A-Level Business---商务研究关键考点Key Terms.doc

Key Terms直接考定义、定义加content、只考相关contentConsumer products 1 消费品Capital and intermediate goods 1 资本物品/中间物品Added value 1 2014 附加值Entrepreneur 2 企业家Social enterprise 3 2015 社会企业Primary sector 6 2015 第一产业Secondary sector 6 第二产业Tertiary sector 6 第三产业Private sector 7 私人部门/私营企业Public sector 7 2015 公共部门 Privatisation 8 私有化Internal growth 15 2015 内部成长External growth 15 外部成长Corporate aim 20 公司宗旨Corporate objectives 20 2015 公司经营目标Mission statement 20 实名陈述Divisional/Departmental objectives 20 分部门目标Strategies 20 策略Management by objectives 21 目标管理Ethics 22 2014 企业道德规范Ethical code 22 2014 企业道德章程Stakeholder 25 2015 利益相关者Stakeholder concept 25 Corporate social responsibility (CSR) 27 2015 2014 企业社会责任Social audit 28 社会责任审核Information technology 33 IT 信息技术Computer Aided Design(CAD) 33 计算机辅助设计Computer Aided Manufacturing(CAM) 33 计算机辅助制造Environmental audit 34 环境审核Pressure group 34 环境压力团体（环保组织）Economic growth 38 经济增长Gross Domestic Product (GDP) 38 国内生产总值Business cycle 38 经济周期/商业周期Recession 38 经济衰退Income elasticity of demand 38 收入需求弹性Inflation 38 2014 通货膨胀Unemployment 38 失业Cyclical unemployment 38 周期性失业Structural unemployment 38 结构性失业Frictional unemployment 38 摩擦性失业Fiscal policy 39 财政政策Monetary policy 39 货币政策Exchange rate 40 汇率Exchange rate appreciation 40 汇率升值Exchange rate depreciation 40 汇率贬值Manager 44 2015 经理Leadership 45 2015 领导力Workers representative 45 工人代表Leadership style 46 2014 领袖风格Autocratic leadership 46 专制型领导Laissez-faire leadership 46 放任式领导Democratic leadership 46 民主式领导Theory X managers 46 2014 X理论型管理者Theory Y managers 46 2014 Y理论型管理者Informal leadership 47 非正式性领导Emotional intelligence (EI) 47 2015 情商Motivation 49 2014 动机Self-actualisation 50 自我实现Job enrichment 51 职务丰富化（深度）Hygiene factors 51 Motivating facors (motivators) 51 激发因素Valence 51 Expectancy 51 期望Instrumentality 51 Hourly wage rate 52 计时工资Piece rate 52 计件工资Salary 52 薪资Commission 52 销售提成Performance-related pay 52 绩效工资Profit sharing 52 利润分成Job rotation 53 轮岗Job enlargement 53 职务扩大化（广度）Job enrichment 53 职务丰富化（深度）Job redesign 53 职务再设计Quality circles 53 工人互助会/小组Worker participation 53 工作参与Team working 53 2014 团队化工作Human Resource Management 55 2015 2014 人力资源管理Hard HRM 55 Soft HRM 55Workforce planning 56 2015 2014 劳动力使用规划Workforce audit 56 劳动力审查/考核Recruitment 57 2015 招聘Job description 57 职位描述 Person specification 57 岗位具体要求Training 57 培训On-the -job training 57 在岗培训（岗位内培训）Induction training 57 入职培训Staff appraisal 57 工作评定Dismissal 58 解雇Unfair dismissal 58 不当解聘Redundancy 58 人员冗余Employment contract 59 劳动合同Temporary employment contract 59 短期/固定期劳动合同Part-time contract 59 兼职合同Flexi-time contract 59 弹性劳动合同（可伸缩劳动时间）Outsourcing 59 外包Trade union 64 工会Trade union recognition 65 雇方与工会的谈判Single union agreement 65 雇方只与一个工会谈判No-strike agreement 65 非罢工性协商Industrial action 65 工会措施Conciliation 65 劳动调解（第三方）Arbitration 65 劳动仲裁Level of hierarchy 68 工作层级Chain of command 68 指令链条Span of control 68 组织层级Matrix structure 69 矩阵结构Delegation 70 2015 授权Centralisation 70 集权Decentralisation 70 权力下放（分权）Line managers 71 基层经理（直线管理人员）Satff managers 71 人事经理Delayering 71 去层级化Effective communication 75 有效沟通Communication media 75 沟通媒介Communication barriers 76 沟通障碍One way 76 单向传达（群发式）Two way 76 双向沟通Marketing 80 2015 营销Consumer markets 80 2014 消费品市场Industrial market 80 工业品市场Marketing objectives 81 市场目标Market orientation 82 市场定位Product orientation 82 产品定位Asset led marketing 82 资产主导营销Societal marketing 82 社会营销Demand 82 需求Supply 82 供给Equilibrium price 82 均衡价格Market size 83 市场规模Market growth 83 市场规模增长率Market share 83 2015 市场份额Market share% 83 市场份额百分比Niche marketing 84 2014 细分市场Mass marketing 84 2015 大众市场Market segmentation 85 2014 市场划分Market segment 85 市场分区Consumer profile 85 消费者概况Market research 88 2014 市场调查Primary research 88 第一手调查Secondary research 88 第二手调查Qualitative research 88 定性调查Quantitative research 88 定量调查Focus group 89 目标群体Sample 89 抽样Random sample 89 随机抽样Systematic sample 89 系统抽样Stratified sampling 89 分层抽样Quota sampling 89 定额抽样Cluster sampling 89 分组抽样Open questions 90 开放式问题Closed questions 90 封闭式问题Range 92 区间范围Interquartile range 92 四分间距Marketing mix 94 2015 2014 销售计划Customer relationship marketing 95 客户关系营销Product life