Term
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Definition
| set of expectations held by an employee concerning what he or she will contribute to an organization (contributions) and what the organization will in return provide the employee (inducements) |
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Term
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Definition
| degee of enjoyment that people derive from performing thier jobs |
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Term
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Definition
| annual percentage of an organization's workforce that leaves and must be replaced |
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Term
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Definition
| set of forces that cause people to behave in certain ways |
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Term
| classical theory of motivation |
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Definition
| theory holding that workers are motivated solely by money |
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Term
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Definition
| tendency for productivity to increase when workers beleive they are receiving special attention from management |
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Term
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Definition
| theories of motivation holding people are naturally irresponsible (X) and that people are naturally responsible, growth oriented, self motivated and the such (Y) |
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Term
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Definition
| theories of motivation holding people are naturally irresponsible (X) and that people are naturally responsible, growth oriented, self motivated and the such (Y) |
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Term
| hierarchy of human needs model of motivation |
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Definition
| theory describing 5 levels of human needs arguing that basic needs must be fulfilled before people work to satisfy higher level needs |
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Term
| two-factor theory of motivation |
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Definition
| theory holding that job satisfaction depends on two types of factors, hygiene and motivation |
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Term
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Definition
| theory of motivation holding that people are motivated to work toward rewards that they want and that they beleive they have a reasonable chance of obtaining |
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Term
| equity theory of motivation |
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Definition
| theory holding that people evaluate thier treatment compared to others' |
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Term
| management by objectives (MBO) |
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Definition
| set of procedures involving both managers and subordinates in setting goals and evaluating progress |
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Term
| participative management and empowerment |
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Definition
| method of increasing job satisfaction by giving employees a voice in the management of thier jobs and the company |
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Term
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Definition
| method of increasing satisfaction by adding more motivating factors to job activities (job rotation for ex.) |
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Term
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Definition
| method of increasing satisfaction by designing a more satisfactory fit between workers and their jobs |
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Term
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Definition
| method of increasing job satisfaction by having people share one full-time job |
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Term
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Definition
| increasing job satisfation by allowing flexible work hours on daily or weekly basis |
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Term
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Definition
| type of flextime that allows people to perform parts of thier job away from the office |
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Term
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Definition
| process of motivating others to work to meet specific objectives |
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Term
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Definition
| pattern of behavior that a manager exhibits in dealing with subordinates |
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Term
| autocratic leadership style |
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Definition
| when managers gennerally issue orders and expect them to be obeyed without question |
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Term
| dmeocratic leadership style |
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Definition
| when managers generally ask for input from subordinates but retain funal decisions making power |
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Term
| free-rein style of leadership |
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Definition
| when managers serve as advisers to subordinates who are allolwed to make decisions |
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Term
| contingency approach to managerial style |
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Definition
| using the appropriate managerial style in a particular situation contingent on it's unique elements |
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Term
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Definition
| process of planning and executing the conception, pricing, promotion and distribution of ideas goods and services to create exchanges that satisfy individual and organizational objectives |
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Term
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Definition
| relative comparison of a product's benefits with its costs |
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Term
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Definition
| ability of a product to satisfy a human want or need |
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Term
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Definition
| products purchased by consumers for personal use |
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Term
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Definition
| products purchased by consumers for personal use |
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Term
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Definition
| products purchased by companies to produce other products |
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Term
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Definition
| intangible products, such as time, expertise, or an activity that can be purchased |
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Term
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Definition
| marketing strategy that emphasizes lasting relationships with customers and suppliers |
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Term
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Definition
| outside factors that influence marketing programs by posing opportunities or threats |
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Term
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Definition
| product that is dissimilar to those of competitors but that can fulfill the same need (like going to the gym vs dieting) |
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Term
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Definition
| competitive marketing that appeals to consumer perceptions of similar prodcuts |
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Term
| international competition |
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Definition
| competitive markeing of domestic products against foreign products |
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Term
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Definition
| marnager who plans and implements the markeing activities that result in the transfer of products from producer to consumer |
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Term
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Definition
| detailed strategy for focusing marketing efforts on consumer needs and wants |
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Term
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Definition
| the combination of product, pricing promotion and distribution strategies used to market products (yes, the 4 Ps) |
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Term
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Definition
| good, service or idea that is marketing to fill consumer needs and wants |
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Term
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Definition
| marnager who plans and implements the markeing activities that result in the transfer of products from producer to consumer |
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Term
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Definition
