Chapter 4 Communicating Across Cultures: International Management, 8e (Deresky)

International Management, 8e (Deresky)
Chapter 4 Communicating Across Cultures
1) ________ describes the process of sharing meaning by transmitting messages through media
such as words, behavior, or material artifacts.
A) Ethics
B) Communication
C) Planning
D) Strategy
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
AACSB: Communication abilities
2) Communication to managers is of vital importance because it ________.

A) demonstrates the manager's depth of knowledge
B) immediately results in an increase of revenue
C) indicates technological advancement
D) greatly helps in negotiating future plans
Answer: D
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
3) Which of the following does NOT constitute a normal interpersonal communication task for
managers?
A) coordinating activities
B) disseminating information
C) motivating employees
D) giving speeches at conferences
Answer: D
Diff: 2
Chapter: 4
Skill: Concept
Objective: 1
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4) Phil sent an email requesting Mel to join him in the conference room at 2 P.M. and to bring the
final report on the building's floor plans. However, Mel's personal secretary skips reading the
entire email and just informs Mel to join Phil in the conference room at 2 P.M. This is an
example of ________.
A) ambiguity
B) divergence
C) noise
D) feedback
Answer: C
Diff: 1
Chapter: 4
Skill: Application
Objective: 1
AACSB: Analytic skills; Communication abilities
5) Anything that serves to undermine the communication of the intended meaning is known as
________.
A) noise
B) encoded message
C) decoded message
D) feedback
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
6) Which of the following is the primary cause of noise in the communication process?
A) a lack of cultural empathy
B) ineffective listening skills
C) the technology used in the medium of communication
D) the difference between two individuals' life space
Answer: D
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
2
7) Which of the following terms refers to any cultural variables that undermine the
communication of intended meaning?
A) cultural ethics
B) cultural empathy
C) cultural noise
D) cultural attribution
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
8) Intercultural communication most likely occurs when ________.

A) messages are transmitted between members of the same culture
B) a member of one culture sends a message to a member of another culture
C) people from one culture migrate to another region
D) the communication process between two cultures is hindered
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
9) ________ is the process in which people look for the explanation of another person's behavior.
A) Attribution
B) Dissonance
C) Miscommunication
D) Affirmation
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
3
10) According to Hall and Hall, when people experience a failure in communication, they tend to
blame the confusion on the other person's stupidity, deceit, or craziness. This process of trying to
explain the other person's behavior is known as ________.
A) cultural noise
B) attribution
C) stereotyping
D) kinesicsbehavior
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
11) Trust improves cross-cultural communication by ________.

A) making sure that all of the business transactions are based on arm's-length relationships
B) replacing formal legal contracts for global firms
C) encouraging the open exchange of ideas and information
D) helping people plan for known circumstances
Answer: C
Diff: 3
Chapter: 4
Skill: Concept
Objective: 1
12) Which of the following will help an international business manager cultivate trust in cross-
cultural communications?
A) staying away from conflicts that need to be addressed
B) making communications as formal as possible and refraining from open communications
C) socializing when possible and making friendly contacts with persons involved
D) establishing trust and achieving hidden agenda without being conspicuous
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
4
13) According to the GLOBE project, workers from countries that ranked low on performance
orientation, e.g., Russia or Greece, ________.
A) do not take hard facts and figures seriously
B) prefer direct and explicit communication
C) make avoiding conflict a priority
D) do not encourage friendly relationships
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
14) According to the GLOBE project, a coworker or subordinate from Sweden, a country ranking
low on assertiveness, would most likely prefer ________.
A) explicitness in communication
B) a two-way dialogue
C) a gift exchange before talking business
D) a direct approach along with facts and figures
Answer: B
Diff: 2
Chapter: 4
Skill: Concept
Objective: 1
AACSB: Multicultural and diversity understanding; Communication abilities
15) Brenda is the head of a sports firm in Sweden. In order to communicate effectively with her
workers, Brenda should ________.
A) build friendly relationships and encourage two-way dialogues
B) communicate information in a direct and explicit way
C) communicate information with facts and figures
D) exchange gifts with her employees frequently
Answer: A
Diff: 2
Chapter: 4
Skill: Application
Objective: 1
5
16) Tom manages a U.S. pharmaceutical subsidiary located in Ireland. In order to communicate
effectively with Irish employees and improve their productivity, Tom should ________.
A) emphasize achieving objective end results
B) challenge the employees to perform better
C) provide positive support to employees
D) address conflicts during group meetings
Answer: C
Diff: 2
Chapter: 4
Skill: Application
Objective: 1
AACSB: Analytic skills
17) Which of the following is a cultural variable in the communication process?

