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MGMT Principles Of Management 3rd Canadian Edition Chuck Williams, Terri Champion, Ike Hall - Solutions
Define salesperson and briefly describe the differences between order takers and order getters.
What are the differences between a territorial sales force structure, a product sales force structure, and a customer sales force structure? When might a firm choose to combine more than one sales force structure?
What is team selling? When is it used? What are the pitfalls?
What is digital marketing? Why is it important to marketers?
What are digital marketing personas? How are they used?
What is consumer omni-channel navigation behavior? Provide an example.
What is global marketing, and why is it growing?
Barcelona street vendors, or manteros, are known for selling unlicensed or counterfeit copies of shoes and handbags. Now, a cooperative of street vendors—the Popular Union of Street Vendors—has created its own brand of ethical streetwear through a shop in Barcelona and online. Its first
What is sustainable marketing and why is it important?
What are some specific approaches marketers use to reduce environmental harm?
Briefly describe the three areas of deceptive practices. Why should marketers avoid deceptive practices?
Why do critics believe marketers create false wants? What are the counterarguments?
What is consumerism? What are traditional sellers’ rights? What are traditional buyers’ rights?
Suppose you are the champion for consumers with disabilities in your role on the inclusive excellence team at Enterprise Rent-A-Car. You recognize your role has the ability to impact the bottom line both by engaging consumers with disabilities and by establishing goodwill from consumers who want to
Why is cohesiveness an important characteristic of work teams?
Describe global business and explain why companies want to go global.
What are the four positioning strategies according to Michael Porter?
1. Why does Canada have import tariffs and quotas for dairy, poultry, and eggs?2. Why are free trade agreements important to consumers? 3. The TPP involves 12 countries across 4 continents. As organizations become globalize across these countries, what can the organizations do increase the
Canada’s use of trade barriers to shield domestic dairy farms from foreign competition is an example of what type of policy?a. Trade agreementb. Protectionismc. Food safetyd. Foreign direct investment
The TPP will make the first step in the phase model of globalization significantly easier. What is that first step?a. Acquiring wholly owned affiliatesb. Forming strategic alliancesc. Using cooperative contractsd. Exporting
What are trade barriers, why do countries impose them, and how is this a form of protectionism?
The TPP will make it easier for individuals to live and work outside their native country. What is these workers called?a. Expatriatesb. GATTc. Maastrichtd. Local adaptation
Why can Canadians get more for their money than those in many other countries?
1. Compare functional and product departmentalization structures for Eli Lilly as they attempt to introduce 20 new drugs to market by 2023. 2. Eli Lilly has acknowledged that in order to introduce 20 new treatments by 2023, they need to encourage faster, less expensive innovation. How can
At Eli Lilly, a product manager relies on employees from different functional departments (such as research, design, testing, and marketing) to work on the product lines they oversee. This is an example of what type of organizational structure?a. Matrix departmentalizationb. Geographic
What is it called when the manager of accounting advises the manager of product testing about the prices of certain machines that are used in the testing lab? a. Line functionb. Line authorityc. Staff authorityd. Staff function
Compare a simple matrix structure to a complete matrix structure.
For Eli Lilly, work must be performed in succession, as one group’s or job’s outputs become the inputs for the next group or job. What type of task interdependence does this represent?a. Sequential interdependenceb.Reciprocal interdependencec. Pooled interdependenced. Task interdependence
What is the chain of command? Describe the underlying assumption of chain of command.
What is empowerment and how can workers be fully empowered?
Define what a work team is and the value it brings to an organization with respect to teamwork and skill improvement.
1. Would a team be likely to resolve the issue at Royal Inland? 2. What type of team might be used at Royal Inland?3. Why is team cohesiveness important? What can Royal Inland do to promote team cohesiveness?Canadian health care is publicly funded and administered by provincial and territorial
What is it called when team members are taught how to do all or most of the jobs performed by the other team members?a. Cross-trainingb. Work teamc. Social loafingd. Groupthink
Describe the disadvantages of teams with respect to social loafing and groupthink.
