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- Genco Business Ch. 8-12 Flash Cards
Genco Business Ch. 8-12 Flash Cards
Business 011 with Genco at Rutgers University - New Brunswick/Piscataway
About this deck
By: Joe Amditis
Created: 2010-11-08
Size: 224 flashcards
Views: 247
Created: 2010-11-08
Size: 224 flashcards
Views: 247
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Employee Behavior
Pattern of actions by the members of an organization that directly or indirectly influences the organizatin's effectiveness.
Performace Behaviors
Total set of work-related behaviors that the organiztion expects employees to display.
Organizational Citizenship
Positive behaviors that do not directly contribute to the bottom line.
Counterproductive Behaviors
Behaviors that detract from organizational performance.
Absenteeism
When an employee doesn't show up for work.
Turnover
Annual percentage of an organization's workforce that leaves and must be replaced.
Individual Differences
Personal attributes that vary from one person to another.
Personality
Relatively stable set of psychological attributes that distinguish one person from another.
"Big Five" Personality Traits
Five fundamental personality traits especially relevant to organizations.
Agreeableness
A person's ability to get along with others.
Conscientiousness
A reflection of the number of things that a person tries to accomplish.
Emotionality
Refers to the degree to which people tend to be positive or negative in their outlook and behaviors towards others.
Extraversion
Refers to a person's comfort level with relationships.
Openness
Reflects how open or rigid a person's beliefs are.
Emotional Intelligence
Extent to which people are self-aware, can manage their emotions, can motivate themselves, express empathy for others, and possess social skills.
Attitudes
Peoples beliefs and feelings about specific ideas, situations, or people.
Job Satisfaction
Degree of enjoyment that people derive from performing their job.
Organizational Commitment
Individual's identification with the organization an its mission.
Psychological Contract
Set of expectations held by and employee concerning what he or she will contribute to and organization (referred to as contributions) and what the organization will in return provide the employee (referred to as iducements).
Person-Job Fit
Extent to which a person's contributions and the organizations inducements match one another.
Motivation
Set of forces that cause people to behave in certain ways.
Classical Theory of Motivation
Theory holding that workers are motivated solely by money.
Hawthorne Effect
Tendency for productivity to increase when workers feel they are receiving special attention from management.
Theory X
Theory of motivation that holds that people are naturally lazy and uncooperative.
Theory Y
Theory of motivation that holds that people are naturally energetic, growth-oriented, self-motivated, and interested in being productive.
Hierarchy of Human Needs Model
Theory of motivation describing the five levels of human needs and arguin that basic needs must be fulfilled before people work to satisfy higher-level needs.
Maslow's Hierarchy of Human Needs
Physiological, Security, Social, Esteem, Self-Actualization
Two-Factor Theory
Theory of motivation holding that job satisfaction depends on two factors, hygiene and motivation.
Expectancy Theory
Theory of motivation holding that people are motivated to work toward rewards that they want and that they believe they have a reasonable chance of obtaining.
Equity Theory
Theory of motivation holding that people evaluate their treatment by the organization relative to the treatment of others.
Positive Reinforcement
A reward that follows desired behavior.
Punishment
Unpleasant consequences of an undesireable behavior.
Management by Objectives (MBO)
Set of procedures involving both managers and subordinates in setting goals and evaluating progress.
Participative Management and Empowerment
Method of increasing job satisfaction by giving employees a voice in the management of their jobs and the company.
Job Enrichment
Method of increasing job satisfaction by adding one or more motivating factors to job activites.
Job Redesign
Method of increasing job satisfaction by designing a more satisfactory fit between workers and their jobs.
Work Sharing (Job Sharing)
Method of increasing job satisfaction by allowing two or more people to share and single full-time job.
Flextime Programs
Method of increasing job satisfaction by allowing workers to adjust work schedules on a daily or weekly basis.
Telecommuting
Form of flextime that allows people to perform some or all of a job away from standard office settings.
Leadership
The processes and behaviors used by someone, such as a manager, to motivate, inspire,and influence the behavior of others.
Trait Approach to Leadership
Approach focused on identifying the essential traits that distinguish leaders.
Behavioral Approach to Leadership
Approach focused on determining what behaviors are employed by leaders.
Task-Focused Leader Behavior
Leader behavior focusing on how task should be performed in order to meet certain goals and to achieve certain performance standards.
