2. THE ECONOMY OF THE COUNTRY TO WHICH YOU ARE EXPORTING. 

3. THE CULTURAL ASPECTS OF THE COUNTRY THAT WILL INFLUENCE YOUR MARKETING EFFORT. 

4. YOUR TARGET MARKET, ITS TRENDS AND PARTICULAR FEATURES. 

5. THE MARKETING EFFORT THAT YOU WILL UNDERTAKE, YOUR PRICING POLICY, THE PRODUCT FEATURES, PROMOTION EFFORT, PACKAGING, CHANNELS OF DISTRIBUTION THAT YOU WILL USE. 

6. THE ADMINISTRATIVE PROCEDURES AND FINANCIAL COMMITMENT THAT YOU WILL UNDERTAKE TO FACILITATE YOUR EXPORT EFFORT. 

7. THE TERMS OF SALE THAT YOU WILL SET TO ACHIEVE. 

(a) domestic market saturated 

(b) growth potential in export market (c) obtain diverse supply of resources 

(d) diversification of sales to spread risk 

(e) to use excess production capacity 

(f) larger production lowers unit cost 

(g) increased profitability in overseas market 

(h) spread costs 

(i) reduce or delay tax payments 

(j) prevent competitor advantage from sole entry into the market 

3. Why have you chosen this country? 
 

(a) common language 

(b) similar legal/political/cultural/educational system 

(c) growth market 

(d) favourable resource base 

(e) favourable joint venture agreement able to be negotiated 

(f) tax advantages/treaty 

(g) favourable exchange rate movement 

(h) favourable and healthy climate 

(i) relative low risk and uncertainty 

(j) new untapped market 

(k) similar accounting practices 

(l) favourable environment 

(m) regular and reliable delivery system to this country
 

(a) receipt of royalties from licensing agreement 

(b) direct investment (establish branch) in setting up your own activity 

(c) purchase existing overseas company 

(d) joint venture with private company with either equal or majority control 

(e) joint venture with private company with minority control 

(f) joint venture with government corporation 

(g) exporting domestic production 

(h) franchising 

(i) turnkey 

(j) other
 

(a) legal requirements 

(b) cost/financial consideration 

(c) taxation considerations 

(d) lack of managerial expertise 

(e) reduction in competitive risk 

(f) risk sharing 

(g) control 

(h) previous experience with overseas export effort 

(i) product complexity 

(j) secrecy 

(k) stage of technological development in target market 

(l) resource costs and regulations
 

7. Will these conditions change over time? Why?

8. What will be the marketing budget for entry into the overseas market? 

(a) selling expenses 

(b) advertising and promotion expenses 

(c) distribution expenses 

(d) production costs 

(e) service costs 

(f) warranty costs 

(g) others
 

10. Who will be the manager responsible for the entry into the overseas target market?

11. Why has this manager been chosen? 

(a) experience in overseas trading 

(b) experience in target market 

(c) fluent linguist 

(d) sympathetic management style 

(e) excellent negotiator 

(f) others 
 

13. What will be the production capacity required for entry into the overseas market? 

14. Are their any codes of conducts that you have to agree to if you enter this market?

15. What plans have you developed to overcome problems in your movement into an overseas market? Have you 

(a) used expert advice 

(b) planned the total export effort 

(c) gained commitment by top management 

(d) taken care in choosing agents and distributors 

(e) focused on one market before extending activities into other overseas market 

(f) given sufficient emphasis to export business when domestic economy booms 

(g) given sufficient emphasis to domestic business when export economy booms 

(h) treated international distributors on the same basis as domestic distributors 

(i) shown a willingness in adapting marketing effort (product, price, packaging, distribution channels) to local cultural and regulatory conditions 

(j) printed service, sales and warranty conditions in local languages 

(k) used export management company or other intermediaries when your firm does not have local expertise?
 
