor flow. usques, probably wouldn't show indicator of rank. They do not hand it to poo cient with a multimilion-dolar propound anything but he'd not be pleased explains ple; they present it-with both hands classy pigskin binder Heading on to Moscow Art on French buniess practices Things didn't go well in Russia, either Harty strikes up a conversation with the Harty pretion would say Russian business people maintain a conserva Japanese businessman sitting next to him on to a foo with the Germans, who dis- tvo, professional appearance, with dark suits the plane Harry complements the man's shows. And to the and dress shoes. Taking one's coat off during In several times, recognizing him as a mano, magbinder would have negotiations of any kind is taken as a sign of mportance. As the two say good-bye, then gh his cufflinks to Harry, presents his business Gard with both hands, and bows at the waist Harry places his hand firmly on the man's back to express sincere thanks, then sips his own business card into the man's shit pocket Hurry takes Russia by storm as he meets with the CEO of a start-up tech firm Fooling very at ease with the Russin executive, Harry Peds his suit coat, loans back crosses one foot over the other knee, and slips his hands into his pockets. At his next stop in Boling China. Harry talks business over lunch with a group of Chinese cecutivos, After complet ng the meal, he drops his chopsticks into his bowl of Hoe and presents each guest with a gh as a gesture of his desire to do business with them- an elegant Titary clock A great tour sure to generate a pie of of ders, right? Wong Six months later, Consol dated Amalgamation has nothing to show for the extended trip but a stack of bils. Abroad, they weren't wild about Harry International marketing manners: To compete successfully in global markets, companies This hypothetical case has been exagger must help their managers to understand the needs, customs, and cultures of international ated for emphasis Americans are seldom such business buyers. dots. But experts say success in International Cavid Cockettek APER Business Markets and Business Buyer B 181 Real Marketing 6.1 International Marketing Manners picture the consolidated Amalgamation but has a lot to do wow the corner ne thinks it's time that the rest of the world tortor and is people. By Ergo non or enged the same fine products hos of we Anerican consumers for two gener and extending them in other ways, the wes omonotoned out of sont dispatches Vice President Harry E world business haders have met American and his company was tom Sick to Europe, Asia, and Africa to for more than halfway in contrat Americans working with and be too then do the outset others plore the territory, Mr.Sickamle stops first in Harrycodoxes London, where he makes short work of some wil march to the music. We want things to with new care se be 'American when we at Conve bankens-horings them up on the phone. He niet anySo we become American cute sehen handies Parisians with similares Attor se awesome thot pos by demanding that the change." says one curing a table at La Tour d'Argent, the grouts American world trade sport more than one to get eively fooled auncheon guest, the director of an industrial business would be done we triedade Harry's and on the engineering firm, with the words. Just call me Poor Harry tried, but the Harry Jacque. In Germany, M Sicilia mas and presum wrong ways. The British do not as a any can courts apowerhouse Whisking through a flashy mu meel over the phone as much contactenwicherang handa media presentation with an ultra-compact American do is not so much for proctor, he shower that this Georgia boy florence as a din scoach. A proper sa hangers made worse with his casualart of the bus knows how to make a buck Frenchman nether instant may not neste Dagerbus M Sicament wings through Soud refers to strangers by the first names "That is card as anderson and a Arabia, where he cooly proants a pont Door toow. Jacque, probably wouldn't show indicator on They do not hande dient with a multimillonarios na anything, but he'd not be pleased explain they probands dussy porn binder Hong on to cow. on Fench business practice Things dont on Russische Hy strikes a convin Harry's fashy presentation would by Russian business people maanacor Japanese businessmann v boonop with the man who is tve, professional per dark the plane Harry complemer Overstment and shows and to the and his song cost off during Inis several times, recogning Saud Arts, the pigskinbinder would have negotiations of any kind is not mportance. As the two say 9000-bye, man pits his cuinks to Harry, bu card with both hands and bowl at the waist Hany places his hand firmly on the man's book 19 sincere thanks, then in his own business card into the man's