Unit 4: Human Resources

turnover A. making the company attractive for

employees

orientation B. are partnerships that combine talents and

resources between entities for mutual
benefit in managing human resources

talent alliances C. the act of replacing an employee with a

new employee

employer branding D. somebody who is involved in an

organisation or company and has an
interest in its success

skateholder E. a period of time that someone is allowed

away from work for holiday, illness, or
another special reason, but that they are
not paid for

unpaid leave/holiday F. training or preparation for a new job

 Unit 9: Marketing Strategy

competition pricing A.a marketing statement that differentiates a

product or brand from its competitors

price B. a strategy of high prices

middlemen C. refers to the total value of a company ‘s

sales. This is calculated by multiplying the
number of units sold by the price of each
unit

turnover D. refers to a product that is very similar to

other competitor products

USP (unique selling point) E. business people who channel goods and
services from producers to consumers

penetration pricing F. the organisation sets an initial high price

and then slowly lowers the price to make
the product available to a wider market

pricing strategy G. one of the most important elements of the

marketing mix -> generates a turnover

premium pricing strategy H. refers to the difference between the cost of

producing a unit and the price of selling
that unit. It is expressed as a percentage

controllable variables I. setting a price in comparison with

competitors

skimming pricing J. the organisation sets a low price to

increase sales and market share

marketing mix K. factors which are under the company's

control

profit margin L. known as 4Ps

a commodity product M. the processes and methodologies

businesses use to set prices for their
products and services
a lifestyle product A. refers to customers or product who are
highly sensitive to price changes, so if
there is a small increase in price, there
will be a large drop in demand.

a niche B. refer to a product that is the opposite of a

commodity product. Consumers are mainly
influenced by its feel good factor

price sensivity C. refers to specialist market or products

which cater for a small number of
customers. It is often a segment of a larger
market

Chapter 14: Distribution

Horizontal conflict A. approach to distribution that involves

placing the product in nearly every
available outlet

Channel of distribution B. route that products follow on their way from

the producer to the end users

Intensive distribution C. approach to distribution that relies on a

limited number of outlets

Distribution mix D. conflict between channel members at the

same level in the distribution chain

Exclusive distribution E. approach to distribution in which

middlemen are given the exclusive right to
sell a product within a given geographic
area

Selective distribution F. combinations of middlemen and channels

that a producer uses to get a product to
end users
Chart II. Types Of Middlemen & Retailers

retailers A. wholesalers independent wholesalers that

take legal title to products

wheel of retailing B. wholesalers that do not take title to

products but that receive a commission for
selling products

scrambled merchandising C. agents that specialize in a particular

commodity

wholesaler D. firms that sell directly to the public

off - price stores E. their appeal to price-sensitive shoppers

and are replaced by competitors

brand office F. firms that sell products to other firms that

buy them for resale or four industrial use

merchant G. wholesale operation, owned by the

producer, that doesn't carry stock but takes
orders

department store H. policy of carrying merchandise that is

ordinarily sold in diferent type of outlet

discount stores I. wholesale operation owned by producer,

that carries stock and sells products

rack jobbers J. retailers that ofer bargain prices by

maintaining low overhead and acquiring
merchandise at below wholesale costs

sales office K. evolutionary process by which stores that

feature low prices are gradually upgraded
until they forfeit

manufacture’s agents L. retailers that sell variety of goods below the

market price by keeping their overhead low

brokers A. large retail stores that carry a wide variety

of high-quality merchandise; merchant
wholesalers that are responsible for
setting up and maintaining display in a
particular store area
Chart III. Retailers (cont.)

Supermarkets M. use of large, standard-sized sealed

containers for shipping merchandise

Physical distribution N. facility for storing backup stocks of supplies

and finished products

Warehouse clubs O. warehouse facilities that specialize in

collecting and shipping merchandise

Gray market outlet P. functions involved in receiving and

handling an order

Convenience stores Q. companies that sell products through

catalogs and shift them directly to
customers by mail

Mail order firms R. large departmentalized food store

Containerization S. low-priced stores that sell memberships to

small retailers and members of employee
groups

Speciality stores T. stores that carry only particular types of

goods

Distribution center U. all the activities required to move finished

products from the producer to the
consumer

Order processing V. food stores that ofer convenient location

and hours but stock a limited selection of
goods

Warehouse W. retail establishment that obtains product at

a steep, unauthorized discount and then
resells them at the bargain price
 Chapter 11: Marketing and Comsumer Behavior