A) location
B) attitude
C) technology
D) communication medium
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
18) If you assume that every member of a society or subculture has the same characteristics or
traits, you are guilty of ________.
A) discrimination
B) stereotyping
C) persecution
D) kinesics behavior
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
6
19) In an interview, a British journalist asked a German athlete, "Are you a typical German?"
When asked to clarify, the journalist explained that a typical German loved machines, worked
hard, and was dependable. This is an example of ________.
A) cultural noise
B) discrimination
C) kinesics behavior
D) stereotyping
Answer: D
Diff: 1
Chapter: 4
Skill: Application
Objective: 2
AACSB: Analytic skills
20) Which of the following is one of the reasons that language frequently causes
miscommunication during international business situations?
A) frequent use of idioms with explanations
B) translating a local language too literally
C) speaking the local language with a native accent
D) conveying information using appropriate body language or symbols
Answer: B
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
21) Understanding foreign languages is especially important for international managers because
of ________.
A) increased diversity in the global workforce
B) reduced incidence of outsourcing
C) dominance of English in business communication
D) decline in the status of the U.S. as a superpower
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
7
22) The term ________ refers to behavior that communicates without words.
A) thought patterns
B) nonverbal communication
C) intrapersonal communication
D) cultural noise
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
23) ________ is one of the elements of nonverbal communication.

A) Ethnicity
B) Gender
C) Kinesics behavior
D) Language
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
24) Posture, gestures, facial expressions, and eye contact are examples of ________.
A) kinesics behavior
B) proxemics
C) paralanguage
D) object language
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
25) Which of the following is a true statement regarding kinesics behavior?

A) Facial expressions have the same meaning across cultures.
B) Minor variations in body language are insignificant.
C) Hand gestures are universally interpreted.
D) The meaning of body movements varies by culture.
Answer: D
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
8
26) Subtle differences in eye behavior are known as ________.
A) proxemics
B) tics
C) stereotypes
D) oculesics
Answer: D
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
27) The tendency of Americans to look people in the eye contrasts with the tendency of the
British to keep looking away while conversing. Such differences are categorized as ________.
A) oculesics
B) proxemics
C) paralanguage
D) object language
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
28) During a business meeting in the United States, a relaxed posture is acceptable, but in Europe
or Asia such body language would most likely be interpreted as ________.
A) personal space invasion
B) rudeness
C) curiosity
D) reluctance
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
9
29) Which of the following terms refers to the influence of closeness and space on
communication?
A) oculesics
B) kinesics
C) aesthetics
D) proxemics
Answer: D
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
30) A ________ culture is characterized by people standing close together and touching a great
deal.
A) low-contact
B) monochronic
C) high-contact
D) polychronic
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
31) Which of the following will a person working in a high-contact culture most likely
experience?
A) coworkers spending time together socially
B) managers using hand motions to express emotion
C) managers bowing to their seniors as a token of respect
D) coworkers putting an arm over their colleague's back
Answer: D
Diff: 2
Chapter: 4
Skill: Application
Objective: 2
10
32) Which of the following is an example of proxemics?
A) using facial expressions
B) standing close to others
C) speaking quickly
D) using a translator
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
33) Josh, a tourist from the United States, goes on a five-day trip to Japan. Apart from learning
their rich history and heritage, he notices that people do not shake hands, but bow to each other.
He is most likely to conclude that the Japanese have a ________.
A) low-context culture
B) monotheistic culture
C) polychronic culture
D) low-contact culture
Answer: D
Diff: 1
Chapter: 4
Skill: Application
Objective: 2
AACSB: Multicultural and diversity understanding; Analytic skills
34) Which of the following would most likely occur in a low-contact culture?
A) colleagues greeting each other by formal touch
B) colleagues standing close to each other
C) colleagues maintaining a respectful distance while greeting each other
D) colleagues greeting each other by giving a peck on the cheek
Answer: C
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
11
35) ________ refers to how something is said rather than the content—i.e., the rate of speech, the
tone and inflection of voice, other noises, laughing, or yawning.
A) Proxemics
B) Paralanguage
C) Object language
D) Kinesics behavior
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
36) Which of the following is an element of paralanguage?