shirt pocket Harry takes Russia by storm as he meets with the CEO of a start-up tech frm Fooling viry tense with the Russia executive Harry sed his sut coat, loans back, crosses one foot over the other know, and is this hands to his pockets. At his next stop in Bing One, Harry talks business over lunch with a poup of Chinese cutivo. Ater complet ng the meal, he drops his chopsticks into his bowl ofron and presents each guest with a as a gesture of the desire to do business wth thom-an elegant any clock A great tou, sure to generate a ple of or Sur not? Whong. Six months later, Consor Sated Amalgamation has nothing to show for Textended trip but a stack of bills. Abroad International marketing manner to compete succes in global markets, companies they weren't wid about Harry lorempi Americans are soldom such business buyer. But experts Say Sonnenborald Thishpothetical case has been exter must help their managers to understand the needs, custom cultures of international Marketing 6.1 International Marketing Manners Picture this: Consolidated Amalgamation, business 06 throwing considered Vie. An American slosper- Inc., Thinks it's time that the rest of the word by people. By aming English enjoyed the same fine, products it has of and extending themselves in other way, the son who actual presented such a binder fored American consumers for two genera world's business leaders have met Americans try and his commony was bacted from was uncerrously tooed out of the con tions it dispatches Vice President Harry E more than halfway in contrast, Americans Sickmile to Europe, Asia, and Africa to e too often do me except assume that others working with Saudi businesses plore the territory, Mr. Simile stops first in wil march to the music to Harry also committed numerous faux pas London, where he makes short work of some with his new Japanese acquaintance Be be american when we travel Fast Convece the Japanese se to place others, barkers-herings them up on the phone. He nient. By So we become way Aenericans especially when someone awes Tipo handles Parisians with similar ease: Alter se- by demanding that others charge.says one curing a table at La Tour d'Argent, he greets American world trade expert in more sessions. The Executive Skylit gated rather than pleased to give up his out in his luncheon guest, the director of an industrial business would be done t we tried harder engineering firm, with the words. "Just calme Poor Harry tried, steht, but in the Harry's hand on the back probabilid him as disrespect and presumptuous Harry, Jacques. In Germany. Mr. Sticksmile is wrong ways. The British do not, as a rule, Japan, ke many Asian countries, is a no a powerhouse Whisking through a flashy mul make doels over the phone as much as contact outure in which even shaking hards media presentation with an ultra-compact Americans do. It's not so mucha cultural dit is a strange experience, Harry made matters projector, he shows 'em that this Georgia boy ference as a difference in approach. A proper worse with his casus treatment of the busi knows how to make a buck, Frenchman neither kes instant family nor ness cards. Japanese people rovere the busi Me Sickestrile next swings through Saudi refers to strangers by their first names. That noss card as an extension of salt and as an Arabia, where he coolly presents a potential poor follow. Jacques, probably wouldn't show indicator of rank. They do not hand it to peo client with a multimilion-dollar proposal in a anything, but he'd not be pleased," explains ple, they present it--with both hands classy pigskin binder Heading on to Moscow, an expert on French business practicos Things didn't go well in Russia, either Harry strikes up a conversation with the Harry's flasly presentation would by Russian business people maintain a concorso Japanese businessman sitting next to him on have been a flop with the Germans, who dis- tvo, profesorul appearance, with dark suts the plane Harry complements the man's cut ke overstatement and showiness. And to the and dress shoes. Taking one's coat off during Inks several times. recognizing him as a man of Saudi Arabians, the pigskin binder would have negotiations of any kind is taken as a sign of importance. As the two say good-bye, the man gifts his cufflinks to Harry, prosent his business card with both hands, and bows at the waist Harry places his hand frmly on the man's back to express sincere thanks, then slips his own busness card into the man's shirt pocket. Harry takes Russia by storm as he meets with the CEO of a start-up tech firm. Feeling very at ease with the Russia executive, Harry Sheds his suit coat, leans back, crosses ano koot over the other knee, and sips his hands into his pockets. Al his next stop in Beijing. Chino, Harry talks business over