product differentiation A. overall plan for marketing a product

marketing concept B. belief that a business must determine and

satisfy customer needs in order to make a
profit

place utility C. consumer value created when someone

takes ownership of a product

marketing D. process of planning and executing the

conception, price, promotion, and
distribution of ideas, goods and services to
create exchanges that satisfy individual
and organizational objectives

time utility E. quality that makes a product more

desirable than those who ofered by the
competition

marketing strategy F. features that distinguish ones company's

product from another company's

possession utility G. consumer value created by transforming

inputs into products

competitive advantage H. must take into account the needs and

preferences of an enormous variety of
consumers

form utility I. consumer value added by making a

product available in a convenient time

utility J. consumer value added by making a

product available in a convenient location
services to create exchanges that satisfy
individual and organizational objectives

marketing strategists K. power of a good or service to satisfy a

human need
Chart II. Type Of Markets & The Marketing Mix

rational motive A. personal reason for doing something

which satisfies underlying feelings:
sensory satisfaction, fear, pride, emulation

marketing mix B. customers who buy goods or services for

resale or for use in conducting business

place C. population of individuals who buy goods

and services for their personal or
household use

consumer market D. specific groups of customers to whom a

company wants to sell a particular idea,
good, or service

market E. logical reason for doing something, (Costly,

dependability, usefulness)

four ps F. groups of individuals or organizations

within a market that share certain common
characteristics

industrial organizational market G. process of gathering information about

marketing problems and opportunities

price H. marketing elements – product, price,

promotion, and place

marketing research I. how to price company’s product

product J. blend of marketing elements that satisfies

the demands of a chosen market segment

target market K. how it should inform prospective customers

about its products

market segments L. how to decide a product that will attract

customers

promotion M. people who need or want a product and

who have money and authority to buy it

emotional motive N. how products get to customers

Chart III. Segmenting The Market

discretionary income A. study of the numerical characteristics of a

population

geographic segmentation B. classification of customers on the basic of

their psychological makeup

demographics C. division of a market into subgroup

psychographics D. money that a company has to spend after

paying taxes

market segmentation E. categorization of customers according to

their geographic location

behavioristic segmentation F. categorization of customers according to

their relationship with products or response
to product characteristics

disposal personal income G. money that can be spent on non-essentials

Chapter 9: Human Resource Management

recruiters A. section or procedure for acclimating a new

employee to the organization

job analysis B. members of the human resource staf who

are responsible for obtaining new job
candidates

job specification C. act of getting rid of a worker

termination D. distribution of financial incentives to

workers who voluntarily depart, usually
undertaken in order to shrink the payroll

seniority E. statement describing the kind of person

who would be best for a given job,
including the skills, education, and
previous experience the job requires
personnel management F. summary of education, experience,
interests, and other personal data compiled
by the applicant for a job

job description G. statement of the tasks involved in a given

job and the conditions under which the
holder of the job will work

performance appraisal H. administrative activities related to acquiring

workers, preparing them for work,
overseeing their performance, and
providing compensation

outplacement I. job-hunting and other assistance that a

company provides to laid-of workers

mandatory retirement J. expansion of personnel management to

include strategic planning

résumé K. required dismissal of an employee who

reaches a certain age

human resource management L. process by which jobs are studied to

determine the tasks and dynamics involved
in performing them

orientation M. longevity in a position or company,

frequently used as a basic for making
human resource decisions (compensation,
termination, and so on)

worker buyout N. evaluation of an employee's work

according to specific criteria

Chart II. Compensation

bonus A. system for distributing a portion of the

company's profit to employees

salaries B. payments to workers who achieve a

certain level of sales

commissions C. cash payments to workers who produce

as a desired level or whose unit ( often the
company as a whole) produces at a
 desired level

wages D. cash placement based on the calculation of

the number hours the employee has worked/
the number of units he has produced

incentives E. cash payment in addition to the regular

wage or salary, which serves as a reward
for achievement

profit sharing F. weekly, monthly, or yearly cash

compensation for work

production sharing G. plan for rewarding employees not on the

basic of overall profits but in relation to cost
savings resulting from increased output