cycle 96 产品生命周期Price Elasticity of Demand(PED) 96 2015 需求价格弹性Promotion 101 促销Above the line promotion 101 2015 线上推广Below the line promotion 101 2015 线下推广Promotion mix 101 推广手段组合Advertising 101 2015 广告Sales promotion 101 2015 促销Promotional budget 102 促销预算Viral marketing 103 病毒式营销Channel of distribution 104 分销渠道Integrated marketing mix 104 整合营销组合Marketing plan 107 营销计划AIDA(Attention-Interest-Desire-Action) 109 艾达公式DAGMAR(Defining Advertising Goal for Measured Advertising Results) 109 广告效果评估体系New Product Development(NPD) 109 新产品开发Generate new product ideas 110 产生新产品创意Idea screening 110 创意筛选Concept development and testing 110 概念开发和测试Business analysis 110 业务分析Product testing 110 产品检测Test marketing 110 市场投放测试Commercialisation 110 商业化（全面投放)Research and Development (R and D) 110 新产品的调研与改进Globalisation114 全球化Multinational corporations 114 跨国公司International marketing 114 2014 国际市场营销Pan-global marketing 115 全球营销Global localisation 115 产品本地化Added value 119 附加值Production 119 生产Level of production 119 生产水平Efficiency 119 2015 效率Productivity 119 生产能力Labour intensive 119 2015 劳动力密集型Capital intensive 119 资本密集型Effectiveness 120 2015 2014 有效性（生产经营的有效性）Operations planning 123 2014 运营计划Operational flexibility 123 运营的灵活性Job production 123 2014 定制化生产Batch production 123 2015 2014 分批生产/间歇式生产Flow production 123 流水线生产Mass customisation 123 2014 大规模定制Process innovation 123 2015 流程创新Optimal location 125 最佳位置Quantitative factors 125 定量因素Qualitative factors 125 非定量因素Offshoring 125 海外建厂Multinational 125 跨国企业Trade barriers 125 贸易壁垒CAD 125 计算机辅助设计CAM 125 计算机辅助制造Scale of operation 126 经营规模Economies of scale 126 2015 规模经济Diseconomies of scale 126 2015 规模不经济Enterprise resource planning 127 企业资源计划Supply chain 127 供应链Inventory(stock) 131 2015 2014 存货Economic order quantity 132 经济订货批量Buffer stocks 132 调节性库存储备Re-order quantity 132 再订购量 Lead time 132 订货到交货的时间Just-in Time 132 即时生产Capacity utilisation 137 2015 产能利用率Excess capacity 137 闲置产能Rationalisation 138 减支Full capacity 138 极限产能/充分产能Capacity shortage 138 产能不足Outsourcing 138 外包Business Process Outsourcing(BPO) 138 经营流程外包（局部外包）Core activity 138 核心业务Lean production 142 精益生产Simultaneous engineering 142 并列工序Cell production 142 单元生产Kaizen 143 不断改进提高Quality product 144 优质产品Quality standards 144 品质标准Quality control 144 品控Quality assurance 144 品质保证TQM(Total Quality Management) 144 全面质量管理Internal customers 144 内部顾客Zero defects 144 零瑕疵ISO9000 144 国际标准体系Benchmarking 144 标杆学习Project 147 项目Project management 147 项目管理Critical path analysis 148 关键路径Network diagram 148 网络图Critical path 148 关键步骤Node 148 节点EST(Earliest Start Time) 148 最早开始时间LFT(Latest Finish Time) 148 最晚完成时间Total Float 148 2015 总机动时间Free Float 148 自由浮动时间Start up capital 152 启动资本Capital expenditure 152 资本性支出Revenue expenditure 152收益性支出Working capital 153 营运资本Liquidity 153 2015 2014 流动性/流动资金Liquidation 153 清算Overdraft 155 2015 透支Factoring 155 保理/托收保付Long term loans 155 长期贷款Equity finance 155 权益融资Long term bonds/debentures 155 长期债券Rights issue 155 增股Venture capital 155 VC风险投资Business plan 156 商业计划书Cash 159 现金Cash flow 159 2015 现金流入量Cash inflows 159 现金流入Cash outflows 159 现金流出Liquidation 159 清算Insolvent 159 破产Cash flow forecast 160 2015 现金流量预测Overtrading 161 过度交易Debtors 163 债务人；借方Creditors 163 债权人；贷方Credit control 164 信用控制Bad debt 164 坏账Direct costs 166 2015 2014 直接成本Indirect costs 166 间接成本Fixed costs 166 固定成本Variable costs 166 可变成本Break-even point of production 167 2015 2014 生产的盈亏平衡点Margin of safety 167 安全边际Cost centre 168 成本中心Profit centre 168 利润中心Overheads 168 杂项开支；日常管理费用Income statement 174 2015 损益表Balance sheet 175 资产负债表Budget 181 预算Budget holder 181 预算负责人Delegated budget 181 委派预算Incremental budgeting 182 增量预算Zero budgeting 182 零基预算Flexible budgets 182 弹性预算Variance 183 变动Favourable variance 183 有利差异（顺差）Adverse variance 183 不利差异Goodwill 185 商誉Intellectual property 185 知识产权Market value of company 185 公司市值Capital expenditure 185 资本性支出Revenue expenditure 186 收益性支出Depreciation 186 折旧；贬值Net realisable value 186 可变现净值Straight line depreciation 187 直线折旧法Net book value 187 NBV 账面净值Investment appraisal 195 投资估价Forecasted net cash flows 196 预测现金净流入量Criterion rate 196Criterion level 196Net Present Value(NPV) 197 2014 