Employee-Focused Leader Behavior
Leader behavior focusing on satisfaction, motivation and well-being of employees.
Situational Approach to Leadership
Approach that assumes that appropriate leader behavior varies from one situation to another.
Transformational Leadership
Set of abilities that allows a leader to recognize the need for change, to create a vision to guide that change, and to execute the change effectively.
Transactional Leadership
Comparable to management, leadership that involves routine, regimented activities.
Charismatic Leadership
Type of influencec based on a leader's personal charisma.
Leadership Substitutes
Individual, task, and organizational characteristicts that tend to outweigh the need for a leader to initiate or direct employee performance.
Leadership Neutralizers
Factors that may render leader behaviors ineffective.
Strategic Leadership
Leader's ability to understand the complexities of both the organization and its environment and to lead change in the organization so as to enhance its competitiveness.
Ethical Leadership
Leader behaviors that reflect high ethical standards.
Virtual Leadership
Leadership in settings where leaders and followers interact electronically rather than in face to face settings.
Decision Making
Choosing one alternative from among several options.
Coalition
Informal alliance on individuals or groups formed to acheive a common goal.
Intuition
Innate belief about something, often without conscious consideration.
Escalation of Commitment
Condition in which a decision maker becomes so commtted to a course of action that she or he stays with it even when it appears to have been wrong.
Risk Propensity
Extent to which a decision maker is willing to gamble when making a decision.
Human Resource Management (HRM)
Set of organizational activities directed at attracting, developing, and maintaining and effective workforce.
Job Analysis
Systematic analysis of jobs within an organization.
Job Description
Description of duties and responsibilities of a job, its working conditions, and the tools, materials, equipment, and information used to perform it.
Job Specification
Description of the skills, abilities, and other credentials and qualifications required by a job.
Replacement Chart
Lis tof each management position, who occupies it, how long that person will likely stay in the job, and who is qualified as a replacement.
Employee Information System
Computerized system containing information on each employee's education, skills, wotk experiences, and career aspirations.
Recruiting
Process of attracting qualified persons to apply for jobs an organizatoin is seeking to fill.
Internal Recruiting
Process of considering present emplotees as candidates for openings.
External Recruiting
Process of attracting persons outside the organization to apply for jobs.
Vestibule Training
Off-the-job training conducted in a simulated environment.
On-the-Job Training
Training, sometimes informal, conducted while and employee is at work.
Off-theJob Training
Training conducted in a controlled environment away from the work site.
Perfomance Appraisal
Evaluation of an employee's job performance in order to determine the degree to which the employee is performing effectively.
Compensation System
Total package of rewards that organizations provide to individuals in return for their labor.
Wages
Compensation in the form of money paid for time worked.
Salary
Compensation in the form of money paid for discharging the responsibilities of a job.
Incentive Program
Special compensation program designed to motivate high performance.
Merit Salary System
Indivual incentive linking compensation to performance in nonsales jobs.
Pay for Performance
Individual incentive that rewards a manager for especially productive output.
Profit Sharing Plan
Incentive plan for distributing bonuses to employees when company profits raise above a certain level.
Gainsharing Plan
Incentive plan that rewards groups for productivity improvements.
Pay-for-Knowledge Plan
Incentive plan to encourage employees to learn new skills or become proficient at different jobs.
Benefits
Compansation other than wages and salaries.
Workers' Compensation Insurance
Legally required insurance for compensating workers hurt on the job.
Cafeteria Benefits Plan
Benefit plan that sets limits on benefits per employee, each of whom may choose from a variety of alternative benefits.
Equal Employment Opportunity
Legally madated nondiscrimination in employment on the basis of race, creed, sex, or national origin.
Protected Class
Set of individuals who by nature of one or more commoon characteristics is proticted under law from discrimination on the basis of that characteristic.
Equal Employment Opportunity Commision (EEOC)
Federal agency enforcing several discrimination-related laws.
Affirmative Action Plan
Written statemtn of how the organization intend to actively recruit, hire and develop members of relevant protected classes.
Occupational Safety and Health Act of 1970 (OSHA)
Federal law setting and enforcing guidelines for protecting workers from unsafe conditions and potential health hazards in the workplace.
Sexual Harrassment
Unwelcome sexual advances in the workplace.
