comp exam

is the use of positive consequences to strengthen a particular behavior.

Positive reinforcement

is the ability to marshal human, informational, and other resources to get something done.

Power

A majority of the voters would favor the park, 2-to-1

Refer to the above table, which shows the ranked preferences of voters for three alternative projects, with "1" being the top preference. In a paired-choice vote between a stadium and a park:

is a foreign subsidiary that the owning organization has built from scratch.

A greenfield venture

Buy products and sell resources

In the circular flow model of the market system, households:

An increase in cost between two alternatives.

Incremental cost

GDP

C+I+G+(x-m)

is the activity of inferring causes for observed behavior

Causal attribution

Variable cost is equal to (high low method )

Change in cost / change in activity

the main motivator of performance, includes pay for performance, bonuses, profit sharing, gainsharing, stock options, and pay for knowledge.

Compensation,

• . How dependable, responsible, achievement-oriented, and persistent one is.

Conscientiousness

Incorporates the sets of values ideas and attitudes that are learned and shared among members of a group

Culture

is the process of assigning someone to play the role of critic

Devil's advocacy

_______encompasses all the resource planning for the enterprise they help companies become leaner and more agile by integrating the basic transaction programs for all departments allowing quick access to timely information

ERP

is the peantu butter of engalnd

Marment

Use this color if you want to communicate is friendly confidence

Orange

is the process of interpreting and understanding one's environment.

Perception

First the obligations that organizations have one too preservation of the ecological environment into To the general public the emphasis is placed on the triple bottom line people, the planet, profit simultaneously

Social responsibility

Means that organizations are part of larger society and they're accountable to Society for their actions

Social responsibility

Is opposite of buyer power

Supplier power

• operates automatically and quickly; it is our fast, automatic, intuitive, and largely unconscious mode, as when we detect hostility in a voice or detect that one object is more distant than another.

System 1—intuitive and largely unconscious:

Is a tool used you use to send information to and receive it from another person or computer in a network

The Telecommunications device

regards the organization as a system of interrelated parts.

The systems viewpoint

is make a lot of the product and bliz the market with them

Tornado startgey

Are the principal and standards that guide her behavior toward other people

ethics

Product costs are initially assigned to an inventory account on the balance sheet. When the goods are sold, the costs are released from inventory as

expenses

Two tornado , bollwing ally are ways to

corss the casam

The third digit in NAICS

designates a subsector

Which are criteria or stnaders used in evaluating proposed soultions to the problem

measures of success

contains both variable and fixed cost elements

mixed cost

Is the energizing force that simulates behavior to satisfy A need

motivation

In Asia, the Middle East, and Latin America, it's important to understand

organizational hierarchy, as represented by professional titles and age

How we think others see us

others self-concept

The primary focus of supply chain management maybe described in terms

overall cost leadership, running the organization

Tariff -Quota - Boycot - Exchnage control - Trade Agreement

government actions

s—regulatory agencies that establish ground rules under which organizations may operate

government regulator

Use this color if you want to communicate Balance

granny

Use this color if you want to communicate Peaceful Health

green

The total amount of money made in one year by a person household or family unit is referred to as

gross income

Mcdonals - black people wanted _____filling Haspic wanted

harty , hertige ,

Organizations that develop similar offerings create an

industry

Soft drink segmentation Cherry Coke

kids

is educating professionals and managers in the skills they need to do their jobs in the future.

Development

Economic Entity Assumption

Every Economic entity can be separately identified and accounted for.

Represents the anxiety felts because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences

perceived risk

• Firms can make adjustments to an existing product or change the price to meet the unique needs of a particular country market. This is called

pricing

There are 2 methods for market research

primary and secondary data

, which includes quality control, quality assurance, and total quality management,

quality-management viewpoint

Conclusive research

quantitative

franchising is used more frequently by

service companies.

First a person's ability to perceived differences and stimuli

stimulus discrimination

3 beaches of government

Executive, legislative , judicial

is power resulting from one's specialized information or expertise.

Expert power

reflects attitudes or beliefs endorsed at a conscious level

Explicit bias

Means that you see or hear images without being aware of them

subliminal perception

raw materials refer to any materials that are used in

the final product

Is the information credible

validity

Patek Philippe was a high class

watch

which rates employee gradations in performance according to scales of specific behaviors.

(BARS),

Credits ( Normal Balance )

For Liabilites Decrease assets increase liabilities

Are physical objects such as toothpaste cameras or computers that satisfy the consumers needs

Goods

Are the federal state and local agencies that buy products and services for the constituents they serve

Government units

Marketing efforts wrote, produce, and recliam environmental sensitive products

Green marketing

Depreciation is

Gross Investment-Net investment

what kind of salary do people make

Gross national income

In studying todays visionary organizations it is important to recognize

1. the kind of organizations that exist 2. what strategy is and 3. how this strategy relates to the three levels of structure found in many organizations

reflects the combination of how an individual perceives and responds to information.

A decision-making style

Appeals courts

Have the right to review decisions of trial courts.

A measure of whatever causes the incurrence of a variable cost. For example, the total cost of X-ray film in a hospital will increase as the number of X-rays taken increases. Therefore, the number of X-rays is the activity base that explains the total cost of X-ray film

Activity base

What can the judical branch do

Adjudicating Case Judicial Review

is concerned with managing the total organization. Among the pioneering theorists were Henri Fayol and Max Weber.

Administrative management

, a manager decides to take no action in the belief that there will be no great negative consequences.

In relaxed avoidance

focuses on achieving equality of opportunity within an organization.

Affirmative action

• . How trusting, good-natured, cooperative, and soft-hearted one is.

Agreeableness

Justifcations of cheating

Cheating provides useful shortcuts Cheating arises out of resentment. Cheating seeks to redress perceived unfairness Cheating is to avoid feeling like a chump.

Two broad categories of laws.

Civil Criminal

Different burdens of proff

Civil - something has most likely happened Criminal- beyond a reasonable doubt

Involves making connections between two or more ideas or simply observing the outcomes of others behaviors and adjusting your own accordingly

Cognitive learning

is the act of sharing information and coordinating efforts to achieve a collective outcome.

Collaboration

The relative proportion of fixed, variable, and mixed costs in an organization

Cost structure

are those employee behaviors that are not directly part of employees' job descriptions—that exceed their work-role requirements.

Organizational citizenship behaviors

reflects the extent to which an employee identifies with an organization and is committed to its goals.

Organizational commitment

If you don't sell all the seats in an airplane you cant get that money back from that Airlines run optimztions to fiugure out what is the best way we can get the plane full. This is an example of

Perishable

Affirmed

Permitted to stand

measure such personality traits as adjustment, energy, sociability, independence, and need for achievement.

Personality tests

Ligation process

Pleadings Counter claims the reply Complaint -statement of facts that the plaintiff makes agisnt a defendant

are changes in the way politics shape laws and laws shape the opportunities for and threats to an organization.

Political-legal forces

Monetary unit assumption

Include in the accounting record only those things that can be expressed in terms of money.

A variable that acts as a causal factor; activity is _______________ the as represented by the letter X,in the equation Y =a + bX

Independent variable

is management that oversees the conduct of operations in or with organizations in foreign countries, whether it's through a multinational corporation or a multinational organization.

International management

Expenditures and survivors are most likely to visit

Internet chat rooms

Judicial

Interpret the law Adjucate cases

Powers of Congress

Interstate Commerce Substantial Effect Rule State Legislative Power Supremacy Clause

—satisfaction in performing the task itself.

Intrinsic rewards

What are External users

Investors Credtiors

What are the requirments for Segment attrctiveness

Is this segment idefndiable is it a know market and can you find them The segment needs to be substantial They have to be reachable They have to be resposive They have to be profitable and loss requirments

is the activity for creating communicating delivering and exchanging offers at that benefit its customers the organization its its stockholders and society at large.

Marketing

Is the idea that organization should one, strive to satisfy the needs of consumers 2. while also trying to achieve the organizations goals

Marketing concept

Is the visual computer display of the essential information related to a marketing objective

Marketing dashboard

Which is a measure of the quantitative value or trends of the marketing activity or results

Marketing metric

And information and communications based electronically strange environment mostly occupied by sophisticated computer and telecommunication technologies and digitized offerings

Marketplace

, is the sense of "belonging to and serving something that you believe is bigger than the self

Meaningfulness,

Earnings per Share

Measures the net income earned on each share of common stock and is computed by deciding net income available to common stockholders by the average number of common shares outstanding during the year.

Debt to total assets ratio

Measures the percentage of assets financed by credtiors. The higher the percentage of debt financing the riskier the business Computed by dividing total debt ( both current and ling term liabilities) by total assets.

Is one to which personally actually belongs including fraternities and sororities social clubs in the family

Membership group

typically have a large amount of discretionary income is couples buy better home furnishings status automobiles and financial services

Middle-age couples without children

Are typically better off financially than their younger counterparts they are a significant market for leisure products and home-improvement items

Middle-aged married couples with children

The ______system identifies the consumer sentiment space on one of their primary motivation for buying and having certain products 2. their resources

Vals

reflects the extent to which a person focuses on either task and technical concerns or people and social concerns when making decisions.

Value orientation

are abstract ideals that guide one's thinking and behavior across all situations

Values

are abstract ideals—global beliefs and feelings—that are directed toward all objects, people, or events=

Values

are the relatively permanent and deeply held underlying beliefs and attitudes that help determine a person's behavior

Values

informal aspects?

Values. Attitudes. Personalities. Perceptions. Conflicts. Culture.

A cost that varies, in total, in direct proportion to changes in the level of activity. A ________ is constant per unit

Variable cost

The amount it cost to acquire/produce one unit that you will eventually sell to your customers

Variable cost

is defined as "employees' upward expression of challenging but constructive opinions, concerns, or ideas on work-related issues to their managers."61

Voice

______ rules are very bad

WTO

Terrisa may prime minster of UK says to EU if you don't give us a good deal we will go back to

WTO Rules

Is a need that is shaped by persons knowledge cultural personality

Wants

a situation in which you have to decide whether to pursue a course of action that may benefit you or your organization but that is unethical or even illegal

ethical dilemma,

, a transitory collection of people who don't interact with one another

a crowd

when the debit exceeds the credits an account has

a debit balance

Scanners gather

a lot of data

How we view ourselves

actual self-concept

Innovators, thinkers, and the achievers tend to read

business and news magazines such as fortune and time

, a manager can't find a good solution and follows by (a) procrastinating, (b) passing the buck, or (c) denying the risk of any negative consequences

defensive avoidance

Women used a more

democratic or participative style than men, and men used a more autocratic and directive style

Describing the population according to characteristics such as each gender and ethnicity income and occupation is referred to as

demographics

Industry dick demands is

derived

The first two digits in NAICS

designate a sector of the economy

The fifth digit in NAICS

designates a specific industry and his most detailed level at which comparable that are are available

is the process of having two people or groups play opposing roles in a debate in order to better understand a proposal.

dialectic method

, in which more efficient workers earned higher wages.

differential rate system

The primary focus of customer relationship management is

differentiation and focus, growing the organization

Raw materials may include both

direct and indirect

Which present which represent both the objective such as such is a display attributes of a brand and a subjective ones such as prestige you used to compare different products and brands

evaluative criteria

—the translation of principles based on best evidence into organizational practice, bringing rationality to the decision-making process, as we defined it in

evidence-based management

An organization that you know something about

evoked set

suggests that people are motivated by two things: (1) how much they want something and (2) how likely they think they are to get it.

expectancy theory

The _______environment consists of economic, technological, sociocultural, demographic, political-legal, and international forces.

general

People with this style are action oriented and decisive and like to focus on facts. In their pursuit of speed and results, however, these individuals tend to be autocratic, to exercise power and control, and to focus on the short run.

directive style

are groups whose members try to influence specific issues

Special-interest groups

is the tendency to remember recent information better than earlier information.

The recency effect

Sovereign

The recognized political power, who citizens obey.

involves asking each applicant the same questions and comparing their responses to a standardized set of answers.

The structured interview

Economically inefficient outcomes caused by voting problems or incentive structures in government

The term government failure refers to the:

Could I give a clear explanation for the action

The transparency test

There are two good reasons for having objective appraisals:

They measure results, They are harder to challenge legally.

14th amendment equal

This clause means that states must apply the law equally and cannot discriminate against people or groups of people arbitrarily.

Means having it available when needed

Time utility

what are Financing activities

To start or expand a business the owner or owners need cash from outside sources Borrowing form creditors Selling shares of stock to investors

Types of courts

Trail Applet courts Case courts

are ratings of such subjective attributes as "attitude," "initiative," and "leadership."

Trait appraisals

you have to get your product to the end user.

Trasportion

is defined as reciprocal faith in others' intentions and behaviors

Trust

occurs when an employee abandons, resigns, retires, or is terminated

Turnover

_______are the people in the organization who actually use the product or service such as the secretary who Will actually use the new wordprocessors

Users

Roles in the buying center

Users , Influencers , Buyers , deciders , Gatekeepers

The benefits or customer value received by users of the product

Utility

Help people with in the organization in regard to the marketing campaign lifecycle what type of media that target audiences want to identify target audiences create campaign budgets and deliver marketing campaign assets

marketing campaign management

Surverys have to be deigned by a

marketing expert

Step four implement

marketing mix

Is the process of defining a marketing problem and opportunity systematically collecting and analyzing information and recommending action

marketing research

Is the means by which a marketing goals to be achieved usually characters characterized by the specified target market and a marketing program to reach it

marketing strategy

Our detailed day day today operational discussions essential to overall success of marketing strategies writing ads in setting prices for new product lines are examples of

marketing tactics

Every organization

markets

Astrula / newzellend/ mexico are In the Hofstede model -

masculine

According to the job characteristics model, these five core characteristics affect a worker's motivation because they affect three critical psychological states:

meaningfulness of work, responsibility for results, and knowledge of results.

A flaw in the classical viewpoint is that it is __________: It tends to view humans as cogs within a machine, not taking into account the importance of human needs. Behavioral theory addressed this problem, as we explain next.

mechanistic

dissent that occurs when a minority in a group publicly opposes the beliefs, attitudes, ideas, procedures, or policies assumed by the majority of the group

minority dissent,

A statement of the organizations function in society that often identifies its customers markets products and technologies

mission

as expressed in the desire to dominate others, and involves manipulating people for one's own gratification.

personal power,(negtive )

Their strategic marketing process is divided into three phases

planning implementation evaluation

Is the reason for engaging in the decision

purchase task

Applies quantitatvie techniques to management

quantitatvie view point 1940's -1950s

Vouldiner

question of wether someone can be in a jury .

type, the person to whom the unwanted sexual attention is directed is put in the position of jeopardizing being hired for a job or obtaining job benefits or opportunities unless he or she implicitly or explicitly acquiesces

quid pro quo harassment

Is a restriction placed on the amount of product allowed to enter or leave a country this limits supply

quota

IBM has the biggest

r and d department

Real GDP

rGDP=nominal GDP/Price Index

Any materials that go into the final product.

raw materials

Believers are the heaviest readers of

readers digest

During a ______period spending, Debt, and use of credit all decline

recessionary

The oreal cookie pakage changes and small tastes chnages per

region

Civil Law

regulates the rights and duties between parties.

organizations contract with independent workers—usually through their smartphones—for short-term engagements, and the burden of providing workers' compensation, health insurance, and the like falls on the workers themselves rather than on the employer.

gig economy,

Auditors report

gives an unqualified opinion meaning the auditor has no reservations concerning the material validity of the presented information if the finical statements present the financial position results of operations and cash flows in accordance with accepeted accounting standards

The _______refers to the increasing tendency of the economies of the world to interact with one another as one market instead of many national markets

global economy

The _______ refers to the "shrinking" of time and space as air travel and the electronic media have made it easier for the people around the globe to communicate with one another.

global village

A person who scores well on the Big Five dimension of conscientiousness is probably a

good worker.

exchange, coalition, pressure, and legitimating tactics, which are "_____" tactics because they exert more overt pressure.

hard

Followers vary, of course, in their level of compliance with a leader, with_____________ (most compliant)

helpers

Balance Sheet

shows relationship between assets, liabilities , and stockholders equity at a particular date.

Statment of cash flows -

shows sources of cash during a period of time and how the cash was used — Reports the cash effects of a compays operations for a period of time — Shows cash increases and decreases form investing and financing activities — Indicates increase or decrease i cash balance as well as ending cash balance

Three steps in the planning phase of strategic marketing process is

situation analysis ( Swot analysis) 2. market product focused and goal setting and 3. the marketing program

38. How effective a particular leadership behavior is depends on the

situation at hand

the interviewer focuses on hypothetical situations.

situational interview,

The five core job characteristics are

skill variety, task identity, task significance, autonomy, and feedback, as follows.

—such as improving interpersonal relations or the use of new tools—then techniques such as discussion, role-playing, and practice work better.

skills

The environmental forces are largely uncontrollable in a marketing decision those involving

social economic technological competitive and regulatory forces

The_of the environment including the demographic characteristics and the culture of the population Changes in these forces can have a dramatic impact of marketing strategy

social forces

Including others present when a purchase decision is made

social surroundings

Segmentation is

splitting your target into groups

Marketers used two concepts for behavioral learning theory

stimulus generalization, stimulus discrimination

, certain employees are given the right to buy stock at a future date for a discounted price

stock options

if you've bought a few shares of stock in a company whose shares are listed for sale on the New York Stock Exchange, such as General Motors, you're one of thousands of owners—you're a

stockholder

Purchase decision when to buy

store atmosphere , time pressure , pleasantness of the shopping experience

, is characterized by the emergence of individual personalities and roles and conflicts within the group

storming

Cost behavior is considered linear whenever a is a _______________reasonable approximation for the relation between cost and activity.

straight line

the source of stress is called a

stressor.

Attempts to describe something that is unknown

subjective information

When a buyer and seller adopt mutually beneficial objectives policies, procedures for the purpose of lowering the cost or Increasing the value of products and services delivered to ultimate customer

supply partnership

Purchase decision form whome to buy such as

terms of sale , past experience buyer from the seller , return policy

Followers vary, of course, in their level of compliance with a leader, with_______________ (most compliant) showing deference to their leaders, __________________(less compliant) distancing themselves, and___________ (least compliant) showing divergence.121

helpers independents rebels

—strategies that simplify the process of making decisions.

heuristics (pronounced "hyur-ris-tiks")

Characteristics of a compatibility

is built around a tight business focus closely linked to companies vision and values, is essential for value creation. Is corporate property, is broadly based across the value chain.

equity

is the difference between the value of the assets and the cost of the liabilities of something owned

Revenue

is the increase in assets resulting form the sale of a product or service in the normal course of business

________ for the coke got so popular it turned into the number one hit perade Marketers what the ________ to be stuck in your head

jingle

is to determine, by observation and analysis, the basic elements of a job.

job analysis

which summarizes what the holder of the job does and how and why he or she does it

job description,

consists of increasing the number of tasks in a job to increase variety and motivation.

job enlargement

consists of building into a job such motivating factors as responsibility, achievement, recognition, stimulating work, and advancement.

job enrichment

Cost and price

keeping the cost of purchase parts and prices of products at acceptable levels

tends to suggest that a person has been dismissed temporarily

laid off

, a form of "leadership" characterized by a general failure to take responsibility for leading.

laissez-faire leadership

Cary Sugegsts that cheating starts with small infractions and turns into

larger ones

There are three dimensions of situational control:

leader-member relations, task structure, and position power

focus on influencing others. , inspire others, provide emotional support, and try to get employees to rally around a common goal. , also play a key role in creating a vision and strategic plan for an organization.

leaders

37. There is no one best style of

leadership.

A pattern of consumption reflecting a person's choices of how he or she spends time and money

lifestyle

As a mode of living that Is identified by how people spend their time resources has proven useful and segmenting and targeting consumers for new and existing products and services

lifestyle

Self definitions of group members

lifestyles as group identities

What does MRO stand for

maintenance, repair , operations

which can encourage employees to feel empowered to adopt behavior that will produce specific results.

management by objectives (MBO),

Buy raw materials and parts that they reprocess into finished products they sell

manufacturers

licensing is used by

manufacturing companies

All manufacturing costs except direct materials and direct labor

manufacturing overhead

Only those costs associated with operating the factory are included in

manufacturing overhead.

—manufacturing plants allowed to operate in Mexico with special privileges in return for employing Mexican citizens

maquiladoras

Goods services and ideas are

market

Is a marketing strategy to sell current products to new markets

market development

Is a marketing strategy to increase sales of current products in current markets

market penetration

Manufacturers found they could produce more goods and buyers could consume competition group firms hiring more salespeople to find new buyers

the sales era from 1920s to 1960s

employees are considered "_________

the talent "—the most important resource.

Exclusive distribution

there is only one very high end such as tiffany

Is high when there are many alternatives to a product or service and well when there are a few alternatives from which to choose

threat of substitute products or services

Asia is less In the Hofstede model

time perspective

Long term prespective planning for future , perserverance values vs short time past and present oriented this is called in Hofstede's cultural dimensions

time perspective

Organizations buy products and services for one main reason

to help them achieve their objectives such as profits or for nonprofit groups to help the people they serve

Nonprofit organizations also have goals such as

to serve customers as efficiently as possible or seek to serve the public good

the use of government regulations to limit the import of goods and services

trade protectionism—

GDP is

C+I+G+(x-m)

Appellee

The party opposing the appeal.

Today's organizations can be divided into

business firms and nonprofit organizations

In a decision are the restrictions placed on potential solutions to problem

constraints

When the top guy will make the descion but they will consult with the other

consultative

marketing mix, psychological factors, situational factors, social factors influencing the_____________ decision process

consumer

Reactions a person takes purchasing and using products and services including the mental and social processes become for an after action

consumer behavior

The size of the purchase involved in organizational buying is typically much larger than that in

consumer buying

In which there are many sellers and they each have a similar products

Pure competition

Compensation has three parts:

(1) wages or salaries, (2) incentives, and (3) benefits

1. - Often Captures the central theme

Brandname

is a state of emotional, mental, and even physical exhaustion,

Burnout

refers to the total ability of a product or service to meet customer needs.

Quality

is defined as the strategy for minimizing errors by managing each stage of production.

Quality control

Is a temporary holding area

RAM or random access memory

- Marlboro first started as a brand for women and it failed so then they directed it to men

Re - branding

c

Refer to the data. Disposable income is: A. $83. B. $73. C. $75. D. $77.

Step 1 in STP is

SWOT Analysis

involved self-preservation as well as physical and financial well-being

Safety needs

How much was the net operating income?

Sales ($430,000) - Cost of goods manufactured ($239,000) + The increase in finished goods ($17,500) - Selling and administrative expenses ($80,000).

Automatically track all the steps in the sales process

Sales force automation systems

- what are the most important attrbutes

Salient attributes

Solvency

The ability of the enterprise to survive over the long term

Liquidity

The ability to pay short term obligations as they come due. Working capital measure of short term ability to pay obligations Excess of current assets over current liabilities. Positive working capital indicates the likelihood of paying liabilities is favorable Short Term creditors such as bankers and suppliers are most interested in a company liquidity ratios

What I want the person I admire most to seeing you doing this

The admired observer test

of an attitude consists of the feelings or emotions one has about a situation.

The affective component

like education insurance

intangible dominant

you believe you control your own destiny.

internal locus of control,

Swot Analysis means

internal strength weakness and it's external opportunities and threats

-Ratio analysis

- Express the relationship among selected items

Cost Principle Assumption

Dictates that assets be recorded at their cost

Major Trading Blocs:

NAFTA and the EU

will lead you to buy certin product or certin life style

Self conecpot

The traditional model is

buy , hold , sell

All information but form memory

external information

is a written description of the product

Concept

dule income no kids more kinds

Dinks

Red stands for

power

A well designed supply chain management system helps your organization by optimizing these supply chain activities

Fulfillment, Logistics , Production , Revenue and profit , Cost and price

As a model for making decisions, intuition has at least two benefits

. (1) It can speed up decision making, useful when deadlines are tight.58 (2) It can be helpful to managers when resources are limited.

relies on scientific research for developing theories about human behavior that can be used to provide practical tools for managers.

. Behavioral science

is employees' belief that they have control over their work.

. Psychological empowerment

is a choice made from among available alternatives.

A decision

Division of labor

A production system where various workers concentrate on different specialized tasks to contribute towards a whole product is referred to as:

Can't be provided to one person without making it available to others as well

A public good:

includes not only data in corporate databases but also web-browsing data trails, social network communications, sensor data, and surveillance data.

Big Data

is the process ofexamining large amounts of data of a variety of types to uncover hidden patterns, unknown correlations, and other useful information

Big Data analytics

are very important in setting the organization's overall strategic goals and in approving the major decisions and salaries of top management.

