Question 1

Which spanning process,when done well,can result in managing conflict that can have a positive effect on the firm?

Accepted Answer

A)  Customer order fulfillment 
B)  New product development 
C)  Purchasing 
D)  Pricing 
E)  Internal partnering 
A)  Customer order fulfillment 
B)  New product development 
C)  Purchasing 
D)  Pricing 
E)  Internal partnering E

Question 2

Known requisites are success requirements that have been identified by the firm.

Accepted Answer

A) True 
 B)False  True

Question 3

A firm that becomes too comfortable with existing technologies/skills may become embroiled in a competency trap.

Accepted Answer

A) True 
 B)False  True

Question 4

A supragoal is a goal against which other goals are aligned.

Accepted Answer

A) True 
 B)False

Question 5

This is a method of decision making that is used to resolve conflicts and is a mutual problem-solving process rather than an argument.

Accepted Answer

A)  Arbitration 
B)  Negotiation 
C)  Understanding 
D)  Intermediation 
E)  Collective bargaining 
A)  Arbitration 
B)  Negotiation 
C)  Understanding 
D)  Intermediation 
E)  Collective bargaining

Question 6

The marketing function may serve multiple vertical or geographical markets in a(n):

Accepted Answer

A)  Matrix organization 
B)  Functional organization 
C)  Product organization 
D)  Divisional organization 
E)  Hierarchical organization 
A)  Matrix organization 
B)  Functional organization 
C)  Product organization 
D)  Divisional organization 
E)  Hierarchical organization

Question 7

Market sensing is typically achieved through all the following EXCEPT:

Accepted Answer

A)  Market research 
B)  Listening to the sales force 
C)  Observing competition at trade shows 
D)  Strengthening ties with innovative customers/suppliers 
E)  Innovative product development 
A)  Market research 
B)  Listening to the sales force 
C)  Observing competition at trade shows 
D)  Strengthening ties with innovative customers/suppliers 
E)  Innovative product development

Question 8

The Total Quality Management movement of the late '80s effectively resulted in the economy-wide replacement of the silo organizational structure with that of internal partnering.

Accepted Answer

A) True 
 B)False

Question 9

This can be BEST defined as a focused description of different futures presented in a coherent manner.

Accepted Answer

A)  An experiment 
B)  A case study 
C)  A scenario 
D)  A strategy 
E)  A group discussion 
A)  An experiment 
B)  A case study 
C)  A scenario 
D)  A strategy 
E)  A group discussion

Question 10

Make-to-order:

Accepted Answer

A)  Is complete customization, with the product designed from scratch to meet the customer's needs 
B)  Means that manufacturing or production begins making the product after receiving an order 
C)  Means marketing supplies forecasts of demand and manufacturing makes enough to handle that demand 
D)  Means when a salesperson takes an order from a customer, there is an electronic record that spells out the terms of the agreement 
E)  Implies that the order is a product of the salesperson's work process and an input into other work processes 
A)  Is complete customization, with the product designed from scratch to meet the customer's needs 
B)  Means that manufacturing or production begins making the product after receiving an order 
C)  Means marketing supplies forecasts of demand and manufacturing makes enough to handle that demand 
D)  Means when a salesperson takes an order from a customer, there is an electronic record that spells out the terms of the agreement 
E)  Implies that the order is a product of the salesperson's work process and an input into other work processes

Question 11

There is no customization at all in which type of marketing-manufacturing situation?

Accepted Answer

A)  Make-to-stock 
B)  Make-to-order 
C)  Engineer-to-order 
D)  Mutual-to-stock 
E)  Assemble-to-order 
A)  Make-to-stock 
B)  Make-to-order 
C)  Engineer-to-order 
D)  Mutual-to-stock 
E)  Assemble-to-order

Question 12

The principal cultural foundation of the learning organization is a(n):

Accepted Answer

A)  Company orientation 
B)  Value network 
C)  Market orientation 
D)  Social network 
E)  Self-orientation 
A)  Company orientation 
B)  Value network 
C)  Market orientation 
D)  Social network 
E)  Self-orientation

Question 13

The cognitive map is a diagram of:

Accepted Answer

A)  Cause-and-effect streams 
B)  Business processes 
C)  Organizational structures 
D)  Experimental results 
E)  Industrial benchmarks 
A)  Cause-and-effect streams 
B)  Business processes 
C)  Organizational structures 
D)  Experimental results 
E)  Industrial benchmarks

Question 14

Compare and contrast scenarios and case studies?

Accepted Answer

Scenarios are often used in learning lab

Question 15

When internal partnering is developed,customer satisfaction becomes:

Accepted Answer

A)  The supragoal 
B)  A first-mover advantage 
C)  A secondary demand 
D)  A primary demand 
E)  Unimportant 
A)  The supragoal 
B)  A first-mover advantage 
C)  A secondary demand 
D)  A primary demand 
E)  Unimportant

Question 16

The collectively held values,ideology and social processes of a firm describe its:

Accepted Answer

A)  Market orientation 
B)  Learning 
C)  Organizational culture 
D)  Supragoal 
E)  Functional structure 
A)  Market orientation 
B)  Learning 
C)  Organizational culture 
D)  Supragoal 
E)  Functional structure

Question 17

Customer-focused teams have proven better at product design,but significantly weaker with regard to effective two-way communication with the customer.

