Midterm Study Guide: Chapters 8-11

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Questions and Answers

What are factors that reduce the need for a leader's influence in a work environment called?

Leadership Alternatives

Leadership Negligence

Leadership Substitutes (correct)

Leadership Enhancers

Which of the following is an example of a programmed decision?

Developing a new product

Investing in new technology

Merging with another company

Ordering office supplies (correct)

What is the first step in the rational decision-making process?

Implementing the chosen alternative

Recognizing and defining the decision situation (correct)

Identifying alternatives

Evaluating alternatives

Which of the following is NOT a characteristic of nonprogrammed decisions?

Structured Signup and view all the answers

Leadership neutralizers can be best defined as factors that:

Make leader behavior ineffective Signup and view all the answers

In the rational decision-making example provided, which alternative is evaluated to be the best for long-term help?

Hiring a full-time worker Signup and view all the answers

What type of decision involves situations that are structured and recur with some frequency?

Programmed Decisions Signup and view all the answers

Which of the following statements is true regarding leadership substitutes?

They can overshadow the need for a leader. Signup and view all the answers

What is the first step in the decision-making process?

Select the best alternative Signup and view all the answers

Which behavioral process describes a decision maker's strong commitment to a potentially flawed decision?

Escalation of Commitment Signup and view all the answers

What does Job Analysis provide within an organization?

Job Description and Job Specification Signup and view all the answers

Risk Propensity in decision-making refers to which of the following?

Willingness to take chances when making decisions Signup and view all the answers

Coalition in decision making is characterized by what?

An informal alliance working towards a common goal Signup and view all the answers

Which of the following best describes Human Resource Management (HRM)?

Involves organizational activities directed at maintaining workforce effectiveness Signup and view all the answers

The purpose of forecasting internal supply in Human Resource Planning is to determine what?

The number and type of future employees required Signup and view all the answers

What element of job specification outlines the necessary qualifications for a job?

Skills and abilities Signup and view all the answers

What is the primary goal of Pay For Performance incentive plans?

To incentivize individual productivity among middle managers Signup and view all the answers

Which incentive plan specifically rewards groups for productivity improvements?

Gainsharing Plans Signup and view all the answers

What type of training occurs while employees are at their workplace?

On-the-job Training Signup and view all the answers

What is the definition of marketing?

Promoting and selling products or services. Signup and view all the answers

Which of the following describes a formal evaluation of employee performance?

Performance Appraisal Signup and view all the answers

Which of the following describes possession utility in marketing?

Transferring product ownership to customers. Signup and view all the answers

What is included as a component of benefits programs?

Paid time off for vacations Signup and view all the answers

What does form utility in marketing refer to?

The customization of products to meet specific needs. Signup and view all the answers

360-Degree Feedback involves which of the following?

Multi-source evaluation including bosses, peers, and subordinates Signup and view all the answers

What is the primary focus of relationship marketing?

Establishing long-term relationships with customers and suppliers. Signup and view all the answers

Which of the following is a primary characteristic of profit-sharing plans?

Bonuses are tied to the company’s profitability Signup and view all the answers

What is the role of customer relationship management (CRM) in marketing?

Building stronger company-client relationships through information management. Signup and view all the answers

What is the main focus of Pay-for-Knowledge incentive plans?

To encourage employees to acquire new skills Signup and view all the answers

What does data mining involve?

Searching and reorganizing large amounts of data for insights. Signup and view all the answers

Which of the following describes place utility in marketing?

Providing products in convenient locations for customers. Signup and view all the answers

What does data warehousing refer to?

Storing and retrieving customer data in electronic files. Signup and view all the answers

What does the political-legal environment primarily involve?

Government regulation of business Signup and view all the answers

How do changing social values impact businesses?

They lead companies to develop new products aligned with societal expectations. Signup and view all the answers

Which economic factors are marketers most concerned with?

Inflation, interest rates, and recession Signup and view all the answers

What aspect of the technological environment is critical for firms?

Creating value through innovation and new products Signup and view all the answers

What does the competitive environment imply for businesses?

They must differentiate their products to attract buyers. Signup and view all the answers

What type of products are classified as substitute products?

Dissimilar products that fulfill the same consumer need. Signup and view all the answers

What characterizes brand competition in the competitive environment?

Competing products from different manufacturers aiming for the same market. Signup and view all the answers

What role do economic conditions play in marketing strategies?

They influence spending patterns on products and pricing. Signup and view all the answers

What is the primary purpose of a Replacement Chart?

To list management positions and potential replacements Signup and view all the answers

Which of the following best describes External Recruiting?

Attracting candidates from outside the organization Signup and view all the answers

What is included in an Employee Information System (EIS) Skills Inventory?

Details on employee education, skills, and experiences Signup and view all the answers

Which of the following is NOT a type of incentive program?

Salary Increase Plan Signup and view all the answers

How is 'Wages' different from 'Salaries'?

Wages are based on hourly work; Salaries are monthly compensations. Signup and view all the answers

What is a common source for forecasting external supply of labor?

Figures provided by colleges Signup and view all the answers

What is the main difference between Internal Recruiting and External Recruiting?

Internal focuses on current employees; External seeks outside candidates. Signup and view all the answers

What does 'Pay for Knowledge Plan' incentivize?

