Question

A company in which an ethnocentric orientation prevails is likely to utilize primarily ________ in its sales force.

1) agents of any nationality
2) host-country nationals
3) agents of host country
4) third-country nationals
5) expatriates

Answer 1

A company in which an ethnocentric orientation prevails is likely to utilize primarily host-country nationals in its sales force. Thus the correct answer is 2) Host-country nationals.

Step-by-step explanation:

An ethnocentric orientation in a company reflects a mindset where the organization's values and practices are centered around the home country's perspectives. In the context of the sales force, an ethnocentric approach would favor utilizing host-country nationals primarily. This preference stems from the belief that individuals from the home country possess superior knowledge, skills, and understanding of the company's products or services, which can be advantageous in sales.

By deploying host-country nationals, the company aims to maintain control and ensure adherence to its cultural norms and practices in sales strategies. This strategy also aligns with the ethnocentric notion of promoting the home country's superiority in business operations. Consequently, the use of host-country nationals is a characteristic trait in an ethnocentrically oriented company's sales force, reflecting its emphasis on preserving the values and practices of the home country within its operations.

Thus the correct answer is 2) Host-country nationals.