Board members

is find a vertial market and find a channel to show its successful and then move it to the bigger market

Bolowing ally startgey

are cash awards given to employees who achieve specific performance objectives.

Bonuses

if you liquate all of the assets that's what the vlaue would be

Book value

The population that is born between 1977 and 1994

Generation Y or millennial's

Are those manufacturers wholesalers retailers and government agencies that buy products and services for their own use or for resale

Organizational buyers

, measure performance on actual job tasks

Performance tests, or skills tests

The triple bottom line measures an organization's

social, environmental, and financial performance.

describes the extent to which a job requires a person to use a wide range of different skills and abilities.

Skill variety

a

The relationship between quantity supplied and price is _____ and the relationship between quantity demanded and price is _____. A. direct; inverse B. inverse; direct C. inverse; inverse D. direct; direct

Modify

To affirm the outcome but with changes.

, a report listing your organization's employees by name, education, training, languages, and other important information.

human resource inventory

identify opportunities, implement, marketing mix are in the________________ phase

implementation

as expressed in the need to solve problems that further organizational goals.

institutional power, (positive )

, the debilitating lack of faith in one's ability to control one's environment.24

learned helplessness

Refers to those behaviors that results from one repeated experience and 2 reasoning

learning

owners of an organization consist of all those who can claim it as their

legal property

Within organizations there are typically five sources of power leaders may draw on:

legitimate, reward, coercive, expert, and referent.

Part-time work—

less than 40 hours.

both individuals and organizations buy and use goods and services that are

marketed

the ________of the organization to convert those strategies and tactics

middle levels

This need will probably be more expensive we'll probably make you feel better but is not necessary

psychological need

Knowing how order size affects buying practices is important in determining who participates purchase decision and makes the final decision in the length of time required to arrive at a

purchase agreement

Occurs when only one firm sells the product

pure monopoly

Use this color if you want to communicate Creative wise

purple

Start out with exploratory research this is _________ data

qualitative data

focuses on the performance of workers, urging employees to strive for "zero defects.

quality assurance

Advantages of primary research are

specific to the immediate data needs and topic at hand , offers behavioral insights generally not avaible from secondary research

Attitudes have three components

—affective, cognitive, and behavioral.52

Are statements of an accomplishment of goals it has to be achieved often by specific time

Goals or objectives

formal aspects:

Goals. Policies. Hierarchy. Structure.

go the extra 100's yard to make them happy if you cant afford to loose the customer then you could do this

Good will recovery

a

Government purchases include government spending on: A. government consumption goods and public capital goods. B. government consumption goods only. C. public capital goods only. D. government consumption goods, public capital goods, and transfer payments.

Using a group to make a decision offers five possible advantages

Greater pool of knowledge, Different perspectives, Intellectual stimulation, Better understanding of decision rationale., Deeper commitment to the decision.

- path for investment

Green

occurs when group members strive to agree for the sake of unanimity and thus avoid accurately assessing the decision situation

Groupthink

Is the physical devices that make up a computer

Hardware

Include such things as USB port into which you would connect to a printer, connector cables to connect your printer to the USB port and internal connecting devices on the motherboard

Connecting devices

may not be exactly what you want , may be dated , may not be original , may be bad methodology may be biased

Cons of secondary research

make them all agree

Consensus

The values ideas and attitudes that are learned and shared among the members of the group

Culture

A classified balance sheet generally contains the following standard classifications

Current Assets Long Term Investments Property, Plant and equipment Intangible assets Curent Liabilities Long Term Liabilities Stock Holders equity

Working Capital =

Current Assets - Current liabilities

Current Ratio =

Current Assets / Current liabilities

The process of identifying prospective buyers understanding them intimately and developing favorable long-term perceptions of the organization and It's offering so the buyers will choose them in the marketplace

Customer relationship management

Uses information about customers to gain insight into their needs wants and behaviors in order to serve them better

Customer relationship management system

Is the unique combination of benefits received by targeted buyers that includes quality convenience on time delivery and both before sale and after sale service at a specific price

Customer value

A cluster of benefits that in organization promises customers to satisfy their needs

Customer value proposition

are those who pay to use an organization's goods or services

Customers

Generally Accepted account principles. are

-Are the agreed-upon accounting rules which most us companies are preparing financial statements. The Securities and exchange commission (SEC) oversees US financial markets and standard- setting. The public company accounting oversight board (PCAOB) determines adducting standards and reviews auditing firms

The evaluation phase of the strategic marketing process to help keep the marketing program moving in the direction it's it is set for this requires

1. compare the results of the marketing program with the goals in the written plans to identify deviations 2. act on these deviations correcting negative deviations and exploiting positive ones

Family influences on consumer behavior result from three sources

1. consumer socialization, 2. passage through the family lifecycle, 3. decision-making with the family or household

How firms devlope new products steps

1. idea genration 2. concept testing 3. product devlopment d 4. market testing - 5. product launch - full 6. evaluation

Swot analysis is based on exhaustive study of the four areas that form the foundation upon which the firm builds its marketing program

1. identify trends in the organization industry, 2. analyze the organization's competitors, 3. assess the organizations itself, 4. research the organization's present and prospective customers

Three key demographics include

1. in population profile, 2. a description of general cohorts, 3. a description of racial and ethnic diversity

Organizational buyers are divided into four markets

1. industrial 2. reseller 3. Government, Institutions

Rolls of individual family members in the purchase process or another element of family decision-making five rolls exist

1. information-gathering 2. influencer 3. decision maker 4 purchaser 5. user

High involvement purchases typically have at least one of three characteristics

1. is expensive two can have serious personal consequences 3. could reflects on one's social image

Two prominent person moral philosophies have direct bearing on marketing practice

1. moral idealism 2. utilitarianism

B2b buying proces

1. need recognition, 2. product specification 3. RFP process, 4. proposal and analysis and supplier selection, 5. order specification, 6. vendor/performance assessment using metrics

There are three concepts of social responsibility

1. profit responsibility 2. stakeholder responsibility 3. societal responsibility

The second step in the research marketing process requires that the researcher

1. specify the constraints 2. identify the data needed 3. determine how to collect the data

Service Recovery steps

1.Listen to the customer don't interrupt let them get it all out 2. Resolve problems quickly 3. Provide a fair solution

Whats the advantge to brand to the business

1.Loyalty 2. Brand can charge more money 3. Project attributes

Munsterberg suggested that psychologists could contribute to industry in three ways. They could:

10. Study jobs and determine which people are best suited to specific jobs. 11. Identify the psychological conditions under which employees do their best work. 12. Devise management strategies to influence employees to follow management's interests.

The following ideas were among Mary Parker Follett most important:

13. Organizations should be operated as "communities," with managers and subordinates working together in harmony. 14. Conflicts should be resolved by having managers and workers talk over differences and find solutions that would satisfy both parties—a process she called integration. 15. The work process should be under the control of workers with the relevant knowledge, rather than of managers, who should act as facilitators.

Laggards are __ % of the market

16%

which makes it illegal for employees of U.S. companies to make "questionable" or "dubious" contributions topolitical decision makers in foreign nations.

1978 Foreign Corrupt Practices Act,

In step _-you identify data needed for marketing actions you only focus on information that is relevant to solve this particular problem

2

In recent times, companies have been using information technology to cut costs, resulting in productivity growing at an annual rate of

2.7%

The four components of TQM are as follows:

20. Make continuous improvement a priority. TQM companies are never satisfied. They make small, incremental improvements an everyday priority in all areas of the organization. By improving everything a little bit of the time all the time, the company can achieve long-term quality, efficiency, and customer satisfaction. 21. Get every employee involved. To build teamwork, trust, and mutual respect, TQM companies see that every employee is involved in the continuous improvement process. This requires that workers must be trained and empowered to find and solve problems. 22. Listen to and learn from customers and employees. TQM companies pay attention to their customers, the people who use their products or services. In addition, employees within the companies listen and learn from other employees, those outside their own work areas. 23. Use accurate standards to identify and eliminate problems. TQM organizations are always alert to how competitors do things better, then try to improve on them—a process known as benchmarking. Using these standards, they apply statistical measurements to their own processes to identify problems.

Strabucks is going to into the high end coffee market in italy with a huge

25,000 squarefeet roastery

We can differentiate some typical teams according to their

27. Purpose. 28. Duration. 29. Level of member commitment.

Organizational buyers account for ______of the global dollar value of all online transactions

80%

Performance management consists of four steps

: (1) define performance, (2) monitor and evaluate performance, (3) review performance, and (4) provide consequences.

The most commonly used employee-selection technique, interviewing, takes three forms

: unstructured interviews and two types of structured interviews.100

Price Index

=Current year cost/base year cost x 100

NDP

=GDP-depreciation

PI

=NI - taxes on products&imports - S.S. - corp tax - undistributed corp tax + transfer payment

is an organization that actively creates, acquires, and transfers knowledge within itself and is able to modify its behavior to reflect new knowledge.57

=learning organization

allows the president of the United States to prevent or end a strike that threatens national security

A 1947 law (the Taft-Hartley Act)

Consumer can buy with a given amount of money income

A budget line is a graph that shows the various combinations of two products that a:

is a privately owned organization such as target Nike or Hyundai that services customers to earn a profit so it can survive

A business firm

Federal question -

A case in which the claim is based on the United States Constitution, a federal statute, or a federal treaty.

Takings clause

A clause in the Fifth Amendment which ensures that when any governmental unit takes private property for public use, it must compensate the owner.

has little interaction with its environment

A closed system

represents a broad personality trait comprising four positive individual traits: (1) self-efficacy, (2) self-esteem, (3) locus of control, and (4) emotional stability.

A core self-evaluation

Judicial restraint

A court's attitude that it should leave law making to legislators.

Judicial activism

A court's willingness to decide issues on constitutional grounds.

, for instance, is a computer-based information system that provides a flexible tool for analysis and helps managers focus on the future.

A decision support system

is a graph of decisions and their possible consequences; it is used to create a plan to reach a goal

A decision tree

is a person or an organization that helps another organization sell its goods and services to customers.

A distributor, sometimes called a middle man,

The disadvantages of group-aided decision making spring from problems in how members interact.163

A few people dominate or intimidate., Groupthink, Satisficing,, Goal displacement.

c

A firm's supply curve is upsloping because: A. the expansion of production necessitates the use of qualitatively inferior inputs. B. mass production economies are associated with larger levels of output. C. consumers envision a positive relationship between price and quality. D. beyond some point the production costs of additional units of output will rise.

Substantive due process

A form of due process that holds that certain rights are so fundamental that the government may not eliminate them.

is your belief in your ability to influence dissimilar others in a global context.

A global mind-set

is defined as (1) two or more freely interacting individuals who (2) share norms, (3) share goals, and (4) have a common identity=

A group

focuses on self-responsibility, nutritional awareness, relaxation techniques, physical fitness, and environmental awareness.

A holistic wellness program

c

A market is in equilibrium: A. provided there is no surplus of the product. B. at all prices above that shown by the intersection of the supply and demand curves. C. if the amount producers want to sell is equal to the amount consumers want to buy. D. whenever the demand curve is downsloping and the supply curve is upsloping.

is a business firm with operations in several countries.

A multinational corporation, or multinational enterprise,

a

A nation's gross domestic product (GDP): A. is the dollar value of all final output produced within the borders of the nation during a specific period of time. B. is the dollar value of all final output produced by its citizens, regardless of where they are living. C. can be found by summing C + In + S + Xn. D. is always some amount less than C + Ig + G + Xn.

is a contract between two parties that prohibits one party from criticizing the other; it is often used in severance agreements to prohibit former employees from criticizing their former employers

A nondisparagement agreement

consists of (1) assessing an employee's performance and (2) providing him or her with feedback

A performance appraisal, or performance review,

a

A person should consume more of something when its marginal: A. benefit exceeds its marginal cost. B. cost exceeds its marginal benefit. C. cost equals its marginal benefit. D. benefit is still better.

Is not attainable for this nation

A point outside (to the right of) the production possibilities curve of a nation:

use razors knowledge of shavers apply more cologne and aftershave lotion and purchase signature goods as a indicator status

Aggressive types

. is allowing the desires of the other party to prevail may be an appropriate conflict-handling strategy when it's possible to eventually get something in return or when the issue isn't important to you. It's not appropriate for complex or worsening problems.

Accommodating

motivated by achievement over products and services that demonstrate success to their peers or two if your group they aspire to

Achievement motivated groups consumers

have a busy goal orientated lifestyle commitment to create a family and are interested in time-saving devices giving their hectic lifestyle

Achievers

occurs when an organization uses an employment practice or procedure that results in unfavorable outcomes to a protected class (such as Hispanics) over another group of people (such as non-Hispanic whites)=

Adverse impact

How much are the total fixed costs?

Advertising campaign costs+ Straight-line depreciation expense on factory equipment, + Factory supervisor's salary + Factory maintenance salaries,+ Factory building rent

How much is the differential annual net operating income?

Annual increase in sales ($94,000) - Annual increase in cost of goods sold ($34,000) - Annual increase in sales commissions ($1,500) - Annual increase in shipping costs ($300) - Annual increase in depreciation expense ($11,500)+ Annual decrease in utilities cost ($2,700) - Annual increase in advertising costs ($8,100).

a

Answer the question on the basis of the following data. All figures are in billions of dollars. Refer to the data. Consumption of fixed capital is: A. $5. B. $10. C. $20. D. $30.

d

Answer the question on the basis of the following data. All figures are in billions of dollars. Refer to the data. NI is: Refer to the data. NI is: A. $362. B. $372. C. $447. D. $402.

a

Answer the question on the basis of the following data. All figures are in billions of dollars. Refer to the data. PI is: A. $314. B. $346. C. $408. D. $437.

Alternative dispute resolutio

Any other formal or informal process used to settle disputes without resorting to a trial

alturntive didspute relasution

Any other formal or informal process used to settle disputes without resorting to a trial

Medium of exchange

Anything that is generally acceptable in trading for goods and services is a:

Is the software that enables you to solve specific problems and performance specific tasks

Application software

Excutive

Appointment Legislation Foreign Policy

Long Term Investments

Are Assets that can be converted into cash but who's conversion is not expected within one year Assets not intended for use within the business. Examples are investments of stocks and bonds of other corporations.

Current Assets

Are Expected to be converted to cash or used in the business within a short period of time usually one year Examples of current assets include: cash, short term investments , receivables inventories and pre paid expenses On the balance sheet current assets are listed in the order in which the company expects to convert them into cash (order of liquidity

Curent Liabilities

Are obligations that are supposed to be paid within the coming year Common Examples are account payable, wages payable bank loans payable , interest payable , taxes payable and current maturities of long term bank loans payable

Our hard-core numerical data that allows people to analyze operations and processes and make better decisions

Analytics

Among some of the uses of Big Data analytics are the following

Analyzing consumer behavior and spurring sales: , Improving hiring and personnel management, Tracking movie, music, TV, and reading data, Exploiting farm data:, Advancing health and medicine

occurs when an employee retires or when the company eliminates his or her job, and the employer leaves the vacancy unfilled

Attrition

were very firmly held belifs they get to belive you something is important that isnt improtant

Attuides

is the right to perform or command

Authority

only the top guy will make the descion

Autocratic

25. —"I want to feel independent and able to influence my environment." People need to feel they have freedom and the discretion to determine what they want to do and how they want to do it.

Autonomy

describes the extent to which a job allows an employee to make choices about scheduling different tasks and deciding how to perform them.

Autonomy

are the elements of a bacterial defense system and can be programmed to edit DNA and allow researchers to permanently modify genes in living cells and organisms

CRISPRs

- you don't want your markets don't take away from the other

Cabalzation

• People often justify lying and cheating because they have resentments about a rule or a boss.7

Cheating arises out of resentment.

• Many people cheat to avoid feeling like a chump—to "not being smart" and "finishing out of the money."

Cheating is to avoid feeling like a chump.

• We constantly make choices "between short- and long-term gains," suggests Carey, "between the more virtuous choice and the less virtuous one." The brain naturally seeks useful shortcuts and so may view low-level cheating as productive.

Cheating provides useful shortcuts.

• The urge to cheat may arise from a deep sense of unfairness, such as your sense that other people had special advantages.

Cheating seeks to redress perceived unfairness.

Notes on financial statements

Clarify information presented in the financial statements. Describe accounting polices or explain uncertainties and contingencies.

Four trends have significantly affected world trade and global marketing

Decline of Economic Protectionism , Rise of Economic Integration & Free Trade , Global Competition, Global Marketplace

Six Rules for Brainstorming

Defer judgment., Build on the ideas of others. , Encourage wild ideas, Go for quantity over quality., Be visual., One conversation at a time.

culture you need to make the majority agree

Democratic

are influences on an organization arising from changes in the characteristics of a population, such as age, gender, or ethnic origin.

Demographic forces

Grouping customers based on customer personal attributes or age or gender , nationality occupation , income social class , family size

Demographic segmentation

Generally refers to the specialized functions such as marketing and finance

Department

A variable that responds to some causal factor; total cost is the dependent variable, as represented by the letter Y,in the equation Y =a + bX

Dependent variable

Types of discovery

Depositions Collection of documents interrogatories requests for production of documents and inspection

Information is of no value to you if you can't access it

Location

Is the use of mobile device and its location to check into location such as businesses and entertainment venues fine friends and their locations and receive rewards to give it that you're specials based on location

Location based services social Location-based

keeping the cost of trans porting materials as low as possible consistent with safe and reliable delivery

Logistics

all of the stuff that don't go into the product

MRO

displays a cynical view of human nature and condones opportunistic and unethical ways of manipulating people, putting results over principles.

Machiavellianism (pronounced "mah-kyah-vel-yahn-izm")

Some general organizational strategies for reducing unhealthy stressors are the following

Make career counseling available., Make jobs interesting, Create a supportive environment., Recommend a holistic wellness approach., Roll out employee assistance programs

with fewer resources express themselves and experience the world I working on it raising children or fixing a car they're practical people who have constructive skills value self sufficiency and are I'm impressed by material possessions except those with practical or functional purpose

Makers

The Supremacy Clause

Makes the Constitution, and federal statutes and treaties, the supreme law of the land.

focuses on using mathematics to aid in problem solving and decision making.

Management science

Must break buying habits by using free samples coupons and rebates to encourage trial of their brands

Market challengers

The organization focuses its efforts on one continuously collecting information about consumers needs two sharing this information across departments and three using it to create customer value this is called

Market orientation

Helps create value , occurs in many settings, performed by both individuals and organizations, requires the four p's entials an exchange, is about satisfying customers needs and wants

Marketing

It enhances competition which improve the quality of products and services and offers lower prices this makes countries more competitive in the world markets and provides jobs and higher stenting of living for their citizens

Marketing

________creates its utilities by bridging space (Place utility) and hours (time utility) to provide products( from utility) for consumers to own and use (possession utility)

Marketing

seeks one to discover the needs and wants the prospective customers and to satisfy them.

Marketing

these four elements are controllable factors product, price, promotion, and place

Marketing mix

It was thousands or perhaps millions of people playing interact in a robust virtual worlds World of Warcraft and Second Life are two well-known examples

Massively multiplayer online role-playing games MMOrpg's

Curent Ratio

Measure of short term ability to pay obligations Computed by dividing current assets by current liabilities. More dependable indicator of liquidity than working capital. Does not take into account composition of current assets

is the extent to which people feel secure and unworried and how likely they are to experience negative emotions under pressure

Emotional stability

• How relaxed, secure, and unworried one is.

Emotional stability.

has been defined as the feeling of being overwhelmed, "the perception that events or circumstances have challenged, or exceeded, a person's ability to cope.

Emotionally, stress

The caring ,indivualized attention provided to customers

Empathy

If you work for a company that is more than half owned by its employees you are one of the joint owners—you're part of an

Employee Stock Ownership Plan (ESOP).

include a host of programs aimed at helping employees to cope with stress, burnout, substance abuse, health-related problems, family and marital issues, and any general problem that negatively influences job performance.230

Employee assistance programs (EAPs)

Five _______________ are locus of control (described in Chapter 11), task ability, need for achievement, experience, and need for path-goal clarity.

Employee characteristics.

represents the extent to which a leader creates perceptions of psychological empowerment in others

Empowering leadership

A detailed analysis of cost behavior based on an industrial engineer's evaluation of the inputs that are required to carry out a particular activity and of the prices of those inputs.

Engineering approach

Is a product or service feature the customers have come to expect for organizations in a particular industry and that must be offered by an entering organization to compete and survive

Entry barrier

are becoming big concerns for consumers such as why Walmart is building wind turbines on some of their parking lot light poles

Environmental sustainably and responsibility

whose job is to enforce antidiscrimination and other employment-related laws

Equal Employment Opportunity (EEO) Commission,

theory is based on cognitive dissonance the psychological discomfort people experience between their cognitive attitude and incompatible behavior

Equity

is a model of motivation that explains how people strive for fairness and justice in social exchanges or give-and-take relationships. Pioneered by psychologist J. Stacey Adams

Equity theory

c

Final goods and services refer to: A. goods and services that are unsold and therefore added to inventories. B. goods and services whose value has been adjusted for changes in the price level. C. goods and services purchased by ultimate users, rather than for resale or further processing. D. the excess of U.S. exports over U.S. imports.

The solution to preventing product failures is

First find out what consumers need and want second produce what they need and want and don't produce what they don't need want

is simply ordering an outcome, when a manager relies on his or her formal authority and power to resolve a conflict, but the needs of the other party are largely ignored. is appropriate when an unpopular solution must be implemented and when it's not important that others be committed to your viewpoint

Forcing

are conducted at specific times throughout the year and are based on performance measures that have been established in advance

Formal appraisals

is a group assigned by organizations or its managers to accomplish specific goals

Formal groups

is a trading bloc consisting of the United States, Canada, and Mexico The agreement is supposed to eliminate 99% of the tariffs and quotas among these countries, allowing for freer flow of goods, services, and capital in North America ,

North American Free Trade Agreement (NAFTA)

buy raw goods and processes them into the manufacture their own goods

OEM

_________appraisals, are based on facts and are often numerical.

Objective appraisals, also called results

Quantifiable he describes something that is known

Objective information

Long Term Liabilities

Obligations expected to be paid after one year. Liabilities in this category include bonds payable , mortgages payable, long term notes payable , lease liabilities and obligations under employee pension plans Land or a building which is currently not used in operation is considered to be a long-term investment.

to the extent we can observe the people using it

Observability

of 1970, a body of law has grown that requires organizations to provide employees with nonhazardous working conditions (most recently augmented by an update to the Toxic Substances Control Act of 1976).

Occupational Safety and Health Act (OSHA)

• This training consists of classroom programs, workbooks, videos, and games and simulations. Today, of course, lots of this consists of technology-enhanced learning—online learning, or e-learning (for electronic learning)

Off-the-job training.

make up a size will market for prescription drugs medical services education trips and gifts for younger relatives

Older married an older unmarried

• This training takes place in the work setting while employees are performing job-related tasks. Four major training methods are coaching, training positions, job rotation, and planned work activities.

On-the-job training.

was the frist person to put carmeas in stores to see what the cusomers did he did not trust them he wanted to see how they behave this is an exaple of ______ data

Paco underhill , observation data

is conclusive research used when products evlove over time They have people tell them what they want in the product and then they relase it and have them come back and say what they like abiut the actual product when they relased

Pannel

is a form of leadership behavior characterized by a lack of leadership skills

Passive leadership

law gives in inventors of new and novel products the right to exclude others for marketing, using, or selling products that infringe on the invention

Patent

bases pay on one's results.

Pay for performance. Also known as merit pay, pay for performance

- one of the reaosn we buy brands is because we perceive value. Such as kellog vs bran fakes or Toms Vs Colgate

Percived Value/ Quality

is defined as a set of processes and managerial behaviors that involve defining, monitoring, measuring, evaluating, and providing consequences for performance expectations.

Performance management

• —how much should individuals be rewarded for improvement and excellence? expresses the extent to which society encourages and rewards its members for performance improvement and excellence.

Performance orientation

Costs that are taken directly to the income statement as expenses in the period in which they are incurred or accrued

Period costs

Include the need for achievement status prestige and self-respect

Personal needs

Refers to a person's consistent behaviors or responses to reoccurring situations

Personality

is defined as interpersonal opposition based on personal dislike or disagreement.

Personality conflict

Information exhibits high quality only if it is

Pertinent, relevant, and useful to you

In 1954, he published his famous text The Practice of Management, in which he proposed the important idea that management was one of the major social innovations of the 20th century and should be treated as a profession, like medicine or law.

Peter Drucker

- location is important it is perceptually important

Phsyical enviroment

• Lesser physiological signs are sweaty palms, restlessness, backaches, headaches, upset stomach, and nausea. More serious signs are hypertension and heart attacks

Physiological signs..