Acquisition of additional skills Signup and view all the answers

Study Notes

Midterm Three Study Guide

Date: Thursday, November 28th
Time: 2:45 PM - 4:00 PM
Chapters Covered: 8, 9, 10, and 11
Chapter 8: Employee Behavior and Motivation
- Employee Behavior: The pattern of actions by organization members that affects effectiveness. Includes performance behavior, organizational citizenship, and counterproductive behaviors.
- Performance Behaviors: Work-related behaviors expected by the organization. Examples include sales, assembly line, and research jobs.
- Organizational Citizenship: Behaviors beyond formal job requirements that positively contribute to the organization.
- Counterproductive Behaviors: Behaviors that go against the organization's interests, like absenteeism, turnover, violence, harassment, etc.
- "Big Five" Personality Traits: Agreeableness, conscientiousness, emotionality, extraversion, and openness.
- Emotional Intelligence (EQ): The ability to be self-aware, manage emotions, motivate self, display empathy, and possess social skills.
  - Elements: Self-awareness, managing emotions, motivating oneself, empathy, social skills.
- Other Personality Traits: Locus of Control, Self-Efficacy, Self-Esteem, and Risk Propensity.
  - Locus of Control: The extent to which people believe their behavior affects what happens to them (internal or external).
  - Self-Efficacy: A person's belief in their ability to perform a task.
  - Self-Esteem: The extent to which one believes they are worthwhile.
  - Risk Propensity: The willingness to take chances and make risky decisions.
- Motivation Concepts and Theories: Classical Theory of Motivation (motivated by money), Hawthorne Effect, Theories X and Y (different views on work motivation), and Hierarchy of Needs.
Chapter 9: Leadership and Decision-Making
- Power: The ability to affect others' behavior. Five kinds of power exist in organizational settings: legitimate, expert, reward, coercive, and referent.
Chapter 10: Human Resources Management
- Human Resource Management (HRM): The organizational activities to attract, develop, and maintain a workforce.
- HR Planning: Includes job analysis, forecasting internal and external supply.
- Job Analysis: A systematic job study that provides a job description and specifications of the job.
- Job Description: Lists duties, responsibilities, work conditions, and tools for a job.
- Job Specification: Lists skills, abilities, credentials, and qualifications for a job.
- Forecasting Internal Supply: Estimating the number and type of employees in the company in the future.
- Forecasting External Supply: Predicting the number and type of people available for hiring from the labor market.
- Replacement Charts: A tool to identify managers who are qualified to take on new roles.
- Employee Information System: Records employee data to know employee skills, career aspirations and more
- Recruiting Human Resources: Process of attracting qualified job candidates.
  - Internal Recruiting: Considering current employees as potential candidates.
  - External Recruiting: Attracting people outside of the organization.
- Compensation System: Includes wages, salaries, and incentives.
- Incentive Programs: Pay programs to encourage high performance (Individual and Company Wide).
- Benefits Programs: Compensations outside of wages (e.g., health insurance).
- Employee Training and Development: Educational programs, on-the-job and off-the-job training to improve skills.
- Performance Appraisal: Formal assessment of employee job performance.
- 360-Degree Feedback: Performance appraisal technique where managers are evaluated by peers, subordinates, and bosses.
Chapter 11: Marketing
- Marketing: Activities, institutions, processes establishing exchange offers with value by creating, communicating, and delivering offerings to customers.
- Four Kinds of Utility: Form (product design), Place (distribution), Time (product availability), Possession (transfer of ownership).
- Relationship Marketing: Strategy emphasizing lasting relationships with customers and suppliers.
- Customer Relationship Management (CRM): Methods for building better client relationships.
Data Warehousing
Data Mining
The Marketing Environment: Political-Legal, Sociocultural, Economic, Technological, Competitive.
- Political-Legal: Relationship between business and government (business regulations).
- Sociocultural: Customs, values, and demographics in an organizational context.
- Economic: Relevant conditions of the economic system.
- Technological: Ways firms create value.
- Competitive: System in which businesses compete (domestic and global). (Includes substitute products, brand, and international competition).
- Competitive Environment: Different types of competition:
  - Substitute Products: Products that can fulfill the same need, although different from each other.
  - Brand Competition: Rivalry between brands offering similar products in the same target market.
  - International Competition: Rivals between home country businesses and businesses located outside the country.
Marketing Plan: A statement of marketing activities and resources to fulfill customer needs.
- Market Objectives: Things a company's marketing section hopes to accomplish.
- Marketing Strategy: Programs and activities employed by the company to accomplish its marketing objectives (four Ps - Product, Pricing, Place, Promotion).
Consumer Behavior & Purchase Motives: Study of decision process in buying and consuming products.
- Rational Motives: Logical purchasing decision.
- Emotional Motives: Non-logical decisions.
Different market segments (Geographic, Demographic, Geo-Demographic, Psychographic, Behavioral)
Product Positioning: Process to define a product's characteristics, features, etc.

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Description

Prepare for your midterm exam covering Chapters 8, 9, 10, and 11. This study guide focuses on key concepts such as employee behavior, motivation, and the 'Big Five' personality traits. Enhance your understanding of essential behaviors that influence organizational effectiveness.