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第1篇第一章总则第一条为加强我校双语教学管理，提高教学质量，培养具有国际视野的高素质人才，特制定本规定。
第二条本规定适用于我校开设的双语课程，包括公共课程、专业课程和选修课程。
第三条双语教学应遵循以下原则：1. 目标导向：以培养具有国际竞争力的人才为目标，提高学生的英语应用能力。
2. 内容适宜：课程内容应与专业相关，注重学科前沿性和实用性。
3. 方法多样：采用多种教学方法，激发学生的学习兴趣，提高教学效果。
4. 质量为本：确保教学质量和课程效果，不断提升双语教学水平。
第二章组织与管理第四条学校设立双语教学领导小组，负责统筹规划、协调管理双语教学工作。
第五条双语教学领导小组下设办公室，负责日常管理工作，包括：1. 制定双语教学计划；2. 组织双语教师培训和教学研讨；3. 监督双语教学质量；4. 收集反馈意见，不断改进教学。
第六条各学院设立双语教学管理小组，负责本院双语教学的具体实施。
第三章教师管理第七条双语教师应具备以下条件：1. 具有良好的师德师风，热爱教育事业；2. 具有较强的英语听说读写能力，能够熟练使用英语进行教学；3. 具有丰富的专业知识和教学经验；4. 具有良好的教学方法和沟通能力。
第八条学校对双语教师进行定期培训和考核，提高其教学水平和综合素质。
第九条双语教师应积极参加教学研讨和学术交流活动，不断提升自己的教学能力。
第四章课程设置与管理第十条双语课程设置应遵循以下原则：1. 符合专业培养目标和教学大纲要求；2. 具有较强的实用性和前沿性；3. 适应学生英语水平和学习需求。
第十一条双语课程设置应包括以下类型：1. 公共课程：英语、英语写作、英语口语等；2. 专业课程：专业英语、跨文化交际等；3. 选修课程：商务英语、旅游英语等。
第十二条双语课程的教学内容和教学方法应根据课程性质和教学目标进行调整。
第五章教学实施第十三条双语教学应采用多种教学方法，如：1. 案例教学：通过案例分析，提高学生的实际应用能力；2. 讨论式教学：鼓励学生积极参与讨论，培养批判性思维能力；3. 项目式教学：通过项目实施，提高学生的团队协作能力和解决问题的能力。
道路交通安全管理体系概述Chapter One: Introduction- Background information on road traffic safety- Overview of road traffic safety management system- Purpose of the paperChapter Two: Fundamentals of Road Traffic Safety Management System- Definition and scope of road traffic safety management system - Goals and objectives of road traffic safety management system - Components of road traffic safety management system Chapter Three: Implementation of Road Traffic Safety Management System- Roles and responsibilities of stakeholders in the implementation of road traffic safety management system- Steps in implementing road traffic safety management system - Challenges and limitations in implementing road traffic safety management systemChapter Four: Monitoring and Evaluation of Road Traffic Safety Management System- Importance of monitoring and evaluating road traffic safety management system- Indicators used for monitoring and evaluation of road traffic safety management system- Tools and techniques used for monitoring and evaluation of road traffic safety management systemChapter Five: Conclusion and Recommendations- Conclusion on road traffic safety management system- Recommendations on how to improve road traffic safety management system- Implications and significance of road traffic safety management system for road safety as a whole.Chapter One: IntroductionBackground Information on Road Traffic SafetyRoad traffic safety concerns the prevention and mitigation of accidents, injuries, and fatalities that occur on public roads. Road traffic accidents are a leading cause of death and injury around the world, with an estimated 1.35 million people dying each year due to traffic accidents. These accidents can result from a variety of factors, such as driver behavior, road design, and vehicle safety systems. It is the responsibility of governments and other stakeholders to implement measures to reduce the frequency and severity of road traffic accidents and promote safe mobility for all.Overview of Road Traffic Safety Management SystemA road traffic safety management system (RTSMS) is a comprehensive approach to road safety that integrates the efforts of governments, public and private organizations, and individuals to promote safe mobility. It is a framework that outlines the various components necessary to achieve safe mobility, including planning, assessment, implementation, monitoring, and evaluation. The ultimate goal of RTSMS is to prevent road traffic accidents and reduce the impact of accidents that do occur.Purpose of the PaperThis paper aims to provide a comprehensive overview of the fundamentals of road traffic safety management system. It will examine the different components of RTSMS and outline the steps necessary to implement an effective RTSMS. Additionally, the paper will explore the challenges and limitations of implementing an RTSMS, and outline the process of monitoring and evaluating a road traffic safety management system. Finally, the paper will conclude with a set of recommendations for improving RTSMS and promoting safe mobility.Chapter Two: Fundamentals of Road Traffic Safety Management SystemDefinition and Scope of Road Traffic Safety Management SystemA road traffic safety management system can be defined as a structured approach to promote safe mobility by reducing the risk of road traffic accidents and their associated impact. It involves the integration of measures to manage road safety, including infrastructure design, road safety education, enforcement, and emergency medical services. RTSMS aims to provide a comprehensive framework for managing road safety activities across all departments and levels of government, as well as private organizations and civil society.Goals and Objectives of Road Traffic Safety Management SystemThe primary goal of RTSMS is to improve the safety of road users and reduce the number and severity of road traffic accidents. Theobjectives of RTSMS include reducing the number of fatalities and injuries caused by traffic accidents, improving the safety of vulnerable road users such as pedestrians, bicyclists, and motorcyclists, and promoting sustainable and safe mobility for all. RTSMS also aims to improve the efficiency and effectiveness of road safety management, through the identification, assessment, and prioritization of road safety risks.Components of Road Traffic Safety Management SystemAn effective RTSMS requires the integration of different components, from planning to monitoring and evaluation. Some of the key components of RTSMS include:1. Road Safety Audit: The process of evaluating the safety characteristics of a road design or infrastructure through a formal review.2. Risk Assessment: A systematic process of identifying, assessing, and prioritizing road safety hazards and developing appropriate interventions.3. Education and Training: Programs designed to promote safe road use, enhance road safety skills, and increase public awareness of road safety issues.4. Enforcement: The systematic implementation of traffic laws and regulations to ensure compliance with road safety requirements.5. Emergency Medical Services: Provision of care and treatment toaccident victims, including transportation, first aid, and hospitalization.6. Monitoring and Evaluation: The process of monitoring and measuring the effectiveness of road safety programs and interventions.Chapter Three: Implementation of Road Traffic Safety Management SystemRoles and Responsibilities of Stakeholders in the Implementation of Road Traffic Safety Management SystemAn effective RTSMS requires the coordinated efforts of multiple stakeholders, including government agencies, private organizations, and civil society. The roles and responsibilities of these stakeholders need to be clearly defined to facilitate the implementation of an RTSMS. Some of the key stakeholders in RTSMS implementation include:1. Government: Governments have a crucial role in developing and implementing policies, regulations, and laws to promote road safety and provide the necessary resources for implementing road safety programs.2. Private Sector: Private sector organizations can play a critical role in improving road safety, through the design and manufacture of safe vehicles, equipment, and infrastructure.3. Civil Society: Civil society organizations can play a role inraising awareness about road safety issues and advocating for policies that promote safe mobility.Steps in Implementing Road Traffic Safety Management System Implementing an RTSMS requires a systematic and structured approach that involves the following steps:1. Developing a Road Safety Policy and Action Plan: This involves developing a clear and comprehensive policy framework for promoting road safety and outlining specific action plans for implementing road safety programs and interventions.2. Conducting a Road Safety Audit: This involves conducting a comprehensive review of the road design and infrastructure to identify road safety hazards, risks, and deficiencies.3. Developing a Risk Assessment Framework: This involves developing a systematic approach to identify, assess, and prioritize road safety risks and developing appropriate interventions.4. Developing a Road Safety Plan: This involves developing a comprehensive plan that identifies specific road safety interventions required to reduce road traffic accidents.5. Implementation of Interventions: This involves implementing the interventions outlined in the road safety plan, such as road infrastructure improvements, education, and enforcement activities.6. Monitoring and Evaluation: This involves monitoring andevaluating the effectiveness of the road safety plan and interventions and making necessary adjustments to improve road safety outcomes.Challenges and Limitations in Implementing Road Traffic Safety Management SystemImplementing an effective RTSMS can be challenging due to the following factors:1. Limited Resources: Implementing an RTSMS requires significant resources, both financial and human. Limited resources can limit the scope and effectiveness of the RTSMS.2. Lack of Political Will: Achieving road safety objectives requires commitment and support from political leaders and decision-makers. The lack of political will can hinder the implementation of an effective RTSMS.3. Insufficient Awareness: Many road users may not be aware of safe road usage or the importance of road safety. Insufficient awareness can hinder efforts to promote safe mobility.Chapter Two and Three SummaryIn summary, an effective road traffic safety management system requires a comprehensive approach that