A means of getting the product to the consumer

Place

Means having the offering available where consumers needed

Place utility

• describes all activities necessary to get the product to the right customer when the customer wants it

Place, or supply chain management,

Ways to interpret a bill

Plain meaning rule Legislative history Public policy

For implementation to be successful, you need to do two things:

Plan carefully., Be sensitive to those affected.

Are those characteristics of a products that make it superior to competitive subsidies

Points of difference

- How risky is it to go into this area

Political regulatory climate

take the view that native managers in the foreign offices best understand native personnel and practices, and so the home office should leave them alone.

Polycentric managers

is a preference for doing more than one thing at a time. Here time is viewed as being flexible and multidimensional.

Polychronic time

The rapidly increasing population is also referred to

Population explosion

—"Do I have power to reward and punish?

Position power

Am I going to position it in premium or basic or attributes many ways to position is it going to be fun , powerful quality is the Price premium, value , low

Positioning

is putting the product where you wanted to be such as in the car model example

Positioning

After buying the product that consumer compares it with his or her expectations and is either satisfied or dissatisfied if you consumers dissatisfied marketers must determine whether the product was deficient or consumer stations were too high such as does the product required design change or is the cubbies advertising or salesperson oversold products features and benefits this is called

Post purchase behavior value in consumption or use

Why we study law.

Power Importance Fascination

, which are concerned with the thought processes by which people decide how to act, have three viewpoints: equity/justice theory, expectancy theory, and goal-setting theory

Process perspectives

Service marketing has 7'ps

Process, physical evidence , product , place ,price , promotion , people

All costs that are involved in acquiring or making a product. In the case of manufactured goods, these costs consist of direct materials, direct labor, and manufacturing overhead.

Product costs

Is there marketing strategy of selling new products to current markets

Product development

insuring___________ lines function smoothly because high quality parts are available when needed

Production

Is the money left after the business firms total expenses are subtracted from its toll revenues and is the reward for the risk it undertakes in marketing its offerings

Profit

To get as high as a financial return on their investments ROI as possible

Profit

is the distribution to employees of a percentage of the company's profits.

Profit sharing

is designed to elicit different opinions without inciting people's personal feelings.

Programmed conflict

to see If it works

Prototype

Free Cash flow

Provides assertional insight Computed by subtracting capital expenditures and cash dividends form cash provided by operations.

grouping customers according to lifestyles such as altitudes , opinion , personality , interests

Psychographic segmentation

A basic to survival and must be satisfied first

Psychological needs

reflects the extent to which people feel free to express their ideas and beliefs without fear of negative consequences.185

Psychological safety

• . Psychological symptoms include forgetfulness, boredom, irritability, nervousness, anger, anxiety, hostility, and depression.221

Psychological signs

is characterized by lack of concern for others, impulsive behavior, and a dearth of remorse when the psychopath's actions harm others

Psychopathy. Psychopathy ("sigh-kop-a-thee")

including various product rating organization organizations such as consumer reports government agencies and TV consumer programs

Public sources

What I want to see this in the media

Publicity test

is the process of weakening behavior by presenting something negative or withdrawing something positive.

Punishment

To whom to buy from and two when to buy

Purchase decision buying value

what percentage of the average persons income is the cost of the good

Purchasing power parity

a

Real GDP is preferred to nominal GDP as a measure of economic performance because: A. nominal GDP uses current prices and thus may over- or understate true changes in output. B. nominal GDP only includes goods and excludes services. C. nominal GDP is not adjusted for population changes. D. real GDP accounts for changes in the quality of goods and services produced.

b

Real GDP is: A. the nominal value of all goods and services produced in the economy. B. the nominal value of all goods and services produced in the domestic economy corrected for inflation or deflation. C. that aggregate output that is produced when the economy is operating at full employment. D. always greater than nominal GDP.

is the process of locating and attracting qualified applicants for jobs open in the organization.

Recruiting

A majority of the voters would favor the jail, 2-to-1

Refer to the above table, which shows the ranked preferences of voters for three alternative projects, with "1" being the top preference. In a paired-choice vote between a park and a jail:

b

Refer to the data. GDP is: A. $390. B. $417. C. $422. D. $492. (c+i+g+x+M)=gdp

Price of corn in the market

Refer to the diagram above, which shows three supply curves for corn. A movement from point a to point b is caused by a change in the: Price of resources used to produce corn Price of corn in the market Number of corn farmers Technology of corn farming

b

Refer to the diagram, which shows demand and supply conditions in the competitive market for product X. Given D0, if the supply curve moved from S0 to S1, then: A. supply has increased and equilibrium quantity has decreased. B. supply has decreased and equilibrium quantity has decreased. C. there has been an increase in the quantity supplied. D. supply has increased and price has risen to 0G.

a

Refer to the diagram. Flow 1 represents: A. wage, rent, interest, and profit income. B. land, labor, capital, and entrepreneurial ability. C. goods and services. D. consumer expenditures.

d

Refer to the diagram. Flow 4 represents: A. wage, rent, interest, and profit income. B. land, labor, capital, and entrepreneurial ability. C. goods and services. D. consumer expenditures.

a

Refer to the diagram. The equilibrium price and quantity in this market will be: A. $1.00 and 200. B. $1.60 and 130. C. $0.50 and 130. D. $1.60 and 290.

d

Refer to the figures. In terms of representing the economy: A. neither Figure A nor Figure B consistently represents either the very short run or the longer run. B. demand shocks affect levels of output and employment in Figure A; demand shocks have no effect in Figure B. C. Figure A represents the very short run, where output is fixed, and Figure B represents the longer run. D. Figure B represents the very short run, where prices are sticky, and Figure A represents the longer run.

c

Refer to the figures. Which of the following events would most likely result in higher unemployment? A. A shift from D2 to D1 in Figure A. B. A shift from D2 to D3 in Figure A. C. A shift from D2 to D1 in Figure B. D. A shift from D2 to D3 in Figure B.

c

Refer to the table. Suppose that demand is represented by columns (3) and (2) and supply is represented by columns (3) and (5). If the price were artificially set at $6: A. the market would clear. B. a surplus of 40 units would occur. C. a shortage of 40 units would occur. D. demand would change from columns (3) and (2) to columns (3) and (1).

Is the reward

Reinforcement

suggests behavior will be repeated if it has positive consequences and won't be if it has negative consequences.

Reinforcement theory

26. —"I want to feel connected to other people." People need to feel a sense of belonging, of attachment to others.

Relatedness

4. . This is the ability to communicate clearly and convincingly, disarm conflicts, and build strong personal bonds.

Relationship management

is primarily concerned with the leader's interactions with his or her people

Relationship-oriented leadership

-have a value proposition

Relative Advantage

Characteristics of useful information

Relevance Reliability Comparability Consistency

The range of activity within which assumptions about variable and fixed cost behavior are valid.

Relevant range

The ability to perform the service dependably and accurately

Reliabilty

Ways to Evulate service quality

Reliabilty , Responsiveness , Assurance , Empathy , Tangibles

Full Disclosure Principle

Requires all circumstances and events that would make a difference to financial statement users to be disclosed.

are specfic mesaurebale goals the descion maker seeks to achive in conducting marketing research

Research objectives

Assets

Resoures owned by the business which are expected to provide a value or service to the business at some future point in time

The willingness to help customers and provide prompt service

Responsiveness

Resell the products they buy it without reprocessing them

Retailers and wholesalers

How much you sell that one unit for

Revenue

There are several aspects of positive reinforcement, which should definitely be part of your toolkit of managerial skills:

Reward only desirable behavior, Give rewards as soon as possible.,Be clear about what behavior is desired., Have different rewards and recognize individual differences.

which all managers have, is power that results from managers' authority to reward their subordinates.

Reward power,

Intangible assets

Rights privileges and competitive advantages Non Current assets which have no physical substance Examples are Franchises patents copyrights and trademarks or trade names Some of them are amortized and charged to the income statement as an expense to indicate their contribution to the revenue- producing process for the period.

Fundamental rights

Rights so basic that any governmental interference with them is suspect and likely to be unconstitutional.

This act makes it unlawful to discriminate in prices charge to different purchasers of the same product where the fact may sustainable he lesson competition or help to create a monopoly

Robinson Patman act of 1936

occurs when others' expectations are unknown

Role ambiguity

occurs when one feels torn by the different expectations of important people in one's life.

Role conflict

occurs when others' expectations exceed one's ability.

Role overload

Consumers recognize that problem, make a decision and spend little effort seeking external information and evaluating alternatives the purchase product for such items is virtually a habit and low enrollment decision making this is usually for low-priced frequent purchase Products this is called ___________ problem solving

Routine problem-solving

When people pay attention to messages that are consistent with their attitudes and beliefs and ignore messages that are inconsistent

Selective exposure

A filtering of exposure comprehension and retention

Selective perception

Consumers do not remember all the information they see, read, or hear even minutes after exposure to it

Selective retention

motivated by self expression desire social or physical activity variety and risk

Self expression with the groups consumers

The most essential trait. This is the ability to read your own emotions and gauge your moods accurately, so you know how you're affecting others.

Self-awareness.

Which is the way people see themselves and the way they believe others see them

Self-concept

focuses primarily on intrinsic motivation and rewards (such as feeling independent) rather than on extrinsic motivation and rewards (such as money or fame). Intrinsic motivation is longer lasting than extrinsic motivation and has a more positive impact on task performance

Self-determination theory

is the belief in one's personal ability to do a task.

Self-efficacy

are defined as groups of workers who are given administrative oversight for their task domains

Self-managed teams

2. This is the ability to control your emotions and act with honesty and integrity in reliable and adaptable ways. You can leave occasional bad moods outside the office.

Self-management.

How do you know that you're in a group or team that is suffering from groupthink? Some symptoms include the following

Sense of invulnerability, Rationalization, Illusion of unanimity and peer pressure., The wisdom of crowds.

focuses on providing increased service to others—meeting the goals of both followers and the organization—rather than to oneself.

Servant-leadership

Are intangible items such as airline trips financial advice or art museums

Services

consists of unwanted sexual attention that creates an adverse work environment.

Sexual harassment

3. . This includes empathy, allowing you to show others that you care, and organizational intuition, so you keenly understand how your emotions and actions affect others.

Social awareness

is the economic or productive potential of strong, trusting, and cooperative relationships.

Social capital

Are concerned with love and friendship dating services such as match.com and eHarmony

Social needs

Firms may seek to balance the conflicting goals of stakeholders to promote their overall welfare even at the expense of profits

Social responsibility

Environmental trends arise from five sources

Social, economic, technological, competitive, and regulatory forces

are influences and trends originating in a country's, a society's, or a culture's human relationships and values that may affect an organization or industry.

Sociocultural forces

Is the set of instructions that your hardware executes the carry out a specific task

Software

Is it delivery model for software in which you paid for software on a pay per use basis instead of buying the software out right

Software as a service SaaS

Incompetent workers gravitate towards government, while motivated workers gravitate towards the private sector

Some economists contend that government agencies are generally less efficient than private businesses due to the following reasons

d

Specialization—the division of labor—enhances productivity and efficiency by: A. allowing workers to take advantage of existing differences in their abilities and skills. B. avoiding the time loss involved in shifting from one production task to another. C. allowing workers to develop skills by working on one, or a limited number, of tasks. D. all of the means identified in the other answers.

SMART:

Specific, Measurable, Attainable, Results-oriented, and having Target dates

decisions are those for which the husband or wife is most responsible

Spouse dominant

is evaluating your market segments such as segment size and growth, segments structural attractiveness, Level of competition, substitute products, power buyers, powerful suppliers

Target marketing

in all segments which is my most favorite segment

Targeting

Government action such as

Tariff, tax , qutotas

describes the extent to which a job requires a worker to perform all the tasks needed to complete the job from beginning to end.

Task identity

describes the extent to which a job affects the lives of other people, whether inside or outside the organization.

Task significance

—"Do my subordinates perform unambiguous, easily understood tasks

Task structure

reflects the collection of jobs, personalities, values, knowledge, experience, and skills of team members.

Team composition

—rescinding the tax breaks when firms don't deliver promised jobs

clawbacks

Is a formal statement of ethical principles and rules of conduct

code of ethics

consists of a formal written set of ethical standards guiding an organization's actions

code of ethics

The feeling of post purchase psychological tension or anxiety such as should I purchase something else is called when you buy something but you convince your self you like it

cognitive dissonance

to describe the psychological discomfort a person experiences between his or her cognitive attitude and incompatible behavior.

cognitive dissonance

32. Female leadership was associated with more

cohesion, cooperative learning, and participative communication among team members.

In the Hofstede model Japan is -

collectivistic

Airbnb has lots of reviews and theres a whole eco system that makes people feel

comfortable

To achieve psychological growth, according to the self-determination theory , people need to satisfy the three innate (that is, inborn) needs of

competence, autonomy, and relatedness:

—people or organizations that compete for customers or resources,

competitors

Conceptual types adopt a long-term perspective and rely on intuition and discussions with others to acquire information. They also are willing to take risks and are good at finding creative solutions to problems. However, a conceptual style can foster an indecisive approach to decision making.

conceptual style

, which occurs when members are able to express their opinions and reach agreement to support the final decision

consensus

Segment Insights they compel data

constantly

Segment Insigths they compell data

constitly

The process by which people acquire the skills knowledge and attitudes necessary to function as consumers this called

consumer socialization

The sales process contains many steps including

contact management, sales lead tracking, sales forecasting and order management, product knowledge

The four major perspectives on motivation are

content, process, job-design, and reinforcement

This refers to the degree to which a person wants personal and psychological development. Job design works when employees are motivated

contingency factors.

When service firms go into a ________they want to know do you understand the business then you can lay acorss there funcatinal capabilites

coprate , Organizational structure In b2b service firms

Gives the author of a literary dramatic musical or artistic work exclusive right to print performer otherwise copy at work

copyright

, the system of governing a company so that the interests of corporate owners and other stakeholders are protected.

corporate governance

the notion that corporations are expected to go above and beyond following the law and making a profit.

corporate social responsibility (CSR),

To be traced to a cost object such as a particular product, the cost must be caused by the

cost object.

Ryan air is a new porudct devloped by

cost reduction

New products that provide the customer similar performcace but at a lower cost may be more of a new product in terms of design or production % of new products

cost reductions , 11%

Disadvantages of primary research is

costly , time consuming , requires sophisticated, training and experience

, types of behavior that harm employees and the organization as a whole.

counterproductive work behaviors (CWB)

—that is, bartering goods for goods.=

countertrading

To avoid these penalties such as import quotas and tarrifs , a company might

create a subsidiary to produce the product in the foreign country

Trust is based on

credibility

The act of entering an amount on the right side is called

crediting the account.

You must -_-_____________ into the main stream for it to be successful

cross the chasm

crowdfunding,raising money for a project or venture by obtaining many small amounts of money from many people (

crowd funding

Is a stimulus or symbol perceived by consumers

cue

—the feelings of discomfort and disorientation associated with being in an unfamiliar culture.

culture shock

- curency such as you can get more money for less

curency exchnage

36. A leader's ___________ is more important than his or her traits. It is important to train managers on the various forms of task and relationship leadership.

behavior

which attempt to determine the unique behaviors displayed by effective leaders

behavioral leadership approaches,

Is a process of developing automatic responses to situations builds up the repeated exposure to it ingleside

behavioral learning

Although they like to hold meetings, people with this style have a tendency to avoid conflict and to be concerned about others. This can lead behavioral types to adopt a wishy-washy approach to decision making and to have a hard time saying no.

behavioral style

Emphasis on importance of understanding humman behavior and motvating and encouraging employees toward achievement

behavioral viewpoint 1913-1950's

, the interviewer explores what applicants have actually done in the past.

behavioral-description interview

with your resources or conservative conventional people with concrete believes based on traditional establish codes family, religion, community and the nation the issues familiar products and brands favorite American made products and are generally brand loyal

believers

Are consumers subjective perception of how a product or brand performs on different attributes

belifs

If you want to communicate intelligence, wisdom, integrity, truth, loyalty, peace, authority, trust, reliability, confidence use Color

blue

Who hires the chief executive of a for-profit or nonprofit organization? In a corporation, it is the

board of directors,

. In nonprofit organizations, such as universities or hospitals, the board may be called the

board of trustees or board of regents.

The stock market was giving no vlaue to apple when steave jobs came back it was trading at

book vlaue

the concept suggests that the ability of decision makers to be rational is limited by numerous constraints, such as complexity, time and money, and their cognitive capacity, values, skills, habits, and unconscious reflexes

bounded rationality,

Your product _____how many / how broad should I offer products is horzonal

breadth

Color - Pink is for

breast cancer

The second form of unethical competitive behavior is_ these are sometimes disguised as gifts consultancies and favor

bribes and kickbacks

, or administrative changes, that managers can make to reduce the stressors that lead to employee burnout.

buffers

And action In each of the four cells in swot analysis might be

build on a strength, correct a weekness , exploit an opportuinty , avoid a disaster laden threat

In our time, the word has come to have negative associations: impersonality, inflexibility, red tape, a molasses-like response to problems. But to German sociologist Max Weber, a_______________was a rational, efficient, ideal organization based on principles of logic.

bureaucracy

Strategies and organization developed to provide value to customers it serves

business model

Is a technique that managers use to quantify performance measures and growth targets to analyze their firms strategic business units as though they were a collection of separate investments the purpose of the tool is to determine the appeal of each SBU or offering an then determine amount of cash each should receive

business portfolio analysis made by BCG (Boston consulting group )

Share common goals, rests and knowledge important to a purchase decision

buying center or buying committee

The international accounting standards board (IASB issues standards( IFRS) that have been

adopted by many countries outside the us

Stake holder

after ww2 thinking about society company's should not just care about shareholders care about society in general

Ways to prevent group think are

allow critiscism , allow other perspectives

Ways to settle a case

alternative dispute resolution Negotiation - party's meet and try to talk about a settlement Mediation- trys to help 2 party's settle their dispute Could be ordered by the court

Multiattrbute attitude models

altitudes , beliefs , important weights

An account is

an individual accounting record of increases and decreases in a specific asset, liability or stockholders equity item.

The _______have the formal or informal power to select or prove the supplier that receives the contract

deciders

In , a manager agrees that he or she must decide what to do about a problem or opportunity and take effective decision-making steps=

deciding to decide

The main stream market is everything after the

early adopters

A country's communications , transportation , financial and distribution systems is a critical consideration in determining whether to try to market to a country this is called

economic infrastructure

In business, most ethical conflicts are about choosing between

economic performance and social performance.

33. Peers, managers, direct reports, and judges/trained observers rated women executives as more ________ than men. Men also rated themselves as more___________ than women evaluated themselves

effective

A large corporation might have ________or so members on its board of directors.

eight

, in which members of a group come together over a computer network to generate ideas and alternatives.

electronic brainstorming, sometimes called brainwriting

Information is communicated from an to customers suppliers and the speeders and other partners for the purpose of doing business these flows of information are really what a lot___________ is all about

electronic commerce

Sports shoe market breaks their segments down into

elties , keeping fit , daily comfort , fashion

is a complete ban or prohibition of trade of one country with another

embargo

is the ability to monitor your and others' feelings and to use this information to guide your thinking and actions.

emotional intelligence

—people living or working in a foreign country

expatriates

, a company produces goods domestically and sells them outside the country.

exporting

—people or groups in the organization's external environment that are affected by it.

external stakeholders

Rewards (as well as motivation itself) are of two types—

extrinsic and intrinsic

—such as work rules or legal matters—lectures, videotapes, and workbooks are effective.

facts

It is very expensive to go into a market and

fail in a market.

Vans target for

fashion

19. is information about the reaction of the environment to the outputs that affects the inputs. Are the customers buying or not buying the product? That information is

feedback.

Many customers are generally frustrated by poor customer relations at airlines, banks, cable and satellite service providers, and some big retailers, in part because many of these companies have

few competitors and so don't have to worry about making customers happy.

Selective distribution there is a

few stores of them not a lot

Research has shown that companies who practice sustainable development benefit from form word-of-mouth among consumers and 2.typically outperform less responsible companies in terms of

financial performance

tends to mean that a person was dismissed permanently "for cause": absenteeism, sloppy work habits, failure to perform satisfactorily, breaking the law, and the like.

fireing

A significant impact on gaining market share by being the first to market with the competitive advantage

first mover advantage

Get seconadry data _____then go for

first, primary data

the modern way is

fitting jobs to people.80

The traditional way is

fitting people to jobs;

The total of all costs that you and incure whether or not you sell anything

fixed cost

In break even analysis you consider the following financial information

fixed costs, Variable cost, revenue,

Normally you cant take years to enter a market because your competition will

flank you.

defined as one with few or no levels of management

flat organization,

experiment, in which employees were told they could work wherever and whenever they chose as long as projects were completed on time and goals were met

flex-time

Flextime hours—

flexible working hours

Starbucks moved added new

food

Companies may be enticed into going abroad by the prospects of capital being put up by

foreign companies or sudsidies from foreign governments.

As the information in a form that Is most useful to you and is it free of errors

form

there are four different utilities

form place time and possession

The production of the product or service constitutes_____ ultiltiy

form utility

To help increase employee performance, a manager can use two kinds of appraisals—

formal and informal.

, is the process of getting oriented and getting acquainted.

forming

five stages of development:

forming, storming, norming, performing, adjourning

"4/10" workweek—

four 10-hour days per week.

, suggests that leadership behavior varies along a full range of leadership styles, from passive (laissez-faire) "leadership" at one extreme, through transactional leadership, to transformational leadership at the other extreme

full-range leadership

This is a basic human need that is practical and, in a sense, needed for survival.

functional need.

people attribute another person's behavior to his or her personal characteristics rather than to situational factors.

fundamental attribution bias,

-What goods and services will be produced? -How will the goods and services be produced? -Who will get the goods and services? -How will the system accommodate change? -How will the system promote progress?

fundamental questions

A graph of a program schedule

gannt chart

If the information coming into your decision making process is in bad form i.e. garbage in you're more than likely make a poor decision i.e. garbage out

garbage in garbage out G.I.GO

You may be able to control some forces in the task environment, but you can't control those in the _________environment. Nevertheless, they can profoundly affect your organization's task environment without your knowing it=

general

which includes six forces: economic, technological, sociocultural, demographic, political-legal, and international.

general environment, or macroenvironment,

—the metaphor for an invisible barrier preventing women and minorities from being promoted to top executive jobs.

glass ceiling

A brand marketed under the sane name in multiple countries with similar and centrally coordinated marketing programs

global brand

The practice of standardizing marketing activities when there are cultural similarities tihis is popular among many business to business markets

global marketing strategy

which combines (1) an openness to and awareness of diversity across cultures and markets with (2) a propensity and ability to see common patterns across countries and markets

global mind-set,

—the trend of the world economy toward becoming a more interdependent system.

globalization

Blue ocean strategy

go into uncontested market space don't compete

is defined as an objective that a person is trying to accomplish through his or her efforts.

goal

A customer's ability to buy is related to income which consists of

gross, disposable, and discretionary components

Increase market reach , product and service offerings, expand market share and so on seek orgnaztional growth by taking market share from the competition

grow

Your sales are rising , profits are rapidly rising , your consumers are early adopters and ealry majority and your competiors are few but increasing

growth Stages in the Product Life Cycle

Lower risk of services by offering

guarantees or warranties

, in which we form an impression of an individual based on a single trait

halo effect

Recruiting is of two types:

internal and external.

Describes this as specific operational assets of an organization

internal information

Engages in trade and marketing in different countries as an extension of the marketing strategy in its home country they market their products the same way internationally as they do in their home countrys

international firm

Service products are like an accounting audit , marketing report anything that is

intgable

Stages in the product life cycle

introduction , growth , maturity , decline

, is making a choice without the use of conscious thought or logical inference

intuition

Recognizes that people sort themselves into groups on the basis of things they'd like to do, how they like to spend their leisure time, and how they choose to spend their disposable income is called _____________ marketing prespective

lifestyle marketing perspective

indicates how much people believe they control their fate through their own efforts

locus of control

- A lot of___________ are deigned by pshylogist that tap into our minds mcdoalds are sppoused to be the streets are paved with goald starbucks in a syran to suduce you nike is greek god of vicotry

logos

, in which shared meanings are primarily derived from written and spoken words=

low-context culture.

the ________of an organization deal the operational details

lower levels

Programs that reward customers based on the amount of business they do with a particular organization are called

loyalty programs

Economic forces are

macro GDP, inflation, employment consumer income, gross, disposable, discretionary

Deals with the planning for development, management, and use of information technology tools to help people perform all tasks related to the information processing and management

management information systems MIS

Two branches of quantitative management are

management science and operations management.

passive leadership called the __________ style, managers do not intervene until problems are brought to their attention or until the problems become serious enough to demand action.72

management-by-exception

Under the BCG business portfolio analysis the vertical axis is the

market growth rate which is the annual rate of growth of the SBU's industry

One of the best ways to make sure you don't screw up is to do

market research

Involves aggregating prospective buyers into groups or segments that one have common needs into will respond similary every two and marketing action

market segmentation

Is the ratio of sales revenue of the firm to the total sales revenue of all firms in the industry including the firm it self

market share

The activity, set of instructions, and processes for creating communicating, delivering and exchanging offerings that have value for customers clients partners society at large

marketing

Meausres of success then lead the markert to clear cut

marketing actions

Is a roadmap for the marketing activities of the organization for specified future time. Such as one year or five years

marketing plan

A plan that integrates the marketing mix to provide a good service or idea to prospective buyers

marketing program

Your sales have peaked your profits have peaked and start to decline your cusomter base is the late majority and you have a high number of competitors and competitive products

maturity Stages in the Product Life Cycle

Exteermits take say a in similler area change one varible and leave the controll

mcdonald

Veriozn and Att are tying to become big __________ companys and will be comepting

meida

which segments learning into bite-size content, enabling a student to master one piece of learning before advancing to anything else.

microlearning, or bite-size learning,

The relationship-oriented style works best in situations of

moderate control.