A) hand gesture
B) body posture
C) yawning
D) personal touch
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
37) Changing the meaning of words by changing the inflection of your voice is an example of
________.
A) paralanguage
B) object language
C) proxemics
D) oculesics
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
12
38) The considerable variation between Americans and Chinese in the use of silence during
meetings is an aspect of ________.
A) proxemics
B) haptics
C) paralanguage
D) object language
Answer: C
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
39) The manner in which people communicate through material artifacts such as architecture,
office design, and cars is known as ________.
A) object language
B) oculesics
C) paralanguage
D) proxemics
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
40) Which of the following is true about monochronic and polychronic cultures?
A) Monochronic cultures experience time in a linear way; polychronic cultures view time as
having a past, present, and future.
B) Monochronic cultures treat time as a tool for bringing order to life; polychronic cultures
tolerate many events occurring simultaneously.
C) Monochronic cultures experience time in a nonlinear way; polychronic cultures focus on only
one single event at a time.
D) Monochronic cultures tolerate many events occurring simultaneously; polychronic cultures
treat time as a tool for bringing order to life.
Answer: B
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
AACSB: Multicultural and diversity understanding
13
41) Which of the following is a characteristic of a person in a monochronic culture?
A) considers time to be flexible
B) adheres to plan commitments
C) focuses on multiple tasks at a time
D) is accustomed to long-term relationships
Answer: B
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
42) Which of the following is a true statement about polychronic cultures?

A) Time serves to order life into compartments.
B) People in polychronic cultures focus on only one task at a time.
C) Polychronic people focus on relationships rather than material systems.
D) Polychronic people are highly driven to complete tasks by assigned deadlines.
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
43) Classified and compartmentalized, time serves to order life in a ________.

A) monochronic culture
B) low-contact culture
C) high-contact culture
D) polychronic culture
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
14
44) Carlos has an appointment with Higuain in a half hour at his office. However, Carlos decides
to take care of some personal errands on his way to the office and informs Higuain. Carlos does
not make it on time for the appointment. Higuain most likely concludes that Carlos is from a
________.
A) high-context culture
B) low-context culture
C) monochronic culture
Answer: D
Diff: 2
Chapter: 4
Skill: Application
Objective: 2
45) In ________ cultures, people tolerate many things occurring simultaneously and change
plans frequently.
A) polychronic
B) low-contact
C) material
D) haptic
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
46) Which of the following is a characteristic of a person from a polychronic culture?

A) focuses only on one thing at a time
B) changes plans frequently
C) adheres to time commitments
D) is accustomed to short-term relationships
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
15
47) Larry is a top-level manager at Smart-Tech, an American semiconductor firm. Larry is
involved in the negotiation procedures between Smart-Tech and a Saudi Arabian financial group.
Larry has recently arrived in Saudi Arabia for the purpose of negotiating the final terms of the
contract.
Which of the following statements undermines the argument that Larry should adhere to a strict
agenda when negotiating with the Arabs?
A) Both Saudi Arabia and the U.S. are low-contact cultures.
B) Both Saudi Arabia and the U.S. are high-contact cultures.
C) Saudi Arabia is a polychronic culture.
D) Saudi Arabia is a monochronic culture.
Answer: C
Diff: 3
Chapter: 4
Skill: Application
Objective: 3
48) Which of the following is the most accurate statement concerning the role of context in
cross-cultural communication?
A) In high-context cultures, the message is implicit; in low-context cultures, the message is
explicit.
B) In high-context cultures, there is a low sensory involvement; in low-context cultures, there is
a high sensory involvement.
C) In high-context cultures, many tasks are handled simultaneously; in low-context cultures, only
one task is handled at a time.
D) In high-context cultures, work time is flexible; in low-context cultures, work time is not
flexible.
Answer: A
Diff: 3
Chapter: 4
Skill: Concept
Objective: 2
49) In high-context cultures, ________.

A) feelings and thoughts are not explicitly expressed
B) information is readily shared
C) people have high sensory involvement
D) nonverbal communication is not important
Answer: A
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
16
50) In ________ cultures, people expect others to understand unarticulated moods, subtle
gestures, and environmental clues.
A) high-contact
B) low-contact
C) high-context
D) monochronic
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
51) Which of the following is true about high-context cultures?