integrates the efforts of multiple stakeholders, including government, private sector, and civil society organizations. The key components of RTSMS include road safety audits, risk assessments, education and training,enforcement, emergency medical services, and monitoring and evaluation. Implementing RTSMS requires a structured and systematic approach that involves developing a road safety policy and action plan, conducting road safety audits, developing a risk assessment framework, and ultimately implementing specific road safety interventions. Challenges to implementing RTSMS include limited resources, insufficient awareness, and lack of political will.Chapter Four: Monitoring and Evaluation of Road Traffic Safety Management SystemIntroductionMonitoring and evaluation are critical components of an effective road traffic safety management system (RTSMS). They are necessary for assessing the implementation and impact of road safety interventions, identifying areas for improvement, and ensuring the achievement of road safety objectives. This chapter will provide an overview of the monitoring and evaluation process in RTSMS, including the importance of monitoring and evaluation, the key indicators used to measure road safety outcomes, and the challenges and limitations of monitoring and evaluation.Importance of Monitoring and EvaluationMonitoring and evaluation are essential for ensuring the success of road traffic safety management system. Some of the key reasons why monitoring and evaluation are important include:1. Assessing Implementation: Monitoring and evaluation allow for the assessment of the implementation of road safety policies andinterventions. This allows for the identification of any implementation gaps and areas for improvement.2. Measuring Impact: Monitoring and evaluation allow for the measurement of the impact of road safety policies and interventions. This includes measures of road traffic accidents, fatalities, injuries, and economic impact.3. Identifying Priorities: Monitoring and evaluation allow for the identification of the most pressing road safety issues and priorities. This helps to ensure that resources are targeted towards interventions that have the greatest impact on road safety outcomes.Key Indicators for Monitoring and EvaluationThe success of RTSMS can be measured using a range of key indicators. These indicators fall into the following categories:1. Input Indicators: Input indicators are measures of the resources invested in road safety interventions, such as the number and type of interventions implemented, the budget allocated to road safety, and the number of personnel involved in road safety activities.2. Process Indicators: Process indicators are measures of the implementation of road safety interventions, such as the number and frequency of road safety audits conducted, the percentage of road designs that meet safety standards, the number of road safety education programs implemented, and the level of compliance with traffic laws and regulations.3. Outcome Indicators: Outcome indicators are measures of the impact of road safety interventions, such as the number and severity of road traffic accidents, the number of fatalities and injuries, economic losses due to road traffic accidents, and the level of satisfaction of road users with road safety services.Challenges and Limitations of Monitoring and EvaluationMonitoring and evaluation of RTSMS can face several challenges and limitations, including:1. Lack of Data: Monitoring and evaluation require adequate and reliable data. However, in many countries, data on road traffic accidents, fatalities, and injuries are often incomplete or inaccurate.2. Limited Capacity: Monitoring and evaluation require technical expertise and resources to gather and analyze data. However, many countries may lack the capacity and resources to conduct effective monitoring and evaluation.3. Time Frame: Monitoring and evaluation require sufficient time to measure the impact of road safety interventions effectively. However, policymakers and government officials may require immediate results, which can limit the effectiveness of monitoring and evaluation.ConclusionMonitoring and evaluation play critical roles in RTSMS. They provide critical information for assessing the implementation andimpact of road safety interventions, identifying areas for improvement, and ensuring the achievement of road safety objectives. To overcome the challenges and limitations of monitoring and evaluation, effective data collection and analysis systems need to be established, technical expertise must be developed, and policymakers must recognize the importance of investing in monitoring and evaluation to achieve long-term road safety outcomes.Chapter Five: Road Traffic Safety Management System: Recommendations and ConclusionIntroductionThis chapter provides a set of recommendations for improving road traffic safety management system (RTSMS) and promoting safe mobility. The recommendations cover various aspects of RTSMS, including policy, infrastructure, education, enforcement, and emergency medical services. This chapter concludes with a summary of the key points discussed in the paper.Recommendations1. Develop and Implement Comprehensive Road Safety Policy: Governments should develop and implement comprehensive road safety policies that are informed by safety audits, risk assessments, and other data sources.2. Improve Road Infrastructure Safety: Governments should invest in improving road infrastructure safety by increasing the use ofsafety features such as speed control, lighting, and signage.3. Increase Road Safety Education and Awareness: Governments should invest in road safety education programs and awareness campaigns that target vulnerable road users such as pedestrians, bicyclists, and motorcyclists.4. Enhance Traffic Law Enforcement: Governments should strengthen traffic law enforcement by increasing patrols, improving surveillance technology, and imposing harsher penalties for traffic law violations.5. Improve Emergency Medical Services: Governments should invest in improving emergency medical services, including transportation, first aid, and hospitalization, to ensure that accident victims access quality care that will increase their chances of survival.ConclusionRoad traffic safety management system is a comprehensive approach to promoting safe mobility by reducing the risk of road traffic accidents and their associated impact. An effective RTSMS requires a coordinated effort from multiple stakeholders, including government, private sector, and civil society organizations. Key components of RTSMS include road safety audits, risk assessments, education and training, enforcement, emergency medical services, and monitoring and evaluation. Challenges to implementing an effective RTSMS include limited resources, insufficient awareness, and lack of political will. To achieve long-term road safety outcomes, governments and other stakeholders must invest in effective policies, infrastructure, education, enforcement, and emergency medical services.。
Chapter 5 QuizThis activity contains 40 questions.1.Implementation is merely conveying the decision to those affected. TrueFalse2. __________ is/are necessary to initiate the decision process to eliminate discrepancies; otherwise, the problem can be put off.A. PressureB. CriteriaC. StandardD. WeightE. Alternatives3. A manager chooses among three alternatives for advertising (billboards, radio, and newspapers) based on research indicating success in sales for the three alternatives. This is a decision under:A. conditions of certaintyB. goal orientationC. conditions of uncertaintyD. constant preferencesE. conditions of risk4. A manager has no idea what alternatives are available for new computer support systems and does not know how she can determine this information. This is a decision under:A. constant preferencesB. conditions of uncertaintyC. conditions of certaintyD. conditions of riskE. clear preferences5. A manager who determines that cost, speed, and enlarging capability are relevant to his decision to purchase a new photocopy machine is an example of the _______________ phase of the decision-making process.A. identifying the problemB. identifying decision criteriaC. formulating a problemD. allocating weights to the criteriaE. developing alternatives6. A manager with a degree of tolerance for ambiguity, but who want lots of information and considers many alternatives before deciding, is exhibiting a/an ____ style of decision making.A. analyticB. behaviouralC. problem seekingD. conceptualE. Directive7.A problem is a discrepancy between an existing and desired state of affairs.TrueFalse8. Many organizational situations involve ___________, that are new and unusual.A. satisficing decisionsB. groupthinkC. non-structured problemsD. non-routine decisionsE. non-programmed decisions9. Behavioural style decision makers:A. have a low tolerance for ambiguity, are very rational and efficient in their decision stylesB. want information, tolerate ambiguity, and are careful decision makersC. work well with others, are concerned about the achievement of others, and often use meetings to make decisions while trying to avoid conflictD. take a broad outlook, examine many different alternatives, and focus on the long runE. have a high tolerance for ambiguity and an intuitive way of thinking10. Bill and Bob are brainstorming possible solutions to a staffing problem. They are writing their ideas down without assessing their practicality or