What is it called when one or two people dominate team discussions, restricting consideration of different problem definitions and alternative solutions?a. Social loafingb. Teamworkc. Groupthinkd. Minority domination
What type of compensation system would they be using if Royal Inland shared the financial value of performance gains such as productivity increases or cost savings with their workers?a. Nonfinancial rewardsb. Team compensationc. Gainsharingd. Skill-based pay
Why is cohesiveness an important characteristic of work teams.
What is the relationship between team size and performance?
Provide a general description of Canada’s employment laws with respect to the different levels of government in Canada.
1. Coopers & Lybrand had a policy of hiring only university graduates and was able to fire Richard Clark, even though he was very successful in his managerial role, for not having a degree. Is this discrimination? Describe why or why not. 2. What could Coopers & Lybrand have done
Richard Clark’s promotion was an example of what type of hiring practice?a. External recruitingb. Succession planningc. Internal recruitingd. Job posting
At what point in the hiring process should Coopers & Lybrand have discovered that Clark did not have the education he claimed?a. Employment referencesb. Interviewsc. Selection testsd. Reference and background checks
What benefits are derived from human resource planning?
Richard Clark’s promotion was an example of what type of hiring practice?a. External recruitingb. Succession planningc. Internal recruitingd. Job posting
What are the four kinds of information collected from a job analysis?
What is the difference between employment equity in Canada and affirmative action in the United States?
1. Is the RCMP attempting to address diversity or employment equity? 2. Does the RCMP have to maintain a diverse workplace?3. Many current members of the RCMP do not approve of the recent changes to the application requirements. What can be done to help them accept the new hiring standards?The
What is a variety of demographic, cultural, and personal differences among people in an organization called?a. Diversityb. Minoritiesc. Employment equityd. Social integration
The RCMP wants to attract women, visible minorities, and Aboriginal people. Hiring this way is an example of what?a. Glass ceilingb. Discriminationc. Deep-level diversityd. Surface-level diversity
Describe the case for promoting workforce diversity.
The RCMP wants a work environment where all members are empowered to contribute in a way that maximizes the benefits to the organization, customers, and themselves, and where the individuality of each member is respected by not segmenting or polarizing people on the basis of their membership in a
What are the nine diversity principles?
How are effort and performance related to motivation?
1. Describe how Nucor–Harris Steel’s compensation strategy leads to increased motivation from an expectancy theory perspective. 2. Nucor–Harris Steel relies almost exclusively on external rewards. As demand for Nucor Steel is expected to decrease, these rewards will also decrease. What
What motivation need is met by listing all 18,000 names in the company’s annual report?a. Equity theoryb. Intrinsic rewardc. Over-rewardd. Extrinsic reward
What motivation theory is met by having only four compensation plans for every employee in the entire company? a. Equity theoryb. Expectancy theoryc. Reinforcement theoryd. Goal-setting theory
If Nucor sales decreased to the point that bonuses could not be issued, what contingency of reinforcement would this represent?a. Positive reinforcementb. Negative reinforcement c. Punishmentd. Extinction
1. Describe the difference between leadership and management. Which CEO was more of a leader, and which was more like a manager?2. What leadership behaviours did the new CEO exhibit that helped turn Hewlett-Packard around?3. This case study best describes which situational theory of
Leaders have higher drive, desire to lead, honesty/integrity, self-confidence, emotional stability, cognitive ability, and knowledge of the business than non-leaders. This corresponds to which theory of leadership? a. Leadership styleb. Leadership behavioursc. Trait theoryd. Position power
What is trait theory and is it still considered faulty?
Which path-goal leadership style did the old CEO use?a. Achievement-oriented leadershipb. Participative leadershipc. Supportive leadershipd. Directive leadership
What is cognitive ability as it relates to leadership?
What type of visionary leadership did the old CEO exhibit?a. Unethical charismaticsb. Charismatic leadershipc. None. she was not a visionary leader.d. Strategic leadership.
What is path–goal theory?
1. As a manager at Lululemon, what management functions would repair the damage that has been done to the brand, and help the company to move forward?2. How was Chip Wilson’s management so successful in the beginning of Lululemon’s development, and so detrimental to the organization in recent
What leadership function failed, causing Lululemon to recall 17 percent of its product line due to quality control concerns?a. Planningb. Controllingc. Leadingd. Organizing
What are the four management functions?
