Many firms sell exclusively to
government entities and therefore are
adept at meeting the unique needs of
governmental buyers. For example,
firms in the defense industry
generally sell exclusively to
6-13: Adding Value: Paris
Explain and apply four main theories of
Psychological empowerment (will not cover in class)
Describe motivations effect on job
performance and organizational comm
Chapter 1: Organizational
Behavior: An Overview
Define organizational behavior
Understand importance of OB
Understand how knowledge is
accumulated in OB
Specify two primary outcomes in OB
How people think, behave, a
Define and name the three dimensions of job
Understand how organizations identify the
behaviors that underlie task performance.
Provide examples of task performance,
citizenship behavior, and counterproductive
You should know the answers to these
o What is trust and how does it relate to
justice and ethics?
o What are the bases for making decisions
about how trustworthy an authority is?
o What determines the fairness of
Jack Ryan was recently promoted to front-line manager for a manufacturer of computer chips. Jack was
new to the manufacturing organization having spent the first two years of his career in the supply chain
organization. In his new role, J
Even though Juanita had only been with the bank a few months, she quickly figured out why her new
colleagues had problems with Nathan. Nathan was one of the more senior analysts on the investment
banking team and had been at the firm since
Topics for the second exam (SHR 346. Organizational Behavior)
1. Thematic topics for the entire course. The exam will cover the topics that are thematic for
the entire course (i.e., sources of knowledge, evidence-based management, job performance,
the different styles of conflict
management that leaders can use - and
when they should use each style.
Explain the different styles of leadership
that leaders can use and to what effect.
Explain the different decision-making styles
Define organizational commitment and
withdrawal behavior, and understand their
Know and provide examples of the three
types of organizational commitment, the
four primary responses to negative events at
work, and the t
job satisfaction and identify the
facets of job satisfaction.
Explain how values affect job satisfaction.
Explain how job characteristics can create a
sense of satisfaction with the work itself.
Understand how job satisfaction is affec
leadership and power and
understand their relationship.
Identify the different types of power that
leaders possess, and when can they use those
types most effectively.
Explain how leaders influence others, and
which influence tactics a
6-18: Stage 2: Product Specifications
Not only do RFPs enable the buyer to
solicit pricing and other information
from a variety of suppliers, but they
also allow suppliers to learn about the
buyer and its specific needs.
6-19: Stage 3: RFP Process
1. Need recognition, Product specification, RFP process, Proposal analysis and
supplier selection, Orders specification, Vendor/performance assessment using
2. Vendor Analysis
1. The buying team develops a list of issues that it believes are impor
1. After posting an RFP for telecommunication equipment, University of Florida received
six proposals from qualified vendors. Next, University of Florida will:
a. Recognize proposal obstacles that the firm must comply with.
b. Revise need re
Resellers perform an essential
service: They aggregate goods from
manufacturers and sell them to
retailers or, in the case of retailers,
they sell them to consumers. Thus,
one reseller can represent many
different manufacturers, which saves
Power Point Slide
6-1: Business-to-Business Marketing
6-2: Learning Objectives
STUDY QUESTIONS ONLINE
6-3: B2B Marketing
Understand the distinction between
B2B and B2C. If the women in the
picture purchase lemons to make
lemonade for themselves, the
How has the Internet changed B2B marketing?
The Internet has done more to change the way B2B marketing is conducted than
any previous innovation has. Not only has the Internet made it easier for people to
communicate within firms, it also facilitates the
1. The buying center, the buying organizations philosophy or corporate culture, and
the buying situation.
2. Buying roles include:
(1) initiator, the person who first suggests buying the particular product or service
(2) influencer, person whose views inf
6-31: New Buy
In a new buy situation, a customer
purchases a good or service for the
first time, which means the buying
decision is likely to be quite involved
because the buyer or the buying
organization does not have any
experience with the item.
The Business-to-Business Buying Process
Factors Affecting the Buying Process
End of Chapter Learning Aids
Chapter Case Study: Weyerhauser: Serving the Home Building Industry
How do B2B f
Only final best-self reports that are complete, typed, and on-time will be accepted for credit. Full
credit is contingent on the demonstration of thought and effort.
Best-Self Assignment Final Report (due March 4)
Last Name: Fry
Explain how nature and nurture determine personality
Apply the Big Five model of personality
Explain how personality affects job performance and
Describe the implications of p
Define ability and differentiate from personality.
Identify different cognitive, emotional, and physical
Explain the relationship between cognitive ability and job
performance and organizational commitment.
RESEARCH PROJECT OVERVIEW
The group project consists of a research project designed to answer one of two key questions:
What causes someone to perform their job well?
What causes someone to remain committed to their organization?
In small groups, you wi