lunch with a group of Chinese executives. After complet ing the meal, he drops his chopsticks into his bowl of rice and presents each guest with a it as a gesture of his desire to do business with thom--an elegant Tiffany clock A great tour, sure to generate a pile of or ters, right? Wrong Six months later, Consol dated Amalgamation has nothing to show for the extended trip but a stack of bits. Aroad, they weren't wild about Harry The hypothetical case has been exagger uted for emphasis. Americans are seldom such dots But experi say success in interrational International marketing manners. To compete successfully in global markets. companies must help their managers to understand the needs, customs, and cultures of international business buyers. Considera so ch CHAPTER A Mutats and Business Boy Ochele 181 bet Real Marketing 6.1 International Marketing Manners gewe othes, Pod Amon enero dodo men montowego purch Vice Presint Hory U AA yine Comowe Prs with Amor und Tour des rencan World Tradeep mom ke way be del EN cing f bomboa wa wowote to considered one was out of the con worden de Amerika and he come we trom monthly Inco Awww Suid too tendo em that Harry sed numerous Wilma to Termi "We wanting to with his w Japanese and be wer-ramme on the phone niet. Ek so we become America when someone come on be 'America what we wat one castle Je to dose Daimarding that there charo ore si me move to: Anchon gut the director of an indir business wo be done weled og te wordent calme Hays and on the track probabled Poor Harry but Jacomin Germany, M: Sim at the and putus powermouto Whiking through she wrong way. The British rotas u. Jacarmany Asian couro mare den Vorshonos much contact culture in which even showing hands dochows on the Georga boy Isage experience. Harty ademar forence as a concentrach proper nows how to make a buck Wome with his team of the bus Mc Sicken wings through Sou Frenchman the instant family ones corn, Japanese people reverse on where we cool ponts a poor poor folow Jacques, probably wouldn't show rollers to strangers by the frames. "The ness cards on comino of and as an indicator of They do not hand to det ha mitmon-dolar proposal in a anything, but he'd not be possed explains le they prost with both hands sy poskin binder Heading on to Moscow an expert on French business practices Things didn't go wol in Russia, the Many stos up a corwortion with the Harry's fashy prentation would y Ruslan business people masa con Jos businessman sitting next to him on have been a foo with the man who tvo, professional appearance, with dark suts the party complements the man's our ke overtagement and showiness. And to the and shoes. Tik one's coat of dung in several rocognangimas a man of Saudi Arabians, the pigskin binder would have negotiations of any kind on as a sign of mportance. As the two 9000-bye, the man githe cuffinks to Harry, presents his business od with both hands and bows at the waist Hartypes and fly on the man's back to express sincere thanks, thon sipo his own business card into the man's shut pocket Marry takes Russia by storm as he meets weh the CEO of a start-up tech firm. Fooing ery ate with the Russia executive, Harry shods is sutcoat, beans back, crosses ong foot over the other knee, and slips his hands to his pockets. Al his next stop in Bojing Cina. Harry talks business over lunch with a group of Chinese executives. After complet ing the meal, he drops his chopsticks into his bowl office and presents each guest with a git as a gesture of his desire to do business with them-an elegant Tiffany clock A great tour sure to generate a pile of or ders, night? Wrong Sx months later, Consoli dated Amalgamation has nothing to show for the extended trip but a stack of bils. Abroad, They weren't wild about Harry International marketing manners: To compete successfully in global markets, companies This hypothetical case has been exagger must help their managers to understand the needs, customs, and cultures of International ated for emphasis. Americans are seldom such business buyers. dots. But experts say success in international David CrocketShotok 182 PART 2 Understanding the Marketplace and Condomer Value Wow. Placing hands one pochets comporte must help ther managers to un world differ greatly and markets nude and showing the bottom of ono shoes adigung gusturs. Simary of international business Duyor Several chilforences, "When doing bus malom demand needs custome, and culturely to make certain they adapit 10 in China, Harry caly dropping his chop companies now offer smartphone apps that country and a foule nom it could have been interpreted as an provide tos to international travelers and we for granted, as an international act of aggression Stabbing chaplicks into a prevent them from making ombarrasing Set