Accepted Answer

A) True 
 B)False

Question 18

A goal against which other goals are aligned is a:

Accepted Answer

A)  Supergoal 
B)  Quality goal 
C)  Supragoal 
D)  Subgoal 
E)  Long-term goal 
A)  Supergoal 
B)  Quality goal 
C)  Supragoal 
D)  Subgoal 
E)  Long-term goal

Question 19

Joint compensation systems can help in turning budgeting into teamwork.

Accepted Answer

A) True 
 B)False

Question 20

What is the first step in being prepared for negotiation?

Accepted Answer

A)  Interpreting the problem 
B)  Recognizing negotiation opportunities 
C)  Understanding the problem 
D)  Having negotiation skills 
E)  Being assertive 
A)  Interpreting the problem 
B)  Recognizing negotiation opportunities 
C)  Understanding the problem 
D)  Having negotiation skills 
E)  Being assertive

Which spanning process,when done well,can result in managing conflict that can have a positive effect on the firm?

Known requisites are success requirements that have been identified by the firm.

A firm that becomes too comfortable with existing technologies/skills may become embroiled in a competency trap.

A supragoal is a goal against which other goals are aligned.

This is a method of decision making that is used to resolve conflicts and is a mutual problem-solving process rather than an argument.

The marketing function may serve multiple vertical or geographical markets in a(n):

Market sensing is typically achieved through all the following EXCEPT:

The Total Quality Management movement of the late '80s effectively resulted in the economy-wide replacement of the silo organizational structure with that of internal partnering.

This can be BEST defined as a focused description of different futures presented in a coherent manner.

Make-to-order:

There is no customization at all in which type of marketing-manufacturing situation?

The principal cultural foundation of the learning organization is a(n):

The cognitive map is a diagram of:

Compare and contrast scenarios and case studies?

When internal partnering is developed,customer satisfaction becomes:

The collectively held values,ideology and social processes of a firm describe its:

Customer-focused teams have proven better at product design,but significantly weaker with regard to effective two-way communication with the customer.

A goal against which other goals are aligned is a:

Joint compensation systems can help in turning budgeting into teamwork.

What is the first step in being prepared for negotiation?

Introduction to Business Marketing

The Character of Business Marketing

The Purchasing Function

Organizational Buyer Behavior

Market Opportunities: Current and Potential

Marketing Strategy

Developing and Managing Offerings: What Do Customers

Business Marketing Channels: Partnerships for...

Creating Customer Dialogue

Communicating Via Advertising, trade Shows and PR

The One to One Media

Sales and Sales Management

Pricing and Negotiating for Value

Evaluating Marketing Efforts

Customer Retention and Maximization

Filters

Exam 7: Weaving Marketing Into the Fabric of the Firm

Which spanning process,when done well,can result in managing conflict that can have a positive effect on the firm?

Known requisites are success requirements that have been identified by the firm.

A firm that becomes too comfortable with existing technologies/skills may become embroiled in a competency trap.

A supragoal is a goal against which other goals are aligned.

This is a method of decision making that is used to resolve conflicts and is a mutual problem-solving process rather than an argument.

The marketing function may serve multiple vertical or geographical markets in a(n):

Market sensing is typically achieved through all the following EXCEPT:

The Total Quality Management movement of the late '80s effectively resulted in the economy-wide replacement of the silo organizational structure with that of internal partnering.

This can be BEST defined as a focused description of different futures presented in a coherent manner.

Make-to-order:

There is no customization at all in which type of marketing-manufacturing situation?

The principal cultural foundation of the learning organization is a(n):

The cognitive map is a diagram of:

Compare and contrast scenarios and case studies?

When internal partnering is developed,customer satisfaction becomes:

The collectively held values,ideology and social processes of a firm describe its:

Customer-focused teams have proven better at product design,but significantly weaker with regard to effective two-way communication with the customer.

A goal against which other goals are aligned is a:

Joint compensation systems can help in turning budgeting into teamwork.

What is the first step in being prepared for negotiation?

Introduction to Business Marketing

The Character of Business Marketing

The Purchasing Function

Organizational Buyer Behavior

Market Opportunities: Current and Potential

Marketing Strategy

Developing and Managing Offerings: What Do Customers

Business Marketing Channels: Partnerships for...

Creating Customer Dialogue

Communicating Via Advertising, trade Shows and PR

The One to One Media

Sales and Sales Management

Pricing and Negotiating for Value

Evaluating Marketing Efforts

Customer Retention and Maximization

Filters