ability. Bill and Bob are at what stage in the decision-making process?A. developing alternativesB. setting decision criteriaC. choosing an alternative solutionD. allocating weights to the criteriaE. analyzing alternatives11. Bounded rationality is:A. behaviour that is rational but limited by an individual's ability to process informationB. the withholding by group members of different views in order to appear in agreementC. conveying a decision to those affected and getting their commitment to itD. an explicit statement that tells managers what they ought or ought not to doE. an unconscious process of making decisions12. Decision making is a simple act of choosing among alternatives.TrueFalse13.Decision making is important for only two management functions: planning and leading.TrueFalse14. Decision making is synonymous with managing.TrueFalse15. Decision making is:A. a set of seven stepsB. a comprehensive processC. highly overstated in importance.D. simply choosing among alternativesE. only discussed with reference to individuals16. Decisions that are routine are called:A. standard decisionsB. non-programmed decisionsC. well-structured problemsD. programmed decisionsE. ill-structured problems17. Each alternative in the decision-making process is evaluated by appraising it against the criteria.TrueFalse18.Evaluating the decision may cause managers to return to an earlier step in the decision process.TrueFalse19.Programmed decisions mean that the manager doesn't have to go through an involved decision process.TrueFalse20. Managers must determine what is relevant when making a decision. TrueFalse21. Mary can repair a saw at Quality Production Inc. in two hours while it takes Mike five hours to make repairs. Assuming that both workers are present, the manager will always choose Mary to make repairs to the saws. This is a decision under:A. problem clarityB. conditions of riskC. conditions of certaintyD. conditions of uncertaintyE. no cost constraints22. Most decisions that managers face meet all the tests of rationality. TrueFalse23. Not every decision maker possesses criteria that guide his or her decision.TrueFalse24. One manager's "problem" may be another manager's satisfactory state of affairs.TrueFalse25. One survey in your text revealed that almost __________ of managers emphasized "gut feeling" over cognitive problem solving and decision making.A. one-tenthB. two-thirdsC. halfD. one quarterE. one-third26. People with a low tolerance for ambiguity, but who are logical and efficient have a/an _________ decision-making style:A. analyticB. creativeC. behaviouralD. conceptualE. directive27. Policies, procedures, and rules are developed to help managers deal with:A. bounded rationalityB. non-programmed decisionsC. structured problemsD. satisficingE. groupthink28. Problem identification is a relatively simple and insignificant step in the decision making process.TrueFalse29. Some discrepancies may not be considered problems because there is no pressure to take action to correct the situation.TrueFalse30. The control mechanism in the decision-making process is:A. in the selection of alternativesB. when you evaluate the decision's effectivenessC. at the time of setting criteria weightsD. when you identify the problemE. in the implementation stage of decision making31. The decision-making process is designed for individual decision making rather than group decision making.TrueFalse32. Escalation of commitment describes increasing commitment to a decision in view of evidence it might be _________.A. wrongB. intuitiveC. wiseD. hastyE. correct33. The manager of a retail clothing store just found out that some "name brand" merchandise was brought into the Canada illegally. This is an example of:A. an unstructured problemB. A programmed decisionC. a procedureD. a structured problemE. satisficing34. The question: How many employees should I have report directly to me? is related to the __________ management function.A. motivatingB. organizingC. planningD. leadingE. controlling35. Accepting decisions that are "good enough" isA. analyzingB. acceptingC. evaluatingD. intuitiveE. satisficing36. Allocating weights to criteria is part of the ________ process.A. pay off matrixB. decision makingC. evaluationD. alternative analysisE. regret matrix37. The following are examples of _____________in decision making: overconfidence, selective perception, hindsightA. intuitionB. representationC. heuristicsD. rules of thumbE. biases and error38. When facing a situation of uncertainty, the decision-maker has:A. some certainty, with limited probability estimatesB. little certainty but some probability estimatesC. good certainty, but no probability estimatesD. neither certainty, nor probability estimatesE. A fair amount of certainty, but no probability estimates39. Effective decision makers _____________A. rely on rules of thumbB. are analyticalC. are quick thinkingD. are well likedE. practice the five whys40. Which of the following statements is one of the assumptions of rationality:A. Preferences are constant and inconsistent.B. A single set of well-defined goals is to be achieved.C. Time and cost constraints exist.D. Options are clear.E. The problem is clear and unambiguous.。
首件检验导则2:2012（内部翻译，内部使用）编号：受控：受控编号：版本：翻译：日期：审核：日期：批准：日期：发布日期：年月日1 INTRODUCTION1 引言The aim of this guideline is to provide a guidance to all Organizations during the implementation and maintenance of an IRIS certified Business Management System (BMS) concerning arrangement, planning, execution and documentation of a First Article Inspection (FAI) required to comply with the IRIS requirements (IRIS booklet chapter 3, clause 7.9).本指南的目的是一个IRIS 认证业务管理系统（BMS）的实施和维护过程，提供指导首件检验（FAI）有关安排、规划、执行和文件，所有的组织应符合IRIS 要求（IRIS 第3章，7.9条）。
2 PURPOSE2 目的The main purpose of the FAI is to give objective and documented evidence that all engineering, design and specification requirements are correctly understood, accounted for, verified, and recorded, as well as to validate the production operations (including manufacturing gauges, tools, jigs and fixtures) of a new Product (or major upgrade of an existing one) and can be considered as a binding requirement to be met priorto release the series production.FAI的主要目的是为所有的工程、设计及规范要求的正确理解、说明、验证并记录，以及验证一种新产品（或存在的一个重大升级）生产业务（包括制造量具、工具、夹具），可以被视为满足批量生产的一个约束条件。
17© Shreekant W Shiralkar 2016S. W. Shiralkar, IT Through Experiential Learning , DOI 10.1007/978-1-4842-2421-2_3C ontext:C ollaborative Learning and Collective Understanding of E RPDuring our school days, my friends and I frequently engaged in discussing specific topics from our textbooks. Each one of us comprehended a specific aspect of the larger subject, and when we shared understanding or knowledge of the topic, we found that our collective understanding helped us raise each individual’s understanding much faster and deeper than individually struggling to comprehend the subject. Later, we even formalized the process during the examination period as we found the process helping learn quickly. During my college days, we practiced the technique further by forming study groups, and when having difficulty understanding a topic, we broke it into subtopics and distributed among the group for learning parts individually and then collectively sharing it with the rest of the group. The process helped each one of us in comprehending knowledge which appeared difficult and complex to us as individuals. The results of learning through a process of discussion were impressive and gave me insight into a few aspects of the concept formally known as “cooperative learning,” which defines the process of learning together rather than being passive individual receivers of knowledge (e.g., teacher lecturing and students hearing). This process allows learners to use cognitive skills of questioning and clarifying, extrapolating and summarizing.I n one of my assignments, I was engaged to train the top management of an organization on ERP and the impact of its implementation. I anticipated that it would be a huge challenge to engage top executives in this training, as most would have had some understanding already, and applying a conventional training process risked losing their attention if my co-trainer or I fell short of their expectations. While individually each top executive may have had generic knowledge of ERP , they certainly lacked comprehensive knowledge, and more specifically a seamless collective understanding of the subject, without any gaps due to individual interpretations or exposures. The task, therefore, was multifaceted: on one hand, I had to get them interested in learning aspects of which they lacked knowledge, and on the other, I had to encourage them to share their individual understandings of the subject, facilitating development of a collective learning.CHAPTER 3 ■ BIDDING GAME18F or a top executive, it is expected that he or she needs to take calculated risks inalmost every key decision, whether it’s bidding for a large contract or establishing price point while taking a privately held organization for public trading. The process of bidding involves awareness of collective knowledge of capability, assessment about competition, and expertise to apply judgment based on rational (and some irrational) criteria. In the knowledge-driven economy, the contributions of each employee, regardless of level, add up to the collective capability of the organization.W ith a view to facilitate collective learning in the shortest possible time for these top executives, I conceived a “Bidding Game” that leveraged