| creation of a product or product image that differes enough from existing products to attract consumers |
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Term
| distribution (concerned with marketing) |
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Definition
| part of the marketing mix concerned with getting products from producers to consumers |
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Term
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Definition
| advertising, personal selling, sales promotion and public relations |
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Term
| three basic ways to define market segment |
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Definition
| geographic, demographic and psycographic (life style and opinion, most important becuase it can be changed) |
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Term
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Definition
| groupe of people that has similar wants and needs and that can be expected to show interest in the same products |
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Term
| main influences on consumer behavior |
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Definition
| psycological (motivations, perceptions and attitudes), personal (lifestyle, economic status, personality), social (family, leaders, friends) and cultural |
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Term
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Definition
| various faces of the decision process by which consumers come to purchase and consume products |
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Term
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Definition
| pattern of regular consumer purchasing based on satisfaction with a products |
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Term
| steps in the consumer buying process |
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Definition
1. problem need recognition
2. information seeking
3. evaluation of alternatives
4. purchase decision
5. post purchase evaluation |
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Term
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Definition
| process of collecting, storing and retrieving date in electronic files |
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Term
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Definition
| application of electronic technologies for searching, sifting and reorganizing data in order to collect marketing informationa nd target products in the marketplace |
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Term
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Definition
| organizational market consisting of firms that buy goods that are either converted into products or used during production |
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Term
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Definition
| market consisting of intermediaties that buy and resell finished goods |
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Term
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Definition
| market consisting of such nongovernmental buyers of goods and services as hospitals, churches, museums, and charatable organizations |
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Term
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Definition
| tangible quality that a company builds into a product |
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Term
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Definition
| product marketed as a bundle of value-adding attributes, including reasonable cost |
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Term
| classifications of consumer products |
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Definition
| convenience goods (milk), shopping goods (appliances) and specialty goods (wedding stuff...) |
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Term
| two types of industrial products |
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Definition
| expense items and capital items (purchased and consumed rapidly for daily operations and infrequently purchased, fixed cost goods, buildings and the such) |
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Term
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Definition
| group of product that a firm makes available for sale |
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Term
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Definition
| groupd of similar products intended for a similar group of buyers who will use them in similar ways |
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Term
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Definition
| strategy of introducing new products to market changes |
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Term
| product life cycle (PLC) (and stages) |
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Definition
series of stages in a products profit-producing life.
1. introduction
2. growth
3. maturity
4. decline |
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Term
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Definition
| process of using symbols to communicate the qualities of a product made by a particular producer |
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Term
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Definition
| extent to which a brand name comes to mind when the consumer considered a particular product category |
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Term
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Definition
| national: widely produced product carrying the name of the manufacturer, licenced: product for whose name the sller has purhased thr ight from an organization, private (or private label): product commissioned by a wholesaler or retailer. (p311) |
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Term
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Definition
| goals that producers hope to attain in pricing products for sale |
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Term
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Definition
| as a percentage, total of market sales for a specific company or product |
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Term
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Definition
amount added to an item's cost to sell it at a profit
markup percentage = markup/sales price |
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Term
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Definition
| for a particular selling price, assesment of a seller's costs versus revenues at various sales volumes |
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Term
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Definition
| volume at which total revenue from sales equals total costs (variable and fixed) |
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Term
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Definition
| setting an initially high price to cover new product costs and generate a profit |
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Term
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Definition
| setting an initially low price to establish a new product in the market |
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Term
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Definition
| setting a limited number of prices for certain categories of products |
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Term
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Definition
| pricing tactic that takes advantage of the fact that consumers do not always respond reationally to stated prices |
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Term
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Definition
| psycolocigal pricing tactic based on the premist that customers perfer prices not stated in even dollar amounts |
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Term
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Definition
| combination of distribution channels by which a firm gets its produc ts to end users |
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Term
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Definition
| intermediary who sells products to other businesses for resale to final consumers |
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Term
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Definition
| intermediary who sells products directly to consumers |
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Term
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Definition
| network of interdependent companies through which a product passes from producer to end user |
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Term
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Definition
| distribution channel in which a product travels from producer to consumer without intermediaries |
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Term
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Definition
| independent intermediary who usually represents many manfacturers and sells to wholessalers or retailers |
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Term
| industrial (business)distribution |
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Definition
| network of channel members involved in the flow of manufactured goods to industrial customers |
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Term
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Definition
