Solved

SCENARIOS Computer Sales

question 156

Multiple Choice

SCENARIOS
Computer Sales
A price war began in Japan in the personal computer market when Dell Computer Corporation introduced PCs at prices 25 to 60 percent lower than rivals.Dell targeted corporate customers from its Tokyo offices by "direct sales," the company's preferred name for mail order,and its main avenue for PC sales in the United States.Japan is the world's second-largest market for personal computers and had been ruled by NEC Corporation,who maintained a strong dealer network and had traditionally sold its computers at very high prices.Dell joined IBM and Compaq in targeting the Japanese market.Dell bet it could succeed in Japan by transplanting its U.S.method of operations in which the company assembles the PC to customer specifications,loads it with software,and delivers it to Japan.The company's success depended on its ability to sell PCs over the telephone.Analysts doubted this was possible in Japan because dealer networks are the key to the market,but Dell executives believed that name recognition was the main hurdle.To familiarize its target market with the idea of buying a computer sight unseen,Dell launched a major ad campaign through direct mail and ads in computer-related magazines and newspapers.
-Refer to Boeing Co.The Boeing facility in China is only one branch of this huge organization.Boeing can be called a(n) :

Comprehend the "culture-in-context" approach to global negotiation.

Identify the factors that make global negotiations challenging.

Recognize how external stakeholders and immediate context factors affect negotiations across borders.

Understand the different conflict management styles identified by Thomas' research.

Definitions:

Functional Groups

Functional groups are specific groups of atoms within molecules that are responsible for the characteristic chemical reactions of those molecules.

Organic Molecules

Chemical compounds containing carbon atoms bonded together and with other elements, typically forming the basis of life on Earth.

Base

A substance that can accept hydrogen ions (protons) or more generally, donate a pair of valence electrons in reactions.

Brønsted-Lowry

The Brønsted-Lowry theory defines acids as proton (H+) donors and bases as proton acceptors, emphasizing the role of proton transfer in acid-base reactions.