cooperative learning to teach the ERP solution and the impact of its implementation in one session. The result in of Bidding Game was outstanding.T his is the premise of the game that will be explained in this chapter. The game also helps induce elements of social skills like effective communication and interpersonal and group skills in learning an otherwise abstract and complex subject.T he Bidding Game is a game played by all the participants divided into two or more teams. Teams compete on the strength of their collective knowledge of the subject. The game concludes after the collective learning on a specific subject is acquired to the appropriate level on all the essential aspects. The game format provides encouragement to each participant to contribute his or her knowledge of the subject and helps the team to win. A notional value attached to the correct and complete response helps measure the level of knowledge among participants. The competition is premised on the accuracy of the initial bid, which adds a flavor of bidding.F igure 3-1will help you visualize the setting created for the participants of the Bidding Game.F igure 3-1.I nstructor inviting b idsCHAPTER 3 ■ BIDDING GAME19In a hall, participants will be seated in a U-shaped arrangement, facing the projector screen. The hall will have two whiteboards on either side of the projector screen. One of the whiteboards will be titled “Knowledge Bid” and will display the bids by participating t eams.T he second whiteboard will record the actual earnings or the SCORE for each of the teams. The projector screen will be used to publish the question for each of the bid, and the instructor will allow the teams to respond in sequence and will record the score on the whiteboard on the basis of the accuracy and completeness of response by the team (Figure 3-2).F igure 3-2.I nstructor inviting response to q uestion In designing the Bidding Game, the elements of competition and encouraging discussion on each aspect form the core theme. The competitive aspect triggers speed, the game element induces interest without force or pressure, and finally discussions and sharing of knowledge facilitate desired coverage of the subject—for instance, technical nuances and features offered by new technology and/or processes, channelling an accelerated Learning and Collective Understanding new technology and/or p rocesses .B idding Game Design To design the Bidding Game, I recommend ensuring that the pace of learning is accelerated gradually, and that learning begins with basic aspects and moves on to the advanced and complex aspects in sequence instead of beginning with complex subjects and then concluding with basics. In the design of the sequence, care has to be exercised in segregating the basic and must-learn aspects from the “nice-to-know” aspects, andCHAPTER 3 ■ BIDDING GAME20design should ensure accomplishing learning of basic and must-learn ones whileprovisioning for nice-to-know types based on the interest and appetite of the participants. Design the sequence in such a way that initially the participant need to spend less time and are encouraged toward the game and competition, while later parts of the sequence should ensure that participants spend more time in discussions and staying ahead of competition.T he objective—rapid development of collective learning of technology and/or new processes—necessitates a short duration of the Bidding Game.L et us now examine the task-level details of the Bidding Game beginning with preparation/planning, recommended rules, and then the process for its execution,including steps to consolidate learning after conclusion. An overview of the entire game is depicted in Figure 3-3 .C omplete details of the activities in the process flow are described in detail in the following sections.P reparation/Planning •D ivide the subject into 20 subtopics that cover the subject comprehensively. • C reate a question for each of the subtopics.•C reate a sequence of questions in a way that gradually raises the level of knowledge. •S egment the questions into three levels: Rookie, Advanced, and Expert.•A ssign different values to questions from the three sets, for example, $100 per question from the Rookie level, $200 perquestion from the Advanced level, and $300 per question from the Expert level. •D evelop a clear rule set for the Bidding Game that can be used to explain the game to the participants.F igure 3-3.B idding Game p rocess flowCHAPTER 3 ■ BIDDING GAME • H ave a scoreboard that displays the bid value of the team and alsotheir score during the progress of the game (use the whiteboardmarker pens).• H ave a large clock for monitoring time and identify assistants forkeeping time and recording the score.R ecommended Rules• T he winner is chosen on the basis of two parameters: high scoreas well as that which is closest to its bid.• E ach wrong or incomplete response has a loss of value (i.e.,negative marking); for example, a $50 penalty for each wrong orincomplete response.• $50 is deducted from the value of a passed-over question or apartly answered question.• T he completeness of the response to a question can be challengedby competing teams to apply penalty and reduce the score.• T here’s a limit of 5 minutes for responding to each question. Eachround could begin sequence in a way that provides a fair chanceto all the teams.O nce all the preparation is completed, the game can begin.E xecution1. A ll the participants are told the context and rationale for thegame (i.e., what ERP is and the importance of each of themhaving a collective understanding of the subject, which wouldmaximize benefit from its implementation). Also, it shouldbe explained how playing a game such as this can increaseindividual understanding much faster and more deeply thanindividually struggling to comprehend the subject in isolation.2. P articipants are divided into teams. Team formation canbe done in any way that generates nearly equal numbers ofparticipants for each team (dividing the room, counting off bytwos, etc.)3. T he instructor/quiz master (QM) invites bids from each of theteams, which are recorded on the whiteboard for everyone tosee.4. T he instructor launches the first question on the screen andinvites the first team to take its chance, while the timekeepermonitors the time taken by the responding team.21CHAPTER 3 ■ BIDDING GAME225. O n the basis of correctness and completeness of the response,the instructor assigns a score to the team, which is recordedon the second whiteboard.6. I n case the question is passed to the second team and they areable to respond correctly and completely, the reduced score isrecorded.7. I n case the question is not answered or is incompletelyresponded by any of the teams, the instructor shares the correctand complete answer and the subject is discussed and clarified.8. T he process continues until the subject is completely covered.9. T he instructor tallies the scores for the teams and announcesthe winner on the basis of the high score and the bid a ccuracy .O nce the game is over, observations from experience are collected and crystallized inlearning in the next section.C onclusion• T he learning gained through the game needs to be articulatedand consolidated. Debrief is a process that will aid in articulatinglearning that participants gained during the game.• T he process of debrief begins with each participant sharinglearning, specifically something that has changed theirunderstanding about the subject during the game.• E ach participant would have learned something new, be it a verybasic addition to earlier knowledge of the subject or very complexinformation that the participant hadn’t ever known before.• T he individual learnings are recorded on a whiteboard, whichhelps in crystallizing and consolidating collective understandingon the subject.• O nce the game is over, the learning can be consolidated bypresenting additional material by way of slides, videos, and so on.S ample ArtifactsW ith a view to facilitate the immediate application of the approach in the chapter, a sample list of questions on ERP and Big Data along with an illustrative score sheet with result, are provided in the following section. The correct responses from multiple choices, are identified in bold.CHAPTER 3 ■ BIDDING GAMES ample Question Cards:ERP1. W hat is the extended form of ERP?a. E nterprise Retail Processb. E nterprise Resource Planningc. E arning Revenue and Profitd. N one of the above2. R eal time in the context of ERP relates to which of thefollowing?a. T ime shown in the computer system synchs with yourwatchb. P rocesses/events happen per transaction at the sameinstantc. B oth of the aboved. N one of the above3. W hat does “SOA” stand for in relation to ERP systemarchitecture?a. S ervice-Oriented Architectureb. S ystem of Accountsc. S tatement of Accountd. N one of the above4. W hich of these is not a packaged ERP?a. S APb. O raclec. W indowsd. J D Edwards5. I n the context of packaged ERP, do “Customization” and“Configuration” refer to the same process, or are theydifferent?a. S ameb. D ifferentc.D on’t know23CHAPTER 3 ■ BIDDING GAME246. M aterials Management in ERP helps to/esnure ?a. I ncrease of inventoryb. I nventory is well balancedc. B oth of the aboved. N one of the above7. S ales and Distribution Module in ERP helps in which of thefollowing?a. I ncreased customer serviceb. R educed customer servicec. B oth of the aboved. N one of the above8. F inancial and Controlling Module in ERP helps in which ofthe following?a. E valuating and