净现值Internal rate of return 198 内部收益率Corporate strategy 201 公司战略Tactical decision 202 战术决策Strategic management 202 战略管理Competitive advantage 203 竞争优势SWOT analysis 206 SWOT分析PEST analysis 207 PEST分析Vision statement 208 愿景陈述Mission statement 208 使命陈述Boston Matrix 208 波士顿矩阵Core competence 210 核心竞争力Core product 210 核心产品Ansoffs Matrix 213 安索夫矩阵Force-field analysis 214 力场分析Decision tree 215 决策树Strategic implementation 219 战略实施Business plan 219 商业计划书Corporate culture 221 2014 企业文化Change management 222 2015 变革管理Project groups 223 项目组Project champions 223 项目负责人Contingency planning 223 应急计划2015PAPER1Style of business leadership 2015Business relocation 2015Finance expansion 2015Franchise 2015Benefits of becoming a franchisee 2015Cash flow vs. Profit 2015Using overdraft as a way of managing its cash flow 2015Niche marketing and mass marketing 2015Marketing 2015Social enterprise 2015Emotional intelligence 2015How a business could improve its cash flow 2015Public limited company 2015Usefulness of the income statement for a public limited company 2015Usefulness of accounting ratios for assessing business performance 2015Product differentiation 2015Importance of having an effective system of recruitment for a business 2015External recruitment vs. Internal promotion 2015Stakeholder 2015Two ways a public limited company is accountable to its stakeholders 2015Process innovation 2015Two ways a manufacturing business could use process innovation to improve efficiency and effectiveness 2015How cost data can be used to monitor and improve business performance 2015Management 2015Roles of management 2015above the line and below the line methods of promotion 2015Importance of branding for effective product promotion 2015Factors 2015Factors that could affect the decision on how to finance this investment 2015Why a business might have a high rate of labour turnover 2015How to solve the problem of passenger complaints about poor customer service 2015PAPER2Internal growth 2015Internal recruitment 2015Forecast current ratio 2015Liquidity forecast 2015Factors that should be considered when choosing new director 2015Marketing mix 2015Market share 2015Efficiency 2015Closing balance 2015Usefulness of cash flow forecasting 2015Benefits of setting business objectives for the short,medium and long term 2015Inventory control 2015Direct cost 2015Equity 2015Break even 2015Portfolio analysis 2015External finance 2015Inventory 2015Labour turnover 2015Disadvantages of high labour turnover 2015How to solve human resource problems 2015Importance of corporate responsibility 2015Economies of scale 2015Inventory control 2015Price elasticity of demand 2015Usefulness of price elasticity of demand 2015Financial problems 2015Importance of applying the concepts of the 4Cs to improve the relationship between company and customers 2015Unit cost 2015Labour intensive 2015Calculation about break even 2015Usefulness of break-even 2015Analyse the factors that might influence the success of the company 2015PAPER3Evaluation of an extensive product portfolio 2015Calculate gearing ratio 2015Current dividend 2015Proposed dividend 2015Sources of finance used to pay for the new factory 2015How to choose sites for the new factory 2015Importance of corporate social responsibility when aiming to maximise shareholder value 2015Effective management of human resources 2015SWOT and PEST 2015How the directors could ensure the future strategic changes are implemented successfully 2015Benefits and limitations of the level of delegation 2015Calculate capacity utilisation 2015Calculate average cost 2015Calculate the net profit margin 2015Ways in which the net profit margin could be increased 2015Problems that the company might experience if it buys another company 2015Discuss whether the company should always consider the interests of stakeholders as more important than profit 2015Importance of several data 2015Discuss how the strategy of entering the new market could be effectively implemented by directors 2015Benefits of effective internal communication 2015Calculate the total float 2015Usefulness of critical path analysis when managing the change in the production line 2015Calculate the total contribution of . 