TMA2 ENT306
1. ___________ looks for an expedient and mutually acceptable solution which partially satisfies
both parties.
Show Options
o
Smoothing
o
Withdrawing
o
Conflicts
o
Compromising
Which term is often used to refer to the organizational culture of a business firm?
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Customer relationship management
•
Electronic customer relationship management
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corporate culture
•
Customer management
Which of the following sources is rated as the most important information source for purchasers and
purchase influencers within organization?
Show Options
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Automation/productivity/efficiency
•
television business networks
•
online database services
•
salespeople
Workplace diversity when not well managed becomes an ______________
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organisational opportunity
•
organisational threat
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organisational breach
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organisational bridge
1. Which type of organizational purchase situation occurs when the purchase is of minor
importance and is not complex?
Show Options
o
modified rebuy
o
limited
o
straight rebuy
o
nominal
1. Motivation is one of the ways of arousing interest and inspiring people to cooperate and when
necessary___________something extra.
Show Options
o
draw out
o
pull out
o
point out
o
roll out
1. Which type of organizational purchase situation occurs when the purchase is of minor
importance and is not complex?
Show Options
o
straight rebuy
o
nominal
o
modified rebuy
o
limited
1. : the best advice one can give to a pragmatic manager interested in sustaining a productive
working relationship is to _____________
Show Options
o
always listen to his/her employees
o
create and communicate
o
Replace intimidation
o
treat and motivate
1. The beliefs and attitudes an organization's members have about the organization and how it
operates is known as
Show Options
o
Supports day-to-day front-office operations
o
policy and procedure
o
None of the above
o
Supports operations
the best advice one can give to a pragmatic manager interested in sustaining a productive working
relationship is to _____________
Show Options
•
always listen to his/her employees
•
Replace intimidation
•
treat and motivate
•
create and communicate
The beliefs and attitudes an organization's members have about the organization and how it operates
is known as
Show Options
•
Supports day-to-day front-office operations
•
None of the above
•
Supports operations
•
policy and procedure
An attempt at describing an ideal form of an organization which guarantees the predictability of the
behaviour of employees of an organization is known as ____________
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Power Model
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Bloom's Taxonomy
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Decision Overlay
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Bureaucratic Model
1. What supports back-office operations and strategic analysis and includes all systems that do
not deal directly with the customers
Show Options
o
Personalization
o
Analytical CRM
o
organizational culture
o
Operational CRM
1. _____________ is a state of discord caused by the actual or perceived opposition of needs,
values and interests between people working together.
Show Options
o
Strategic planning
o
Business planning
o
Workplace conflict
o
Board operations
1. What supports back-office operations and strategic analysis and includes all systems that do
not deal directly with the customers
Show Options
o
Personalization
o
organizational culture
o
Operational CRM
o
Analytical CRM
The win-win approach sees conflict resolution as an ______________ to come to a mutually beneficial
result
Show Options
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opportunity
•
Strategy
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Teambuilding
•
development strategy
1. Payments, warranties, delivery dates, and so forth represent
Show Options
o
purchase specifications
o
postpurchase evaluation
o
relationship marketing
o
terms and conditions
1. According to Otu (1998), morale is ____________
Show Options
o
the emotional blackmail of a person to his job
o
the emotional reaction of a person to his job
o
monotonous work
o
effective administration
1. Organizations have a type of self-concept and lifestyles that the text refers to as
Show Options
o
All of the above
o
Customer product affinities
o
organizational culture
o
Customer spending
1. People contribute to about _________ of resources that management needs in order to
succeed.
Show Options
o
0.7
o
1
o
0.5
o
0.9
Which type of decision rule is very common in the first step of a two-stage decision for an
organizational purchase?
Show Options
•
Help sales staff close deals faster
•
disjunctive
•
conjunctive
•
lexicographic
1. ________________ is the management of the most important resources of any organisation-T
Show Options
o
Project management
o
Performance management
o
Human resource management
o
Strategic management
1. In high-tech markets, who is most likely to recognize a problem or need to purchase?
Show Options
o
head of a department
o
CEO
o
accounting personnel
o
purchasing manager
Which of the following can possibly be part of the informal information search process for
organizational buyers?
Show Options
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investigation of possible product specifications
•
Detailed database
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discussions with sales representatives
•
site visits to evaluate a potential vendor