responding to changing businessconditions with accurate, timely financial datab. E asy compliance with financial reporting requirementsc. S tandardizing and streamlining operationsd. A ll of the abovee. N one of the above9. G ain from implementation of ERP results in which of thefollowing?a. I mproved business performanceb. I mproved decision makingc. I ncreased ability to plan and growd. A ll of the aboveS ample Question Cards:B ig Data1. W hat is Big Data?a. D ata about big thingsb. D ata which is extremely large in size (in petabytes)c. D ata about datad. N one of the aboveCHAPTER 3 ■ BIDDING GAME2. W hich are not characteristics of Big Data?a. V olumeb.V elocityc. V irtualityd.V ariety3. W hich are key inputs for Big Data?a.I ncreased processing powerb. A vailability of tools and techniques for Big Datac. I ncreased storage capacitiesd. A ll of the above4. W hich are applications of Big Data?a. T argeted advertisingb.M onitoring telecom networkc. C ustomer sentimentsd. A ll of the above5. W hich tools are used for Big Data?a. N oSQLb. M apReducec. H adoop Distributed File Systemd. A ll of the above6. S ocial media and mobility are key contributors to Big Data:true or false?a. T rueb. F alse7. W hich is not a term related to Big Data?a. D atabasesMongoDBb. D ata T riggerc. P igd. S PARK25CHAPTER 3 ■ BIDDING GAME26B enefit Assessment After consolidation of the learning, it’s recommended to conduct a benefit assessment exercise to measure the gains from application of the game-based approach. Theassessment could be in form of a written quiz on the subject with multiple-choice answers.。
1、Chapter 11.1 What is Software Engineering? Software engineering is the application of engineering principles and techniques to the development, operation, and maintenance of software systems. It is a discipline that involves the application of scientific and mathematical principles to the design, development, and maintenance of software products. Software engineering focuses on the development of efficient, reliable, and maintainable software systems thatmeet the needs of their users.1.2 What is the Software Life Cycle? The software life cycle is the set of stages that a software product goes through from its conception to its retirement. It typically consists of the following stages: Requirements Analysis, Design, Implementation, Testing, Deployment, Maintenance, and Retirement. Requirements Analysis involves gathering information from stakeholders and users to determine the needs of the software. Design involves creating a plan for the software thatmeets the requirements identified during Requirements Analysis. Implementation involves coding the software according to the plan created during Design. Testing involves verifying that the software works as expected. Deployment involves making the software available to its users. Maintenance involves making changes to the software to fix any bugs or to add new features. Retirement involves removing the software from use and archiving any important data or documents associated with it.1.3 What is the Difference Between Software Engineering and Computer Science?Software engineering and computer science are related disciplines, but they are not the same. Software engineering focuses on the development of software products, while computer science focuses on the study of computers and computing. Software engineering involves the design, development, and maintenance of software systems, while computer science involves the study of algorithms, data structures, and programming languages. Softwareengineering focuses on the practical application of engineering principles and techniques to the development of software products, while computer science focuses on the theoretical aspects of computing.2、Chapter 22.1 What is the System Development Life Cycle?The system development life cycle (SDLC) is a process used by software engineers to develop software products. The SDLC consists of six stages: planning, analysis, design, implementation, testing, andmaintenance. During the planning stage, the software engineer collects information from stakeholders and users to determine the scope and requirements of the software product. During the analysis stage, the software engineer analyzes the gathered information to determine the user’s needs and the software’s requirements. During the design stage, the software engineer creates a plan for the software product. During the implementation stage, the software engineer codes the software according to the plan created during the design stage. During thetesting stage, the software engineer verifies that the software works as expected. During the maintenance stage, the software engineer makes changes to the software to fix any bugs or to add new features.2.2 What is the Waterfall Model?The waterfall model is a software development process that follows a linear approach. It is a sequential process where each stage must be completed before the next stage can begin. The stages of the waterfall model are: requirements analysis, design,implementation, testing, deployment, and maintenance. During the requirements analysis stage, the software engineer collects information from stakeholders and users to determine the scope and requirements of the software product. During the design stage, the software engineer creates a plan for the software product. During the implementation stage, the software engineer codes the software according to the plan created during the design stage. During the testing stage, the software engineer verifies that the software works as expected. During thedeployment stage, the software engineer makes the software available to its users. During the maintenance stage, the software engineer makes changes to the software to fix any bugs or to add new features.2.3 What is the Spiral Model?The spiral model is a software development process that follows a cyclical approach. It is an iterative process where each stage is repeated multiple times until the desired result is achieved. The stages of the spiral model are: requirements analysis, design,implementation, testing, deployment, and maintenance. During the requirements analysis stage, the software engineer collects information from stakeholders and users to determine the scope and requirements of the software product. During the design stage, the software engineer creates a plan for the software product. During the implementation stage, the software engineer codes the software according to the plan created during the design stage. During the testing stage, the software engineer verifies that the software works as expected. During the软件工程第四版齐治昌课后答案deployment stage, the software engineer makes the software available to its users. During the maintenance stage, the software engineer makes changes to the software to fix any bugs or to add new features. The spiral model allows the software engineer to quickly make changes and adjustments to the software product as needed.。
1 1Chapter 11. Marketing is _____.A.another word for advertising and salesB. only used by major corporationsC.about satisfying customer needsD.about simply making a profit2.The first step in the marketing process is to work to understand customers. True False3. Once we have created value for customers, the final step in the marketing process is to capture value from them. True False4.The most basic concept underlying marketing is that of _____. profits products human needs services5.Marketers create social needs in consumers. TrueFalse (Marketers do not create customer needs, whether social, physical or individual. Needs are a basic part of the human makeup.) 6.The act of obtaining a desired object from someone by offering something in return is called a(n) _____. exchange switch market sale7.The art and science of choosing target markets and building profitable relationships with them is called _____.marketing profiles marketing maneuvers marketing selection marketing management8.Which marketing philosophy listed below is useful when supply exceeds demand and when production costs are too high and need to be reduced? production conceptproduct conceptselling concept marketing concept9.Which marketing philosophy believes that an organization can achieve its goals if it knows the needs of its target market well and delivers satisfaction better than its competition?production concept product concept selling concept marketing concept 10.Customer relationship management (CRM) is solely about acquiring and keeping customers. TrueFalse (CRM is about acquiring, keeping and growing customers .) 