Review-Outline.doc

1. absenteeism and insubordination 旷工和反抗
2. achieve a target profit 实现目标利润
3. achieve greater market share 实现更大的市场份额
4. acquire a physical site for the business
5. adaptive pricing
6. advertising heavily
7. after-tax profits 税后利润
8. bank balances available 银行余额可用
9. be entitled to elect the board of directors 有权选取董事会成员
10. be laid off 下岗
11. be subject to taxation 需课税
12. be taxed as personal income 个人所得税
13. benefit segmentation 利润分配
14. build traffic 交通建设
15. business environment 商业环境
16. capital contributions 出资额
17. capital goods 资本货物
18. claim to all the profits the business makes 享有所有的商业利润
19. competition-oriented pricing 竞争导向定价
20. conglomerate 企业集团
21. consumer goods 消费品
22. convenience goods 日用品
23. corporate taxes 企业税
24. cost-oriented pricing 成本导向定价法
25. operating costs 生产费用、运营成本、营业成本、主营业务成本
26. CPM cost per thousand （广告术语）每千人成本
27. customary pricing 习惯性定价法
28. customer loyalty 顾客忠诚度
29. dealer brands 经销商品牌
30. demand-oriented pricing 需求导向定价法
31. demographic segmentation 人口统计区隔
32. determine future human-resource needs
33. discount retailers 折扣零售商
34. distribution channel 分销渠道
35. employee compensation
36. employee orientation program 员工入职培训
37. enter into joint ventures
38. entrepreneurship 企业家
39. exclusive sale of tobacco
40. expense items 费用项目
41. factors of production 生产要素
42. factory outlet stores 厂家直销商店
43. family brands
44. focus groups
45. form of organization 公司的结构
46. fortress culture 山寨文化
47. future growth and profit potential 未来的经济增长和企业利润潜力
48. general partnerships 一般合伙
49. geographic segmentation 地理区分
50. good distribution system
51. hold title to the property
52. horizontal merger 横向兼并
53. image advertising
54. implementing decisions
55. incorporators 股东
56. industrial goods 工业品
57. informational advertising
58. initial public offering 首次公开发行
59. initial screening
60. initial shares of stock
61. institutional advertising
62. intermediate products 中间产品、半成品
63. internal and external labor markets内部和外部劳动力市场
64. inventory 库存
65. job analysis and design 职业分析和规划
66. job description 职位描述
67. job specification 工作规范
68. legal entity 法人
69. limited fringe benefits
70. limited partnerships 有限责任合伙
71. major corporate policies 主要的公司政策
72. mall-intercept interviews 商场问卷调查
73. management expertise 管理经验
74. manual labor 体力劳动
75. manufacturer brands
76. market segmentation 市场细分
77. marketing mix 营销组合
78. merchant wholesalers
79. noise level 噪声水平
80. nonprofit businesses 非盈利企业
81. odd pricing or psychological pricing
82. official proceedings 官方程序
83. off-price retailers 折扣零售商
84. on-the-job or off-the-job training 在职或离职培训
85. organization structure 组织结构
86. organizational concept 组织理念
87. overall operation of the enterprise 企业的整体经营
88. pass-along rate.
89. penetration strategy 渗透策略
90. perceiving nonverbal messages
91. perform unpaid labor at home
92. piecework payment 计件付费
93. potential for management development 管理发展潜力
94. poverty alleviation 扶贫
95. price lining
96. product classification 产品分类
97. product identifier 产品标识符
98. product mix 产品结构，产品搭配组合
99. product positioning 产品定位
100. product-line pricing
101. products distribution 产品分布
102. professional ethics 职业道德
103. profit-oriented businesses 以赢利为目的企业
104. programmed instruction
105. project contractor 工程承包商
106. prompt delivery 实时交货
107. public utilities 公共事业、公共设施
108. raise additional funds 筹集额外资金
109. raise the necessary financial backing 筹措必要的财政支持
110. report income
111. resources allocation 资源分配
112. retail distribution network 零售分销网络
113. right promotional strategy 合理的促销策略
114. segmentation by volume
115. selection interview 甄选面试、遴选面试
116. services after sale 售后服务
117. setting and meeting deadlines
118. shopping goods 消费品
119. sign the partnership agreement 签署合作协议
120. skimming price strategy 撇脂定价策略
121. sole proprietorship 独资企业
122. source credibility 信息来源可信度
123. specialty goods 特殊商品
124. specialty stores 专卖店
125. stock and securities broker 股票和证劵经纪人
126. subliminal advertising 潜意识广告
127. tangible and intangible attributes and benefits
128. target pricing 目标定价
129. taxable entities 应税实体
130. the acquired and acquiring firms
131. the governing authority of each corporation
132. the manufactured aids to production
133. the performance of a contract
134. the self-employed 个体经营者
135. the target market or target consumers 目标市场和目标消费者
136. the ultimate buyer 最终买方
137. timing flexibility
138. top executive positions 高层主管位置
139. undergo massive reorganization 进行大规模的重组
140. uniform pricing 统一定价
141. unlimited liability for business debts and contracts
142. value pricing 公允价格
143. vertical merger 纵向合并
144. vestibule training 新员工培训、技工培训
145. voluntary reduction in pay
146. voluntary time off
147. water and gas supplier 水和天然气供应商
148. weed out obviously unqualified candidates 剔除明显不合格的候选人
149. wholesalers and retailers 批发商和零售商
150. work survival skills