A) One has to read between the lines and interpret meaning from one's general understanding.
B) Communication media is entirely explicit and information is readily available.
C) People convey their thoughts and plans in a direct, straightforward communication style.
D) People are talkative, obvious, and redundant.
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
52) In ________ cultures, communication occurs within an extensive network of close personal
and business relationships.
A) high-contact
B) monochronic
C) high-context
D) low-contact
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
17
53) Which of the following is most likely a characteristic of low-context cultures?
A) Work and social relationships are inseparable.
B) Individuals base meaning on subtle gestures.
C) Individuals must read between the lines.
D) Feelings and thoughts are expressed in words.
Answer: D
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
54) The executives from Carlo Foods, U.S., are in Japan to negotiate with Jeong, the head of a
local investment firm. While Jeong listens to their plans, he realizes that there are considerable
amounts of calculation errors in the market statistics involved in the plan. He starts showing
signs of impatience and folds his hands, with a frown on his face. The executives realize that
something is wrong and are confused about it. Jeong most likely belongs to a ________.
A) low-contact culture
B) high-context culture
C) high power-distance culture
Answer: B
Diff: 3
Chapter: 4
Skill: Application
Objective: 2
55) As manager with an international trade firm, John Smith frequently travels between Europe
and Saudi Arabia. On John's most recent trip to Saudi Arabia, he noticed that Tariq, his business
associate, not only talked about business matters but also talked about several other things, such
as upcoming events in Saudi Arabia and the associated impact on the economy. This most likely
indicates that Tariq is from a ________.
A) low-contact culture
B) polychronic culture
C) low-context culture
D) high power-distance culture
Answer: B
Diff: 3
Chapter: 4
Skill: Application
Objective: 3
18
56) Larry is a top-level manager at Smart-Tech, an American semiconductor firm. Larry is
involved in the negotiation procedures between Smart-Tech and a Saudi Arabian financial group.
Larry arrives in Saudi Arabia hoping to quickly conclude the business deal. However, to his
surprise the Arabs show no great interest in coming to a decision, despite several rounds of
discussion. This type of behavior from the Saudi Arabian financial group is most likely attributed
towards its ________.
A) high-context culture
B) monotheistic culture
C) monochronic culture
D) low-contact culture
Answer: A
Diff: 3
Chapter: 4
Skill: Application
Objective: 3
57) The international business manager of Toro Automobiles, based in London, is currently in
Indonesia negotiating with potential partners to set up a manufacturing plant. He is intrigued and
startled by the lack of apprehension shown by every person he has met in standing close to him
when greeting him. This is because the persons or the groups involved in the meeting are a part
of a ________.
A) low-context culture
B) polychronic culture
C) high-context culture
D) high-contact culture
Answer: D
Diff: 3
Chapter: 4
Skill: Application
Objective: 2
58) Al Razim, a construction engineer, recently travelled to Germany in order to find investors
for his real-estate project. While he finally succeeded in getting an investor, he was surprised by
the explicitness of the Germans. Sometimes all he got was a direct "No." This is because
Germans are a ________ culture.
A) polychronic
B) high-context
C) low-context
D) high-contact
Answer: C
Diff: 3
Chapter: 4
Skill: Application
Objective: 2
19
59) Which of the following is most likely characteristic of communication channels in low-
context cultures?
A) rapid spread of information
B) informal flow of information
C) upward flow of information
D) controlled flow of information
Answer: D
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
60) The Japanese preference for humanity, reciprocity, and analytic logic is known as ________.
A) kieretsu
B) ringi-sho
C) ningensei
D) allogato
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
61) Which of the following is a characteristic of the Japanese ningensei style?