Many sellers compete with substitute products within a price range

monopolistic competition

approach is guided by respect for the fundamental rights of human beings

moral-rights

Firms selling consumer products or services often have _______ buyers then organizations

more

The ______common chores of today's self-managed teams are work scheduling and customer interaction, and the _______common are hiring and firing.

most , least

Soft drink segmentation Coke

mothership

Taylor based his system on _____________, in which he broke down each worker's job—moving pig iron at a steel company, say—into basic physical motions and then trained workers to use the methods of their best-performing coworkers

motion studies

or simply motivators, are factors associated with job satisfaction—such as achievement, recognition, responsibility, and advancement—all of which affect the job content or the rewards of work performance.

motivating factors,

Are combinations of the marketing mix that reflect the unique attitudes, ancestry, communication purposes, and lifestyles of different races and ethnic groups

multicultural marketing

Views the world as consisting of unique parts and markets to each part differently this is called _______ firms and they use __________ marketing stratgey

multinational firm , multidomestic marketing strategy

A_____________ is a nonprofit organization with operations in several countries.

multinational organization

Grey poupon is high class

mustard

Consumption of fixed capital/ depreciation

national income - net domestic product

In the Hofstede model US is -

ndividualistic and equali

People motivated by the _______________prefer working on challenging, but not impossible, tasks or projects. They like situations in which good performance relies on effort and ability rather than luck, and they like to be rewarded for their efforts. High achievers also want to receive a fair and balanced amount of positive and negative feedback. This enables them to improve their performance.

need for achievement

The initial setup in the purchase decision is perceiving a difference between a person's ideals and actual situations big enough to trigger a decision

need recognition

Networked global market place such as

nesty and m.gemi

Earnings per share =

net income -preferred stock dividends / Average common shares outstanding

Hear the organization is a first-time buyer of the product or service this involves greater potential risks and the purchase to the buying center is enlarged to include all those who have a stake in the

new buy

3 Buying classes are

new buy . Straight rebuy , modified Rebuy

Financial and legal system can cause problems in going into a

new market

Products that take a firm into a category new to it ___ % of new products

new to the firm products 20%

Inventions that create a whole new market is _% of the marker

new to the world (really new products , 10%

Soft drink segmentation Sprint

non coke market uncoala

We then address incentives: employees' (1) need for work-life balance, (2) need to expand their skills, (3) need for a positive work environment, and (4) need to matter—to find meaning in their work.

nonmonetary

the period in which a cost is incurred is_______________ the period in which cash changes hands.

not necessarily

Period costs are all the costs that are

not product costs.

Production and consumption are simultaneous while products are

not simultaneous

There are two ways to evaluate an employee's performance—

objectively and subjectively.

Tasks companies use to reduce perceived risk and encourage purchases

obtaining seals of approval, securing endorsements from influential people, providing free trials of the products, giving extensive usage construction, providing warranties and guarantees

Occurs when a few companies controlled majority of industry sales

oligopoly

, programs that help employees to integrate and transition to new jobs by making them familiar with corporate policies, procedures, cultures, and politics by clarifying work-role expectations and responsibilities

onboarding

Marketers use three approaches to try to change customers attitudes towards products and brands as shown in the following examples

one changing believes about the extent to which a brand has certain attributes 2. changing the perceived importance of attributes three adding new attributes to the products

Children learn how to purchase by

one interacting with adults in the purchase situation to their own purchasing and product usage experiences

Five situational influences have a impact on purchase decision processes

one the purchase task 2. social surroundings 3. physical surroundings 4. temporal effects 5. antecedent states

For marketing to occur at least four factors are required

one, two or more parties individuals or or organizations with unsatisfied needs two, a desire and ability on their part to be satisfied three, a way for the parties to communicate four, something to exchange

continually interacts with its environment.

open system

There are five basic behaviors that enable you to work on disagreements and keep them from flaring into out-of-control personality conflicts:

openness, equality, empathy, supportiveness, and positivenes

Skinner was the father of _________ the process of controlling behavior by manipulating its consequences

operant conditioning

Sometimes management science is called

operations research.

Individuals who exert direct or indirect social influence over others are calls

opinion leaders

Marketers are intrested in your

opnions and intrests

—situations that present possibilities for exceeding existing goals=

opportunities

the vendor is chosen , firm places the orde r the exact details of the purchase are specified all terms are detailed including payment

order specification step

transactional leaders try to get people to do

ordinary things,

Is a legal entity that consists of people who share a common mission

organization

Hierarchy of strategies Corp level,_______, Business level , ______, Opertional level ______

organization , sbu , business activity's

, which is dedicated to better understanding and managing people at work

organizational behavior (OB)

Are those manufactures wholesalers, retailers, government agencies that buy products and services for the own use or for resale

organizational buyers

Beginning in the later 1970s, researchers in equity theory began to expand into an area called __________, which is concerned with the extent to which people perceive they are treated fairly at work.

organizational justice

, helping the newcomer fit smoothly into the job and the organization.

orientation

, leaders are characterized as overseers who fail to create a sense of mutual trust, respect, or common fate. Subordinates receive less of the manager's time and attention than those in in-group exchange relationships.

out-group exchange

• —"What do you think you're getting out of the job?" The ___________that people receive from an organization: pay, benefits, praise, recognition, bonuses, promotions, status perquisites (corner office with a view, say, or private parking space), and so on.

outputs are the rewards

Number two soup in England is

oxtail soup

such as toth paste box and bottle = double adversitn Suti case with weels delta polit did it first Gatoraide had a handel on it Sleves of coke so you can get a few in your fridege at a time These are all examples of

packaging

—that is, a narrow view in which people see things solely through their own perspective =.

parochialism

Negotiation

party's meet and try to talk about a settlement

London is the largets finacal market after new york they have something called ________which allows them to trade with out tarrifs

pass port

which holds that the effective leader makes available to followers desirable rewards in the workplace and increases their motivation by clarifying the paths, or behavior, that will help them achieve those goals and providing them with support

path-goal leadership model,

Services can do off _____and ______pricing

peak

Soft drink segmentation Diet coke

people who are diet sensitive - female

Many businesses, small and large, are beginning to subscribe to a new standard of success—the triple bottom line, representing

people, planet, and profit

The process by which an individual sselects organizes and interprets information to create a meaningful picture of the world

perception

, members concentrate on solving problems and completing the assigned task.

performing

self - actualization needs Involve______ fulfillment needs

personal

How do people rationalize cheating? The justifications are mainly

personal and emotional:

such as relatives and friends in the consumer trusts

personal sources

The primary sources of external information are

personal sources, Public sources , Market dominated sources

consists of the stable psychological traits and behavioral attributes that give a person his or her identity

personality

—power directed at helping oneself—as a way of enhancing their own selfish ends may give the word power a bad name.

personalized power

making charitable donations to benefit humankind.

philanthropy,

Customer service and support functions are multi channel they've reach people by

phone, email, web, text message, Facebook and so

Such as Decore, music, and crowding in retail stores

physical surroundings

dimensions of diversity because they are not within our control, for the most part. Yet they strongly influence our attitudes, expectations, and assumptions about other people, which in turn influence our own behavior

primary .

Examples of_______are observed consumer behavior , focus group interviews , surverys , experiments

primary research

In the us the financial accounting standards board ( FASB) is the

primary standard setting body

someone who is more apt to take initiative and persevere to influence the environment.

proactive personality,

, difficulties that inhibit the achievement of goals:

problems

is a good service or idea consisting of a bundle of tangible and intangible attributes that satisfy consumers needs and in exchange for money or something else of value.

product

Indirect materials are part of manufacturing overhead and thus are classified as a

product cost.

Dedicde target markets , postion it , desicde your marketing mix and your 4 p's in this stage

product lauch

The marketing mix is

product price promotion and place

- when white trash started using your brand and it trahsed its postiong this is called

product subversion

The four P's are

product, price, promotion, place

Covers the early years of the United States up until the 1920s goods were scarce and buyers willing to accept virtually any goods available and make do with them

production era in the 1920's

A good, service, or idea to satisfy the customers needs

products

Diffent life styles tend to spend there money on different

products

In traditional business accounting, the "bottom line" of a revenue-and-expenses statement is the organization's

profit (or loss)

Holds that companies have a simple duty to maximize profits for their owners or stockholders

profit responsibility

Business firms can pursue several different types of goals they are

profits, sales, market share, quality, customer satisfaction, Employee welfare, and social responsibility

Criminal Law

prohibits certain behavior.

Service company's have to ______them selves they have to say what their value propstion is , how convent they are

promote

In means of communication between the buyer and seller

promotion

• Communication by a marketer that informs, persuades, and reminds potential buyers about a product or service to influence their opinions or elicit a response _____________ or _______________

promotion or communicating value

total variable cost changes in

proportion to changes in the activity level.

. The declining economic activity are referred to as

recessions

Are people who've an individual looks as a basis for self appraisal or as a source of Personal standards

reference groups

And approach in which you allocate in terms of percentages how you will spend your IT dollars under various types of business strategies

run grow transform RGT framework

which says behavior with favorable consequences tends to be repeated, while behavior with unfavorable consequences tends to disappear.91

s law of effect,

professional associations tend to represent

salaried workers.

Contribution margin

sales - variable cost

in which sales representatives are paid a percentage of the earnings the company made from their sales,

sales commission,

CRM systems typically include such functions as

sales force automation, customer service and support, marketing campaign management, analytics

A __________is the trade prohibition on certain types of products, services, or technology to another country for specific reasons

sanction

—that is, managers seek alternatives until they find one that is satisfactory, not optimal

satisficing model

What are examples of Institutions

schools , museums , religious , non profits

, the process of reducing the number of tasks a worker performs.

scientific management

_____________dimensions of diversity because we have a greater ability to influence or control them than we do internal dimensions.

secondary

At mcdonalds you have directors of _____to makmize tartget makrets

segments

the screening of job applicants to hire the best candidate.

selection process,

EI is composed of four key components:

self-awareness, self-management, social awareness, and relationship management

assumes that people are driven to try to grow and attain fulfillment, with their behavior and well-being influenced by three innate needs: competence, autonomy, and relatedness.

self-determination theory

the extent to which people like or dislike themselves, their overall self-evaluation.

self-esteem,

Why Follett Is Important: With these and other ideas, Follett anticipated some of today's concepts of "__________________________________________________—that is, members of different departments working together on joint projects.

self-managed teams," "worker empowerment," and "interdepartmental teams"

Where in industry attempts to police itself this has to problems noncompliance by members and enforcement problems

self-regulation

, people tend to take more personal responsibility for success than for failure.

self-serving bias

Dells model is

sell , source , ship

All costs that are incurred to secure customer orders and get the finished product or service into the hands of the customer.

selling costs

Anything that can be marked and sold that is essentially intangible and does not result in a change of ownership it is heterogeneity

service

Branding is very important in

service market

perception of quality is based on price in

service marketing

You cannot patent

services

Pricing is a lot different in

servicing

Chances of new products assessed successes are increased by specifying both market and product goals

set marketing and product goals

Income statement

shows how successfully a business performed during a period of time — Summarizes all revenue and expenses for a period — If revenues exceed expenses, the result is net income — If expenses exceed revenue the result is net loss

(or contingency approach) to leadership, who believe that effective leadership behavior depends on the situation at hand.

situational approach

—how much control and influence a leader has in the immediate work environment

situational control

Is a collection of web based and mobile technologies that create true interactivity among users most usually allowing users to be both creators and consumers content

social media

Is a site on which you post information about yourself create a network of friends, it read about other people share content such as photos and videos and communicate with people

social networking site

is a manager's duty to take actions that will benefit the interests of society as well as of the organization

social responsibility

—power directed at helping others. This is the kind of power you hear in expressions such as "My goal is to have a powerful impact on my community."7

socialized power

Ethical firm not involved with the larger community

socially irresponsible but ethical

The view that organization should discover and satisfy the needs of its customers in a way that also provides for societies well-being this is called _________ marketing concept

societal marketing concept

Power distance - uncertanity avoidance - individuaism - masculinity - time orientation are examples of _______________ analysis

sociocultural

first five influence tactics—rational persuasion, inspirational appeals, consultation, ingratiation, and personal appeals—as "__________" tactics because they are friendlier than, and not as coercive as, the last four tactics

soft

—,deliberately working at less than full capacity.

soldiering

try to go into a politicaly ______country

stable

Focus on the obligations and organization has to choose who can affect achievement of its objectives these constituencies include consumers employees suppliers and the distributors this is called _____________ responabilty

stakeholder responsibility

—the people whose interests are affected by an organization's activities

stakeholders.

Are Sbu's use with a higher share of high-growth markets that may need extra cash to finance their own rapid future growth when the growth slows they are likely to become cash cows

stars

What info is needed to anwser specific research questions and how should that info be obtained is part of

step 1 in the marketing research process

Cost behavior patterns such as salaried employees are often called

step-variable costs.

Occurs when response elicited by one stimulus is generalized to another stimulus

stimulus generalization

The board of directors is chosen by the

stockholders

Is a tool used to store information for use at a later time

storage device

Here the buyer or purchasing manager waters in existing product or service from the list of acceptable suppliers probably without even checking with users or influencers

straight rebuy

describes the relationship of two organizations who join forces to achieve advantages neither can perform as well alone.

strategic allies

At the_ Manager set a more specific strategic vision for their businesses to exploit value creating opportunities

strategic business unit level

Among the key correlates of job satisfaction are

stronger motivation, job involvement, organizational commitment, and life satisfaction and less absenteeism, tardiness, turnover, and perceived stress.

Marketers what the jingle to be

stuck in your head

which are based on a manager's perceptions of an employee's (1) traits or (2) behaviors.

subjective appraisals,

—parts making up the whole system

subsystems

Involves the deliberate effort by organizational buyers builds relationships that sheet suppliers, products, services and capabilities

supplier development

Tracks inventory and information among businesses processes and across companies

supply chain management SCM

Before most important IT implementations of The business process companies can use to support their business strategies are

supply chain management, Customer relationship management, Enterprise resource planning, Social media

Peter ducker says all __ jobs will be outsourced =

support work such as information systems

Customer satisfaction can be measured by

surveys , customer complaints

With the latest resources of any segment focus on meeting basic needs safety and security rather than fulfilling desires they represent a modest market for most products and services and their loyalty favorite brands especially if they can be purchased at a discount

survivors

Are costs that make customers reluctant to switch to another product or service supplier this may not be hundred percent monetary

switching costs

- You know you have a powerful brand when you don't even need the name the________ is enough

symbol

The contemporary perspective (1960s-present) also includes three viewpoints—

systems, contingency, and quality-management.

The first law of business (and even nonprofits), we've said, is

take care of the customer.

The more Intagible your product the more ______ques you need.

tangbile

Doctor office , white jackets , clean , degree on the wall ,magazines can all make you feel better are all part of

tanglble cues

Is a tax on goods and services entering a country These give domestic product advantage over imported products by increasing prices

tariff

NAFTA been in place 20 years US , candna and Mexico are in it allows us to buy and sell across those country's with out

tariffs

The devices by which countries try to exert protectionism consist of

tariffs, import quotas, and trade embargoes and sanctions.

________environment consists of customers, competitors, suppliers, distributors, strategic allies, employee associations, local communities, financial institutions, government regulators, special-interest groups, and the mass media.

task

The external environment of stakeholders consists of the ________environment and the ______environment.

task genreal

is to ensure that people, equipment, and other resources are used in an efficient way to accomplish the mission of a group or organization

task-oriented leadership behaviors

is defined as a small group of people with complementary skills who are committed to a common purpose, performance goals, and approach for which they hold themselves mutually accountable

team

Wired magazine target market

technogly

Knows how and when to apply technology

technology literate knowledge worker

Such as time of day or the amount of time available will influence where customers have breakfast and lunch in what is ordered

temporal effects

the five forces model helps people understand the relative attractiveness of an industry and industry competitive pressures in terms of the following five forces

the Buying power, supplier power , threat of substitute products or services, threat of new entrance, riveraly among existing competitors

Is a hardware that interprets and executes the system and application software instructions in court needs to operation of all the hardware

the Central processing unit CPU

The_for example establish the Federal Trade Commission to monitor unfair business practices the_has the power to one cease-and-desist orders to order corrective advertising

the FTC act of 1914

These act established that the consumer product safety Commission

the child protection act of 1996 the nutritional labeling and education act of 1990 and the consumer product act of 1972

Emphasizes that a managers approach should vary according to be contigent on the individual and environmental situation

the contgency viewpoint

Describes that distinct faces the family progresses through from formation to retirement each phase bringing with it identifiable purchasing behaviors

the family lifecycle

The NAICS is not available for all three countries because

the governments will not reveal data went to few organizations exist in that category

George Graen and Fred Dansereau, _______________________ emphasizes that leaders have different sorts of relationships with different subordinates

the leader-member exchange (LMX) model of leadership

Organizations develop offerings products, services, ideas they create value for both organizations and its customers by satisfying

the needs and wants

Regards the organization as systems of interrelated parts that operate together to achieve a common purpose

the systems viewpoint

Having been for a time a college president (at Antioch College in Ohio), Douglas McGregor came to realize that it was not enough for managers to try to be liked; they also needed to be aware of

their attitudes toward employees

Consumer demand for products and services is affected by

their price, availability, Personal taste, discretionary income

The marketing mix elements are called controllable factors because

they are under the control of the marketing department in an organization

Law of Unintended Consequences—

things happen that weren't foreseen

Undiffrented or mass market segmentation strategy is usefully for

things that are like commodities

are mature, reflective and well educated people value order knowledge and responsibility they are practical consumers and deliver information seekers who values durability and functionality of products over styling and newness

thinkers

The _____________the five forces model is high when it is easy for new competitors to enter a market and low when there're significant entry barriers to entering the market

threat of new entrance

Porters five forces

threat of new entrants , bargaining power of buyers , threat of substuite products or services , bargaining power of suppliers

. This individual difference indicates the extent to which a person has a high need for structure or control in his or her life.

tolerance for ambiguity

To find the Fixed cost (high low method )

total cost - variable cost element

In a________ the seller puts up an item for sale and would-be buyers are invited to bid with each other

traditional auction

- you need to have the same management _________you need to flat line varbailty in service marketing make it as consitient as possible

training

, which attempt to identify distinctive characteristics that account for the effectiveness of leaders.24

trait approaches to leadership

focusing on clarifying employees' roles and task requirements and providing rewards and punishments contingent on performance

transactional leadership,

The research shows that ____________leadership yields many positive outcomes. For example, it is positively associated with (1) measures of organizational effectiveness;99 (2) measures of leadership effectiveness and employee job satisfaction;100 (3) more employee identification with their leaders and with their immediate work groups;101 (4) commitment to organizational change;102 and (5) higher levels of intrinsic motivation, group cohesion, work engagement, setting of goals consistent with those of the leader, and proactive behavior.103 Emloyees also are less likely to quit when their manager displays transformational leadership.104

transformational

is an umbrella term for people whose sense of their gender differs from what is expected based on the sex characteristics with which they are born

transgender

Mediation

trys to help 2 party's settle their dispute Could be ordered by the cour

, which proposed that work satisfaction and dissatisfaction arise from two different factors—work satisfaction from motivating factors and work dissatisfaction from hygiene factors.

two-factor theory

Sometimes a company will find, as cigarette makers have, that the demand for their product has declined domestically but that they can still make money overseas. Or sometimes a company will steal a march on its competitors by aggressively expanding into foreign markets

why expand into new markets

The influencing of people during conversations is called it is very powerful because the information typically comes from Friends viewed as trustworthy

word-of-mouth

Use this color if you want to communicate Optimism, warmth is

yellow

credit means

you spent money

Annual increase in depreciation expense

{Annual depreciation expense on the new delivery equipment, $30,000} - {Annual depreciation expense on the old delivery equipment, $18,500}

Some of the core ERP functions found in successful ERP systems are the following=

• Accounting • Financials • Manufacturing • Production • Transportation • Sales and distribution • Human resources • Supply chain • Customer relationship • E-business

content perspectives include four theories:

• Maslow's hierarchy of needs theory. • McClelland's acquired needs theory. • Deci and Ryan's self-determination theory • Herzberg's two-factor theory..

An ERP system is required to have the following characteristics

• Modular design compromising many district business functions such as financial manufacturing and distribution • A centralized database that organizes and manages information • Flexible best practices • Functions that working real-time • Internet enabled

Some ways in which managers can build employee self-esteem are shown below

• Reinforce employees' positive attributes and skills. • Provide positive feedback whenever possible. • Break larger projects into smaller tasks and projects. • Express confidence in employees' abilities to complete their tasks. • Provide coaching whenever employees are seen to be struggling to complete tasks.

Research shows that followers seek and admire leaders who create feelings of

• Significance. Such leaders make followers feel that what they do at work is important and meaningful. • Community. These leaders create a sense of unity that encourages followers to treat others with respect and to work together in pursuit of organizational goals. • Excitement. The leaders make people feel energetic and engaged at work.120

behavioral leadership approaches can be divided into four categories

• Task-oriented behavior. • Task-oriented behavior • Relationship-oriented behavior.. • Passive behavior.

Makers read

automotive magazines

The people who make the buying decision

buying center

are additional nonmonetary forms of compensation

Benefits, or fringe benefits,

Analyzing the behavior of a typical or average consumer or firm

An economic model is a purposeful simplification of reality, whose function includes:

is a formal conversation between a manager and a departing employee to find out why he or she is leaving and to learn about potential problems in the organization

An exit interview

This is one past experience or knowledge is insufficient the risk of making a wrong purchase decisions high and in the cost of gathering information is low

An external search

Natural Law

An unjust law is no law at all.

As a tool used to enter information and commands

Input device

d

The business cycle depicts: A. fluctuations in the general price level. B. the phases a business goes through from when it first opens to when it finally closes. C. the evolution of technology over time. D. short-run fluctuations in output and employment.

consists of the beliefs and knowledge one has about a situation

The cognitive component of an attitude

Is high when buyers have many choices from who to buy and low when their choices are few

buying power

Macro environmental factors are things such as

culture, demographics, political/legal economic technological social

The internal response the customers have to all aspects of an organization and its offer

customer experience

South west airlines are a lot more fun and up beat. They are trained to promote the

customer experince

such as information from sellers including advertising company websites sales people and point-of-purchase displays and stores

Market dominated sources

are sets of behaviors that people expect of occupants of a position

Roles

are socially determined expectations of how individuals should behave in a specific position.

Roles

What Are the benefits of a Sole proprietorship

Simple to establish Owner controlled Tax advantages

is the tendency of decision makers to be influenced by the way a situation or problem is presented to them.

framing bias

the movement of goods and services among nations without political or economic obstruction

free trade,

Three concepts important in this view of human resource management are

human capital, knowledge workers, and social capital.

(directors) are elected from outside the firm.

outside directors

is defined as using suppliers outside the company to provide goods and services

outsourcing

Ford mustange evloved

over time

Michael Porter identified three approaches or strategies to beating the competition in any industry

overall cost leadership , differentiation Focus

Their ___________depends on how they feel about several components, such as work, pay, promotions, coworkers, and supervision

overall satisfaction

they have found that 30% of people spreading negative information about a product I have neve

owned or use the product service or brands

Stockholders equity

ownership claim on total assets or total assets minus total liabilities

Starbucks has different groups such as consumers package goods that handle

packaged store coffee

In ________, a manager is so frantic to get rid of the problem that he or she can't deal with the situation realistically

panic

Stare decisis

"Let the decision stand," that is, the ruling from a previous case.

Increasing employee psychological empowerment requires four kinds of behaviors—leading for

(1) meaningfulness, (2) self-determination, (3) competence, and (4) progress.

To result in high motivation and performance, according to recent research, goals must have a number of characteristics in goal-setting theory as follows.