 

(a) common law system 

(b) civil law system 

(c) religious law system

3. Is there legal protection for your copyright, patents and brand-names operating in the target market?

4. What is the political system that operates in the country? 
 

(a) representative democracy 

(b) single party democracy 

(c) religious totalitarianism 

(d) non-religious totalitarianism 

(e) communist totalitarianism

6. What is the economic system that operates in your external market? 
 

(a) predominately private market system 

(b) predominately public controlled system 

(c) predominately private system with public control 

(d) neither predominately private nor public control

8. What have been the major factors that have contributed to this growth rate?

9. What controls does the government place over activities in your market?

10. Does your external market/country have a trade agreement with other economies?

11. If a trade agreement exists what effect does it have upon the 
 

a) entry and exit of individuals 

(b) entry of goods 

(c) entry of ships and cargoes 

(d) acquisition of property 

(e) protection of people and property 

(f) protection of trade marks, copyrights and patents 

(g) transfer of funds?

(a) high-income 

(b) middle income 

(c) low income 

(d) no information

13. Does the country have 

(a) a positive balance of trade 

(b) severe debt problem?

(a) inducements for overseas investors to locate within the country 

(b) tariffs and other trade barriers on imports 

(c) restrictions on repatriation of profits 

(d) devaluation of currency 

(e) positive discrimination in government purchasing towards domestic producers 

(f) restriction on services to importers 

(g) domestic price control 

(h) dumping of exports on international markets 

(i) subsidies for exporters 

(j) quotas on imports 

(k) applications of domestic standards to imported goods 

(l) administrative delays in processing imports 

(m) reciprocal agreements between importing country and domestic country 

(o) rely on assistance and follow policy strategies as directed by the World Bank and International Monetary Fund

16. Does the country have a 
 

(a) fixed 

(b) floating 

(c) managed float exchange rate?

18. What has been the fluctuations in the exchange rate of the country over the last 5 years?

19. Are there multiple exchange rates? If so, which one will you have access to?

20. Are you able to buy and sell the country's currency on the forward (futures) market?

21. Are there any government licencing arrangements that restrict trading in the country's currency on international markets?

22. If restrictions exist on the use of the country's currency for international payments, what compensatory techniques apply? 
 

(a) barter 

(b) countertrade

24. Who in the government is responsible for the organisation of these techniques?

25. Does your domestic bank have representatives in the overseas market? 

26. What has been the country's inflation rate over the last 5 years?

27. What policies have been undertaken to redress the problem of inflation? How successful have they been?

28. What has been the country's unemployment rate over the last 5 years?

29. What policies have been undertaken to redress the problem of unemployment? How successful have they been?

30. What is the standard of the country's infrastructure? 
 

(a) ports 

(b) roads 

(c) water transportation system 

(d) communications within and without the country 

(e) airports 

(f) health system 

(g) security system 

(h) educational system 

(i) water system 

(j) administrative system

(a) nuclear family 

(b) extended family

3. Who controls the purchase decision within the family? 
 

(a) father 

(b) mother 

(c) extended family 

(d) collegiate decision making 

(e) other

5. What is the standard of education within your market? 
 

(a) primary school 

b) secondary school 

(c) technical education 

(d) tertiary education

7. What is the basic belief system of the participants in your market? 
 

(a) orthodox doctrine 

(b) individualism 

(c) collective responsibility 

(d) acceptance of traditional authority 

(e) other

9. How will this affect your marketing decisions?

10. What is the attitude of the target market to work, success and personal aggrandisement

11. How will this affect your marketing decisions?

12. What is the degree of 
 

(a) ethical behaviour or trust between people 

(b) fatalism in the target market?