A) reciprocity
B) explicitness
C) verbal agility
D) immediate feedback
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
20
62) Jerry, representing a U.S firm, is sent to Saudi Arabia to negotiate his company's contracts.
Which of the following should Jerry keep in mind when negotiating with the Arabs?
A) Business should be conducted personally and not via telephone or email.
B) Arabs value time, and deadlines are to be kept at all costs.
C) Be explicit and express doubts wherever the subject's feasibility comes into question.
D) Get to the point when presenting and negotiating.
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 3
63) Which of the following tips is most likely to lead to effective intercultural communication?
A) Avoid being culturally sensitive over the Internet, as it might result in discrimination.
B) It is always better to use long and descriptive sentences.
C) Messages need to be encoded carefully.
D) Communication processes should be made quicker by removing feedback systems.
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 5
64) When encoding a message during cross-cultural communication, it is most effective for
senders to ________.
A) use idioms and expressions
B) make gestures
C) rely on personal interpretations
D) speak slowly and loudly in their native language
Answer: B
Diff: 2
Chapter: 4
Skill: Concept
Objective: 5
21
65) ________ is the process of translating the received symbols into the interpreted message.
A) Decoding
B) Transmitting
C) Encoding
D) Fragmenting
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 5
66) What is the best method for avoiding miscommunication?

A) taking detailed notes of the messages
B) learning foreign phrases and idioms
C) practicing projective listening
D) relying on technology to interpret meanings
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 5
67) Interaction posture is best defined as the ________.

A) tendency to contradict the beliefs of others
B) understanding and modeling of local proxemics
C) ability to respond to others in a nonjudgmental way
D) capacity to be flexible to promote group communication
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 5
68) Recognizing that one's knowledge, perceptions, and beliefs are valid only for oneself and not
for everyone else is known as ________.
A) other-oriented role behavior
B) orientation to knowledge
C) tolerance for ambiguity
D) interaction posture
Answer: B
Diff: 1
Chapter: 4
Skill: Concept
Objective: 5
22
69) ________ and ________ are personality traits categorized as openness.
A) Persistence; resourcefulness
B) Proper orientation to knowledge; internal locus of control
C) Tolerance for ambiguity; extrovertedness
D) Empathy; external locus of control
Answer: C
Diff: 1
Chapter: 4
Skill: Concept
Objective: 5
70) Which of the following characteristics is shared by both openness in communication and
resilience in communication?
A) tolerance for ambiguity
B) extrovertedness
C) resourcefulness
D) internal locus of control
Answer: A
Diff: 1
Chapter: 4
Skill: Concept
Objective: 5
71) The term communication is the process of gathering messages through the Internet and
printed media.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
72) Anything that serves to undermine the communication of the intended meaning is typically
referred to as noise.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
23
73) Cultural noise is the cultural variables that undermine the communication of intended
meaning.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
74) When a member of one culture imposes his or her cultural practices on a member of another
culture, intercultural communication takes place.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
75) Attribution is the process by which people send messages to each other across various
cultures.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 1
76) Stereotyping occurs when a person assumes that every member of a society or subculture has
the same characteristics or traits.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
77) Behavior that communicates explicitly via words and actions is called nonverbal
communication.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
24
78) The term kinesicsbehavior refers to communication through body movements—posture,
gestures, facial expressions, and eye contact.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
79) Kinesics and proxemics are elements of nonverbal communication.

Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
80) Proxemics deals with the influence of space on communication—both personal space and
office space or layout.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
81) In high-contact cultures, people prefer much less sensory involvement, standing farther apart
and touching far less.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
82) In low-contact cultures, people prefer to stand close, touch a great deal, and experience a
"close" sensory involvement.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
25
83) The term paralanguage refers to how something is said rather than the content—i.e., the rate
of speech, the tone and inflection of voice, other noises, laughing, or yawning.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
84) The term object language, or material culture, refers to the value of the material artifacts
given to the parties involved in order to show our goodwill.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
85) In monochronic cultures, time is experienced in a linear way, with a past, a present, and a
future, and time is treated as something to be spent, saved, made up, or wasted.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
86) In polychronic cultures, people focus on one thing at a time and adhere to time commitments.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
87) In high-context cultures, feelings and thoughts are not explicitly expressed; instead, one has
to read between the lines and interpret meaning from one's general understanding.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
26
88) In low-context cultures, key information is embedded in the context rather than made
explicit.
Answer: FALSE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
89) In high-context cultures, feelings and thoughts are not explicitly expressed.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
90) The Japanese ningensei style of communication refers to the preference for humanity,
reciprocity, a receiver orientation, and an underlying distrust of words and analytic logic.
Answer: TRUE
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
91) List the cultural variables in the communication process and explain the different types of
nonverbal communication.
Answer: The cultural variables in the communication process are:
attitudes, social organization, thought patterns, roles, language, nonverbal communication, and
time.
Nonverbal communication can be categorized into four types:
1. Kinesicsbehavior: The term kinesicsbehavior refers to communication through body
movements—posture, gestures, facial expressions, and eye contact.
2. Proxemics: Proxemics deals with the influence of proximity and space on communication—
both personal space and office space or layout.
3. Paralanguage: The term paralanguage refers to how something is said rather than the content
—i.e., the rate of speech, the tone and inflection of voice, other noises, laughing, or yawning.
4. Object language: The term object language, or material culture, refers to how we communicate
through material artifacts, whether architecture, office design and furniture, clothing, cars, or
cosmetics.
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
27
92) What is paralanguage? How is an international manager's ability to interpret paralanguage
essential to cross-cultural business communication?
Answer: Paralanguage refers to how something is said rather than the content of what is said. It
includes dimensions such as the rate of speech, the tone and inflection of voice, other noises,
laughing, or yawning. The culturally aware manager learns how to interpret subtle differences in
paralanguage, including silence. Silence is a powerful communicator. It may be a way of saying
no, of being offended, or of waiting for more information to make a decision. There is
considerable variation in the use of silence in meetings. While Americans get uncomfortable
after 10 or 15 seconds of silence, Chinese prefer to think the situation over for 30 seconds before
speaking. The typical scenario between Americans and Chinese, then, is that the American gets
impatient, says something to break the silence, and offends the Chinese by interrupting his or her
train of thought and comfort level with the subject
Diff: 3
Chapter: 4
Skill: Concept
Objective: 2
93) What is the difference between monochronic and polychronic time systems? Why is it
important for global managers to understand this difference?
Answer: To initiate effective cross-cultural business interactions, managers should know the
difference between monochronic time systems and polychronic time systems because they affect
business communications significantly. In monochronic cultures, time is experienced in a linear
way, with a past, a present, and a future, and time is treated as something to be spent, saved,
made up, or wasted. Monochronic people generally concentrate on one thing at a time and adhere
to time commitments. In contrast, polychronic cultures tolerate many things occurring
simultaneously and emphasize involvement with people. Polychronic people focus on several
things at once, are highly distractible, and change plans often.
Diff: 1
Chapter: 4
Skill: Concept
Objective: 2
94) What is object language? Provide an example of how object language might affect business
communication.
Answer: The term object language, or material culture, refers to how we communicate through
material artifacts, whether architecture, office design and furniture, clothing, cars, or cosmetics.
Material culture communicates what people hold as important. The importance of family to
people in Spain and much of Latin America would be conveyed by family photographs around
the office, so there is an expectation that the visitor would enquire about the family.
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
28
95) What is the difference between high-context and low-context cultures? In which type of
culture would you prefer to work? Why?
Answer: In high-context cultures, the context in which the communication takes place is vital to
the communication of the message—the message is implicit. In these cultures, most
communication takes place within a context of extensive information networks resulting from
