MGMT 332G Final Exam

The instructions are below. If it needs to be more pages let me know and I will add more funds. If you have any questions let me know.


Cut, copy, and paste the following essay questions on DIFFERENT pages of an MS Word document, answer each of the questions that follow the situation, and upload your answer on this webpage. Be sure to put your name in the upper left-hand corner so I can identify any pages that apply. Cite all sources used in building your answers.

Spelling counts. Grammar counts also. Open-book, open-notes, open Internet, closed “neighbor”.


1. Roger Brown, marketing vice president for a Canadian lumber company, was making a sales presentation to a plywood wholesaler in Tokyo, Japan. Roger had just proposed what he considered to be a fair price for a large shipment of first quality plywood. Much to his amazement, the three Japanese executives did not respond immediately but rather sat across the table with her hands folded and their eyes staring downward, saying nothing. 15 seconds passed… Then 30 seconds… And still no response. Finally, Roger became so exasperated that he said with a good deal of irritation in his voice, “would you like for me to repeat the offer?” From that point onward the talks went nowhere.

Using a dimensionality of culture (Hofstede) approach tell me…

A) what is happening.

You have been hired to succeed Roger who has gone to a competitor’s company.

B) What would you do in your first meeting with the same Japanese plywood wholesaler.


2. Jeff Walters and his wife decided to sell their Pennsylvania bookstore and start a book distribution company in East Africa. Over the first four years, Jeff put together a professional and administrative staff of 18 local Kenyans in Nairobi. His successful book distribution company involved supplying books from all over the world to eastern and southern African countries. One day Jeff found he was behind schedule on a proposal for a possible US government contract due in the USAID office in Nairobi the next day. The deadline was so critical that he had to work very closely with some of the staff to make sure that it was met. In the final hours, Jeff found himself helping the secretaries make copies, collate, and assemble the multiple copies of the proposal. But minutes after pitching in to help, he noticed that his staff became very non-communicative, and he seemed to be getting a lot of cold stares, Jeff couldn’t understand why his attempts to be helpful were so unappreciated.

Using a dimensionality of culture (Hofstede) and Values as they drive culture (Kluckhohn & Strodbeck) approach write 1 essay that tells Jeff Walters…

A) what to do during these final hours of bid preparation (and why) so that the deadline is met. (I’m not asking for “what’s going on.”)


3. Wendy Robinson, a vice president for marketing for a California cosmetics company, has been sent by her company to France to select a new sales manager for the Paris area. After sitting through a sales presentation (which included numerous historical and literary references) given by one of the leading candidates, Wendy wondered why this person had been so highly recommended. While trying to concentrate on the candidates presentation, Wendy questioned whether the candidate was compensating for his lack of technical knowledge of the cosmetics markets and products by including excessive literary and historical references.

Using your choice of sources to draw on (be sure to cite what you use), write 2 essays that address…

A) What was really happening?

B) How would you recommend Wendy change in the candidate screening procedures knowing this?


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