Quid Pro Quo Harassment
Form of sexual harassment in which sexual favors are requested in retun to job-related benefits.
Hostile Work Environment
Form of sexual harassment deriving from off-color jokes, lewd comments, and so forth.
Employment at Will
Principle, increasingly modified by legislation and judicial decision, that organizations should be able to retain or dismass employees at their discretions.
Workforce Diversity
The range of workers' attitudes, values, beliefs, and behaviors that differ by gender, race, age, ethnicity, physical ability, and other relevant characteristics.
Knowledge Workers
Employees who are of value because of the knowledge they possess.
Contingent Workers
Employees hired on something other than a full time basis to supplement and organization's permanent workforce.
Labor Union
Group of individuals working together to acheive shared job related goals, such as higher pay, shorter working hours, more job security, greater benefits, or better working conditions.
Labor Relations
Process of dealing with employees who are represented by a union.
Collective Bargaining
Process by which labor and management negotiate conditions of employment and draft a labor contract for union representative workers.
Cost of Living Adjustment (COLA)
Labor contract clause tying future raises to changing in consumer purchasing power.
Wage Reopener Clause
Clause allowing wage rates to be renegotiated during the life of a labor contract.
Strike
Labor action in which employees temporarily walk off the job and refuse to work.
Picketing
Laboe action in which workers publicize their grievances at the entrance to an employers facility.
Boycott
Labor action in which workers refuse to buy products of a tagerted employer.
Work Slowdown
Labor action in which workers perform jobs at a slower than normal rate.
Lockout
Management tactic whereby workers are denied access to the employers workplace.
Strikebreaker
Worker hired as a permanent or temporary replacement for a striking employee.
Mediation
Method of resolving a labor dispute in which a third party suggests, but does not impose, a settlement.
Arbitration
Method of resolving a labor dispute in which both parties agree to submit to the judgement of a neutral party.
Marketing
Activity, set of institutions, and processes for creating, communicating, delivering, and enhancing offerings that have value for sustomers, clients, partners and society at large.
Value
Relative comparison of a products benegits versus its costs.
Utility
Ability of a product to satisfy a human want or need.
Consumer Goods
Physical products purchased by consumers for personal use.
Industrial Goods
Physical goods purchased by companies to produce other products.
Services
Products having nonphysical features, such as information, expertise or an activity that can be purchased.
Relationship Marketing
Marketing strategy that emphasizes lasting relationships with sustomers and suppliers.
Substitute Product
A product that is dissimilar from competitors products but can fulfill the same needs.
Brand Competition
Competitive marketing that appeals to consumer perceptions of benefits of products offered by particular companies.
International Competition
Competitive marketing of domestic products against foreign products.
Marketing Manager
manager who plans and implements to the markets activities that result in the transfer of products from producer to comsumer.
Marketing Plan
Detailed strategy for focusing marketing efforts on consumers' needs and wants.
Marketing Mix
Combination of product, pricing, promotion, and distribution, strategies used to market products.
Product
Good, service, or idea that is marketed to fill consumers needs and wants.
Product Differentiation
Creation of a product feature or product image that differs enough from existing products to attract customers.
Pricing
Process of determining the best price at which to sell a product.
Distribution (Place)
Part of the marketing mix concerned with getting products from producers to consumers.
Promotion
Aspect of the marketing mis concerned with the most effective techniques for communicating informatino about products.
Integrated Marketing Strategy
Strategy that blends together the Four Ps of marketing to ensure their compatibility with one another and with the company's non-marketing activities as well.
Target Market
Group of people that have similar wants and needs and can be expected to show interest in the same products.
Market Segmentation
Process of dividing a market into categories of customer types, or segments.
Product Positinoing
The process of fixing, adapting, and communicating the nature of the product.
Geographic Variables
Geographic units that may be considered in developing a segmentation strategy.
Demographic Variables
Characteristics of populations that may be considered in developing a segmentation strategy.
Psychographic Variables
Consumer characteristics, such as lifestyles, opinions, interests, and attitudes that may be considered in developing a segmentation strategy.
Consumer Behavior
Study of the decision process by which people buy and consume products..
Brand Loyalty
Pattern of regular consumer purchasing based on satisfaction with a products performance.
Rational Motives
Reasons for purchasing a product that are based on a logical evaluation of product attributes.
