商务管理复习资料Word格式文档下载.doc

商务管理复习资料Word格式文档下载.doc

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Displayinretailoutlets零售店（supermarkets,chainstores,etc）canattracttheattentionofpotentialcustomers

4.Marketing

Marketingistheprocessofplanningandexecutingtheconception,pricing,promotionanddistributionofideas,goods,andservicestocreateexchangesthatsatisfyindividualandororganizationalobjectives.

5.“AIDA”Principleinpromotingaproduct

A-Attention（theattentionofpotentialcustomersisattracted）

I-Interest（aninterestintheproductaroused）

D-Desire（creatingadesirefortheproduct）

A-Action（encouragingcustomerstotakeprompt迅速的action）

二．填空题

1.Businessistheactivityofprovidinggoodsandserviceinvolvingfinancialandcommercialandindustrialaspects.

2.Economicsdealwiththeproduction,distributionandconsumptionofwealth.

3.Aneconomicsysteminwhichindividuals（经济体制）decidehow,what,andforwhomtoproduce-thrived.

4.Planning:

Settinggoalsanddefiningtheactionsnecessarytoachievethosegoals.

5.Organizing:

Theprocessofdeterminingtaskstodone,whichwilldothem,andhowthosetaskswillbemanagedandcoordinated.

6.Leading:

Motivatinganddirectingthemembersoftheorganizationsothattheycontributetotheachievementofthegoalsoforganization.

7.Controlling:

Monitoringtheperformanceoftheorganization,identifyingdeviationsbetweenplanedandactualresults,andtakingcorrectiveactionwhennecessary.

8.Organization:

Agroupofindividualswhoworktogethertowardcommongoals.

9.Usuallytheindustrydevelopingstagesaredividedintointroduction（引入）,Growth,maturity（成熟）anddecline（衰落）.

10.Marketingistheprocessofplanningandexecutingtheconception,pricing,promotionanddistributionofideas,goods,andservicestocreateexchangesthatsatisfyindividualandororganizationalobjectives.

11.Promotionmeansactivitiesthatcommunicatethemerits（特点）oftheproductandpersuadetargetcustomerstobuyit.

12.Inthebalancesheet（资产负债表）,it’srevealedthatthetotalasset（资金）ofacompanyequalsthetotalofliabilities（负债）andtheowner’sequity（权益）.

13.Valueisacombinationofcustomerperception（顾客的想法）ofthefollowingfactors.

CustomerValueEquation

Valueisdefinedbythecustomer’sperceptionofthefollowingfactors:

Productquality

+Servicequality

+Peoplequality

+Imagequality

+Sellingprice

+overallcost

=Valuetothecustomers

14.Nationaltreatment（国民待遇）:

Treatingforeignersandlocalsequally.

15.Globalizationreflectsabusinessorientation（方向）basedonthebeliefthattheworldisbecomingmorehomogeneous（平等的）andthatdistinctions（差异）betweennationalmarketsarenotonlyfading（减退）butforsomeproducts,willeventuallydisappear（消失）.

三．简答题

1.Whataretheultimategoalofbusiness?

Andexplainsomeoftheothergoalsofbusiness.

TOmakeaprofit;

Othergoals:

sales,socialandgrowthobjectives.

2.Functionofmanagement.

1）Planning2）Organizing3）Leading4）Controlling

3.Themajorpointsofscientificmanagementthinkersassumed.

1）Peopleworkbecauseoffearofhungerandthesearchforprofit.

2）Peoplewillworkharderiftheyarepaidmoreandpayistiedtoproductivity（多产）itself.Paymustbegivenassoonaspossibleaftercompletionofthework–attheendofeachworkshift（转变）ifpossible.

3）Thereisonebestwaytodothejob,andboththeworkerandthemanagermustbelieveinthistomaketheassumption（假定）effective.Theonebestwaycanbedetermined（确定）byobjectivemeasures;

usingastopwatchtomeasurethetimeelapsed（过去）andcountingorweighing（考虑）theoutput,andthroughtrial（尝试anderror.Workerscapabilities（能力）andjobsmustbematchedascloselyaspossible.

4）Theworktobeperformedisrepetitive.

5）Organizationgoalsareknow.Theyonlyneedtobeexplainedtoalltheworkersbymanagement.

4.Whatisvision,strategiesandplans?

Astrategyisthearticulationofthevisionintermsthatcanbeeasilyunderstoodbyeveryone,althoughstillatahighlevel.

Plansarethetactical战术的；

策略的meansofimplementingstrategyandachievingobjective.

5.Discussthefiveforcesframeworkaboutthesourcesofcompetition.

1）Threatofnewentry2）Bargainingpowerofsuppliers

3）Rivalryamongexitingcompetitors4）Bargainingpowerofbuyers

5）Threatofsubstituteproducts

（Thefiveforcesframeworkhelpsidentifythesourcesofcompetitioninanindustryorsector.

Whenusingthisframeworktounderstandcompetitiveforcesit