Given their full liability, sole proprietors may have a hard time raising capital to expend their business, because lenders worry about the possibility that the personal creditors will bring claims against business assets. To finance their businesses, sole proprietors often borrow on their life insurance, take second mortgages on their houses, withdraw money from personal savings accounts, and lower their standard of living.

In an academy culture, employees are highly skilled and tend to stay in the organization and work their way up the ranks. This culture stresses long-term career development and provides a stable environment in which employees can develop and exercise their skills. New employees attracted by this culture are typically college graduates. The organization examples are universities, hospitals, large corporations like IBM, etc.

Performance appraisals are comparisons of actual performance with expected performance. Companies use them to make decisions about training, compensation, promotion, and other job changes. To do a performance appraisal, the employee and the manager need to agree on common goals. They do so by performance planning, which involves setting goals for the job, figuring out how to tell whether the goals have been met, determining how the employee will achieve the goals, and setting a time limit for them to be met.

A promotion is an upward move in an organization to position with more authority, responsibility, and pay. Promotion decisions are usually based on seniority and merit. A transfer is a sideways move in an organization to a position with about the same salary and level. Employees may seek a transfer for personal enrichment, for a more interesting job, for more convenience (better hours, location of work, and so on), or for a job that offers more chances for advancement. A separation occurs when an employee leaves the company. The cause may be resignation, layoff, termination, or retirement.

Two types of data are used in marketing research: primary and secondary. Primary data are data collected directly from the original source for the purpose of solving a problem under investigation. Secondary data are data previously collected for a project other than the current one, and they can come from a number of sources. Among these sources are government agencies, trade associations, research bureaus, universities, commercial publications, and internal company records. Company records include sales invoices, accounting records, data from previous research studies, and historical sales data.

As a product strategy, trading up means adding a higher-priced prestige product to a line to attract a higher-income market. By trading up, the seller intends that the prestige of the new product will help the sale of its existing lower-priced products. A company is said to be trading down when it adds a lower-priced item to its line of prestige products. The firm expects that people who cannot afford the original product will want to buy the new one because it carries some of the status of the higher-priced product.

Another product strategy is to thin out the product mix, either by eliminating an entire line or by simplifying the assortment within a line. The shift from fat and long lines to thin and short lines can weed out low-profit products and get higher profits from fewer products. That is why some travel agencies have discontinued selling a full line of travel services and are concentrating on specialized tours and trips to exotic places.

The two basic components that affect product pricing are costs of manufacture and competition in selling. It is unprofitable to sell a product below the manufacturer’s production costs and unfeasible to sell it at a price higher than that at which comparable merchandise is being offered. Other variables also affect pricing. Company policy may require a minimum profit on new product lines or a specified return on investments, or discounts may be offered on purchases in quantity.

Concepts and Definition (sample)
Which of the following is NOT part of the basic inputs?
A) natural resources B) labor
C) capital D) management skills

Which of the following can be defined as capital?
A) A car for personal use
B) A PC for classroom teaching
C) A bank balances available on your account
D) A building for household accommodation

________ exists in fast-paced, high-risk organizations. This culture seeks out talents of all ages and experiences. The emphasis of the culture is on short-term results rather than long-term commitment.
A) Fortress culture B) Academy culture
C) Club culture D) Baseball team culture

The skills, knowledge, and abilities a person must have to fill a job are spelled out in a __________.
A) job description B) job analysis
C) job design C) job specification

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