Advertising & Promotion
What is advertising?
o TV ads, product placements, telemarketing, coupons, trial offers, games, tools to
communicate with customers
o Any way you come into contact with a br
CHAPTER ONE: Selling & Salespeople
Human driven interaction between and within
o No sequential steps
o Involves many people
o Creates value
o Customer value proposition: collection of buyer-sp
Legally permissible criterion in making hiring/employment decisions:
Illegal criterion for rejecting job applicants?
Equal employment opportunity
Is a broad-reaching concept that essentially requires
Human Resource Management
o Refers to a design of formal systems in an organization to manage human talent for
accomplishing organizational goals
A measure of the quantity and quality of work done, considering the cos
practice questions: test one
1. From which of the following levels within an organization would the description of the
organization as clockworks in which human behavior is logical and rational come?
2. All of the following
1. In-store advertising is commonplace. Premier Retail Network (PRN)
operates the network of flat screen televisions prominently
positioned at high-traffic locations in more than 3,000 Wal-Mart
stores and Sam's Clubs nationwide. In 2005, the com
Organizational behavior quiz
1.) Detailed information about LPC (least preferred coworker)
LPC: person a leader has least preferred to work with
LPC scale: classifies leaders
o Relationship-oriented leaders or high LPC: describe their LPC in positive te
Class Notes Chapter 2
The External Environment: Opportunities,
Threats, Industry Competition, and Competitor Analysis
Explain the importance of analyzing and understanding the firms external environment.
The Internal Organization:
Resources, Capabilities, Core Competencies and
Explain the need for firms to study and understand their internal organization.
Define value and discus
Define business-level strategy.
Discuss the relationship between customers and business-level strategies in terms of who, what, and
Explain the differences among business-level str