Turn every stone. Asker bowi of nice and loving them in doanh makes while abroad Cultures around the tion. Dg into every det to the Chinese. The clock Harry lared gifts might have confirmed such dark inten- tions Toolve a clock in Chinese sounds tha Power Portion died on Sun. When in Rome. You should on to Do in the Florian same as "ing someone off to his end, The Ana Maria Comunition Jiwy 22, 1990. pp 01 Adcinione formation and marrone che bine This to compete succonta ingloba wawiodaro/2013 - for terrational-traveloce. Metod Uhon. markets, or even to deal effectivey with in- Chew Thats Etienter (Santo Babora C Proger Publiobor 2013 Learn Tips to Do Burn CN ternational firms in their home markets. News-Senthe February 9, 2012, www.newe-etiel.com and www.cytonin.com, co Sector 20% 1. Who is the author? (What are his/her qualifications for writing on this... topic?) 1 Scholarly achievements Business or administrative experience: .............Other published work. 1 2. What is the author's message? Major theme in one sentence, if possible). I -Purpose of the message 1 Author's viewpoint .....3. What'evidence is offered to support the theme? ..... -Three or Four points supported by references, facts, quotes, etc. 4. How well-istheargument presented? Logical consistency Limitations Completeness 1 1 5. How does the article relate to other works in this area of marketing? Other authorities (articles, books, etc.). I Personal experience 6. What is the significance of this article for marketing? CHAPTER 6 Business Markets and Business Buyer Behavior 181 Real Marketing 6.1 International Marketing Manners he ti CE Picture this: Consolidated Amalgamation, business has a lot to do with knowing the been considered vie, An American sasper In think it's time that the rest of the world forritory and ts people. By learning English son who actually presented such a binder enoyed the same fne products it has of and extending themselves in other ways, the fred American consumers for two genera was unceremoniously found out of the coun world's business leaders have met American try and his company was backlisted from tions. It dispatches Vice President Harry E more than halfway. In contrast, Americans working with Saudi Sidime to Europe, Asia, and Africa to ex too often do it except asume that others Harry also committed numerous faux pas plore the territory Me Sicksmile stops first in wil march to their music "We want things to with new Japanese acquaintance Be- London, where he makes short work of some be 'American' when we travel Fast Corve- cause the Japanese strive to please Others bakers-herings them up on the phone. He nient. Easy. So we become 'ugly Americans especially when someone admires their por handies Parisians with similar case: After se by demanding that others change' says one sessions. the executive likely felt obligated curing a table at La Tour d'Argent, he greets American word trade expert. "I think more rather than pleased to give up his cufflinks. histochon guest, the director of an industrial business would be done we tried harder Harry's hand on the back" probably labeled ngineering firm with the words. "Just calme Poor Harry tried, all right, but in the him as disrespect and presumptuous Harry, Jacques. in Germany, Mr. Slicksmis wrong ways. The British do not as a rule, Japan, the many Asian countries, is a no a powerhouse Winking through a flashy mul make deals over the phone as much as contact outure in which even shaking hands teda presentation with an ultra-compact Americans do. It's not so much a 'cultural dif is a strange experience Harry made matters projector, he shows for that this Georgia boy ference as a difference in approach. A proper worse with his casual treatment of the busi- knows how to make a buck Frenchman northerkes instant family nor ness cards Japanese people revere the busi- Mr Sickmile next swings flough Saudi refers to strangers by thor fest names. That as card as an extension of self and as an Arbia, where he coolly presents a potential poor flow. usques, probably wouldn't show indicator of rank. They do not hand it to poo cient with a multimilion-dolar propound anything but he'd not be pleased explains ple; they present it-with both hands classy pigskin binder Heading on to Moscow Art on French buniess practices Things didn't go well in Russia, either Harty strikes up a conversation with the Harty pretion would say Russian business people maintain a conserva Japanese businessman sitting next to him on to a foo with the Germans, who dis- tvo, professional appearance, with dark suits the plane Harry complements the man's shows. And to the and dress shoes. Taking one's coat off during In several times, recognizing him as a mano, magbinder would have negotiations of any kind is taken as a