| independent wholesaler who takes legal possession of goods produced by a variety of manufacturers and then resells them to other businesses |
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Term
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Definition
| E-commerce practice whereby a website offeres other websites commissions for referring customers |
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Term
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Definition
| e-intermediary in the internet distribution channel that assists users in finding products and prices but that does not take possession of products |
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Term
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Definition
| deptartment store, supermarket, specialty store, bargain retailer, discount house, catalog showroom, factory outlet, warehouse club, |
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Term
| nonestore and electric retailing |
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Definition
| convenience sotre, direct-response retailing, mail order, telemarketing, electronic retailing |
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Term
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Definition
| collection of virtual storefronts (business websites)representing a variety of products and product lines on the internet |
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Term
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Definition
| nonstore retailing that users a website to provide real-time sales and customer service |
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Term
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Definition
| nonstore retailing to consumers via standard and cable television |
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Term
| private vs public warehouses |
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Definition
| private owned by providing storage for a single company and public owned buy third party and stores goods for many firms |
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Term
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Definition
| all activities involved in completing a sales transaction, begining with making the sale and ending with ontime delivery to the customer |
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Term
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Definition
| process of establishing an identifiable product image in the minds of consumers |
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Term
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Definition
| combination of tools used to promote a product |
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Term
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Definition
| promotional tool consisting of paid, nonpersonal communication used by an identified sponsor to inform an audience aobut a product |
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Term
| direct mailing advertising medium |
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Definition
| when messages are mailed directly to consumers homes or places of business |
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Term
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Definition
| combination of advertising media chosen to carr messages about a product |
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Term
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Definition
| personal selling tast in which salespeople try to persuade buyers to purchase products by providing information about thier benefits |
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Term
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Definition
| order processing, creative selling missionary selling (promoting firm's and products rather than try to close sales) |
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Term
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Definition
| short term promotion to stimulate buying |
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Term
| point-of-purchase display (POP) |
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Definition
| sales promotion technique in which product displays are located in ctain areas to stimulate purchase |
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Term
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Definition
| promotion in which offers of free or reduced price items are used to stimulate purchases |
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Term
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Definition
| system for transforming raw data into information that can be used in decision making |
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Term
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Definition
| meaningful, useful interpretation of data |
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Term
| electronic information technologies (EIT) |
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Definition
| IS application based on telecommunications technologies, that use networks of aapliances or devices to communicate information by electronic means |
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Term
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Definition
| software that connects memebers of a group for shared email distribution, electronic meetings, appointments, and group writing |
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Term
| data communication network |
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Definition
| global network (internet for ex) for users to send electronic messages and info quickly |
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Term
| data communication network |
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Definition
| global network (internet for ex) for users to send electronic messages and info quickly |
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Term
| internet servie provider (ISP) |
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Definition
| commercial firm that maintains a permanaent connection to the internet and sells temporary connections to subscribers |
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Term
| internet servie provider (ISP) |
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Definition
| commercial firm that maintains a permanaent connection to the internet and sells temporary connections to subscribers |
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Term
| internet servie provider (ISP) |
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Definition
| commercial firm that maintains a permanaent connection to the internet and sells temporary connections to subscribers |
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Term
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Definition
| dedicated workstation customized for managing, maintaining, and supporting websites |
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Term
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Definition
| private network of internal web sites and other sources of info available to a company's employees |
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Term
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Definition
| software and hardware system that prevents outsiders from accessing a company's internal network |
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Term
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Definition
| internet allowing ousiders access to a firm's internal informaion system |
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Term
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Definition
| flexible production process that generates customized products in high volumes at low cost |
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Term
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Definition
| employee who uses information and knowledge as raw materials and who relies on information technology to design new products for business systems |
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Term
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Definition
| computer aided manufacturing |
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Term
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Definition
| management information system (system used to turn data into information for decision making) |
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Term
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Definition
| decision support system (interactive system that locates and presents information needed to support decision making) |
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Term
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Definition
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Term
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Definition
| form of AI that attempts to imitate the behavior of human experts in a particular field |
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Term
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Definition
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Term
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Definition
| wide or local area network linked together to communicate |
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Term
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Definition
| information-technology system consisting of clients (users) that are electronically linked to share network resources provided by a server, such as a host computer |
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