close personal relationships. In low-context cultures, where personal and business relationships
are more compartmentalized, communication media need to be more explicit. Feelings and
thoughts are expressed in words, and information is more readily available.
Diff: 3
Chapter: 4
Skill: Critical Thinking
Objective: 2
96) How does the flow of information differ within organizations based in high-context cultures
and low-context cultures?
Answer: Context affects information flow. In high-context cultures, information spreads rapidly
and freely because of the constant close contact and the implicit ties among people and
organizations. Information flow is often informal. In low-context cultures, information is
controlled and focused, and thus it does not flow so freely. Compartmentalized roles and office
layouts stifle information channels; information sources tend to be more formal.
Diff: 3
Chapter: 4
Skill: Application
Objective: 2
97) What are some ways that Japanese and American styles of communication differ?
Answer: Japanese tend to be indirect, and Americans are direct. Japanese focus on relationship
communication, while Americans focus on task communication. Confrontational strategies are
more acceptable in the U.S. but discouraged in Japan. Americans want immediate feedback,
while Japanese delay feedback. Japanese are patient, longer-term negotiators, and Americans are
shorter-term negotiators.
Diff: 2
Chapter: 4
Skill: Concept
Objective: 2
29
98) How do cultural differences affect the way firms conduct e-commerce?
Answer: Companies are learning that they have to adapt their e-commerce and their enterprise
resource planning (ERP) applications to regional idiosyncrasies beyond translation or content
management issues; even asking for a name or an e-mail address can incur resistance in many
countries where people do not like to give out personal information. Internet transactions must be
regionalized and personalized to adjust to differences in language, culture, local laws, and
business models, as well as differences in the level of development in the local
telecommunications infrastructure.
Diff: 1
Chapter: 4
Skill: Concept
Objective: 4
AACSB: Use of information technology; Multicultural and diversity understanding
99) What can American managers conducting business abroad do to counteract the view that
Americans are culturally insensitive?
Answer: One not-for-profit group, called Business for Diplomatic Action, has the following
advice for Americans when doing business abroad, in its attempts to counteract the stereotypical
American traits such as boastfulness, loudness, and speed. Familiarize yourself with the local
geography to avoid making insulting mistakes; dress up; avoid talking about wealth, power, or
status; avoid using slang and speaking fast; listen as much as you talk; and refrain from
discussing religion and politics.
Diff: 1
Chapter: 4
Skill: Concept
Objective: 5
100) Define decoding and list three main causes of incongruence in the decoding process.
Answer: Decoding is the process of translating the received symbols into the interpreted
message. The main causes of incongruence are: (1) the receiver misinterprets the message, (2)
the receiver encodes his or her return message incorrectly, or (3) the sender misinterprets the
feedback.
Diff: 2
Chapter: 4
Skill: Application
Objective: 5
30
101) What kinds of personal abilities and behaviors have been shown to facilitate intercultural
communication effectiveness (ICE)?
Answer: Research has identified seven characteristics that facilitate intercultural communication
effectiveness: respect, interaction posture, orientation to knowledge, empathy, interaction
management, tolerance for ambiguity, and other-oriented role behavior.
Diff: 2
Chapter: 4
Skill: Concept
Objective: 5
102) Explain the concepts of openness and resilience as they relate to intercultural
communication.
Answer: Openness includes traits such as open-mindedness, tolerance for ambiguity, and
extrovertedness, all of which facilitate intercultural communication and help the individual adjust
to the cross-cultural experience. Resilience is an attribute that helps one achieve cultural
adaptation in a cross-cultural context. It includes traits such as having an internal locus of
control, persistence, a tolerance for ambiguity, and resourcefulness.
Diff: 3
Chapter: 4
Skill: Concept
Objective: 5
103) What cultural variables create noise in cross-cultural communication? Use the steps in the
communication process to explain methods of controlling cultural noise.
Answer: Cultural variables can affect the communication process by influencing a person's
perceptions. These variables include attitudes, social organization, thought patterns, roles,
language (spoken or written), nonverbal communication (including kinesicsbehavior, proxemics,
paralanguage, and object language), and time. Noise can occur at any stage of the
communication process: message encoding, the medium, decoding, or feedback. Noise can be
reduced at encoding by being sensitive to the cultural differences of the receiver and
incorporating knowledge of their culture into the message—this includes minimizing the use of
idioms or regional expressions that are difficult to translate. Noise can be reduced by selecting
the correct medium for the message. Most important messages should be delivered face to face
whenever possible to facilitate the important nonverbal communication process. Decoding
requires the receiver to consider the sender's culture as well as his or her own culture in
translating the message. Finally, feedback is critical to assure the communication sent was the
one received. However, the same noise that enters the original communication process can also
influence the feedback.
Diff: 3
Chapter: 4
Skill: Synthesis
Objective: 1, 2
31
104) In a brief essay, discuss some of the cultural variables that create noise in the
communication process between Americans and Arabs.
Answer: Cultural variables that can influence a person's perceptions have been identified
through research. The cultural variables are: attitudes, social organization, thought patterns,
roles, language (spoken or written), nonverbal communication (including kinesicsbehavior,
paralanguage, proxemics, and object language), and time. Saudi Arabia is a high-contact culture,