11.To build lasting customer relationships, firms should focus on delivering _____ and _____. high quality products; low pricescustomer value; customer satisfaction customer satisfaction; customer2 2growthcustomer value; high profits12.It costs 5 to 10 times more to find a new customer than to keep a current one happy.True (Due to changing demographics, more competition, and overcapacity in many industries, the cost of finding new customers is rising.) False13.The aim of customer relationship management is to _____. create customer satisfaction create customer profits create customer delight create customer longing14.The portion of the customer’s purchasing power that a company gets in its product categories is called its _____.customer equity share of customer customer quotientcustomer lifetime value15.Customers that are a good fitbetween a company’s offerings and that are expected to be loyal over the long term are called _____. butterflies barnacles true friends strangers 16.The most dramatic new technology is the Internet. True False17.The _____ is the nation’s 24th largest advertiser with an annual budget of over $1 billion. Procter and Gamble Co. Boeing Co .Levi Strauss Co. U.S. Government18.Which of the first four steps of the marketing process asks, “What consumers will we serve?” and “How can we best serve targeted customers?” Step 1: Understanding the marketplaceStep 2: Designing the marketingstrategyStep 3: Constructing the marketing program Step 4: Building profitable relationships with customers19.Which step of the marketing process is the most important? Step 1: Understanding the marketplaceStep 2: Designing the marketing strategyStep 3: Constructing the marketing program Step 4: Building profitable relationships with customers20.In addition to delighting customers, companies today must also harness technology, think globally and be ethically and socially responsible. True FalseChapter 21.This type of business plan involves adapting the firm to take advantage of opportunities in its constantly3 3changing environment. –annual plan–marketing plan –strategic plan –long-range plan2.A good mission statement should be all of the following except _____.–market oriented –product oriented –realistic –motivating3.The organization should base its mission statement on its _____.–profitable goals –customers’ welfare –product’s value–distinctive competencies4.Business portfolio management involves two steps. Step 1 requires the business to analyze its current business portfolio. Step 2 requires it to shape its future portfolio.–True –False5._____ are low-growth, high-sharebusinesses or products.–Question marks –Cash cows –Dogs –Stars6._____ are high-growth, high-share businesses or products.–Question marks –Cash cows –Dogs –Stars7. Which of the following are limitations to the BCG method of strategic planning?–difficult to implement –costly–provide little advice for the future –all of the above8._____ has the main responsibility for achieving profitable growth for a company.–Management –Human resources –Marketing–All of the above 9.Which of the following is an example of market penetration for Starbucks?–adding drive-thru windows to theircurrent coffee shops–adding new stores in the Southeast(market development)–adding hot breakfast items to themenu (product development)–buying Hear Music (diversification)10. Downsizing is reducing the business portfolio by eliminating products or business units that are not profitable or no longer fit the company’s overall image.–True –False11.The _____ takes the customer’s point of view.–Human Resource Dept. –Management Dept.–Information Technology Dept. –Marketing Dept.12._____ should be at the center of a company’s marketing strategy.4 4•Customers•Profits •Products •Employees13._____ involves dividing a market into distinct groups of buyers who have distinct needs, characteristics, or behaviors and who might require separate products or marketing mixes.•Market definition •Target marketing •Product positioning •Market segmentation14.Once the various market segments have been determined, the next step in the marketing strategy process is _____.•market evaluation •target marketing •product positioning •market penetration15.A company should target segments in which it can profitably generate the greatest customer value and sustain it over time.•True •False16.The purpose of a product’s image statement is to present the product in a clear, distinct and desirable way relative to competing products in the minds of target consumers.•True•False (positioning statement)17.The set of controllable, tactical marketing tools that the firm blends together to produce its response to the wants of its target market are called its _____.•marketing arsenal •marketing mix•marketing portfolio•integrated marketing options (IMOs)18.The four P’s in marketing refer to_____, _____, _____ and _____.•product; place; price; promotion •product; property; price; promotion •production; property; people;promotion•product;place; promotion; people19.Which of the “P’s” listed below relates to a customer’s cost?•product •place •price •promotion20.Managers are correct in thinking that, “doing things right” (implementation) is more important than, “doing the right things” (strategy).•True•False (both are critical to success) Chapter 31.A company’s _____ consists of its suppliers, marketing intermediaries, customers, competitors and publics.–macroenvironment –microenvironment –business environment –marketing environment2._____ include resellers, marketing service agencies and financial firms that help a company to promote and5 5sell its offerings to its final customers.–Advertising agencies–Suppliers–Intelligence firms–Marketing intermediaries3.Marketers today are only concerned with their consumer markets.–True–False (marketers today may havefive types of customer markets. These are the consumer market, the business market, the reseller market, the government market and the international market.4.A company’s _____ public includes its workers, managers, volunteers and board of directors.–employee–citizen-action –internal–human resource5.The single most important demographic trend in the U.S. is the changing age structure of the population.–True –False6.Of the seven generations present in the U.S. today, _____ is(are) the largest and most influential.–the Baby Boomers –Generation X –Generation Y –the Millenials7.In the United States today, married couples with children make up _____ of the nation’s 105 million households.–50% –65% –25% –34%8.The disabled market is relatively small in the United States and is not being actively pursued by marketers.–True –False(Marketers are activelypursuing this market, which is larger than the Hispanic and African-American markets)9.The “shop until you drop” mentality of the 1990’s has been replaced with a more _____ approach.–save all you can –value is key –don’t shop at all –splurge regularly10.There are three trends in the natural environment that marketers are monitoring. These are _____, _____ and _____.–shortagesof rawmaterials; increased legislation; increasedconsumerism–the green movement; shortages ofraw materials; increased pollution–increasedpollution; increasedgovernment intervention; shortages of raw materials–increased consumerism; increasedpopulation; increased ethical expectations11.The most dramatic force shaping business today is the _____ environment.6 6–natural–technological –economic –political12.Which country leads the world in research and development spending?–United States –Japan –China –Germany13.Legislation affecting business has _____ over the years.–increased steadily –decreased slightly –remained steady –grown immensely14.This legislation prohibits Web sites or online services from collecting personal information from children without parental consent.–Wheeler-Lea Act –Child Protection Act–Children’s Internet Protection Act –Children’s Online PrivacyProtection Act15.Which of the following is not one of the reasons business legislation is enacted?–Toprotect companies from eachother–Toprotectcompaniesfromconsumers –To protect consumers from unfair business practices–To protect the interests of society16.A person’s core values and beliefs are often erratic.–True –False(People’s core beliefs andvalues have a high degree of persistence.)17.Which of the following is not one of the ways a society’s values are expressed?–people’s view of history–people’s view of society–people’s view of the universe –people’s view of others18.Recently, observers have noted a shift from a “me society” to a “wesociety.”–True –False19.A woman who drives a hybrid car, consistently recycles, and buys “earth -friendly” products, is acting out her view of _____.–society–organizations –others –nature20.A company has several options with regard to its marketing environment. A strong company takes a(n) _____ approach.–proactive –reactive –ingenuous –peaceful21.A company’s macroenvironment consists of all of the following except _____.–demographic forces –economic forces –competitive forces7 7–none of the above Chapter 41.Managers today often receive_____ information.–too much –too little –irrelevant –both 1 and 32.A _____ consists of the people, equipment and procedures to gather, sort, analyze and distribute accurate information to marketing decision makers.–marketing intelligence system –database mining system–marketing information system –marketing research system3.A marketing information system begins and ends with information from _____.–customers –databases –administrators –users4.The costs of obtaining, processing, storing and delivering information is relatively inexpensive. –True –False(the costs can increasequickly, forcing managers to decide if the information is worth the expense) 5.Which of the following is a problem with using internal databases?–the information was collected foranother reason–theinformation is in the wrong format–the information may be out of date –all of the above6.The goal of _____ is to improve strategic decision making, access and track competitors’ actio ns, and to provide early warning of opportunities and threats.–competitive research analysis –marketing intelligence –information technology –marketing segmentation7. A new source for competitor-supplied information is the Internet.–True –False8.What are the four steps (in order) of the marketing research process?–Define the problem, develop theresearch plan, implement the research plan, survey the participants.