sign of mportance. As the two say good-bye, then gh his cufflinks to Harry, presents his business Gard with both hands, and bows at the waist Harry places his hand firmly on the man's back to express sincere thanks, then sips his own business card into the man's shit pocket Hurry takes Russia by storm as he meets with the CEO of a start-up tech firm Fooling very at ease with the Russin executive, Harry Peds his suit coat, loans back crosses one foot over the other knee, and slips his hands into his pockets. At his next stop in Boling China. Harry talks business over lunch with a group of Chinese cecutivos, After complet ng the meal, he drops his chopsticks into his bowl of Hoe and presents each guest with a gh as a gesture of his desire to do business with them- an elegant Titary clock A great tour sure to generate a pie of of ders, right? Wong Six months later, Consol dated Amalgamation has nothing to show for the extended trip but a stack of bils. Abroad, they weren't wild about Harry International marketing manners: To compete successfully in global markets, companies This hypothetical case has been exagger must help their managers to understand the needs, customs, and cultures of international ated for emphasis Americans are seldom such business buyers. dots. But experts say success in International Cavid Cockettek APER Business Markets and Business Buyer B 181 Real Marketing 6.1 International Marketing Manners picture the consolidated Amalgamation but has a lot to do wow the corner ne thinks it's time that the rest of the world tortor and is people. By Ergo non or enged the same fine products hos of we Anerican consumers for two gener and extending them in other ways, the wes omonotoned out of sont dispatches Vice President Harry E world business haders have met American and his company was tom Sick to Europe, Asia, and Africa to for more than halfway in contrat Americans working with and be too then do the outset others plore the territory, Mr.Sickamle stops first in Harrycodoxes London, where he makes short work of some wil march to the music. We want things to with new care se be 'American when we at Conve bankens-horings them up on the phone. He niet anySo we become American cute sehen handies Parisians with similares Attor se awesome thot pos by demanding that the change." says one curing a table at La Tour d'Argent, the grouts American world trade sport more than one to get eively fooled auncheon guest, the director of an industrial business would be done we triedade Harry's and on the engineering firm, with the words. Just call me Poor Harry tried, but the Harry Jacque. In Germany, M Sicilia mas and presum wrong ways. The British do not as a any can courts apowerhouse Whisking through a flashy mu meel over the phone as much contactenwicherang handa media presentation with an ultra-compact American do is not so much for proctor, he shower that this Georgia boy florence as a din scoach. A proper sa hangers made worse with his casualart of the bus knows how to make a buck Frenchman nether instant may not neste Dagerbus M Sicament wings through Soud refers to strangers by the first names "That is card as anderson and a Arabia, where he cooly proants a pont Door toow. Jacque, probably wouldn't show indicator on They do not hande dient with a multimillonarios na anything, but he'd not be pleased explain they probands dussy porn binder Hong on to cow. on Fench business practice Things dont on Russische Hy strikes a convin Harry's fashy presentation would by Russian business people maanacor Japanese businessmann v boonop with the man who is tve, professional per dark the plane Harry complemer Overstment and shows and to the and his song cost off during Inis several times, recogning Saud Arts, the pigskinbinder would have negotiations of any kind is not mportance. As the two say 9000-bye, man pits his cuinks to Harry, bu card with both hands and bowl at the waist Hany places his hand firmly on the man's book 19 sincere thanks, then in his own business card into the man's shirt pocket Harry takes Russia by storm as he meets with the CEO of a start-up tech frm Fooling viry tense with the Russia executive Harry sed his sut coat, loans back, crosses one foot over the other know, and is this hands to his pockets. At his next stop in Bing One, Harry talks business over lunch with a poup of Chinese cutivo. Ater complet ng the meal, he drops his chopsticks into his bowl ofron and presents each guest with a as a gesture of the desire to do business wth thom-an elegant any clock A great tou, sure to generate a ple of or Sur not? Whong. Six months later, Consor Sated Amalgamation has nothing to show for Textended trip but a stack of bills. Abroad International marketing manner to compete succes in global markets, companies they