Emotional Motives
Reasons for purchasing a product that are based on nonobjective factors.
Industrial Market
Organizational market consisiting of firms that buy goods that are either converted into products or used during production.
Reseller Market
Organizational Market consisiting of intermediaries that buy and resell finished goods.
Institutional Market
Organizational market consisting of such nongovernmental buyers of goods and services as hospitals, churches, museums, and charitable organizations.
Product Features
Tangible and intangible qualities that a company builds into its products.
Value Package
Product marketed as a bundle of value-adding attributes, including reasonable cost.
Convenience Good/Convenience Service
Inexpensive good or service purchased and consumed rapidly and regularly.
Shopping Good/Shoppping Service
Moderately expensive, infrequently purchased good or service.
Specialty Good/Specialty Service
Expensive, rarely purchased good or service.
Expense Item
Industrial product purchased and consumed rapidly and regularly for daily operations.
Capital Item
Expensive, long lasting, infrequently purchased industrial good, such as a building, or industrial service, such as building maintenence.
Product Mix
Group of products that a firm makes available for sale.
Product Line
Group of products that are closely related because the functino in a similar manner or are sold to the same customer group who will use them in similar ways.
Speed to Market
Strategy of introducing new products to respond quickly to customer or market changes.
Product Life Cycle (PLC)
Series of sages in a product's commerical life.
Branding
Process of using sumbols to communicate the qualities of a product made buy a particular producer.
Brand Awareness
Extent to which a brand name comes to mind when a consumer considers a particular product category.
Product Placement
A promotional tactic for brand exposure in which characters in TV, film, music, or video games use a real product with its brand visible to viewers.
Buzz Marketing
Promotional method that relies on word of mouth to create buzz about products and ideas.
Viral Marketing
Type of buzz marketing that relies on the internet to spread information like a "virus" from person to person about products and ideas.
Corporate Blogs
Comments and opinions published on the web by or for an organization to promote its activities.
National Brand
Brand name product produced by, widely distributed by, and carrying the name of a manufacturer.
Licensed Brand
Brand name product for whose name the seller has purchased the right from an organizatino of individual.
Private Brand (Private Label)
Brand named product that a wholesaler or retailer has commissioned from a manufacturer.
Packaging
Physical container in which a product is sold, advertised, or protected.
Pricing
Process of determining what a company will receive in exchange for its products.
Pricing Objectives
The goals that sellers hope to achieve in pricing products for sale.
Market Share
Comany's percentage of the total industry sales for a specific product type.
Cost Oriented Pricing
Pricing that considers the firms desire to make a profit and its need to cover production costs.
Markup
Amount added to an items purchase cost to sell it at a profit.
Variable Cost
Cost that changes with the quantitiy of a product produced and sold.
Fixed Cost
Cost that is incurred regardless of the quantity of a product produced and sold.
Breakeven Analysis
For a particular selling price, assessment of the sellers costs versus revenues at various sales volumes.
Breakeven Point
Sales volume at whic the sellers total revenue from sales equals total costs (variable and fixed) with neither profits nor loss.
Price Skimming
Setting an initially high price to cover new product costs and generate profit.
Penetration Pricing
Setting and initially low price to establish a new product in the market.
Price Lining
Setting a limited number of prices for certain categories of products.
Psychological Pricing
Pricing tactic that takes advantage of the fact that consumersdfo not always respond rationally to stated prices.
Odd-Even Pricing
Psychological pricing tatic based on the premise that customers prefer prices not stated in even dollar amounts.
Distribution Mix
Combination of distribution channels by which a firm gets its products to end users.
Intermediary
Individual or firm that helps to distribute a product.
Wholesaler
Intermediary who sells products to other businesses for resale to final customers.
Retailer
Intermediary who sells products directly to customers.
Distribution Channel
Network of interdependent companies through which a product passes from producer to end user.
Direct Channel
Distribution channel in which a product travels from producer to consumer without intermediaries.
Sales Agent
Independent intermediary who generally deals in the related product lines of a few producers and form long term relationships to represent those producers and meet the needs of many customers.
Broker
Interpendent intermediary who matches numerous sellers and buyers as needed, often without knowing in advance who they will be.
Department Store
Large product line retailer characterized by organization into specialized departments.