14. What is the predominate race or ethnic grouping of your market? 

15. How will this affect your marketing decisions?

16. Is the role of women changing in the society?

17. How will this change affect your marketing decisions?

18. What are the predominate expressions (folk art) of the market's culture? 
 

(a) visual arts 

(b) music 

(c) performing arts 

(d) folklore 

(e) national symbols

20. What are the types of housing used by people in your market? 
 

(a) owned apartment 

(b) rented apartment 

(c) owned separate dwellings 

(d) rented separate dwellings 

(e) one family dwellings 

(f) multi-family dwellings

22. How do working conditions and decision making techniques vary from your home based conditions and techniques? 
 

(a) salary and benefit levels 

(b) physical conditions 

(c) safety conditions 

(d) employee participation practices 

(e) skill level of workforce 

(f) conflict resolution techniques 

(g) national work dress 

(h) religious observance practices 

(i) local holidays

24. What is the languages used in the market? 

(a) official language 

(b) spoken language 

(c) written language 

(d) dialectic

2. What is its growth rate?

3. What demographic factors influence the market size? 
 

(a) age 

(b) sex 

(c) geographic location 

(d) immigration rate 

(e) income level 

(f) distribution of income between consumer groups

5. What bargaining strength will you have in dealing with your distributors, customers and consumers?

6. How dependent are you upon the actions of distributors, customers and consumers?

7. How will this dependency affect your export effort and the achievement of your objectives?

8. What negotiation styles are used in the industry/country in which your target market exists? 
 

(a) submissive 

(b) cooperative 

(c) competitive

10. What contingency plans do you have if negotiations fail to achieve your objectives?

11. Where have you gained the information on this market's characteristics? 
 

(a) own research 

(b) agents in target market 

(c) host government's information 

(d) own government's information 

(e) independent international agents 

(f) trade associations 

(g) international organisations and agencies 

(f) others

(a) brand name 

(b) physical features 

(c) price

(a) your domestic product 

(b) your competitor's product in the overseas market

(a) core component 

(b) packaging component 

(c) support services

5. What expertise exists in the target market repairing and servicing your product? If not, what will you do to develop this expertise? 

6. What is the requirements for the supplies of spare parts in the overseas market? How will this requirement be met?
 

(a) establish own 

(b) use agents

3. What advantages exist in the use of foreign agents? 
 

(a) inside knowledge on duty imposition 

(b) inside knowledge on custom procedures 

(c) access to government and regulatory bodies

(a) wholesaler 

(b) retailers

(a) number of wholesalers 

(b) location of wholesaler within urban and rural areas 

(c) type of wholesaler (general or specialist) 

(d) terms of sale (credit availability) 

(a) number of retailers 

(b) location of retailers 

(c) size of retailer outlets 

(d) method of sale (cash-credit) 

(e) type of outlet (chain store, department store, speciality store)

7. How will this technology affect your product's distribution? 

8. What documentation is required to facilitate the distribution of the product? 
 

(a) bill of lading 

(b) dock receipt 

(c) air freight bill 

(d) commercial invoice 

(e) pro forma invoice 

(f) shipper's declaration to customs 

(g) statement of country of origin 

(h) others

(a) administrative cost of shipment 

(b) transport costs 

(c) agency costs 

(d) handling expenses 

(e) wharf charges 

(f) loading and unloading charges 

(g) insurance costs 

(h) customs duties 

(i) local sales taxes 

(j) government charges 

(k) wholesalers' and retailers' mark-up 

(l) own mark-up 

(m) others

3. What terms of sale will you try to negotiate with your distributors? 
 

(a) ex factory 

(b) free on board 

(c) cost, insurance, freight 

(d) cost and freight 

(e) others

(a) cash in advance 

(b) consignment sales 

(c) letters of credit 

(d) cash drafts 

(e) others

6. That is the responsiveness of demand to change in prices in the market?

7. What is the responsiveness of demand to change in incomes of consumers in the market?

8. Are there any government controls on the prices charged in the market?

9. If the country experiences hyperinflation, what pricing techniques will you use to protect your profitability and investment?

10. Will the operation in the target market facilitate the use of transfer pricing to achieve your firm's objectives?
 

(a) press 

(b) radio 

(c) television 

(d) sponsorship 

(e) promotions 

(f) coupons 

(g) personal selling 

(h) telemarketing 

(f) others

3. What percentage of the total population is covered by the various media outlets? 

4. What agencies are available for assistance in developing local promotion?

5. Are there any legal or cultural factors that will restrict your promotion effort?
 

2. Different colours have different cultural significance. What colours will you use when packaging your product? Why? Colours with their significance in European cultures. 
 

(a) black strong, overpowering 

(b) blue cool, distinctive 

(c) brown utility, general 

(d) green natural, quiet 

(e) orange warmth, mobility 

(f) purple lush, extravagant 

(g) red hot, excitement 

(h) white cleanliness, purity 

(i) yellow warm, sunshine

3. What cultural significance has certain colours in your market? 

4. How will you change the shape and colours of your packaging to meet the cultural needs of your consumers in the target market? 

5. Combinations of colours add emphasis. What combination do you use in your packaging in the target market?