weren't wid about Harry lorempi Americans are soldom such business buyer. But experts Say Sonnenborald Thishpothetical case has been exter must help their managers to understand the needs, custom cultures of international Marketing 6.1 International Marketing Manners Picture this: Consolidated Amalgamation, business 06 throwing considered Vie. An American slosper- Inc., Thinks it's time that the rest of the word by people. By aming English enjoyed the same fine, products it has of and extending themselves in other way, the son who actual presented such a binder fored American consumers for two genera world's business leaders have met Americans try and his commony was bacted from was uncerrously tooed out of the con tions it dispatches Vice President Harry E more than halfway in contrast, Americans Sickmile to Europe, Asia, and Africa to e too often do me except assume that others working with Saudi businesses plore the territory, Mr. Simile stops first in wil march to the music to Harry also committed numerous faux pas London, where he makes short work of some with his new Japanese acquaintance Be be american when we travel Fast Convece the Japanese se to place others, barkers-herings them up on the phone. He nient. By So we become way Aenericans especially when someone awes Tipo handles Parisians with similar ease: Alter se- by demanding that others charge.says one curing a table at La Tour d'Argent, he greets American world trade expert in more sessions. The Executive Skylit gated rather than pleased to give up his out in his luncheon guest, the director of an industrial business would be done t we tried harder engineering firm, with the words. "Just calme Poor Harry tried, steht, but in the Harry's hand on the back probabilid him as disrespect and presumptuous Harry, Jacques. In Germany. Mr. Sticksmile is wrong ways. The British do not, as a rule, Japan, ke many Asian countries, is a no a powerhouse Whisking through a flashy mul make doels over the phone as much as contact outure in which even shaking hards media presentation with an ultra-compact Americans do. It's not so mucha cultural dit is a strange experience, Harry made matters projector, he shows 'em that this Georgia boy ference as a difference in approach. A proper worse with his casus treatment of the busi knows how to make a buck, Frenchman neither kes instant family nor ness cards. Japanese people rovere the busi Me Sickestrile next swings through Saudi refers to strangers by their first names. That noss card as an extension of salt and as an Arabia, where he coolly presents a potential poor follow. Jacques, probably wouldn't show indicator of rank. They do not hand it to peo client with a multimilion-dollar proposal in a anything, but he'd not be pleased," explains ple, they present it--with both hands classy pigskin binder Heading on to Moscow, an expert on French business practicos Things didn't go well in Russia, either Harry strikes up a conversation with the Harry's flasly presentation would by Russian business people maintain a concorso Japanese businessman sitting next to him on have been a flop with the Germans, who dis- tvo, profesorul appearance, with dark suts the plane Harry complements the man's cut ke overstatement and showiness. And to the and dress shoes. Taking one's coat off during Inks several times. recognizing him as a man of Saudi Arabians, the pigskin binder would have negotiations of any kind is taken as a sign of importance. As the two say good-bye, the man gifts his cufflinks to Harry, prosent his business card with both hands, and bows at the waist Harry places his hand frmly on the man's back to express sincere thanks, then slips his own busness card into the man's shirt pocket. Harry takes Russia by storm as he meets with the CEO of a start-up tech firm. Feeling very at ease with the Russia executive, Harry Sheds his suit coat, leans back, crosses ano koot over the other knee, and sips his hands into his pockets. Al his next stop in Beijing. Chino, Harry talks business over lunch with a group of Chinese executives. After complet ing the meal, he drops his chopsticks into his bowl of rice and presents each guest with a it as a gesture of his desire to do business with thom--an elegant Tiffany clock A great tour, sure to generate a pile of or ters, right? Wrong Six months later, Consol dated Amalgamation has nothing to show for the extended trip but a stack of bits. Aroad, they weren't wild about Harry The hypothetical case has been exagger uted for emphasis. Americans are seldom such dots But experi say success in interrational International marketing manners. To compete successfully in global markets. companies must help their managers to understand the needs, customs, and cultures of international business buyers. Considera