Chart III. Employee Benefits and Services

cafeteria benefits A. where employees can visit their children

during breaks during in the work day, are
fringe benefits that only a few companies
offer

fringe benefits B. special class of fringe benefits made

available to a company's most valuable
employees

pension plans C. company-sponsored programs for

providing retirees with income

unemployment insurance D. allow employees to pick their benefits - up

to a certain amount of money- to meet their
particular needs

employee stock ownership plan E. compensations other than wages, salaries,

and incentive programs

perks F. government-sponsored program for

assisting workers who are laid of and, to a
lesser extent, those who quit their jobs

on-site nurseries G. program and enabling employees to

become owners or part owners of a
company
 Unit 7: Supply-chain Management

suppliers A. the producers of the finished product

end – users/ customers B. organisations who sell the finished who

sale the finished product via the Internet

wholesaler C. people who buy the finished product

manufactures D. shops which sell the finished product

retailers E. companies offering the raw material or

partly finished goods to other companies

e- retailers F. organisation who sell the finished product

to different shop

allocate A. resources

raise B. costs

generate C. the supply chain surplus

configure D. the supply chain

maximise E. a date/ the mode and schedule of delivery

incur F. revenue

set G. the overall value

handle H. order
 Unit 1: Culture and Its Impact

repatriation package A. a compensation and benefits package

provided to employees working abroad,
covering salary, housing, healthcare,
education, and other allowances to
maintain a comparable standard of living

relocation B. includes support and benefits for

employees returning to their home country
after an international assignment, often
addressing career transitions, financial
aspects, and readjustment assistance

expatriate package C. returning to one's home country after living

or working abroad

relocational package D. guidelines and strategies created by

governments or institutions to support and
regulate cultural activities, including arts,
heritage preservation, diversity promotion,
and creative expression

corporate identity E. moving from one place to another, often for

work

cultural policy F. offers support for moving employees to a

new location, often includes benefits like
housing assistance, transportation, and
settling-in allowances

repatriation G. the visual and conceptual representation of

a company
 Chapter 5: Organizing For Business

division of labor A. pathway for the flow of authorities from

one level of an organization's employees
to the next. The chain of command makes
it clear who reports to whom

internal organization B. diagram that shows how you work is

divided and where authority lies

authority C. power granted by the organization and

acknowledged by the employees

delegation D. specialization in or responsibility for some

portion of an organization's overall task

formal organization E. official structure of an enterprise

chain of command F. assignment of authority and responsibility

to lower-level employees

organization chart G. structural plan of an enterprise

Chart II. Forms Of Departmentation

department by territory A. grouping of organization's personnel

according to the types of outside
businesses or individuals they deal with

departmentation by function B. group or sections of people within an

organization who are working together in a
specific area

department by process C. grouping of an organization's personnel

according to the type of work activities they
engage in

departmentation by customer/ D. grouping of workers and activities in an

client organization according to product lines

departmentation by product E. grouping of an organization's personnel by

physical location

department F. group of workers according to their

responsibilities
Chart III. Span Of Management

Tall organization A. one that is quite decentralized,

characterized by wider spans of
management and greater delegation of
authority to people in middle -management
positions

Span of Management B. highly centralized operation, with many

levels of workers and most of the authority
and responsibility concentrated at the top

Span of control C. number of people a manager directly

supervises

Flat organization D. breadth of a manager's authority

Chart IV. Organizational Structures

informal organization A. entrepreneurial managers , drawn from

within the organization, who are given the
opportunity to pursue new lines of
business

functional organization B. one in which specialists are given direct

authority in their particular area of
expertise

grapewines C. form of organization in which employees

from various functional areas are brought
together temporarily to work together on a
project

intrapreneur D. unofficial lines of communication in an

organization, which bypass the formal
chain of command

project management E. one in which employees are part of both

 line organization and of permanent teams
combining representatives from several
functional areas

line organization F. one that has a clear chain command from

the top downward but that also includes
various auxiliary groups of people who
come under the heading of staff

network working G. experienced member of an organization

who serves a guide and protector to a
younger, lower-level employee

staff H. organizational characteristics and

relationships that are not part of the formal
structure but that influence how the
organization accomplishes its goals

maxtrix organization I. one that establishes a clear line of

authority flowing from the top downward
through every subordinate a position

line and staff organization J. seeking to broaden one's effectiveness in

an organization or industry by forming
relationships with others in the same or
related fields

mentor K. those who supplement the line

organization by providing advice and
specialized services

Chart V. Corporate Culture

work-hard/play-hard culture A. rallies around promotions, contests and

the image of the supersalesperson;
common in sales-oriented firms, such as
retailers

process culture B. rewards aggressiveness and demands

immediately results; found most commonly
in unpredictable industries, such as
entertainment

macho/ tough-guy culture C. relies on painstacking decisions making,

 based on solid information and input from
experts; found in high-stakes, slow
feedback industries with large but
infrequent payofs, such as oil and
aerospace

bet-your-company culture D. organizational climate or set of values that

guides or colors the atmosphere within a
company

corporate culture E. focuses on technical perfection and

procedures rather than reasons; favored in
low risk, slow-feedback organizations,
such as government or financial services.