1. Goals Should Be Specific 2,2. Certain Conditions Are Necessary for Goal Setting to Work 3. Goals Should Be Linked to Action Plans 4. Performance Feedback and Participation in Deciding How to Achieve Goals Are Necessary but Not Sufficient for Goal Setting to Work

Online buying in organizational markets is prominent for three reasons

1. organizational buyers depend heavily on timely supplier information that describes product availability, tech specifications, application uses, price the price and delivery this can be conveyed quickly via Internet technology 2. This technology has been shown to substantially reduce by order processing costs 3. Business markers have found the Internet technology can reduce marketing costs, practically sales and advertising expenses and broaden their potential customer base for many types of products and services

Early majority is ___% of the market

34%

Late majority is ___% of the market

34%

in which employees are appraised not only by their managerial superiors but also by peers, subordinates, and sometimes clients

360-degree assessment, or 360-degree feedback appraisal,

Diffrented segmentation strategy

4 is segmentation

A better-performing organization, weber felt, should have five positive bureaucratic features:

5. A well-defined hierarchy of authority. 6. Formal rules and procedures. 7. A clear division of labor, with parts of a complex job being handled by specialists. 8. Impersonality, without reference or connection to a particular person. 9. Careers based on merit.

is someone whose occupation is principally concerned with generating or interpreting information, as opposed to manual labor.

A knowledge worker

Statutes

A law created by legislative body.

consists of behavior that fosters constructive relationships among team members.

A maintenance role, or relationship-oriented role,

Harmless error

A mistake by the trial judge that was too minor to affect the outcome.

gives a candidate a picture of both positive and negative features of the job and the organization before he or she is hired.

A realistic job preview (RJP)

is the belief that differing traits and abilities make males and females particularly well suited to different roles.

A sex-role stereotype

____________ is a person or an organization that provides supplies—that is, raw materials, services, equipment, labor, or energy—to other organizations

A supplier, or vendor,

is a set of interrelated parts that operate together to achieve a common purpose.

A system

Probably the most common employment tests are the following.

Ability Tests, Performance Tests, Personality Tests

measure physical abilities, strength and stamina, mechanical ability, mental abilities, and clerical abilities

Ability tests

Annual Report has

Ability to pay near-term obligations ability to fund operations and expansion results of operations

A method for analyzing cost behavior in which an account is classified as either variable or fixed based on the analyst's prior knowledge of how the cost in the account behaves.

Account analysis

__________personal relationships are crucial to getting things done, you need to engage in small talk and avoid business talk during after-hours outings

Asia and the Middle East

Is one that a person wishes to be a member of a wishes to be identified with such as a professional society

Aspiration group

• —how confrontational and dominant should individuals be in social relationships? represents the extent to which a society expects people to be confrontational and competitive as opposed to tender and modest.

Assertiveness

A major reason for the population of America girl growing older is because of the

Baby boomers

The generation of children born between 1946- 1964

Baby boomers

Are used to fulfill and support customer orders and they also send all their customer information databases

Back office systems

stragteys is to put ATM's where ever you can put them.

Bank

do your employees strike and ______( french and very strong _________)

Boycott

is a technique used to help groups generate multiple ideas and alternatives for solving problems

Brainstorming

Popularity crated by consumer word-of-mouth

Buzz

Free Cash flow =

Cash provided by operations -capital expenditures - Cash Dividends

Why do we need to create new products =

Changing customer needs - such as personal computers Market Saturation - you cant sell any more Managing risk through diversity - apple is in risk of it with the iphone or uber with driverless cars Fashion Cycles - Change

you can brand a few products at once

Co branding -

is leader behavior that is concerned with group members' needs and desires and that is directed at creating mutual respect or trust

Consideration

There are four kinds of relationship-oriented behaviors:

Consideration • Empowering leadership • Ethical leadership • Servant leadership

The group of brands that you would consider from among all brands of which you are aware in the product class

Consideration set

Whats the advantge to customers of a brand

Consitinty , Quality

DI

DI=PI - personal taxes

Disposable income

DI=Savings + expenditures

Are facts that describe a particular phenomenon such as the current temperature the price of the movie rental or your age

Data

is the process of identifying and choosing alternative courses of action.

Decision making

-Retained earnings statement

Describes the event that caused changes in retained earnings for the period. - Add net income and subtract dividends form beginning balance of retained earnings to arrive at ending balance of retained earnings.

There are three major steps to follow when applying the Job Characteristics model.

Diagnose the work environment to see whether a problem exists., Determine whether job redesign is appropriate, Consider how to redesign the job

Is a clandestine collection of trade secrets or proprietary information about a company's competitors this is legal and ethical such as the legal trespassing, data, fraud, misrepresentation, wiretapping my Search of trash, violations of written and implicit employees agreement with not compete clauses

Economic espionage

consist of the general economic conditions and trends—unemployment, inflation, interest rates, economic growth—that may affect an organization's performance. These are forces in your nation and region and even the world over which you and your organization probably have no control, as happened in the Great Recession and its aftermath.

Economic forces

when supply chains , goalbal regulations are joined together

Economic integration

represents the extent to which our lives contain PERMA.

Flourishing

This was a period of increasing bursts which resulted from baby boomers having children is often referred to as the echo boom baby boomlet this generation influences on music, sports, computers, video games and all of communication and networking

Generation Y or millennial's

Millennial" generation, which includes the two parts dubbed

Generation Y, born 1977-1989, and Generation Z, born 1990-2000.

accept that there are differences and similarities between home and foreign personnel and practices and that they should use whatever techniques are most effective.

Geocentric managers

to segments stand apart innovators are successful sophisticated take charge people with high self-esteem and abundant resources of all kinds images image is important to them not as evidence of power or status but as an expression of cultivated taste, independence, and character they are receptive to new ideas and technologies thee lives are characterized by varity

High and low resource groups

is the attitudes or beliefs that affect our understanding, actions, and decisions in an unconscious manner=

Implicit bias

How they deal with the discomfort of cognitive dissonance , he suggested, depends on three factors:=

Importance Control Rewards

Three Effective Reactions: Deciding to Decide

Importance. Credibility., Urgency

Current proidcuts made better % of new products

Improvements and revisions to existing products , 26%

all employees within a business unit are ranked against one another and grades are distributed along some sort of bell curve

In forced ranking performance review systems,

Various individuals' quantities demanded at each price level

In order to derive a market demand curve from individuals' demand curves, we add up the:

, the relationship between leader and follower becomes a partnership characterized by mutual trust, respect and liking, and a sense of common fates. Subordinates may receive special assignments and special privileges.

In the in-group exchange

Legal Positivism

Law is what the sovereign says.

—"Do my subordinates accept me as a leader

Leader-member relations

is the ability to influence employees to voluntarily pursue organizational goals

Leadership

is defined as motivating, directing, and otherwise influencing people to work hard to achieve the organization's goals.

Leading,

Branches of Government

Legislative Executive Judicial

Stock Holders equity

Net claim on total assets Common Stock- Investments of assets by stockholders in the company Retained earnings - Earnings retained for use in the business.

explain how managers make decisions; they assume that decision making is nearly always uncertain and risky, making it difficult for managers to make optimal decisions

Nonrational models of decision making

are general guidelines or rules of behavior that most group or team members follow

Norms .

Reversed

Nullified

- service marketing find ______that give you a competitive advantage. Such as no wait ER's

Process

The development of a more effective insecticide against corn rootworm

Refer to the figure above, which shows three supply curves for corn. Which of the following would cause the supply of corn to shift from S1 to S2? The development of a more effective insecticide against corn rootworm A change in consumer tastes away from cornbread A decrease in consumer incomes, assuming corn is a normal good An increase in the price of fertilizer

is power deriving from one's personal attraction.

Referent power

____neither permitted to compatibility across countries nor accurately measured new or emerging industries

SIC

Use the following five-step process to perform high-low method calculations:

Step 1: Select the two periods with the highest and lowest levels of activity. Step 2: Compute the change in cost and the change in activity between the two periods. Step 3: Divide the change in cost by the change in activity to derive your estimate of the variable cost per unit. Step 4: Multiply the low (or high) level of activity by the variable cost per unit. Subtract this amount from the total cost at the low (or high) level of activity to derive the fixed portion of the mixed cost. Step 5: Use the equation Y = a + bx to estimate the total mixed cost for any level of activity within the relevant range.

is the tendency to attribute to an individual the characteristics one believes are typical of the group to which that individual belongs

Stereotyping

is going into ittlay and they did market research finding they drink a lot of esporceso and they do so on the go

Strabucks

have to company's come together to help you go into another country

Strategic alliance

Is a subseries decision unit of an organization that markets a set of related offerings to a clearly defined group of customers

Strategic business unit SBU

consists of developing a systematic, comprehensive strategy for (a) understanding current employee needs and (b) predicting future employee needs

Strategic human resource planning

When an organization allocates its marketing mix resources to reach its target market

Strategic marketing process

Is in organizations long-term course of action design to deliver a unique customer experience while achieving its goals

Strategy

is the tension people feel when they are facing or enduring extraordinary demands, constraints, or opportunities and are uncertain about their ability to handle them effectively

Stress

are trendy fun loving and less self-confident than achivers they also have lower levels of education and household income money define success for them if they've a stylish products I learned posted as their financial circumstances permit

Strivers

reveals the extent to which team members rely on common task-related team inputs, such as resources, information, goals, and rewards, and the amount of interpersonal interactions needed to complete the work.

Team member interdependence

Survival Rules. For you, as a prospective manager, there are perhaps three ideas to take away from all this:

Teamwork and creativity. , Flexibility, Education

are new developments in methods for transforming resources into goods or services.

Technological forces

Refers to nnovations or inventions from applied science or engineering research

Technology

—working at home all or part time.

Telecommuting

Such as time of day or the amount of time available

Temporal effects

b

The four factors of production are: A. land, labor, capital, and money. B. land, labor, capital, and entrepreneurial ability. C. labor, capital, technology, and entrepreneurial ability D. labor, capital, entrepreneurial ability and money.

What I like to be on the receiving end this action

The golden rule test

Laissez-faire capitalism

The government may not implement policies intended to redistribute income in which of the following economic systems?

View the wolld as one market and emphasizes cultural similarties acorss countries or universal consumer needs and wants more then differences this is called _______ firms and they use __________ marketing stratgey

Transnational firms, global marketing stratgey

- the more we can try something the more we can accpect it

Trialability

What Are the disadvantages of a Corporation

Unfavorable tax treatment

Legal Realism

Who enforces the law counts more than what is in writing.

said to have more say when purchasing groceries, children's toys, clothing and medicine

Wifes

are driven by the needs of their children the make up a sizable market for life insurance there is children's products and home furnishings

Young married couples with children

are typically more affluent than young singles because. are usually employed these couples exhibit behaviors for furniture, housewares, and gift items for each other

Young married couples with out children

buying preferences are for nondurable items including prepared foods clothing personal care products and entertainment

Young singles

Soft drink segmentation Mr. Pibb

a bit different

when the credit exceeds the debit an account has

a credit balance

1st amendment

protects political speech

which states that three needs—achievement, affiliation, and power—are major motives determining people's behavior in the workplace.

acquired needs theory,

In____________ has 1. the task 2. the person responsible for completing that task 3. the date to finish the task 4. what is to be delivered

action item list

The rational model is prescriptive, describing how managers ought to make decisions. It doesn't describe how managers _______make decisions

actually

Line extensions and flankers that flesh out the product line in current markets ___ % of new products

additions to existing product lines 26%

, members prepare for disbandment

adjourning

All executive, organizational, and clerical costs associated with the general management of an organization rather than with manufacturing or selling

administrative costs

There are five conflict-handling styles, or techniques, a manager can use for handling disagreements with individuals:

avoiding, accommodating, forcing, compromising, and problem solving.

Advantges of secodnary research are

saves time and inexpesive (expect for syndicated data )

Three important concepts covered by EEO laws are

workplace discrimination, affirmative action, and sexual harassment,

Western products are marching products across the

world

During recessions this happens

businesses decreased production, unemployment rises, many consumers have less money to spend

Three types of selection tools are

background information, interviewing, and employment tests.

Tpp trans pacific partnership goal was to be a

balancing act against china

Little opportunity to test a service

before use

share holder

before ww2 responsible to share holder model

—their actions and judgments=

behavior

The marketing orientation results into these _________________ in which firms seek continuously to satisfy the high expectations of customers

customer relationship era

The Vals system seeks to explain why how

customers can purchase decisions

If you leave the EU you have to go back to _______ rules

world trade orgnaztion

is the shared set of beliefs, values, knowledge, and patterns of behavior common to a group of people.

culture

Soft drink segmentation Decfainited coke

caffeine sensitive market

And Information literate knowledge worker

can define what information is needed knows how and where to obtain information understand the information once it is received can act appropriately based on the information to help the organization achieve the greatest advantage

Are SBU's that generate large amounts of cash far more than they use they have dominant shares of slow growth markets and provide cash to cover the organizations overhead and to invest in other SBU's

cash cows

Which occurs when the charitable contributions of a firm are tied directly to consumer revenues produced through the promotion of one of its products

cause marketing '

Examples of secondary research are

census data , sales invoices , internet information , books , journal articles , syndicated data

Two contingency factors, or variables—employee _________________—cause some leadership behaviors to be more effective than others.

characteristics and environmental factors

a form of interpersonal attraction that inspires acceptance and support.

charisma

—which was assumed to be an individual inspirational and motivational characteristic of particular leaders

charismatic leadership

We find it easy to associate a brand with a

chather

Starbucks is pinning its future marketing on

china

Emphasis on ways to manage work more efficiently

classical view point 1911-1947

which emphasized finding ways to manage work more efficiently, had two branches—scientific and administrative

classical viewpoint,

The historical perspective (1911-1950s) includes three viewpoints—

classical, behavioral, and quantitative.

the study of how order and pattern arise from very complicated, apparently chaotic systems

complexity theory,

more brand names and use more mouthwash and toilet soaps

compliant people prefer

In , both parties give up something in order to gain something. Compromise is appropriate when both sides have opposite goals or possess equal power. But isn't workable when it is used so often that it doesn't achieve results—for example, continual failure to meet production deadlines. , says one writer, sometimes represents "the mistaken idea that any agreement is better than no agreement

compromising

Examples of _____research - this is also _______ data are experiments , surveys , panels , scanner

conclusive research , quantitative

Customers reactions determine wether or not it goes forward in ________ testing

conecpt

a Sunshine Act provision was written into the Affordable Care Act, requiring

drug companies to report payments to individual doctors.

The composition of the membership has also changed, with 45.8% of the unionized workforce now female and 52.4% of union members holding a

four-year college degree or more

Mixed cost formula

y=A+b(x) y is total cost A is fixed cost b is varible cost x the level of activity

A ____is how much did you sell like what are your numbers

yeild

Black Standers for

danger

Today's marketers use _________ would present information about an organization marketing metrics graphically so marketers can quickly spot deviations from the plans and take corrective actions

data visualization

The act of entering an amount on the left side of an account is called

debiting the account

In a double entery system,

debits and credits are made in the accounts for each transaction

, the practice of a foreign company's exporting products abroad at a lower price than the price in the home market—or even below the costs of production—in order to drive down the price of the domestic product

dumping

Quotas are designed to prevent

dumping,

is conflict that hinders the organization's performance or threatens its interests.

dysfunctional conflict

, the buying and selling of products and services through computer networks

e-commerce, or electronic commerce

The ______________________called materials requirement planning MRP the focus of MRP software did not focus on any type of service orientation but rather was developed to pride materials at the right time

early stage of EPR was in the 1970s

Examples of ________research are observations , in depth interviews , focus groups , social media

exploratory

Each of the five stages of consumer purchase decision process is used in considerable time and effort are devoted to the search for external information in and the identification and evaluation of alternatives several brands are in the consideration set and these are evaluated on many attributes this is called __________ probelm solving

extended problem solving

Describes the environment surrounding the organization

external information

If you have an _____ you believe external forces control you..

external locus of control,

which benefits the main purposes of the organization and serves its interests.

functional conflict,

In this buying situation users influencers or the deciders in the buying center want to change the product specifications such as price, delivery scheduled, or supplier although the item purchases are largerly the same as with streight rebuy the changes usually and nesscaite enlarging the buying center

modified rebuy

is a preference for doing one thing at a time. In this perception, time is viewed as being limited, precisely segmented, and schedule driven. This perception of time prevails, for example, when you schedule a meeting with someone and then give the visitor your undivided attention during the allotted time.187

monochronic time

Is a nongovernmental organization that serves its customers but does not have it profit as an organizational goal its goals may be operational efficiency or client satisfaction regardless in must receive sufficient funds above its expenses to continue operations

nonprofit organization

, conflicts are resolved, close relationships develop, and unity and harmony emerge.

norming

The high-low and least-squares regression methods estimate the fixed and variable elements of a mixed cost by analyzing

past records of cost and activity data.

l, which holds that the effective leader makes available to followers desirable rewards in the workplace and increases their motivation by clarifying the paths, or behavior, that will help them achieve those goals and providing them with support

path-goal leadership mode

ties employee pay to the number of job-relevant skills or academic degrees they earn

pay for knowledge

People who have achieved this level tend to follow rules and to obey authority to avoid unpleasant consequences. Managers of the Level 1 sort tend to be autocratic or coercive, expecting employees to be obedient for obedience's sake.

preconventional—follows rules.

Types of product positioning

premium , basic , durable

Types of price positioning

premium , low price , value

It's important to note that transactional leadership is an essential _________to effective leadership,

prerequisite

Sbu's use with a low share of high-growth markets that require large injections of cash just to maintain their market share much less increases the name implies managements the dilemma for these SBU's choosing the right once invested in phasing out the rest

question marks

Is an industrial buying practice in which two organizations I agree to purchase each others products and services

reciprocity

Use this color if you want to communicate Excitement bold

red

—the degree to which a test measures the same thing consistentl

reliability

product costs are not necessarily treated as expenses in the period in which they are incurred. Rather, they are treated as expenses in

the period in which the related products are sold.

The six tests of an ethical action

the publicity test, the moral mentor tests, the admired observer tests the transparency test, The person in the mirror test, The golden rule test

Three approaches

the quiality management viewpoint

is a trade agreement among 12 Pacific Rim countries it removes over time several further barriers to trade, including most tariffs, and sets commercial rules for everything from labor and environmental standards to drug patents=

trans-Pacific Partnership (TPP)

Step four in marketing research you can get

trend reports ,product testing, market research report on competors , pricing research

• Too much conflict—________. Excessive conflict, on the other hand, can erode organizational performance because of political infighting, dissatisfaction, lack of teamwork, and turnover. Workplace aggression and violence are manifestations of excessive conflict.81

warfare

Trveler magazine target market

welathy women

current state vs idea state

Need recognition

occurs when the primary goal is subsumed by a secondary goal.

Goal displacement

State trial

Need subject jurisdiction and subject matter jurisdiction

are defined as physiological or psychological deficiencies that arouse behavior.

Needs

is the process of strengthening a behavior by withdrawing something negative.

Negative reinforcement

, then, refers to educating technical and operational employees in how to better do their current jobs.=

Training

—upgrading skills of technical and operational employees

Training

is movement of an employee to a different job with similar responsibility.

Transfer

Innovate business processes and or products and services in a completely new way move into seemingly different markets and so on seek organizational growth through new and different meanings

Transform

17. processes are the organization's capabilities in management, internal processes, and technology that are applied to converting inputs into outputs .The main activity of the organization is to transform inputs into outputs.

Transformational

transforms employees to pursue organizational goals over self-interests.

Transformational leadership

, meaning they are involved in a chronic, determined struggle to accomplish more in less time

Type A behavior pattern

Its important to choose the right one so you dont have something bad

URL's

Organizational buyers include all buyers in the nation except

Ultimate consumers

are the people who use the products and services purchase four households

Ultimate consumers

• —how much should people rely on social norms and rules to avoid uncertainty? expresses the extent to which a society relies on social norms and procedures to alleviate the unpredictability of future events.

Uncertainty avoidance

b

Unemployment describes the condition where: A. equipment and machinery are going unused. B. a person cannot get a job but is willing to work and is actively seeking work. C. a person does not have a job, regardless of whether or not he or she wants one. D. any resource sits idle.

Sources of Contemporary Law

United States Constitution

Reduce a moral hazard problem

If Congress decreases the amount of government insurance on bank deposits, then this action would:

is concerned with work scheduling, production planning, facilities location and design, and optimum inventory levels.

Operations management

The potential benefit that is given up when one alternative is selected over another.

Opportunity cost

of the mind, which blunts bad feelings and smoothes out euphoric ones, can help make it easier for you to make difficult decisions.

"immune system"

is that some companies are moving production back home, because long supply chains can be easily affected by the whims of geopolitics and energy prices and the United States remains a manufacturing power for higher-value products

"reshoring" or "nearshoring" or "deglobalization,"

In accordance with most of the theories of motivation we described earlier, for incentive plans to work, certain criteria are advisable, as follows.

(1) Rewards must be linked to performance and be measurable. (2) The rewards must satisfy individual needs. (3) The rewards must be agreed on by manager and employees. (4) The rewards must be believable and achievable by employees.

there are four components of the implementation phase

1. attaining resources 2. designing and marketing organization 3. defining precise tasks, responsibilities and deadlines 4. actually executing the marketing program designed in the planning phase

a

" Refer to the diagram. An increase in quantity supplied is depicted by a: A. move from point y to point x. B. shift from S1 to S2. C. shift from S2 to S1. D. move from point x to point y. "

Strongly influenced by the firms in that industry

"Regulatory capture" refers to the situation where a government agency charged with supervising and regulating a particular industry is:

some are real barriers to high-quality decision making (as wePage 225saw in the Manager's Toolbox at the start of this chapter). Among those that tend to bias how decision makers process information are

(1) availability,(2) representativeness, (3) confirmation, (4) sunk cost, (5) anchoring and adjustment, (6) overconfidence, (7) hindsight, (8) framing, and (9) escalation of commitment.

so-called conflict triggers. Four of the principal ones are

(1) between personalities, (2) between groups, (3) betweencultures, and (4) between work and family responsibilities

Decision-making experts have developed several group problem-solving techniques to aid in problem solving. Three we will discuss here are

(1) brainstorming,(2) the Delphi technique, and (3) computer-aided decision making.

To create a learning organization, managers must perform three key functions or roles:

(1) build a commitment to learning, (2) work to generate ideas with impact, and (3) work to generalize ideas with impact.61

The most essential considerations in building a group into an effective team are

(1) collaboration, (2) trust, (3) performance goals and feedback,(4) motivation through mutual accountability and interdependency, (5) composition, (6) roles, and (7) norms.

The four perspectives on motivation are

(1) content, (2) process, (3) job design, and (4) reinforcement,

There are six sources of stress on the job:

(1) demands created by individual differences, (2) individual task demands, (3) individual role demands, (4) group demands, (5) organizational demands, and (6) nonwork demands.

Steave jobs seemed to embody the traits of

(1) dominance, (2) intelligence, (3) self-confidence, (4) high energy, and (5) task-relevant knowledge.

hree types of attitudes managers are particularly interested in are

(1) employee engagement, (2) job satisfaction, and (3) organizational commitment.

The Big Five personality dimensions are

(1) extroversion, (2) agreeableness, (3) conscientiousness, (4) emotional stability, and (5) openness to experience.

Four steps in making a rational decision are

(1) identify the problem or opportunity, (2) think up alternative solutions, (3) evaluate alternatives and select a solution, and (4) implement and evaluate the solution chosen.

Hofstede model of four cultural dimensions, which identified four dimensions along which national cultures can be placed:

(1) individualism/collectivism, (2) power distance, (3) uncertainty avoidance, and (4) masculinity/femininity.169

MBO, you'll recall, is a four-step process in which

(1) managers and employees jointly set objectives for the employee, (2) managers develop action plans, (3) managers and employees periodically review the employee's performance, and (4) the manager makes a performance appraisal and rewards the employee according to results.

Among the types of behavior are

(1) performance and productivity, (2) absenteeism and turnover, (3) organizational citizenship behaviors, and (4) counterproductive work behaviors.

Two nonrational models are

(1) satisficing and (2) intuition.

You can apply acquired needs theory by appealing to the preferences associated with each need when you

(1) set goals, (2) provide feedback, (3) assign tasks, and (4) design the job.

Although there are other types of distortion in perception, we will describe the following:

(1) stereotyping, (2) implicit bias, (3) the halo effect, (4) the recency effect, and (5) causal attribution.

Let's consider two situational approaches:

(1) the contingency leadership model by Fiedler and (2) the path-goal leadership model by House.