Supermarket
Large product line retailer offering a variety of food and food related items in specialized departments.
Specialty Store
Retail store carrying one product line or category of related products.
Bargain Retailer
Retailer carrying a wide range of products at bargain prices.
Discount House
Bargain retailer that generates large sales volume by offering goods at substantial price reductions.
Catalog Showroom
Bargain retailer in which customers place odrers for catalog items to be picked up at on premises warehouses.
Factory Outlet
Bargain retailer owned by the manufacturer whose product it sells.
Wholesale Club
Bargain retailer offering large discounts on brand name merchandise to customers who have paid annual membership fees.
Convenience Store
Retail store offering easy accessibility, extended hours, and fast service.
Direct Response Retailing
Form of nonstore retailing in which firms directly interact with customers to inform them of products and to receive sales orders.
Mail Order (Catalog Marketing)
Form of nonstore retailing in which customers place orders for catalog merchandise received through the mail.
Telemarketing
Form of nonstore retailing in which the telephone is used to sell directly consumers.
Direct Selling
Form of nonstore retailing typified by door to door sales.
Shopping Agent (E-Agent)
E-intermediary or middleman in the internet distribution channel that assists users in finding products and prices but does not take possession of the products.
Electronic Retailing
Nonstore retailing in which information about the sellers products and services is connected to consumers computers, allowing consumers to receive the information and purchase the products in the home.
E-Catalog
Nonstore retailing in which the internet is used to display products.
Electronic Storefront
Commerical web site at which customers gather information about products and buying opportunities, place orders and pay for purchases.
Cybermall
Collection of virtual storefronts representing a variety of products and product lines on the internet.
Interactive Market
Nonstore retailing that uses a web site to provide real time sales and customer service.
Video Marketing
Nonstore retailing to consumers via home television.
Physical Distribution
Acitivites needed to move a product efficiently from manufacturer to consumer.
Warehousing
Physical distribution operation concerned with the storage of goods.
Private Warehouse
Warehouse owned by and providing storage for a single company.
Public Warehouse
Independently owned and operated warehouse that stores goods for many firms.
Promotion
Aspect of the marketing mix concerned with the most effective techniques for communicating information about and selling a product.
Positioning
Process of establishing an identifiable product image in the minds of consumers.
Promotional Mix
Combination of tools used to promote a product.
Advertising
Promotional tool consisting of paid, nonpersonal communication used by an identified sponsor to inform an audience about a product.
Advertising Media
Variety of communication devices for carrying a sellers message to potential customers.
Media Mix
Combination of advertising media chosen to carry a message about a product.
Personal Selling
Promotional tool in which a salesperson communicates one on one with potential customers.
Order Processing
Personal selling task in which salespeople receive orders and see to their handling and delivery.
Creative Selling
Personal selling task in whch salespeople try to persuade buyers to purchase products by providing information about their benefits.
Missionary Selling
Personal selling task in which salespeople promote their firms and products rather than try to close sales.
Sales Promotion
Short term promotional activity designed to encourage consumer buying, industrial sales, or cooperation from distributors.
Coupon
Sales promotion technique in which a certificate is missed entitling the buyer to a reduced price.
Premium
Sales promotion technique in which offers of free or reduced price items are used to stimulate purchases.
Point of Sale (POS) Display
Sales promotion technique in which product displays are located in certain areas to stimulate purchase or to provide information on a product.
Trade Show
Sales promotino technique on which various members of an industry gather to display, demonstrate, and sell products.
Publicity
Promotional tool in which information about a company, a product, or an event is transmitted by the general mass media to attract public attention.
Public Relations
Company influenced information directed at building goodwill with the public or dealing with unfavorable events.
About this deck
By: Joe Amditis
Created: 2010-11-08
Size: 224 flashcards
Views: 247
Created: 2010-11-08
Size: 224 flashcards
Views: 247
About StudyBlue
STUDYBLUE makes things that make you better at school.
Things like online flashcards with photos and audio.
Things like personalized quizzes and friendly reminders about when (and what) to study next.
Think of it as a digital backpack™: access to all of your study materials online and on your phone.
STUDYBLUE exists to make studying efficient and effective for every student, for free. Join us.
“Simply amazing. The flash cards are smooth, there are many different types of studying tools, and there is a great search engine. I praise you on the awesomeness.”
Dennis
Dennis