2015Calculate promotional elasticity of demand 2015Calculate price elasticity of demand 2015Whether the company should reduce price or increase promotional expenditure in order to increase sales. 2015CSR 2015Whether the data is sufficient to enable the company to develop an effective strategic plan 2015Importance of the effective management of change for the future success 20152014PAPER1Marketing mix Importance of place with the marketing mixLabour turnoverExplain ways human resource management could help a business achieve its objectivesImportance of cash flow forecasting Operations managementExplain how changes in technology could affect the operations management of a businessDifferences between the motivation theories of Maslow and HerzbergDiscuss the view that a successful business needs both effective managers and effective leadersDifferences between batch production and flow production methodsDiscuss the implications for a manufacturing business of changing from batch production to flow productionMarket segmentationBriefly explain ways a hotel could segment the market for hotel accommodationState the formula for one accounting ratio that could be used to measure the liquidity of a businessBriefly explain two factors that could affect the profitability of a businessExplain why the objectives of a business could change over timeValue addedExplain ways operations management could contribute to the success of a businessDifferences between McGregors Theory X and Theory YBenefits of team working for production workers and managersHow a cell phone manufacturer could assess the effectiveness of its market research expenditureHow the effectiveness of the operations management function can be influenced by human resource managementHow the actions of competitors could influence the operations management decisions of a manufacturerNiche marketingDisadvantages of a niche marketing strategyDisciplinary procedureReasons why disciplinary procedures are important for a business when managing its employeesExplain factors that could affect the level of inventory held by a businessBreak-evenUses of break-even analysis for a manufacturing businessWhy a business could decide to use only non-financial rewards to improve the motivation of its workforceDiscuss the view that effective workforce planning is a necessary requirement for successful business performanceAdvantages and drawbacks for a business of setting corporate responsibility objectivesHow the main differences between the legal structures of a sole traders and public limited companies affect the way such business are financedHow cost information could be used to monitor and improve the performance of a hotel businessPAPER2Dynamic pricingTrade receivablesCalculate labour productivity Comment on changes in productivity Analyse the changes in liquidityDiscuss the view that the company should have corporate responsibility as a business objectivesPublic limited companyDirect costsCalculate market shareWhy maintaining market share might not be a suitable objectives Analyse the likely impact on competitiveness of the proposed changes to its marketing mixDiscuss the extent to which the new employment contracts will help TQ improve its performanceConsumer market4PsCalculate the labour turnover rateSuitable method for reducing labour turnoverImpact on profits resulting from moving into international marketsImpact on stakeholders of a change from batch production to mass customisationJob productionJITAdvantage and disadvantage to the employees of being a co-operativeAnalyse possible sources of finance suitable for opening the new shopEvaluate the leadership style used by the Managing Director.Portfolio analysisInventoryUsing data, analyse the impact on forecast liquidity if the company decides to expand the businessAnalyse one factor that will influence the likely success of the proposal to reduce pricesDiscuss what the partner should do about the fall in motivation of managers and employeesPrice discrimination4CsCalculate retained profitComment on the trend in re