Employees might be transferred for four principal reasons:

(1) to solve organizational problems by using their skills at another location; (2) to broaden their experience in being assigned to a different position; (3) to retain their interest and motivation by being presented with a new challenge; or (4) to solve some employee problems, such as personal differences with their bosses

NDP

(Net Domestic Product) NDP=GDP-depreciation

Events is the finical position

(assets, liabilities , or stockholders' equity) of the company changed.

(_________directors) may be top executives of the firm.

(inside directors)

Concertrated segmentation stratgey

- when you foucs on one thing

Luckymagazine target market

- young professionl women

Fayol was not the first to investigate management behavior, but he was the first to systematize it. A French engineer and industrialist, he became known to American business when his most important work was called

, General and Industrial Management,

Some suggestions for using punishment are as follows

, Punish only undesirable behavior., Give reprimands or disciplinary actions as soon as possible, Be clear about what behavior is undesirable, Administer punishment in private. ,Combine punishment and positive reinforcement

These things are crucial in internation business

, face to face , Understanding the Local Culture , Leisure Time Can Be Used to Make New Contacts

Jurisdiction

- A court's power to hear a case

- Operating Activities cash flow

- Cash inflows and cash outflows associated with the primary operations of the business. - Intended to indicate the cash generating capability of a company - Cash provided by operating activities. Fails to take into account that a company must invest in new property plant and equipment to maintain its current level of operations and maintain dividends at current levels to satisfy investors.

The accounting information system

- Collects and processes transaction data - Communicates financial information to decision makers

Trial courts

- Determine the facts of a particular dispute and apply to those facts the law given by earlier appellate court decisions.

-A Ratio

- Expresses the mathematical relationship between one quantity and another

Two techniques that enables managers to to set a direction for the firm and allocate resources to move in that direction are

1. business portfolio analysis and 2 diversification analysis

- Key associtations of a product in a very compact and economical fashion

- Key associtations

-Profitability Rations

- Measure the income or operating success of an enterprise for a given period of time.

Brand Loyalty - How loayal are you Three levels of loyalty

1. Internlaztion (nothing will shake you) 2. Compliance or conformity ( you do it because eveyrone else does and you can be switched ) 3. Utilitatn ( you are only loyal because there's some benefit or disadvtage but will switch in a second )

Statement of stockholders equity

- Reports all changes in stock holders equity accounts including: Insurance of common stock , retirement of common stock, changes in retained earnings. -An analysis of the relationship between a companies assets and liabilities about liquidity and solvency.

Bon magazine target market

- foodies

Transaction

-Events that must be recorded in the finical statements

Materiality

-Relates to a financial statement items impact on a company's overall financial condition and operations. - An Item is material if it can influence the decision of an investor or creditor - Companies do not have to follow GAAP For small amounts

Transaction analysis

-The process of considering the transaction or event that has taken place and identifying how the transaction is going to impact the accounting equation

Goal setting helps motivate you by doing the following:

1. It Directs Your Attention , 2. It Regulates the Effort Expended 3. It Increases Your Persistence 4. It Fosters Use of Strategies and Action Plans

In order of importance, you as a manager want to motivate people to:

1. Join your organization. 2. Stay with your organization. 3. Show up for work at your organization. 4. Be engaged while at your organization. 5. Do extra for your organization

If you target elite in the shoe market

-perffiomce Compfort , padding ,

Soft drink segmentation Coke Zero

-young guys that wont drink diet coke and don't want the calories

There are four defective problem-recognition and problem-solving approaches that act as barriers when you must make an important decision in a situation of conflict. They are

. Relaxed Avoidance, Relaxed Change , Defensive Avoidance , Panic

Marketing research process Steps

1 Define problem 2. devolp the research plan 3. collect relevant data 4. Devolve findings 5. Take marketing actions

Is the purchase decision process is

1. Need recognition 2. information search 3. alternative evaluation 4. purchase decision and 5. post purchase behavior

Most commonly used organization buying criteria Suppliers that meet or exceed these criteria create customer value

1. Price 2. Ability to meet the quality specifications required for the item 3. The Ability to meet required delivery schedules 4. Technical capability 5. Warranties and in claim policies in the event of poor performance 6. Past performance on previous contracts 7. Production faculties and capacity

The following four strategies are used to stimulate constructive conflict.

1. Spur Competition among Employees 2. Change the Organization's Culture and Procedures 3. Bring In Outsiders for New Perspectives 4. Use Programmed Conflict: Devil's Advocacy and the Dialectic Method

Steps in STP is

1. Swot 2. Segmentation methods 3. evaulate segment attractiveness 4. Select traget market 5 . identify and develop positioning strategy

What Managers Need to Know about Groups and Decision Making

1. They Are Less Efficient, 2. Their Size Affects Decision Quality, , 3. They May Be Too Confident, 4. Knowledge Counts

These economic considerations are important when going into a new market

1. an assessment of the economic infrastructure in these countries 2. measurement of consumer income in different countries and 3. recognition of a country's currency exchange rate

Nonmanufacturing costs are often divided into two categories: (.

1) selling costs and (2) administrative costs

both transactional and transformational, there are three important implications of transformational leadership for managers, as follows.

1. 1. It Can Improve Results for Both Individuals and Groups 2. 2. It Can Be Used to Train Employees at Any Level 3. 3. It Requires Ethical Leaders

Ways to Build Cross-Cultural Relationships

1. Be a good listener. 2. Be sensitive to others' needs. 3. Be cooperative, not overly competitive 4. Advocate inclusive (participative) leadership.. 5. Compromise rather than dominate. 6. Build rapport through conversations. 7. Be compassionate and understanding. 8. Avoid conflict by emphasizing harmony 9. Nurture others (develop and mentor)..

- Often Captures the central theme - Key associtations of a product in a very compact and economical fashion - Extermely effective means of communication - Register its meaning or activate it in memory in just a few seconds

1. Brandname

Assumptions of the Rational Model

1. Complete information, no uncertainty: 2. Logical, unemotional analysis: 3. Best decision for the organization

Are designed to guide the use of direct mail, telemarketing, email solicitation and other forms of motion

1. Deceptive mail prevention and enforcement act 1999 2. , the telephone consumer protection act 1991, 3. the controlling the salt of non-solicited pornography and marketing act 2004

Five practical lessons can be drawn from equity and justice theories, as follows.

1. Employee Perceptions Are What Count 2. Employees Want a Voice in Decisions That Affect Them. 3. Employees Should Be Given an Appeals Process 4. Leader Behavior Matters 5. A Climate for Justice Makes a Difference

Number of ways to go into a market (least to most investment )

1. Exporting, licensing , Strategic alliance , Joint venture, Direct investment

Ten Characteristics of the Servant Leader

1. Focus on listening 2. Ability to empathize with others' feelings 3. Focus on healing suffering 4. Self-awareness of strengths and weaknesses 5. Use of persuasion rather than positional authority to influence others 6. Broad-based conceptual thinking 8. Believe they are stewards of their employees and resources 7. Ability to foresee future outcomes 9. Commitment to the growth of people 10. Drive to build community within and outside the organization

Lowest risk to highest risk of expanding internationally

1. Global outsourseing 2. Importing ,Exporting and countertrading 3. licensing and franchising 4. Joint ventrures 5. Wholly Owned subsifaries

Brand Equity most valuebale brand list them

1. Google 2. Apple 3. Amazon 4. ATT( because they are buying Time wanner and Direct TV) 5. Microsoft 6. Samsung 7. Verizon (just bought Aol and yahoo) 8. Walmart Facebook (intsagram and whats app is owned by facebook )

Three types of companies populate and compete in the golbal marketplace

1. International firms 2. multinational firms 3. transantional firms

is a trae barrier in the form of a customs duty, or tax, levied mainly on imports.

A tariff

consists of behavior that concentrates on getting the team's tasks done.

A task role, or task-oriented role,

is a group of nations within a geographical region that have agreed to remove trade barriers with one another.

A trading bloc, also known as an economic community,

is an employee, or even an outside consultant, who reports organizational misconduct to the public,

A whistle-blower

is a foreign subsidiary that is totally owned and controlled by an organization.

A wholly-owned subsidiary

How to Manage Millennials

Allow them independent decision making and expression. 2. Train them and mentor them. 3. Give them constant feedback and recognition 4. Provide them with access to technology. 5. Create customized career paths

Conservatism

Allows the accountant to chose the accounting method to overstate assets and income. - Requires that when the market value of inventory exceeds cost the inventory is not increased but instead it is kept at cost - Requires that companies write down inventory to market value if it is below cost.

Time Period Assumption

Allows the life of the business to be divides into artificial time periods these periods can be months , quarters , semi annual periods or annual periods as required by the business to evaluate its operations.

- you test it on your on employees

Alpha Testing

is the satisfaction, such as a feeling of accomplishment, a person receives from performing the particular task itself.

An intrinsic reward

dilvers there products in india by moter bikes or bikes in back backs

Amaazon

The decline in manufacturing jobs in the United States is partly attributable to the fact that

American companies have found it cheaper to do their manufacturing =outside the States.

which prohibits discrimination against the disabled

Americans with Disabilities Act (ADA),

Movement up along the supply curve

An "increase in the quantity supplied" suggests a:

Administrative law judge

An agency employee who acts as an impartial decision maker.

is the payoff, such as money, a person receives from others for performing a particular task

An extrinsic reward

is a trade barrier in the form of a limit on the numbers of a product that can be imported.

An import quota

is a group formed by people whose overriding purpose is getting together for friendship or a common interest.

An informal group

Property, Plant and equipment

Assets with long useful lives that are used in the business Examples include land , buildings , machinery delivery equipment and furniture and fixtures Most property, plant and equipment assets are deprecated and charged to the income statement as an expense to indicate their contribution to the revenue producing process for the period. Land is not Depreciated.

basic accounting equation.

Assets= Liabilities + stock holders equity

Going Concern Assumption

Assumes business will be in existence for the foreseeable future Allows use of capitalizing cost when the recording assets.

The knowledge of and courtesy by employees `and their ability to convey trust and confidence

Assurance

Buyer and the seller

Asymmetric information in a market transaction occurs when there is unequal knowledge possessed by the: Buyer and the government Seller and the government Taxpayer and the government Buyer and the seller

Why, then, do companies expand internationally

Availability of Supplies, New Markets, Lower Labor Costs, Access to Finance Capital, Avoidance of Tariffs and Import Quotas

is ignoring or suppressing a conflict. is appropriate for trivial issues, when emotions are high and a cooling-off period is needed, or when the cost of confrontation outweighs the benefits of resolving the conflict. It is not appropriate for difficult or worsening problems.

Avoiding

All the organization that you know of

Awareness set

consists of the basic wage or salary paid employees in exchange for doing their jobs

Base pay.

• signs. Behavioral symptoms include sleeplessness, changes in eating habits, and increased smoking/alcohol/drug abuse. Stress may be revealed through reduced performance and job satisfaction.

Behavioral

measure specific, observable aspects of performance—being on time for work, for instance—although making the evaluation is still somewhat subjective. An example is the

Behavioral appraisals. , behaviorally anchored rating scale

grouping customers based on actual customer behavior toward products and services such as brand loylaty , benefits sought , user status , usage rates , occasion , readniess to buy

Behavioral segmentation

- you pick some of your best customers and have them try it out

Beta testing

is the dollar number that markeerts put on a brand.

Brand Equity or brand value

People like coke but feel bad about drinking so much so they make mini cokes

Brand Extensions

- such as value , speed , consistently, bathrooms every brand is messaging its assocation toward us Do you belive in them

Brand association

how much exposure infuclece , engagement , action does your company have

Brand awareness

if you try to extend your brand into another market and your customers don't like it

Brand diultion

- when you licesning your logo to other suppliers

Brand licesing

Which is a favorable attitude toward and consistent purchase of a single brand overtime

Brand loyalty

Components of a Brand

Brandname , URL's , Logo Symbols ,Characters , Color

BRICS stands for the five major emerging economies of

Brazil, Russia, India, China, and South Africa.

__________the Uk voted to leave EU in june politcly and econmicly they will no logner have free trade with the rest of eroupe it's the 2ed largest marktet in eurpoe

Brexit

is repeated mistreatment of one or more persons by one or more perpetrators; it is abusive physical, psychological, verbal, or nonverbal behavior that is threatening, humiliating, or intimidating.

Bullying

Describes the clear, broad, underlying industry or market sector organizations offering

Business

Compromise the effective rules of the game, the boundaries between competitive and unethical behavior, the codes of conduct in business dealings

Business cultures

Is collective information about your customers, your competitors, your business partners, or competitive environment, and you own internal operations that gives you the ability to make effective, important, and often strategic decisions

Business intelligence

Is the marketing of products and services to companies governments or non-for profit organizations for use in the creation of goods and services that they can produce and market to others

Business marketing

_______, Not Things' type of stories that can give retailing executives nightmares

Buy Experiences

________have formal authority and responsibility to select the supplier and negotiate the terms of the contract

Buyers

This act forbids certain actions that are likely to lessen competition although no actual harm has yet occurred

Clayton act of 1914

refers to major changes in temperature, precipitation, wind patterns, and similar matters occurring over several decades.

Climate change

which all managers have, results from managers' authority to punish their subordinates.

Coercive power,

consists of negotiations between management and employees about disputes over compensation, benefits, working conditions, and job security

Collective bargaining

is there a trust worthy banking systems in the country can we bill and will they pay

Commerce

Investments in facilities, equipment, and basic organizational structure that can't be significantly reduced even for short periods of time without making fundamental changes.

Committed fixed costs

A cost that is incurred to support a number of cost objects but that cannot be traced to them individually.

Common cost For example, the wage cost of the pilot of a 747 airliner is a common cost of all of the passengers on the aircraft. Without the pilot, there would be no flight and no passengers. But no part of the pilot's wage is caused by any one passenger taking the flight.

you need to have Communication such as phone , internet , electric what do you need

Communication

Commercial speech

Communication, such as advertisements, that has the dominant theme of proposing a business transaction.

Consistency

Company uses same accounting methods form year to year.

The in immediate environment includes

Company, competition, corporate partners, consumers

• —"How do you think your ratio of inputs and rewards compares with those of others?" Equity theory suggests that people compare the ratio of their own outcomes to inputs against the ratio of someone else's outcomes to inputs. When employees compare the ratio of their inputs and outputs (rewards) with those of others—whether coworkers within the organization or even other people in similar jobs outside it—they then make a judgment about fairness.

Comparison

if we feel compatbilale with a product it the more likely it will get into thje main stream such as snap chat glasses

Compatbilty

What things help get over the casum 4 things

Compatbilty , Observability , Trialability , Relative Advantage

24. —"I want to feel a sense of mastery." People need to feel qualified, knowledgeable, and capable of completing a goal or task and to learn different skills.

Competence

are it's special compatibilities the skills, technologies and resources that distinguish it from other organizations and provide customer value

Competencies

Refers to the alternative firms that could provide a product to satisfy a specific markets needs

Competition

b

Competition means that: A. sellers can manipulate market price by causing product scarcities. B. there are independently acting buyers and sellers in each market. C. a product can be purchased at a number of different prices. D. there is more than one seller in a market.

Is providing a product or service in a way that customers value more than what your competition is able to do

Competitive advantage'

Operating activités

Comprise the primary activities for which the organization is in business

- is a breif paper give it out to other customers to see if they like it

Concept Testing

is a process in which one party perceives that its interests are being opposed or negatively affected by another party.73

Conflict

1. the right to safety 2. the right to be informed 3. right to choose and 4. the right to be heard

Consumer Bill of Rights

A grassroots movement started in nineteen sixtis to increase influence, power, and rights of consumers in dealing with institutions

Consumerism

, are theories that emphasize the needs that motivate people.

Content perspectives, also known as need-based perspectives

An income statement format that organizes costs by their behavior. Costs are separated into variable and fixed categories rather than being separated into product and period costs for external reporting purposes.

Contribution approach

The amount remaining from sales revenues after all variable expenses have been deducted.

Contribution margin

Direct labor cost plus manufacturing overhead cost.

Conversion cost

is secured automatically when the work is created

Copyright

Are the fundamental passionate and enduring principles that guide its conduct overtime

Core values

Is the set of values and ideas and attitudes that is learned and shared among members of an organization

Corporate culture

Is where top management directs overall strategy for the entire organization

Corporate level

are firms that are part of alliances such as partners suppliers

Corporate partners

The way in which a cost reacts to changes in the level of activity

Cost behavior

Anything for which cost data are desired. Examples of cost objects are products, customers, jobs, and parts of the organization such as departments or divisions.

Cost object

Liabilities

Creditors claims (obligations or debts of the business ) on total assets for resources or services provided to the business in the past

These consist of a small number of people from different departments who are mutually accountable to accomplish a task or a common set of performance goals

Cross functional teams

are designed to include members from different areas within an organization, such as finance, operations, and sales.

Cross-functional teams

when you move a product into the main stream

Crossing the chasm

Global envieronmental scan includes

Economic analysis using metrics , sociocultural analysis, infrastructure and tech , government actions

Who make decisions regarding what to produce and how it is produced

Economic systems differ from one another based on who own the factors of production and:

Some rewards of CRM is competitive advantage deuce. Performance in CRM functions such as

Devising more effective marketing campaigns based on more precise knowledge of customers needs and wants, Assuring that the sales process is efficiently managed, providing superior after sales service and support for example through well-run call centers

A difference in cost between two alternatives.

Differential cost

The difference in revenue between two alternatives.

Differential revenue

Is defined by Porter as offering a product or service that is perceived as being unique in the marketplace

Differentiation

- how long it takes to get through the stages you may not get though all the stages

Diffusion of innovation (product life cycle)

This act improves the protection of copyrighted Digital Products

Digital millennium copyright act 1998

__________ contactts Include the customers context of the seller through buying using and obtaining the service

Direct contacts

A cost that can be easily and conveniently traced to a specified cost object.

Direct cost

go into a country build their own plants '

Direct investment

Factory labor costs that can be easily traced to individual units of product. Also called

Direct labor , touch labor

How much are the total variable costs?

Direct materials + Direct labor + Sales commissions + Shipping costs + Factory equipment lubrication supplies

what are Prime cost

Direct materials cost plus direct labor cost

b

Economics may best be defined as the: A. interaction between macro and micro considerations. B. social science concerned with how individuals, institutions, and society make optimal choices under conditions of scarcity. C. empirical testing of value judgments through the use of logic. D. study of why people are rational.

Pertains to the income and expenditures and resources that affect the cost of running the business and household

Economy

What Are the disadvantages of a Partnership

Disadvantages Partners personally Liable Transfer of ownership may be difficult

are may not be relevant to info needs info may not be timely , may not be originall , data may be biased , methodlogies for collecting data may not be appropriate

Disadvantges of secondary research

Those fixed costs that arise from annual decisions by management to spend on certain fixed cost items, such as advertising and research.

Discretionary fixed costs

The money that remains after paying for taxes and necessities

Discretionary income

results when employees from protected groups (such as disabled individuals) are intentionally treated differently

Disparate treatment

Is them is the money a consumer has left after paying taxes to use for necessities such as food housing clothing in transportation

Disposable income

you need wherehouses , stuff like that

Distrbtuion channe

Is the path a product or service follows on the originator of the product or service to the end consumer

Distribution chain

• —"How fairly are rewards being given out?" reflects the perceived fairness of how resources and rewards are distributed or allocated.

Distributive justice

Is a marketing strategy of developing new products and selling them in new markets

Diversification

Is a technique that helps a firm search for growth opportunities from among current and new markets as well as current and new products

Diversification analysis

represents all the ways people are unlike and alike—the differences and similarities in age, gender, race, religion, ethnicity, sexual orientation, capabilities, and socioeconomic background.

Diversity

is a subcomponent of an organization's overall climate and is defined as the employees' aggregate "perceptions about the organization's diversity-related formal structure characteristics and informal values.

Diversity climate

which began in , Qatar, in 2001, aimed at helping the world's poor by, among other things, reducing trade barriers, including improving customs rules and procedures. However, after 14 years of talks, the Doha Round was effectively ended—unsuccessfully, because of trade ministers' inability to agree on how to lower trade barriers, contribute to development in poor nations, and other issues.

Doha Round,

Is a need to lose an individual to an action such as hunger

Drive

four variables are essential to how consumers learn from repeated experience

Drive cue ,response and reinforcement

_______means that demand for industrial products and services is driven by or derived from demands for consumer products and services

Drive demands

5th amendment

Du process - before government can take property they have to follow procerdeces

suggests that employees can be motivated by goals that are specific and challenging but achievable is useful only if people understand and accept the goal

Goal-setting theory

Go buy a variety of names they make it possible for real-time exchange information, money, products, and services

E market places Business to business exchanges, e hubs

sometimes have features such as one thousands of geographically dispersed buyers and sellers to violet prices caused by demand and supply fluctuations Time sensitivity due to perishable offerings and technologies easily comparable offerings between a variety of sellers

E marketplaces

Is that includes all technology systems and software any organization

EPR system Enterprise resource planning system

Consists of 27 member countries that have eliminated the barriers to free flow of goods, services, capital and labor this has more than 500 million consumers within combines GDP larger than that of the United States 17 of the member countries have adopted the euro as well this is Called the

EU or European Union

Precedent

Earlier decisions by the state appellate courts on similar issues.

- people who like to get things early but arent on the bleeding edge - 13.5 % of the market

Early adopter

What Are the benefits of a Corporation

Easy to transfer ownership Greater capital raising potential lower legal liability

General ecnomic envierment, market size and population growth , real income, are all apart of _____________ analysis

Economic analysis using metrics

is behavior that is accepted as "right" as opposed to "wrong" according to those standards.

Ethical behavior

is defined as "leadership that is directed by respect for ethical beliefs and values for the dignity and rights of others.

Ethical leadership

represents normatively appropriate behavior that focuses on being a moral role model.

Ethical leadership

are the standards of right and wrong that influence behavior

Ethics

believe that their native country, culture, language, and behavior are superior to all others.

Ethnocentric managers

is the belief that one's native country, culture, language, abilities, or behavior is superior to those of another culture.

Ethnocentrism

Formed in 1957, the consists of 28 trading partners in Europe, covering nearly 500 million consumersNearly all internal trade barriers have been eliminated (including movement of labor between countries), making the EU a union of borderless neighbors and the world's largest free market, with a gross domestic product of $18.12 trillion in 2014, exceeding that of the United States ($17.35 trillion).141

European Union (EU)

Will it make enough money , did the customer accept it , did it satisfy the tech requirements

Evaluation of results

means translating principles based on best evidence into organizational practice, bringing rationality to the decision-making process.

Evidence-based management

Which is the trade of things of value between a buyer and the seller so that each is better off after the trade

Exchange

Checks and Balances

Executive Branch can veto bills from the Legislative Branch, but the Legislative Branch can override the veto. with 2/3's vote

is the belief that a particular level of effort will lead to a particular level of performance.

Expectancy

are young enthusiastic and impulsive consumers become excited about new possibilities equally quick to cool they savor the new the off beat and the risky their energy finds an outlet in exercise, sports, outdoor recreation and social activities Much of their income is spent on fashion items entertainment and socializing critically I'm looking that it having the latest things

Experiencers

the least often used methos is a research techique in which a researcher observes the resurlts of chnaging one or more marketing variables whole keeping certain other variables constant under controlled conditions

Experimental method =

Make evrything here but just expotit is called

Exporting

. is defined as a government's seizure of a domestic or foreign company's assets.

Expropriation

a few generations living in one house

Extended family

include an element of choice; they consist of the personal characteristics that people acquire, discard, or modify throughout their lives:

External dimensions of diversity

means attracting job applicants from outside the organization.

External recruiting

is the weakening of behavior by ignoring it or making sure it is not reinforced.

Extinction

—satisfaction in the payoff from others.

Extrinsic rewards

• . How outgoing, talkative, sociable, and assertive a person is.

Extroversion

Which Jobs Will Remain in the United States?

Face-to-face, Physical contact., Making high-end products, Recognizing complex patterns.

established minimum living standards for workers engaged in interstate commerce, including provision of a federal minimum wage

Fair Labor Standards Act of 1938

Cases that the federal court hears.

Federal question Cases Diversity cases Comes from different states And amount exceeds 75,000

describes the extent to which workers receive clear, direct information about how well they are performing the job.

Feedback

make no modfcations or minor and sell it every where

Global stagey

is based on the assumption that people are underutilized at work and that they want more variety, challenges, and responsibility. This philosophy, an outgrowth of Herzberg's theory, is one of the reasons for the popularity of work teams in the United States.

Fitting jobs to people

is based on the assumption that people will gradually adapt to any work situation. Even so, jobs must still be tailored so that nearly anyone can do them. This is the approach often taken with assembly-line jobs and jobs involving routine tasks.