–Define the problem, develop theresearch plan, implement the research plan, report the findings.–Define the problem, develop theresearch plan, survey the participants, report the findings.–Developthe research plan,implement the research plan, survey the participants, report the findings. 9.What is the often the hardest step in the marketing research process?–defining the problem–developing the research plan –implementing the research plan –reporting the findings8 810.The objective of _____ is to gatherpreliminary information that will help define the problem and suggest reasons.–causal research–competitive research –descriptive research –exploratory research11._____ consists of information that already exists having been collected prior to the research plan.–Primary data –Secondary data –Exploratory data –Sales research12. Researchers usually start with _____ when developing the research plan.–primary data –secondary data –projection research –sales research13.The three types of research approaches a marketer may use are _____, _____ and _____.–surveys;observations; historicreviews–observations; surveys; databases –observations; experiments; surveys –experiments; databases; surveys14. The most widely used form of primary research and the one best suited for descriptive information is _____–survey research–ethnographic research –observational research –experimental research15. Which type of research is best suited for gathering causal information?–survey research–ethnographic research –observational research –experimental research16.If a marketer wanted to collect large amounts of information at a low cost per respondent, she could use _____.–telephoneinterviews–mail questionnaires –focus groups–approach interviews17.If a marketer wanted to collect information quickly and allow for flexible answers, he should use _____.–telephone interviews –mail questionnaires –focus groups–approach interviews18. Interviewer bias is often greater with _____.–telephone interviews –mail questionnaires –focus groups –online surveys19.If an interviewer wanted to reach the teen market, a fast and low cost method would be to use _____.–telephone interviews –mail questionnaires –focus groups –online surveys20.Which of the following is not one9 9of the decisions a marketer mustmake when designing a sample?–who should be sampled–how many people shouldbesampled–how the people in the sampleshould be chosen–allof the above are important sampling decisions21.One of the biggest challenges facing marketing researchers today is that some consumers believe collecting the research violates their privacy.–True –False Chapter 51. Consumer behavior refers to the buying behavior of final customers. –True –False2. According to the textbook, consumer purchases are strongly influenced by cultural, social,personal and _____ characteristics. –psychological –emotional –physical –economic3._____ is the most basic cause of a person’s wants and behavior. –Greed –Fear –Culture –Materialism4. Which of the following is not a value normally presented in the U.S. culture?–achievement –progress–material comfort –collectivism5. Groups of people with shared value systems based on common life experiences are called _____. –cohorts –generations –subcultures –affiliate groups6. The fastest-growing and most affluent subculture in the U.S. is the _____ population. –Hispanic–African American –Asian American –mature7. Social class is determined only by an individual’s income. –True–False (Income is only one of several factors used to determine a person’s social class. Other factors include one’s occupation, education, wealth and type of residence.)8. The _____ is the most important consumer buying organization in society. –school –family–government –business9. Which of the following is not a personal factor that influences a buyer’s decision?10 10–beliefs –age –lifestyle –personality10.The V ALS classification systemmeasures a person’s _____. –income –occupation –lifestyle –personality11. A person’s _____ is his/her unique set of psychological characteristics that are relatively consistent and lasting.–self esteem –self concept –lifestyle –personality12. According to _____, people are largely unconscious about the real psychological forces shaping their behavior.–Abraham Maslow –Bill Gates –Alfred Skinner–Sigmund Freud13.The process of selecting, organizing and interpreting information to form a meaningful picture of the world is referred to as _____.–perception –sensation–subliminal imprinting –rationalization14. When a person changes his/her behavior as a result of an experience, we say that _____ has occurred. –motivation –sensation –learning –perception15.If a person’s attitude reflects one of his/her core values, then the attitude is easy to change. –True–False (Attitudes are difficult to change because they fit into a pattern, and changing one attitude may require difficult adjustments inmany others.)16.A consumer purchasing fine furniture (which is expensive and for which a brand’s name matters) would probably result in _____ buying behavior.–dissonance-reducing –variety-seeking –complex –habitual17._____ buying behavior is characterized by low consumer involvement but significant perceived brand differences.–Dissonance-reducing –V ariety-seeking –Complex –Habitual18.The final step in the buying decision process is _____. –the purchase itself –postpurchase behavior –choosing the product –getting the rebate19. What two factors come betweenthe purchase intention and the purchase decision?–attitudes of others and unexpected situational factor s–attitudes of others and lack of resources–unexpected situational factors and lack of resources–shortages and lack of resources (Note: lack of resources and shortages are examples of unexpected situational factors)20.What are the two largest populations in the adoption process? –innovators and early majority–early adopters and early majority–early majority and late majority–innovators and laggards21. Which of the following does not influence a product’s rate of adoption?–relative advantage–compatibility–divisibility–perceptibility Chapter 61.Business buyer behavior includesretailers and wholesalers who buythings with the purpose of making aprofit.–True–False2. Business markets are _____ thanconsumer markets.–considerably larger–slightly larger–slightly smaller–no different3. The main differences between thebusiness to business (B2B) marketand the business to consumer (B2C)market include all of the followingexcept _____.–the differences in market structureand demand–t hat people assume buying roles–the nature of the buying unit–the types of decisions and thedecision process involved4._____ is demand that ultimatelycomes from the demand for consumergoods.–Consumer demand–Marketing demand–Derived demand–End-user demand5. Which of the following is not acharacteristic of the business market?–Business markets are moregeographically concentrated.–Many business markets haveelastic demand.–Business markets have morefluctuating demand.–Business marketers have far fewerbut larger customers.6. In recent years, relationshipsbetween business customers andsuppliers have grown moreadversarial.（敌对的）–True–False(In recent years, businesscustomers and suppliers have begunworking together more closely as11“partners,” not adversaries.)7.Which of the following is not one of the major types of buying situations faced by business buyers? –straight rebuy–new task buy–online rebuy–modified rebuy8. Which of the business buyer purchase decisions offers the greatest opportunities and the greatest challenges for marketers?–straight rebuy–new task buy–modified rebuy–Both 2 and 39. The decision-making unit of a buying organization is called its _____.–buying center–purchasing department–head office–marketing department10.The _____ role in the purchase decision process is to control the flow of information to others.–buyer’s–gatekeeper’s–influencer’s–decider’s11. A business buying center is afixed and formally identified unitwithin the buying organization.–True–Fals e (The buying center is not afixed and formal unit in the businessbuying organization. It fluctuates asdifferent people are needed to makedifferent purchases.)12. When competing products varygreatly, business buyers pay moreattention to _____ factors.–economic–personal–organizational–interpersonal13.Shortages in key materials is animportant _____ factor.–organizational–individual–environmental–interpersonal14. Individual factors are affected byall of the following except _____.–buyer’s attitude toward risk–buyer’s income–buyer’s buying style–all of the above affect individualfactors15.Once a business buyer determinesa problem or need, the next step inthe business buying process is to_____.–begin a supplier search–solicit suppliers’ proposals–determine a general needdescription–make a purchase16.The 8-stage buyer decision modelwould most likely be used for a_____ buying decision.–straight rebuy–new task–online–modified rebuy1217.E-procurement is being used by _____ of business buyers today.–33%–50%–75%–90%18.Which of the following is not one of the benefits of business to business e-procurement?–reduced transaction costs for suppliers–reduced transaction time between order and delivery–enhanced relationships between decades-old （new）suppliers and customers–increased time for purchasers to focus on strategic issues19.The _____ consists of schools, hospitals, nursing homes and prisons that provide goods and services to people in their care.–government market–institutional market–non-profit market –organizational market20.Unlike business markets,government markets are closelywatched by outside publics.