where people prefer to stand close, touch a great deal, and experience a "close" sensory
involvement. On the other hand, North America is a low-contact culture where people have less
sensory involvement, stand farther apart, and touch far less. In addition, in monochronic cultures
like the U.S., time is experienced in a linear way, with a past, a present, and a future, and time is
treated as something to be spent, saved, made up, or wasted. Classified and compartmentalized,
time serves to order life. Polychronic people—Latin Americans, Arabs, and those from other
collectivist cultures—may focus on several things at once, be highly distractible, and change
plans often.
Diff: 3
Chapter: 4
Skill: Synthesis
Objective: 2, 3
105) Why is language often a cause of miscommunication across cultures? What can
international managers do to minimize communication problems that stem from language
differences?
Answer: Spoken and written language is a frequent cause of miscommunication stemming from
a person's inability to speak the local language, or a poor or too literal translation, a speaker's
failure to explain idioms, or a person missing the meaning conveyed through body language or
certain symbols. Even among countries that share the same language, there can be problems in
the subtleties and nuances inherent in the use of the language. International managers need either
a good command of the local language or competent interpreters, although even interpreters do
not guarantee successful communication. Managers can improve the communication process by
using words, pictures, or gestures that are appropriate to the receiver's frame of reference. Ways
to avoid problems are to speak slowly and clearly, avoid long sentences and colloquial
expressions, and explain things in several different ways and through several media, if possible.
However, even though English is in common use around the world for business transactions, the
manager's efforts to speak the local language will greatly improve the climate. To further clarify
their messages, managers can hand out written summaries of verbal presentations and use visual
aids, such as graphs or pictures. A good general guide is to move slowly, wait, and take cues
from the receivers.
Diff: 3
Chapter: 4
Skill: Synthesis
Objective: 2, 5
32
106) Define the concept of proxemics and provide examples of how proxemics differ between
the cultures of Asia, Germany, the United States, and France.
Answer: Proxemics deals with the influence of proximity and space on communication,
including personal space and office space or layout. Americans expect office layout to provide
private space for each person, usually a larger and more private space as one goes up the
hierarchy. In much of Asia, the custom is open office space with people at all levels working and
talking in close proximity to one another. Space communicates power in both Germany and the
United States, evidenced by the desire for a corner office or one on the top floor. The importance
of French officials, however, is made clear by a position in the middle of subordinates,
communicating that they have a central position in an information network, where they can stay
informed and in control.
Diff: 3
Chapter: 4
Skill: Concept
Objective: 2
107) What are some of the differences between Japanese and American communication styles?
What can American managers do to improve business communications with Japanese managers?
Answer: Americans are more open and talk freely about almost anything, whereas Japanese will
disclose little about their inner thoughts or private issues. Americans are willing to have a wide
"public self," disclosing their inner reactions verbally and physically. In contrast, the Japanese
prefer to keep their responses largely to their "private self." The Japanese share only a small
portion of their thoughts. Cultural clashes between the public and private selves in intercultural
communication between Americans and Japanese result when each party forces its cultural
norms of communication on the other. In the American style, the American's cultural norms of
explicit communication impose on the Japanese by invading the person's private self. The
Japanese style of implicit communication causes a negative reaction from the American because
of what is perceived as too much formality and ambiguity, which wastes time. The Japanese
believe that true intentions are not readily revealed in words or contracts but are, in fact, masked
by them. In contrast to the typical American's verbal agility and explicitness, Japanese behaviors
and communications are directed to defend and give face for everyone concerned; to do so, they
avoid public disagreements at all costs. American managers benefit from scheduling more time
for transactions, developing patience, and learning to get at needed information in more subtle
ways—after building rapport and taking time to observe the local system for exchanging
information.
Diff: 3
Chapter: 4
Skill: Synthesis
Objective: 2, 5
33

Chapter 4 Communicating Across Cultures: International Management, 8e (Deresky)

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Chapter 4 Communicating Across Cultures

2) Communication to managers is of vital importance because it ________.

8) Intercultural communication most likely occurs when ________.

11) Trust improves cross-cultural communication by ________.

17) Which of the following is a cultural variable in the communication process?

23) ________ is one of the elements of nonverbal communication.

25) Which of the following is a true statement regarding kinesics behavior?

36) Which of the following is an element of paralanguage?

42) Which of the following is a true statement about polychronic cultures?

43) Classified and compartmentalized, time serves to order life in a ________.

46) Which of the following is a characteristic of a person from a polychronic culture?

49) In high-context cultures, ________.

51) Which of the following is true about high-context cultures?

61) Which of the following is a characteristic of the Japanese ningensei style?

66) What is the best method for avoiding miscommunication?

67) Interaction posture is best defined as the ________.

79) Kinesics and proxemics are elements of nonverbal communication.

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