Fitting people to jobs

A cost that remains constant, in total, regardless of changes in the level of activity within the relevant range. If a fixed cost is expressed on a per unit basis, it varies inversely with the level of activity

Fixed cost

As a strategy is usually defined as following up on offering products and services one to a particular market segment or buy a group 2. within the segment of a product line and or 3 to a specific geographic market

Focus

A research method that brings together a group of consumers to disucess the product or advertsing , under the guidence of a trained interviewer the marketers will trial run there product used a lot for toys

Focus group

Debts ( Normal Balance )

For Assets ,, increase assets , decrease liabilities

C

For economists, the word "utility" means: A. versatility and flexibility. B. rationality. C. pleasure or satisfaction. D. purposefulness.

is a form of licensing in which a company allows a foreign company to pay it a fee and a share of the profit in return for using the first company's brand name and a package of materials and services.=

Franchising

1. Evaluate a task by scientifically studying each part of the task (not use old rule-of-thumb methods). 2. Carefully select workers with the right abilities for the task. 3. Give workers the training and incentives to do the task with the proper work methods.

Frederick W. Taylor's method

Are the primary interface to customers and sales channels they send all the customer information they collect to the database

Front office systems

Little interest in image or prestige above average consumers of products for the home like educational and Public affairs programming read widely and often

Fulfilleds

ensuring that the right quantity of parts for production of products for sale arrive at the right time

Fulfillment

Where groups of specialists actually create value for the organization

Functional level

• —how much should people delay gratification by planning and saving for the future? expresses the extent to which a society encourages investment in the future, as by planning and saving.

Future orientation

how rich is the country

GDP

You must consider what the Avearge _______ and per capata_______ when you go into a market

GDP, income

NI

GNP - depreciation

GNP (Gross National Product)

GNP=GDP + net foreign income

is the distribution of savings or "gains" to groups of employees who reduced costs and increased measurable productivity.

Gainsharing

control the flow of information in the buying center such as a secretary keeping the sales person from reaching people performing the other roles

Gatekeepers

• —how much should society maximize gender role differences? expresses the extent to which a society should minimize gender discrimination and role inequalities.

Gender egalitarianism

an international accord first signed by 23 nations in 1947,

General Agreement on Tariffs and Trade (GATT),

The population born between 1965 and 1976

Generation X

This. Is also known as the baby bust because number of children born each year was declining this generation of consumers are self-reliant, supportive of racial and ethnic diversity and better educated than any previous generation they also are the largest business travelers

Generation X

When you get to segmentation you are going to decide how you are going to segment your product such as

Geographic , Demographic , psychographic , behavioral

grouping customers based on defined geographical boundries Asia , north America

Geographic segmentation

What should you do if the action is not working? Some possibilities:

Give it more time., Change it slightly. , Try another alternative, Start over

exists when firms originate , produce and market their products and services worldwide

Global competition

Consumer groups living around the world who have similar needs or seek similar benefits form products or services

Global consumers

, is defined as using suppliers outside the United States to provide labor, goods, or services

Global outsourcing, or offshoring

the ____________studies were faulted for being poorly designed and not having enough empirical data to support the conclusions. Nevertheless, they succeeded in drawing attention to the importance of "social man" (social beings) and how managers using good human relations could improve worker productivity.

Hawthorne

—namely, that employees worked harder if they received added attention, if they thought that managers cared about their welfare and that supervisors paid special attention to them.

Hawthorne effect

A method of separating a mixed cost into its fixed and variable elements by analyzing the change in cost between the high and low activity levels.

High-low method

Maculine societies have different rules for men and women less so in feminine cultures this is called

Hofstede's cultural dimensions

messed up in japan

Homedepo

__________business model is under stress margins is very thin they find they need to go where sick people are not hope they come to us.

Hosptials

Originally, ____________proposed that there were four leader behaviors, or leadership styles—directive ("Here's what's expected of you and here's how to do it"), supportive ("I want things to be pleasant, since everyone's about equal here"), participative ("I want your suggestions in order to help me make decisions"), and achievement-oriented ("I'm confident you can accomplish the following great things"). The revised theory expands the number of leader behaviors from four to eight.

House

* Ethics -

How people ought to act.

The three people who pioneered behavioral theory were

Hugo Munsterberg, Mary Parker Follett, and Elton Mayo.

is the economic or productive potential of employee knowledge, experience, and actions

Human capital

Life expectancy and education are part of

Human development index

consists of the activities managers perform to plan for, attract, develop, and retain an effective workforce.

Human resource (HR) management

• —how much should society encourage and reward people for being kind, fair, friendly, and generous?represents the degree to which individuals are encouraged to be altruistic, caring, kind, generous, and fair.

Humane orientation

is a relatively stable trait grounded in the belief that "something greater than the self exists-

Humility

Tend to be more influential in home and car maintenance purchases

Husband

The ___operates as a last-resort lender that makes short-term loans to countries suffering from unfavorable balance of payments (roughly the difference between money coming into a country and money leaving the country, because of imports, exports, and other matters).

IMF

consumers motivated by ideals are guided by knowledge and principle

Ideals motivated groups

Reliability

If information can be depended on it is reliable. 1. It is verifiable 2. It is a faithful representation 3. It is neutral

Subsidized

If some activity creates external benefits as well as private benefits, then economic theory suggests that the activity ought to be:

Relevance

If the information has the ability to make a difference in a decision scenario, it is relevant. 1. Provides a basis for forecasts 2. Confirms or corrects prior expectations. 3. is timely

Either vertical or horizontal

If two variables are completely unrelated to each other, then graphing these two variables will yield a line that is:

Other variables not shown are held constant

In a graph showing the relationship between variables X and Y, ceteris paribus means that:

b

In a market economy, the distribution of output will be determined primarily by: A. consumer needs and preferences. B. the quantities and prices of the resources that households supply. C. government regulations that provide a minimum income for all. D. a social consensus as to which distribution of income is most equitable.

Competition

In a market system, which of the following will eliminate high-cost producers, and allow only the low-cost producers to survive?

Cause or source variable

In a relationship between two variables, the "independent variable" refers to the:

- highly trianed interviewer who knows how to draw info out of the subject with out leaving questuons or with out them knwoing there own opinion there objectives are to discover the interviewees owne framework of meanings , obtain rich , contextualzzied in depth info

In depth interviews

was the manufacturing resources planning or M RP I I in close the loop with accounting and financial management systems across the boundaries of production functionality started as a decision-support system as well as executive information system

In the 1980s the next generation of the ERP system

sales are low profits are negtive or low your customer base is innovators and your competitors are one or few

In the introduction

assess attitudes and experiences related to a person's honesty, dependability, trustworthiness, reliability, and prosocial behavior

Integrity tests

Types of distribution positioning

Intensive , Selective ,Exclusive

• —"How fairly am I being treated when rewards are given out?" relates to the "quality of the interpersonal treatment people receive when procedures are implemented," in one definition.58 This form of justice is not about how decision making or procedures are perceived but rather with whether people themselves believe they are being treated fairly when decisions are implemented. Fair interpersonal treatment necessitates that managers communicate truthfully and treat people with courtesy and respect.

Interactional justice

Ways to genrate ideas

Internal R and D, R and D consorita , Licensing , Brainstorming , Competitors Products , Customer input

Willing and able to buy

In understanding and analyzing "demand," we focus on how much of a product the buyers are:

• —how much pride and loyalty should people have for their family or organization? In contrast to individualism, _______ expresses the extent to which people should take pride in being members of their family, circle of close friends, and their work organization.171

In-group collectivism

retained earnings statement

Indicates how much income was distributed as dividends and how much was retained in the business — Indicates amount paid out in dividends and amount of net income or net loss for a period — Shows changes in retained earnings balance during period covered by statement —Time period is the same as that covered by income statement

Most often involve unplanned touches with the company to Board of mouth comments from other customers reviewers and news reports

Indirect contacts

A cost that cannot be easily and conveniently traced to a specified cost object.

Indirect cost

Small items of material such as glue and nails that may be an integral part of a finished product, but whose costs cannot be easily or conveniently traced to it.

Indirect materials

Transformational leaders are influenced by two factors:

Individual characteristics, Organizational culture.

The personalities of such leaders tend to be more extroverted, agreeable, proactive, and open to change than nontransformational leaders. (Female leaders tend to use transformational leadership more than male leaders do.)85

Individual characteristics.

indicates how much people prefer a loosely knit social framework in which people are expected to take care of themselves (as in the United States and Canada) or a tightly knit social framework in which people and organizationsPage 131 are expected to look after each other (as in Mexico and China).

Individualism/collectivism

How personal needs and goals are prioritized vs the needs and goals of the group/ clan / organization in Hofstede's cultural dimensions

Individualistic / collectivistic

In someway reprocessed a product or service they buy before selling it again to the next buyer

Industrial firms

a

Inflation is defined as: A. an increase in the overall level of prices. B. the rate of growth in nominal GDP. C. a situation where all prices in the economy rise simultaneously. D. the growth phase of the business cycle.

are conscious efforts to affect and change behaviors in others.

Influence tactics

_________affect the buying decision usually by helping define the specifications for what is bought the information technology manager would be a key influencer in the buying of a new mainframe computer

Influencers

are conducted on an unscheduled basis and consist of less rigorous indications of employee performance.

Informal appraisals

are those human differences that exert a powerful, sustained effect throughout every stage of our lives

Internal dimensions of diversity

means making people already employed by the organization aware of job openings.

Internal recruiting

When you scan your memory for previous experiences with the products or brands

Internal search

is designed to assist in smoothing the flow of money between nations.

International Monetary Fund (IMF)

Two or more companies cooperating by integrating their IT systems thereby writing customers with the best of what each can offer

Information partnership

Task-Oriented Leader Behaviors:

Initiating-Structure Leadership and Transactional Leadership

is leader behavior that organizes and defines—that is, "initiates the structure for"—what employees should be doing to maximize output

Initiating-structure leadership

allways start out with the newsest thing they are the first to buy it 2.5 % of the market

Innovators

—"What do you think you're putting into the job?" The ______that people perceive they give to an organization are their time, effort, training, experience, intelligence, creativity, seniority, status, and so on.

Inputs

The four parts of a system are defined as follows:

Inputs ,, Transformational processes , Outputs , Feedback

Transformational leaders have four key kinds of behavior that affect followers.87

Inspirational Motivation: , Idealized Influence , Individualized Consideration , Intellectual Stimulation

• —how much should leaders encourage and reward loyalty to the social unit? expresses the extent to which individuals are encouraged and rewarded for loyalty to the group as opposed to pursuing individual goals.

Institutional collectivism

is the expectation that successful performance of the task will lead to the outcome desired.

Instrumentality

requires using tangble cures to aid customers atmoospheres is important to Convery value images are used to convey benfit of value

Intagible servicres

are changes in the economic, political, legal, and technological global system that may affect an organization.

International forces

a

Opportunity costs exist because: A. the decision to engage in one activity means forgoing some other activity. B. wants are scarce relative to resources. C. households and businesses make rational decisions. D. most decisions do not involve sacrifices or trade-offs.

Cap and trade system

It has been proposed that a government agency be charged with the task of determining the amount of pollution that the atmosphere (or a body of water) can safely absorb, establish "rights" to this limited amount of pollution, and sell those limited amount of rights to firms. The firms can then buy and sell these rights among themselves later. This approach is known as the:

Median-voter model

It is observed that the person representing the middle position on an issue will most likely determine the outcome of an election. This view is most closely associated with the:

People whose moral development has reached this level are conformist but not slavish, generally adhering to the expectations of others in their lives. Level 2 managers lead by encouragement and cooperation and are more group and team oriented. Most managers are at this level.

Level 2, conventional—follows expectations of others.

is (1) the division of an organization's work among its employees and (2) the application of motivational theories to jobs to increase satisfaction and performance..

Job design

is the extent to which you feel positive or negative about various aspects of your work.

Job satisfaction

—two people split the same job

Job sharing

The farthest along in moral development, Level 3 managers are independent souls who follow their own values and standards, focusing on the needs of their employees and trying to lead by empowering those working for them. Only about a fifth of American managers are said to reach this level.

Level 3, postconventional—guided by internal values.

Is the decision-making processes that organizations use to establish the need for products and services identify evaluate and choose among alternative brands suppliers

Organization buying behavior

is common for cars, applications, houses, home appliances and electronics Family finances and medical care as a role joint decision-making increases with the education of the spouses

Joint decision-making

form a company to go into a country

Joint venture

Common Law

Judge-made law.

Assess initial rollout vendor meeting return with contract signed monitor vending performance using

KPI's

Consumers typically seek some information or rely on a friends to help them evaluate alternatives supper brands might be evaluated using in moderate number of attributes this might be used to consumer has little time or effort suspense this is called _________ problem solving

Limited problem-solving

A method of separating a mixed cost into its fixed and variable elements by fitting a regression line that minimizes the sum of the squared errors.

Least-squares regression method

Represents a massive long term business investment in a software system with a single focus such systems often slow , non-extensible

Legacy information system LIS=

which all managers have, is power that results from managers' formal positions within the organization.

Legitimate power,

d

Modern economic growth refers to countries that have experienced an increase in: A. real GDP over time. B. nominal GDP over time. C. real output spread evenly across all sectors of the economy. D. real output per person.

-To develop accounting standards the FASB Relies on some key assumptions and Principles.

Monetary unit assumption Economic Entity Assumption Going Concern Assumption Cost Principle Assumption Full Disclosure Principle

Is a personal moral philosophy that considers certain individual rights or duties as universal regardless of outcome

Moral idealism

trading status describes a condition in which a country grants other countries favorable trading treatment such as the reduction of import duties.

Most favored nation

• This is the tendency to overlook information that works against our best interest. "People who have a vested self-interest, even the most honest among us, have difficulty being objective," says one report. "Worse yet, they fail to recognize their lack of objectivity."3 Motivated blindness enables us to behave unethically while maintaining a positive self-image.4

Motivated blindness.

may be defined as the psychological processes that arouse and direct goal-directed behavior

Motivation

• —"I need to excel at tasks." This is the desire to excel, to do something better or more efficiently, to solve problems, to achieve excellence in challenging tasks.

Need for achievement

• —"I need close relationships." This is the desire for friendly and warm relations with other people.

Need for affiliation

• —"I need to control others." This is the desire to be responsible for other people, to influence their behavior or to control them.34

Need for power

They have as many different product variations , brand names , and advertsing programs as countries in which they do business in

Multidomestic marketing strategy

A number of countries with similar economic goals have formed a national trade groups or trade agreements 2 of the best known examples are

NAFTA and the EU

The ________groups economic activity to permit studies of market share, demand for products and services, import competition in domestic markets, and similar studies

NAICS

The ________provides common industry deffentions for Canada , mexico and the US which makes it easier to measure economic activity and the three member countries of the North American Free Trade Agreement

NAICS North American industry classification system

NI

NI NI=NDP + net foreign income or NI=GNP - depreciation

Lifted many trade barriers between Canada , mexico and the US and stimulated trade as well as cross border retailing , manufacturing and investment

Nafta

is defined as having "a self-centered perspective, feelings of superiority, and a drive for personal power and glory

Narcissism

which enforces procedures whereby employees may vote to have a union and for collective bargaining. .

National Labor Relations Board (NLRB),

is the value of natural resources, such as topsoil, air, water, and genetic diversity, which humans depend on.

Natural capital

Occurs when a person feels deprived of basic necessities such as food clothing and shelter

Need

Government can enforce involuntary transactions, whereas private transactions are mostly voluntary

One key is difference between government activities and private transactions is that:

• How intellectual, imaginative, curious, and broad-minded one is

Openness to experience.

focuses on managing the production and delivery of an organization's products or services more effectively

Operations management

Are the objectives attributes of the suppliers products and services and the capabilities of the supplier itself

Organizational buying criteria

The set of values, ideas, and attributes, norms of behavior that is learned and shared among members of an organization

Organizational culture

Adaptive, flexible organizational cultures are more likely than are rigid, bureaucratic cultures to foster transformational leadership.

Organizational culture.

include management status, union affiliation, work location, seniority, work content, and division or department.

Organizational dimensions

Is a tool you use to see here or otherwise recognize the results of your information processing requests

Output device

18. are the products, services, profits, losses, employee satisfaction or discontent, and the like that are produced by the organization. Whatever comes out of the system is an .

Outputs

The movemnt of formerly well-paying jobs overseas as companies seek cheaper labor costs, particularly in manufacturing=

Outsourcing

Is defined as Porter as offering the same or better quality product or service at this price that is less than what any of the competition is able to do

Overall cost leadership

What Are the disadvantages of a Sole proprietorship

Owner personally liable Financing may be difficult Transfer of ownership may be difficult

PI

PI=NI - taxes on products&imports - S.S. - corp tax - undistributed corp tax + transfer payment

announcement are free to broad cast but they the raido sation can say when they want it gets broadcasted

PSA public service

refers to the degree to which people accept inequality in social situations (high in Mexico and India, low in Sweden and Australia). Uncertainty avoidance expresses people's intolerance for uncertainty and risk (high in Japan, low in the United States). Masculinity/femininity expresses how much people value performance-oriented traits (masculinity: high in Mexico) or how much they embrace relationship-oriented traits (femininity: high in Norway). In general, the United States ranked very high on individualism, relatively low on power distance, low on uncertainty avoidance, and moderately high on masculinity.

Power distance

• —how much unequal distribution of power should there be in organizations and society? expresses the degree to which a society's members expect power to be unequally shared.

Power distance

- when you gave it to a few customers to see if its any good the customeres are expsoses and surveyed to see if you are going to do test marketing

Pre Market testing

is a data-mining technique used to predict future behavior and anticipate the consequences of change

Predictive modeling

is the amount of money charged for a product or service

Price

Price Index

Price Index=Current year cost/base year cost x 100

Marketing mix activities

Price strategy, product strategy, promotion strategy, place (distribution) strategy\

Firms can make adjustments to an exsitng product or change price to meet the unquie needs of a particular country market

Pricing

are facts and figure that have that are newly collected for the project you can tailor to what you want , cost more money , time consuming , trained market researchers

Primary research

focus on streamlining a companies purchase transactions with the suppliers and customers they are not a neutral for third party however they represent the interests of their owners

Private exchanges

or integrating, is about collaboration. In this style, the manager strives to confront the issue and cooperatively identify the problem, generating and weighing alternatives and selecting a solution. Problem solving is appropriate for complex issues plagued by misunderstanding. It is inappropriate for resolving conflicts rooted in opposing value systems.

Problem solving,

• —"How fair is the process for handing out rewards?" is defined as the perceived fairness of the process and procedures used to make allocation decisions.

Procedural justice

Interpreting information so that is consistent with your attitudes and beliefs

Selective comprehension

Optimize the execution of activities and processes already in place seek organizational growth through offering products and services faster and cheaper than the competition

Run

Step three identify and evaluate opportunities using

STP( segmentation, targeting, positioning)

How much is Potsdam Pottery's gross margin?

Sales ($50,000) - The decrease in finished goods ($6,200) - Cost of goods manufactured ($29,000).

established requirements for proper financial record keeping for public companies and penalties of as much as 25 years in prison for noncompliance.

Sarbanes-Oxley Act of 2002, often shortened to SarbOx, or SOX,

Interviewers Often Follow a Three-Scene Interview Scenario.

Scene 1: The first three minutes—small talk and "compatibility" test 2. Scene 2: The next 15-60 minutes—asking questions and listening to the applicant's "story." 3. Scene 3: The final two minutes—closing the interview and setting up the next steps.

emphasized the scientific study of work methods to improve the productivity of individual workers. Two of its chief proponents were Frederick W. Taylor and the team of Frank and Lillian Gilbreth.

Scientific management

where can I go and get info that's already available that I don't have to generate my self a lot of times free or in expensive

Secondary research

is you need to break your market down into distinct different groups

Segmentation

Forbids 1. contracts, combinations, or conspiracies in the restraint of trade and 2. actual monopolies or attempts to monopolize any part of trade or commerce

Sherman antitrust act

d

Shocks to the economy occur when: A. stock prices rise by more than 10 percent per year. B. government takes a more active role in the economy. C. prices are flexible. D. actual economic events do not match what people expected.

What can the executive branch do

Sign laws, veto bills , pardon people , appoint fedral postions

What Are the benefits of a Partnership

Simple to establish Shared control Tax advantages Broader skills and resources

Five keys to a successful incentive-pay plan are the following

Simplicity, Clear goals , Realistic goals. , Consistency with present goals., Regular communication.

are the least financially secure households thereby preferences are affected by limited economic status and tend towards convenience foods, children care services, personal care items

Single parents with children

Avis knew they would would never be bigger so they tried the solgan we try harder Back in the day docotrs used to pecrobe a genuis BMw has one that says the ultimate driving mechine

Slogans

The Internet and the World Wide Web allow almost anyone to be global, with two important results:

Small companies can get started more easily, Small companies can maneuver faster.

During which the economy's overall output and employment expands and contracts

So-called business cycles refer to the multi-year periods:

One psychologist, Laurence Kohlberg, has proposed three levels of personal moral developmen

preconventional, conventional, and postconventional.125

The NAICS replaced

Standard industrial classification system SIC system

What are the two court systems

State and federal

Sources of laws are

Statues Treaty's Common law Constitution laws. administrative

Subgroups within the larger or national culture with unique values ideas and attitudes are referred to as

Subcultures

A cost that has already been incurred and that cannot be changed by any decision made now or in the future.

Sunk cost

,, is economic development that meets the needs of the present without compromising the ability of future generations to meet their own needs.

Sustainability

Involves conducting business in a way that protects the natural environment will making economic progress

Sustainable development

is the idea that two or more forces combined create an effect that is greater than the sum of their individual effects,

Synergy

Inventoriable costs

Synonym for product costs

• is our slow, deliberate, analytical, and consciously effortful mode of reasoning, which swings into action when we have to fill out a tax form or park a car in a narrow space.

System 2—analytical and conscious:

Handles task specific to technology management and coordinates needs the interaction of all technology devices includes network operating system software drivers for printers , scanner, operating system software

System software

The alignment of these parts resembles the letter R and therefore the account form is called a

T account

is like salt , greece dirt

Tanagible dominiant

The appearance of physical facilities , equipment personnel and communication materials

Tangibles

went into canda people in canda and didn't have the same qulaity as they do in us and forced target to get of of canda

Target

One or more specific groups of potential customers toward which an organization directs its marketing program

Target market

- you estemate what your market demand is it includes mini product launh it is more expsive than pre market tests

Test marketing

• "People tend to be overly optimistic about their own abilities and fortunes—to overestimate their standing in class, their discipline, their sincerity," suggests science writer Benedict Carey. "But this self-inflating bias may be even stronger when it comes to moral judgment."2

The "holier-than-thou" effect.

The psychological mechanisms operating here are that let people cheat are

The "holier-than-thou" effect. , Motivated blindness :

is a group process that uses physically dispersed experts who fill out questionnaires to anonymously generate ideas; the judgments are combined and in effect averaged to achieve a consensus of expert opinion.

The Delphi technique

a

The basic purpose of the other-things-equal assumption is to: A. allow one to reason about the relationship between variables X and Y without the intrusion of variable Z. B. allow one to focus upon micro variables by ignoring macro variables. C. allow one to focus upon macro variables by ignoring micro variables. D. determine whether X causes Y or vice versa.

also known as the intentional component, is how one intends or expects to behave toward a situation..

The behavioral component of an attitude,

developed over three phases: (1) early behaviorism, (2) the human relations movement, and (3) behavioral science.

The behavioral viewpoint

emphasized the importance of understanding human behavior and of motivating employees toward achievement.

The behavioral viewpoint

is the movement, or outsourcing, of formerly well-paying jobs overseas as companies seek cheaper labor costs, particularly in manufacturing.

The biggest problem of globalztion

A classified balance sheet helps users evaluate

The company ability to pay its debts The claims of short term and long term creditors

is when people seek information to support their point of view and discount data that do not.

The confirmation bias

determines if a leader's style is (1) task-oriented or (2) relationship-oriented and if that style is effective for the situation at hand

The contingency leadership model

emphasizes that a manager's approach should vary according to—that is, be contingent on—the individual and the environmental situation.

The contingency viewpoint

Our laws are based on...

The english system

E and A only

The graph above shows the production possibilities curve for an economy producing two goods, X and Y. Which of the points on the graph indicate unemployed resources?

is a comprehensive approach—led by top management and supported throughout the organization—dedicated to continuous quality improvement, training, and customer satisfaction.

Total quality management (TQM)

Quantities which consumers will be willing and able to buy at various prices

The horizontal axis of a graph that shows a market demand curve indicates the:

b

The income and substitution effects account for: A. the upward-sloping supply curve. B. the downward-sloping demand curve. C. movements along a given supply curve. D. shifts in the demand curve.