–True–FalseChapter 71.What is the first step in targetmarketing?–market positioning–market segmentation–target marketing–none of the above2.Which of the following steps oftarget marketing takes into accountcompetitors’ offerings to the market?–market positioning–market segmentation–market targeting–all of the above3.Which of the following is not a wayto segment consumer markets?–geographic segmentation–psychographic segmentation–demographic segmentation–all of the above are ways tosegment the consumer market4.Of the four main types ofsegmentation bases used to segmentconsumer markets, _____ is the mostpopular.–geographic segmentation–psychographic segmentation–demographic segmentation–behavioral segmentation5.A marketer selling differentofferings in different communitieswould be using _____ segmentation.–geographic–psychographic–demographic–behavioral6.Marketers selling luxury cars oftenuse income as a segmenting variable.Income is one component of _____segmentation.–geographic–psychographic–demographic13–behavioral7.Social class, lifestyle and personality characteristics are three components of _____ segmentation. –geographic–psychographic–demographic–behavioral8.Many marketers believe that _____ variables are the best starting point for building market segments.–geographic–psychographic–demographic–behavioral9.Marketers usually limit their segmentation analysis to behavioral variables.–True–False (Marketers will use a variety of variables to identify smaller, better-defined, target groups.)10.Marketers believe that buying behavior and _____ provide the best basis for segmenting business markets.–operating characteristics–situational factors–benefits sought–personal characteristics11.Segmenting international marketson the basis of geographic, economic,political and cultural factors is calledintermarket segmentation.–True–False (Intermarket segmentation isforming segments of consumers invarious countries who have similarneeds and buying behavior.)12.In order to be useful, marketsegments need to be which of thefollowing?–differentiable–accessible–substantial–all of the above13.Which of the following structuralfactors is not related to a segment’sattractiveness?–the presence of strongcompetitors in the segment–the existence of potential substituteproducts–the lack of raw materials–a number of powerful suppliers14.When using a _____ marketingstrategy, a firm decides to targetseveral segments and designs separateoffers for each.–differentiated–concentrated–mass–micro15.Micromarketing includes _____and _____.–local marketing; niche marketing–local marketing; individualmarketing–niche marketing; concentratedmarketing–individual marketing; concentratedmarketing16.This type of micromarketing isalso known as one-to-one marketingor mass customization.14–local marketing–tailored marketing–niche marketing–individual marketing17.If a beer manufacturer were to place a commercial on a TV show that was predominantly viewed by children, it could be considered using _____.–socially irresponsible targeting–socially responsible targeting–adult targeting–niche targeting18.A product’s _____is the way the product is defined by consumers on important attributes relative to the competition.–image–equity–position–value19.A firm that practices _____ differentiation gains competitive advantage by the way it designs its channel coverage. –services–product–people–channel20.Which of the following is apowerful value proposition because itoffers consumers a “good deal”?–more for more–more for the same–the same for less–less for much lessChapter 81.A _____ is anything that can beoffered to a market that might satisfya need or a want.–position–product–promotion–none of the above2.Only tangible goods are consideredproducts.–True–False (Products are more thantangible goods. They can beservices, events, persons, places,ideas, or a mix of these.)3.A visit to a doctor’s office is anexample of a _____.–pure tangible good–pure intangible good–mixture of the two–none of the above4.The most basic level of a product iscalled its _____.–center–value–core benefit–customer5.Consumer products includeconvenience products, shoppingproducts, specialty products, and_____ products.–unique–luxury–unsought–all of the above6._____ products are purchasedfrequently, with little comparison orshopping effort.15。
学校英语社团管理制度School English Club Management RegulationsChapter 1 General ProvisionsArticle 1: In order to enrich students' extracurricular activities, improve their English proficiency, and promote their comprehensive development, this school establishes an English Club.Article 2: The English Club is a non-profit organization that operates within the school's framework and is managed by the student union.Article 3: The English Club aims to provide a platform for students to communicate in English, improve their language skills, hold activities related to English learning and culture appreciation, and enhance their understanding of international issues.Article 4: The English Club is open to all students who are interested in English language and culture.Chapter 2 Club OrganizationArticle 5: The English Club has a president, vice-president, secretary, treasurer, and department heads. The president is elected by club members and is responsible for the overall management and coordination of club activities.Article 6: The vice-president assists the president in club affairsand takes on the president's responsibilities in their absence.Article 7: The secretary is responsible for the club's daily administrative work, such as keeping records of meetings and club activities.Article 8: The treasurer is responsible for managing finances, collecting and accounting for membership fees, and overseeing the club's budget.Article 9: The department heads are responsible for organizing and coordinating specific activities in their respective areas, such as language practice, cultural exchange, and event planning.Article 10: The president, vice-president, and secretary of the English Club are elected for a term of one academic year. The treasurer and department heads are appointed by the president and approved by the club members.Chapter 3 Membership ManagementArticle 11: Any student who is interested in English language and culture can apply to become a member of the English Club. Article 12: Prospective members must fill out an application form and submit it to the club. After review, new members will be admitted by the club's executive committee.Article 13: Members are required to pay an annual membership fee, the amount of which is determined by the club's executivecommittee.Article 14: Members are encouraged to actively participate in club activities and contribute to the development of the club.Article 15: Members who seriously violate club regulations or engage in activities that harm the reputation of the club may have their membership revoked by a decision of the executive committee.Chapter 4 Activity Planning and ImplementationArticle 16: The English Club organizes a variety of activities, including language practice sessions, cultural exchange programs, guest lectures, and competitions.Article 17: The club's executive committee is responsible for planning and organizing club activities. Each department head is responsible for implementing activities in their respective areas.Article 18: Club activities should aim to meet the diverse needs of club members and create a positive atmosphere for English language learning.Article 19: The club organizes regular language practice sessions, such as English corner, language workshops, and English movie screenings, to provide members with opportunities to practice their speaking, listening, and writing skills.Article 20: The club holds cultural exchange activities, such astraditional festivals celebrations, foreign culture displays, and international cuisine parties, to promote understanding and appreciation of different cultures.Article 21: The club invites guest speakers, such as English teachers, international students, and professionals, to share their experiences and insights with club members.Article 22: The club organizes competitions, such as English speech contests and debate competitions, to enhance members' language proficiency and communication skills.Chapter 5 Financing and AccountabilityArticle 23: The English Club's finances are managed by the treasurer, who must keep records of all income and expenses.Article 24: The treasurer is responsible for submitting financial reports to the club's executive committee and the student union on a regular basis.Article 25: The club's financial resources come from membership fees, sponsorships, and fundraising activities.Article 26: The club's financial management should be transparent, and the use of funds should be strictly regulated.Chapter 6 Amendments and DissolutionArticle 27: Amendments to these regulations can be proposed bythe club's executive committee or by club members. Amendments should be approved by a two-thirds majority vote of club members in a general meeting.Article 28: If the English Club is dissolved, all remaining assets will be turned over to the student union for future use.Chapter 7 Supplementary ProvisionsArticle 29: These regulations shall come into effect upon approval by the student union.Article 30: Any matters not covered in these regulations shall be handled by the club's executive committee and the student union in accordance with relevant school regulations.End of Document.Total word count: 645。