When he created the Luon fabric and began the Lululemon Athletica company, Chip Wilson was demonstrating his skills as a(n).a. Entrepreneurb. Disturbance handlerc. Resource allocatord. Negotiator
Is it possible for a manager to perform the controlling function if a plan was not in place?
Which management role(s) failed when the Competition Bureau of Canada required Lululemon to remove all advertising of the many health claims made for its seaweed-based fabrics?a. Decisional roleb. Interpersonal role c. Marketing roled. Informational role
What are the responsibilities of top managers versus middle managers versus first-line managers and how do these management levels relate to one another?
Describe team leaders and identify what is particularly important for team structures to be successful.
What do companies look for when determining which employees would be good managers?
Describe the fast pace and frenetic activity of first-line managers.
1. List and describe the general environmental factors that influence the paper cup situation at Starbucks.2. List and describe the specific environmental factors that influence the paper cup situation at Starbucks.3. Describe the process that Starbucks executives used to make sense of their
The pressure on organizations to “go green” is a component of what environment?a. The specific environmentb. The green environmentc. The general environmentd. The organizational culture
Describe dynamic environments with an example and explain what punctuated equilibrium theory is.
Stand. earth and other environmental advocacy organizations routinely criticize Starbucks and other fast-food organizations for the amount of waste they produce and their impact on the environment. This is an example of what type of environment?a. The business environmentb. The specific
Explain how management confidence adjusts to changing levels of uncertainty.
In 2008, Starbucks pledged to make all cups 100 percent recyclable by 2012. When it became evident that that deadline was impossible, it was extended to 2015. That deadline was not met either. This implies that the coffee cup market is an example of what type of environment?a. Stableb. Dynamicc.
List the components of the general environment.
Describe business confidence indices, their importance to managers, and how they are used by managers.
Describe buyer dependence and how dependence can lead to opportunistic behavior and provide an example.
According to the Ethics Compliance Initiative (ECI), what are the two key influences on ethical practices? Describe how they impact ethical practices.
Which principle of ethical decision-making states that the law represents the minimal moral standards of society, so an organization should never take any action that violates the law?a. The principle of government requirementsb. The principle of legal injunctionc. The principle of distributive
Define ethical behavior and describe what studies have uncovered about ethical behavior at work.
If GM had a more ethical climate that included a reporting system that encouraged managers and employees to report potential ethics violations to managers or other legal authorities, many deaths could have been prevented. What is this type of reporting system called?a. An overt integrity
What is personal aggression? Provide examples of these in the workplace.
Many have accused GM of failing to meet stakeholders’ economic, legal, ethical, and discretionary expectations. Which of the following best describes GM’s social responsiveness?a. Proactive strategyb. Reactive strategyc. Accommodative strategyd. Defensive strategy
What are the benefits and costs of planning?
1. Discuss the importance and benefits of planning at Ford. 2. Based on the four options that have been presented as potential steps for Ford, describe Ford’s primary goal.3. The alternatives that have been developed by Ford were developed using the rational decision-making model, but there
Suppose Ford managers select option number 4—to sell the entire PAG group within the next 6 months. What type of operational plan will lower-level managers have to develop and carry out?a. A single-use plan b. A standing planc. A procedured. A tactical plan
There are many benefits to planning. What might be considered a pitfall?a. Providing directionb. Reducing uncertaintyc. Intensifying effortd. Impeding change
S.M.A.R.T. goals are specific, measurable, attainable, realistic, and timely. What does it mean for goals to be attainable and realistic?
Limited resources make it nearly impossible for managers to maximize decisions. How then do managers make most decisions?a. Rationallyb. Satisficingc. Standing plansd. Strategically
How do companies develop commitment to goals?
What are the limits to rational decision-making?
When does a competitive advantage become a sustainable competitive advantage and how does that compare to a long-lasting competitive advantage?
1. Has Disney been able to maintain its competitive advantage? 2. Conduct a brief situational analysis to identify Disney’s internal strengths and weaknesses and determine external opportunities and threats.3. Argue for a retrenchment strategy at Disney.Disney CEO Michael Eisner accomplished
Using the Boston Consulting Group Matrix, what category should Disney’s Pixar division be placed into?a. Dogb. Cash cowc. Stard. Horse
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