Entrepreneur

The individual who brings together economic resources and assumes the risk of business ventures in a capitalist economy is called the:

clarifies the problem for consumer by one suggesting criteria to use for the purchase to yielding brand names that might meet the criteria three developing consumer value perceptions

The information search stage

consists of (a) five core job characteristics that affect (b) three critical psychological states of an employee that in turn affect (c) work outcomes—the employee's motivation, performance, and satisfaction

The job characteristics model

Following orientation, the employee should emerge with information about three matters =

The job routine, The organization's mission and operations., The organization's work rules and employee benefits.

It directs resources towards products that the society wants most

The market economy is regarded as "efficient" in that:

d

The market system's answer to the fundamental question "How will the goods and services be produced?" is essentially: A. "With as much machinery as possible." B. "Using the latest technology." C. "By exploiting labor." D. "In ways that minimize the cost per unit of output."

3

The minimum acceptable price for a product that producer Sam is willing to receive is $15. The price he could get for the product in the market is $18. How much is Sam's producer surplus?

Asymmetric information

The moral hazard problem arises primarily because of:

What the person I admire the most do this

The moral mentor test

is the bias in which people's subjective confidence in their decision making is greater than their objective accuracy.

The overconfidence bias

Commerce Clause

The part of Article I, Section 8, that gives Congress the power to regulate commerce with foreign nations and among states.

Appellant

The party filing the appeal.

What I be able to look in the mirror and we respect myself

The person in the mirror test

Jurisprudence

The philosophy of law.

Eminent domain

The power of the government to take private property for public use.

Litigation

The process of filing claims in court and ultimately going to trial.

The scientific method

The process of observing real-world behavior, developing hypotheses, testing them against facts, then using the results to construct theories is called:

The reason for engaging in the decision

The purchase task

, explains how managers should make decisions; it assumes managers will make logical decisions that will be the optimum in furthering the organization's best interests.

The rational model of decision making, also called the classical model

, describes the phenomenon in which people's expectations of themselves or others lead them to behave in ways that make those expectations come true.

The self-fulfilling prophecy, also known as the Pygmalion ("pig-mail-yun") effect

a

The smallest component of aggregate spending in the United States is: A. net exports. B. government purchases. C. investment. D. consumption.

It can contribute to economic inefficiency in the public sector

The special-interest effect is significant because:

Statement of Cash Flows

The statement of cash flows presents information about cash inflows and outflows form: operating activities , investing activities , financing activities

is when managers add up all the money already spent on a project and conclude it is too costly to simply abandon it

The sunk-cost bias, or sunk-cost fallacy,

An account consist of

The title of the account a left or debit side a right or credit side

b

The value added of a firm is the market value of: A. a firm's output plus the value of the inputs bought from others. B. a firm's output less the value of the inputs bought from others. C. the firm's output. D. the firm's inputs bought from others.

represents a pessimistic, negative view of workers. In this view, workers are considered to be irresponsible, to be resistant to change, to lack ambition, to hate work, and to want to be led rather than to lead.

Theory X

represents the outlook of human relations proponents—an optimistic, positive view of workers. In this view, workers are considered to be capable of accepting responsibility, self-direction, and self-control and of being imaginative and creative.

Theory Y

do you have the information when you needed and does the information described the time. Or. Timer period you are considering

Timeliness

Affirm

To allow the decision to stand.

Adjudicate

To hold a formal hearing about an issue and then decide it.

Reverse and remand

To nullify the lower decision and return the case for reconsideration

What is the Sox act

Top management to certify accuracy of financial information Severe penalties for fraudulent financial activity increased independence of auditors Increased responsibility for board of directors

Debt to total assets ratio =

Total liabilities / Total Assets.

Quantity demanded is greater than quantity supplied

There is a shortage in a market for a product when:

Married a couple of children younger than 18 years

Traditional family

implemented in 1996, cut tariffs by one-third.

Uruguay Round,

Cautions about Using Personality Tests in the Workplace

Use professionals., Don't hire on the basis of personality test results alone. , Be alert for gender, racial, and ethnic bias.

b

Use the following table for a hypothetical single-product economy. Refer to the data. Nominal GDP in year 3 is: A. $100. B. $450. C. $225. D. $150.

What are Internal Users

Users within the organization. managers who plan , organize and run a business, they ask questions about finance , human resources , marketing , management

, the importance a worker assigns to the possible outcome or reward.

Valence is value

are groups of people who collaborate seamlessly across time and space with the help of a wide array of communication technologies.

Virtual teams

work together over time and distance via electronic media to combine effort and achieve common goals

Virtual teams

Trait theory offers us four conclusions.=

We cannot ignore the implications of leadership traits. , The positive and "dark triad" traits suggest the qualities you should cultivate and avoid if you want to assume a leadership role in the future. , Organizations may want to include personality and trait assessments in their selection and evaluation processes., A global mind-set is an increasingly valued task-oriented trait.

Airline market breaks their customers into segments such as

We're off again (frequent travels ) , loyal to loyalty programs , urgent traverles , business travel (income, budget conscious

Is the so-called second generation of web and focuses on online collaboration users as both creators and modifiers of content dynamic and customize information feet and many other engaging web basic services

Web 2.0

is the combined impact of five elements—positive emotions, engagement, relationships, meaning, and achievement (PERMA

Well-being

Rivalry and excludability

What are the two characteristics that differentiate private goods from public goods?

Comparability

When different companies use similar accounting principles.

A system that allows buyers and sellers to interact with one another

When economists describe "a market," they mean:

A

When economists say that people act rationally in their self-interest, they mean that individuals: A. look for and pursue opportunities to increase their utility. B. generally disregard the interests of others. C. are mainly creatures of habit. D. are usually impulsive and unpredictable.

The whole demand curve or schedule

When economists speak of "demand" in a particular market, they refer to:

When a Group Can Help in Decision Making: Three Practical Guidelines

When it can increase quality, When it can increase acceptance, When it can increase development:

Below the true-cost supply curve

When the production of a good generates external costs, the firm's supply curve will be:

Median voter

When voters have different opinions about an issue, the position that is most likely to be adopted is that of the:

For questions provide guidance in understanding the buyer center in these organizations

Which individuals are in the buying center for the product or service? , what is the relative influence of each member of the group? What are the buying criteria of each member? How does each member of the group received our firm are products and services and Our salespeople?

d

Which of the following activities is excluded from GDP, causing GDP to understate a nation's production? A. The services of health care workers. B. The services of military personnel. C. The construction of new buildings. D. Goods and services produced in the underground economy.

d

Which of the following best explains why prices tend to be inflexible even when demand changes? A. Government regulations limit the number of times a firm can change prices in a year. B. In most industries the profit-maximizing price does not change even when demand changes. C. Production costs do not tend to change when a firm varies its level of output. D. Firms may be reluctant to change prices for fear of setting off a price war or losing customers to rivals.

Limits on interest rates charged by credit card companies

Which of the following is an example of a price ceiling? a. Price supports for agricultural products b. Minimum-wage laws for unskilled workers c. Subsidies for apartment rent in major cities d. Limits on interest rates charged by credit card companies

Money

Which of the following is not a factor of production? Labor Capital Money Entrepreneur

Public agency

Which of the following is not a major category of business structure? Corporation Sole proprietorship Partnership Public agency

b

Which of the following statements best describes how firms respond to demand shocks under conditions of inflexible prices? A. Firms respond to shorter-term demand shocks by adjusting production levels; more persistent changes in demand result in changes in inventories. B. Firms respond to shorter-term demand shocks by adjusting inventories; more persistent changes in demand result in changes in production levels. C. Firms are reluctant to adjust inventory levels because the costs are higher than changing the quantity of output produced. D. Firms are quick to let go of workers when negative demand shocks occur.

Balance sheet

presents a picture at a point in time of what a business owns and what it owes

occurs when the demands or pressures from work and family domains are mutually incompatible

Work-family conflict

are employer-sponsored benefit programs or initiatives designed to help all employees balance work life with home life

Work-life benefits

occurs when people are hired or promoted—or denied hiring or promotion—for reasons not relevant to the job (1) although the law prohibits discrimination in all aspects of employment, it does not require an employer to extend preferential treatment because of race, color, religion, and so on and (2) employment decisions must be made on the basis of job-related criteria.

Workplace discrimination

is to provide low-interest loans to developing nations for improving transportation, education, health, and telecommunications

World Bank

is designed to monitor and enforce trade agreements.

World Trade Organization (WTO)

The three principal organizations designed to facilitate international trade are the=

World Trade Organization, the World Bank, and the International Monetary Fund.

Briefs

Written arguments on the case.

Types of promotion positioning

prestige , fun , powerful

Four key behaviors of transformational leaders in affecting employees are they

inspire motivation, inspire trust, encourage excellence, and stimulate them intellectually.

Brand loyalty results from the positive reinforcement of

previous actions

Is an IT system that supports supply chain management activities by are automating the tracking of inventory in information among business processes and across companies

a supply chain management system

Distinctive competitiveness- cost advantage or differentiation advantage-value creation

a models of competitive advantage

In terms of selling a product relationship marketing involves

a personal ongoing relationship between the organization and its individual customers that begins before and continues after the sale

Success in these areas can be measured through

a social audit, a systematic assessment of a company's performance in implementing socially responsible programs, often based on predefined goals.

Managers with an ________style have a much higher tolerance for ambiguity and are characterized by the tendency to overanalyze a situation. People with this style like to consider more information and alternatives than those following the directive style. These individuals are careful decision makers who take longer to make decisions but who also respond well to new or uncertain situations.=

analytical

the term used for sophisticated forms of business data analysis.=

analytics, or business analytics,

the tendency to make decisions based on an initial figure

anchoring and adjustment bias,

Include the customers mood amount of cash on hand

antecedent states

The consumers mood or the amount of cash on hand can influence purchase behavior and choice

antecedent states

Expences

are the cost of assets consumed or services used in the process of generating revenues

, in which management candidates participate in activities for a few days while being assessed by evaluators.111

assessment center

Face-to-face helps you capture

attention, inspire commitment, strengthen relationships, and other benefits.4

Is a learned predisposition to respond to an object or class of objects in a consistent consistency favorable or unfavorable way

attitude

is defined as a learned predisposition toward a given object

attitude

are beliefs and feelings that are directed toward specific objects, people, or events

attitudes

Intuition based on feelings—the involuntary emotional response to those same matters—is known as

automated experience.

—managers use information readily available from memory to make judgments.

availability bias

Is the use of multiple channels of transportation railway truck boat and so on to move products from origin to destination

inter modal transportation

Is the only element in the marketing mix that produces revenue all other elements represent costs

price

MIS deals with the coordination and use of three very important organizational resources

information, people, and information technology

What can the legstative branch do

declare war, pass laws, over turn vetos, interstate comperce

Your sales and profits are declining your cusomter base is laggerds and you have a low number of competors

decline Stages in the Product Life Cycle

In recent years, the percentage of the labor force represented by unions has steadily

declined

If prices rise faster than consumers income the number of items customers can buy

decreases

An decrease in cost between two alternatives.

decremental costs

Product ____within the product line how many versions of the same products am I going to offer how many such as how many types of esproesso am I going to offer

depth

Step 3 in the marketing planning phase program involves

developing the programs marking mix the four p's and its budget

Cost scope , quality , constraints are all things you need to consider when

developing the research plan

—analyzing the underlying causes.

diagnosis

Pricing for service company's have many

different ways

Materials that become an integral part of a finished product and whose costs can be conveniently traced to it.

direct materials

Most manufacturing companies separate manufacturing costs into three broad categories:

direct materials, direct labor, and manufacturing overhead.

Is one a person wishes to maintain a distance from because of differences in values or behaviors

dissociative group

Are the characteristics of your company which cannot be replicated by competitors

distinctive compatibilities

Three different components of organizational justice have been identified:

distributive, procedural, and interactional.

Psychological concepts such as_ are useful for interpreting buying processes and directing marketing efforts

do and personality perception learning values beliefs and lifestyle

Are Sbu's with low shares of slow growth markets allthough they may generate enough cash to sustain themselves, they do not hold the promise of every becoming real winners for the orgnaztion dropping SBU's that are___ may be required expect when relationships with other SBU's , competitive considerations , or potentional strategic alliances exist

dogs

A _________is a permanent dismissal; there is no rehiring later.

downsizing

Strategies, goals, and directives that originate at a higher level are past level levels in the ________information flows

downward

Transportation- Channels - communication - commerce

infrastructure and tech

Google glass started out as a product only_____________ could buy them

innovators

16. are the people, money, information, equipment, and materials required to produce an organization's goods or services. Whatever goes into a system is an

input.

defined as an individual's involvement, satisfaction, and enthusiasm for work.

employee engagement,

A firm may recognize the critical importance of its employees by stating its goal of providig them with good employment opportunities and working conditions

employee welfare

internal, environment consists of

employees, owners, and the board of directors.

These stakeholders are

employees, shareholders, Board of Directors, suppliers, distributors, creditors, unions, government, local communities, and customers

are legally considered to consist of any procedure used in the employment selection decision process, even application forms, interviews, and educational requirements

employment tests

Revenue and profit

ensuring no sales are lost because shelves are empty

Two _____________ are task structure (independent versus interdependent tasks) and work group dynamics.

environmental factors

These activites/ forces things helped shape an organizations marketing activities

environmental forces, social, economic, technological, competitive, regulatory,

The process of continually acquiring information on events occurring outside the organization to identify and interpret potential trends is called

environmental scaning

Financial statements must be prepared in s

equence because the information in one is needed for the next. The sequence of financial statements is: income statement, statement of retained earnings, balance sheet and statement of cash flows.

• Either they perceive there is ________, and so they are satisfied with the ratio and don't change their behavior, or they perceive there is _______, and so they feel resentful and act to change the inequity.56

equity, inequity

whereby decision makers increase their commitment to a project despite negative information about it.

escalation of commitment bias

In order to create an a ethical Workplace you need to Values _________,________, _________Rules_________,________, , Controls _________, ___________

establish, share, understand, management commitment, employee dedication, reward, punishment

represents employees' perceptions about the extent to which work environments support ethical behavior

ethical climate

Or the moral principles and values that govern the actions and decisions of an individual or group

ethics

,someone trained about matters of ethics in the workplace, particularly about resolving ethical dilemmas

ethics officer

This is the control phase

evaluate performance using marketing metrics

Intensive distribution is your product is

everywhere

transformational leaders encourage their people to do

exceptional things

The_____ is the rate at which the currency of one area or country can be exchanged for the currency of another

exchange rate

The key elements in equity theory are

inputs, outputs (rewards), and comparisons

Debit means you

have money

One way for unveirsys to distrubute their products is

have more campus locations

Bayer - they repostioned it into a _______version nothing different

heart healthy

Non uniform in composition or chacter

heterogeneity

which proposes that people are motivated by five levels of needs: (1) physiological, (2) safety, (3) love, (4) esteem, and (5) self-actualization

hierarchy of needs theory,

Ny - magazine target market

high end

If you tend to seek social approval and satisfying personal relationships, you may have a ______________In that case, you may not be the most efficient manager because at times you will have to make decisions that will make people resent you. Instead, you will tend to prefer work, such as sales, that provides for personal relationships and social approval.

high need for affiliation.

If you, like most effective managers, have a ______________, that means you enjoy being in control of people and events and being recognized for this responsibility. Accordingly, your preference would probably be for work that allows you to control or have an effect on people and be publicly recognized for your accomplishments.

high need for power

in which people rely heavily on situational cues for meaning when communicating with others

high-context culture,

The task-oriented style works best in either

high-control or low-control situations.

is the tendency of people to view events as being more predictable than they really are

hindsight bias

Intuition that stems from expertise—a person's explicit and tacit knowledge about a person, a situation, an object, or a decision opportunity—is known as a

holistic hunch.

Under the BCG business portfolio analysis the __________is the relative market share defined as sales of the SBU divided by the sales of the largest firms in industry

horizontal axis

Information flows ______between the functional business units and work teams all the units of your organization meeting inform other units of their processes and be informed by other units regarding their processes

horizontally

type, in which the person being sexually harassed doesn't risk economic harm but experiences an offensive or intimidating work environment.

hostile environment

As a rule of thumb, labor unions tend to represent

hourly workers

Customer management are schooled and trained on

how deal with people

The two theorists who contributed most to the ___________—which proposed that better human relations could increase worker productivity—were Abraham Maslow and Douglas McGregor.

human relations movement

are factors associated with job dissatisfaction—such as salary, working conditions, interpersonal relationships, and company policy—all of which affect the job context in which people work.

hygiene factors,

, the illegal trading of a company's stock by people using confidential company information

insider trading

Personaitly types are (ego stuff)

id (bad ),ego( middle ) , super ego ( really good )

Howie would like to view ourselves

ideal self concepts

Are thoughts about concepts actions or causes

ideas

Segment attrctiveness (5 things)

idefndiable , substantial, reachable , resposive , profitable

The second step in the strategic marketing process is

implementation

Managers, in turn, are charged with _________the vision and plan.

implementing

—limitations on the numbers of products allowed in

import quotas

, a company buys goods outside the country and resells them domestically.

importing

—how to change conditions from the present to the desirable

improvements

The six digit designates in NAICS

individual Country level national industries

is guided by what will result in the individual's best long-term interests, which ultimately are in everyone's self-interest

individual approach

• Too little conflict—___________. Work groups, departments, or organizations that experience too little conflict tend to be plagued by apathy, lack of creativity, indecision, and missed deadlines. The result is that organizational performance suffers.=

indolence

Allowing gratifcation of basic drives related to enjoying life and having fun vs regulating it trhough strict social nroms this is called in Hofstede's cultural dimensions

indulegence / restraint

Why Munsterberg Is Important: His ideas led to the field of ______________, the study of human behavior in workplaces, which is still taught in colleges today.

industrial psychology

Motivation is difficult to understand because you can't actually see it or know it in another person; it must be ________from one's behavior.

inferred

In a _economy the costs produce and buy products and services escalate as price increases

inflationary

Is data that have a particular meaning within the specific content

information

From first to the extent of detail within the information at lower organizational levels information exhibits fine ____________because people need to work with information in great detail at the upper organizational levels information becomes coarser because it is summarized or aggregated in someway

information granularity , granularity

Any computer-based tool that people use to work with information and support the information and information processing needs of an organization

information technology

What are Investing activties

involve the purchase of resources (assets) needed to operate the business

Personal social and on an economic significance of the purchase to the consumer

involvement

Utilitarianism Ethics

is a theory in normative ethics holding that the best moral action is the one that maximizes utility. Utility is defined in various ways, but is usually related to the well-being of sentient entities.

Deontological ethics or deontology

is the normative ethical position that judges the morality of an action based on the action's adherence to a rule or rules. It is sometimes described as "duty-" or "obligation-" or "rule-" based ethics, because rules "bind you to your duty."

What is exchanged for the product

price

The reason we study market research is

it is critical to the success of the business

more than five times as many union members are now public-sector workers compared to private-sector workers, whose unionizing has sharply fallen off, mainly because of

job losses in manufacturing and construction.

placing information about job vacancies and qualifications on bulletin boards, in newsletters, and on the organization's intranet

job posting,

,which describes the minimum qualifications a person must have to perform the job successfully.

job specification

with a foreign company to share the risks and rewards of starting a new enterprise together in a foreign country

joint venture, also known as a strategic alliance,

Is a method for producing or delivering a product or service just at time the customer wants it

just-in-time

is guided by respect for impartial standards of fairness and equity.

justice approach

Provides important advantages to a trademark owner but it does not confirm ownership a company can lose his trademark if it becomes generic which means that has come to a common disruptive word for the product

lanham act 1946

, a company allows a foreign company to pay it a fee to make or distribute the first company's product or service

licensing

Sign up a bunch of franchises such as McDonalds

licensing

Maslow proposed his famous hierarchy of human needs:

physiological, safety, love, esteem, and self-actualization

, in which employees are paid according to how much output they produce

piece rate

Business mission and objectives, swot analysis are in the_________ phases

planning

The difference between the projection of the path to reach a new goal and the projection of the path of the results of the plan already in place

planning gap

Examples of task-oriented behaviors are

planning, clarifying, monitoring, and problem solving

managers typically perform functions associated with

planning, investigating, organizing, and control,

Why Fayol Is Important: Fayol was the first to identify the major functions of management—________________________—the first four of which you'll recognize as the functions providing the framework for this and most other management books.16

planning, organizing, leading, and controlling, as well as coordinating

There are four types of reinforcement:

positive reinforcement, negative reinforcement, extinction, and punishment. This section also describes how to use some reinforcement techniques to modify employee behavior.

The value of making an item easy to purchase to the provision of credit cards or financial arrangements

possession utility

Other positives are that there is now a worldwide market for companies and consumers who have access to products of different countries, and there is more influx of information between two countries, more cultural intermingling, and often more openness and tolerance toward other people these are

postive effects of globalatiozn

is the extent to which a person is able to influence others so they respond to orders

power

The dgree people re comfortable with influencing upwards accpect of inequality in distribution on power in society this is called in Hofstede's cultural dimensions

power distance

The first objective in marketing is discovering the needs of

prospective customers

Is the practice of shielding one or more industries with the country's economy from foreign competition usually through the use of tariffs or quotas

protectionism also known as economic protectionism

This tarrif which is intended to raise the price of imported goods to make the prices of domestic products more competitive.,

protective tariff

Provides insights into consumers needs and wants it is the practice of combining psychology, lifestyle, demographics it is used to uncover the motivations for buying and using products and services

psychographics

they establish periods of stable functioning until an event causes a dramatic change in norms, roles, and/or objectives. The group then establishes and maintains new norms of functioning, returning to equilibrium

punctuated equilibrium,

, the application to management of quantitative techniques, such as statistics and computer simulations

quantitative management

Consists of restrictions state and federal laws place in businesses with regard to the conduct of its activities this is exist to protect companies as well as consumers this isn't six to ensure competition and service practices end is to protect businesses from unfair trade practices and ensure their safety

regulation

, which attempts to explain behavior change by suggesting that behavior with positive consequences tends to be repeated, whereas behavior with negative consequences tends not to be repeated

reinforcement theory

The hallmark of developing and maintaining effective customer relations is today called

relationship marketing

In, a manager realizes that complete inaction will have negative consequences but opts for the first available alternative that involves low risk.

relaxed change

Products that are retargted for a new use or applcaition also incudes retarrgeting to new users or new markets % of new products

repositioning's , 7%

the tendency to generalize from a small sample or a single event.

representativeness bias,

The fourth digit in NAICS

represents an industry group

RFP process means

request for proposal

Buy physical products and resell them without any reprocessing are

resellers

Wholesalers and retailers are

resellers

Is the action taken by consumer to satisfy drive

response

net loss

results when expenses exceed revenues

net income

results when revenues exceed expenses

Is for more expensive to acquire a new customer than It is to

retain an existing customer especially in the automotive retail industry

this tarrif is designed simply to raise money for the governmet,

revenue tariff

In a_________ a buyer communicates in need for product or service and would-be suppliers are invited to bidding competition with the each other

reverse auction

one indicator that managers often pay attention to is productivity growth. Rising productivity leads to

rising profits, lower inflation, and higher stock prices.

In the five forces model is high competition is fierce in market and low when competition is more complacence

rivarly among existing competitors

Preduental insurce there logo is a mountain and call them selves the

rock

How comfortable are people with chnaging the way they work or live (low _____) or prefer the known systems (high ____ )this is called in Hofstede's cultural dimensions

uncertainty avoidance

—working at jobs that require less education than they have

underemployed

Questionable firm practices yet donates a lot to the community

unethical, socially responsible

involves asking probing questions to find out what the applicant is like.

unstructured interview

The _______ of an organization developed strategies

upper level

three key attributes among analytics competitors:

use of modeling, multiple applications, and support from top management

is guided by what will result in the greatest good for the greatest number of people

utilitarian approach

Perspective on moral philosophy which is personal moral philosophy for the greatest number by asserting the costs and benefits of the consequences of ethical behavior benefits exceed the cost and the behavior is ethical if not then the behaviors is it unethical

utilitarianism

—the test measures what it purports to measure and is free of bias.

validity

Marketing creates

value

Price captures

value

Products create

value

, the pattern of values within an organization.

value system

an account is classified as either

variable or fixed

Service products are a lot more _________then products

varible

is money provided by investors to start-up firms and small businesses with high risk but perceived long-term growth potential, in return for an ownership stake

venture capital

ith job enrichment employees are given more responsibility (known as

vertical loading).

Step 5 is Market research is key it requires a formal presentation to exectutive management , stratgey and funding are set off of marketing research if done well great if wrong

very costly

_should be clear concise meaningful, inspirational and long-term

vision or mission statement

Market research needs to be done

well , presice

meeting product quality, avoiding stock out situations so the buyers don't substitute competing brands and, repetitive advertising messages that reinforce a consumers knowledge or assure buyers they made the right choice

what marketers focus on for a low involvement product

Market bacsket analsyis is what

what people buy together

Micro marketing segmentation strategy

when you cusotmize the product just for you