工商导论笔记——考点
工商专业知识点总结
工商专业知识点总结
哇塞，同学们，今天咱来好好聊聊工商专业那些超有意思的知识点呀！
先来说说市场营销吧！这就好比一场刺激的战斗，就像你要去赢得每个人的心一样。
比如说，一个新的品牌想要在市场上立足，那得想各种办法吸引大家的目光呀！就像一个超级英雄，得有独特的技能和魅力。
你看那些热门的产品，不就是靠着厉害的营销策略才火起来的嘛！
再讲讲管理学，嘿，这可重要啦！就像指挥一个大乐团，得让每个乐器都在合适的时候奏响，才能奏出美妙的乐章。
管理者就是那个指挥家呀！想想看，如果一个团队没有好的管理，那不就乱套了嘛？就像没头苍蝇一样到处乱撞。
还有经济学呢！这不就是生活中的点点滴滴嘛！物价为啥涨了，为啥又跌了，这背后可都有大学问。
就好比你去买东西，有时候贵，有时候便宜，这里面可都藏着经济学的道理呢！
财务知识也不能少啊！算账、管钱，这可不是小事。
就像你自己的小金库，得清楚每一笔钱的来去呀！不然怎么知道自己是赚了还是亏了呢。
咱工商专业的知识点真的是像宝藏一样，等着我们去挖掘呀！每个知识点都像是一颗闪亮的星星，组合起来就是一片璀璨的星空。
同学们，可别小瞧了这些知识点，它们能在未来帮我们走向成功的道路呢！咱得好好学，认真钻研，把这些知识都变成我们的武器，去闯荡那个充满挑战和机遇的商业世界呀！我的观点就是我们一定要重视和掌握好工商专业的这些知识点，让它们为我们所用，创造美好的未来！。
工商导论知识点总结
工商导论知识点总结一、商业和商业活动商业是指商品的买卖活动，包括商品的生产、流通和消费。
商业活动是社会经济活动中极为重要的一环，它不仅影响到商品市场的运行，而且直接关系到国民经济的发展和社会的稳定。
商业活动包括了商品的生产、分配、流通、交换和消费。
1.商业活动的基本概念商业活动是指以谋取利润为目标的商品买卖、物资流通和服务的经济活动。
它是商品经济的组成部分，是国民经济的重要组成部分，是社会分工体系的重要组成部分。
2.商业的种类商业的种类包括了零售业、批发业、服务业、流通业等。
零售业是指商品直接销售给最终消费者的活动。
批发业是指商品从生产者处购入，然后再经过贸易商的分销渠道销售给零售商或最终消费者的活动。
服务业是指满足人们日常生活和生产需要的商品和服务的生产者和销售者。
流通业是指商品从生产者处到最终消费者手中的分配过程。
3.商业活动的特点商业活动具有生产性、流通性、聚集性和风险性等特点。
生产性是指商业活动是商品生产和消费之间的桥梁，促进了商品的生产和交易。
流通性是指商业活动有利于商品的分配和交换。
聚集性是指商业活动促进了商业企业和商业中心的形成和发展。
风险性是指商业活动存在着市场波动、价格波动、供应波动等风险。
二、工商企业工商企业是指以盈利为目的，依法设立，有独立法人资格，具有生产、经营等特征的经济组织。
工商企业具有以下特点：盈利性、独立法人资格和自主经营管理权。
1.工商企业的种类工商企业的种类包括了工业企业、商业企业、服务企业和农村企业等。
工业企业是指生产商品的经济组织，主要包括了制造业企业和采矿业企业。
商业企业是指经营商品买卖、物资流通和服务的经济组织，主要包括了零售企业和批发企业。
服务企业是指以生产、供应和销售服务为主要经济活动的经济组织，主要包括了交通运输、住宿餐饮、金融保险等服务业企业。
农村企业是指农村地区从事的以盈利为目的的经济组织，主要包括了农民专业合作社、农民合作社和农民家庭经济组织。
工商导论期末概念_词汇等总结
一．Forms of Business Ownership1.重要的短语和词汇joint ventures合资企业corporations公司limited liability companies有限责任公司mergers and acquisitions企业兼并与收购franchises特许经营raise capital筹资fringe benefits附加福利drawback阻碍make binding decisions做出有约束力的，附有义务的决定agreement协议creditor债权人pool their money and credit筹资和贷款dividend股息incorporate a business 组建公司capital base资本基础retain profits保留盈余interdisciplinary跨学科的claim bankruptcy宣布破产a salaried laborer or employee上班族high-achievement employee generate profit创造利润wind up/close business关闭生意be liable for对...负有法律责任state-owned enterprise国有企业broad of directors董事会barre除...之外issuance发行minute book记录簿bylaws and minutes规章制度和会议记录annual report年度报告sales volume销售量total assets总资产financial condition财政状况satisfy claims还清索赔金额pay off business debts偿清债务terminology术语paperwork文书工作default违约real state房地产create a concentrated market形成一个集中市场availability可利用性innovation创新sec-kill scandal 秒杀门start from scratch白手起家a franchise agreement特许经营合同franchise特许者franchisee被特许者trademark注册商标deliver a product or service送货/提供服务coupon优惠券production line生产线2.定义：An organization that is owned and usually managed,by one person is called sole proprietorships(个人企业)Advantage:Be your own boss/Keep profit from your business/Enjoy freedom to wind up your businessDisadvantage:Difficult to raise capital/Unlimited liability/Long hours working for theowner/Limited life span/Lose fringe benefitsPartnership（合伙企业）:A legal relationship between persons carrying on a profit-motivated business.(Maybe a partnership between two partners or among thirty)Advantages Bring different skills and resource the business/Easier to pay the rent,utilities,and other bills incurred by a business(A limited partnership is especially to designed to raise money) Disadvantages Personally responsible for liability of the partnership/There exists division of profits/Disagreement among partners/Difficult to terminate Key elements of general partnership(1) common ownership(2)shared profits and losses(3)the right to participate in managing the operation of the businessGeneral partnership（普通合伙）：a business with at least one general partner who has unlimited liability（无限责任）for the debts of the business(general partners arrange and run the business) Limited partnership(有限合伙):An arrangement where a person can contribute to a business without being involved in the affairs of the partnership(limited partners are investors only)Joint Ventures:(合资企业)the pooling of resources and expertise by two or more business,typically from different areas or countries to achieve a particular goal.The risks and rewards of the enterprise are also shared(eg:Hewlett-Packard and Samsung).Advantage Access to new markets and distribution networks*分销渠道)/I ncreased capacity（生产力）/The sharing of risks with a partner/Access to specialized staff and technology. Disadvantages1.If the objective of the venture is completely clear,or not communicated to all the staff,problems are likely to arise.2.There is an imbalance in the level of the expertise,investment or assets brought into the venture by the different the partners3.Different culture and management styleresults in poor integration and co-operation between the partners.4.The partner businesses(总公司)do not provide sufficient leadership and support in the early stage The corporation（公司）:a legal entity（法人实体）,allowed by legislation,which permits a group of people,as shareholders（股东）(for-profit companies盈利性企业)or members(non-profit companies),to create an organization,which can then focus on pursuing set objective,and empowered（授权与）with legal rights which are usually only reserved for individual,such as to sue or be sued,own property,hire employees or loan and borrow moneyAdvantages（P12.13）Limited liability/Skilled management team/Transfer of ownership/Greater capital base/StabilityDisadvantages(P13,14)Multiple taxation(双重课税)/Difficulty and expense of starting/Government involvement/Lack of secrecy/Lack of personal interest/Credit limitations(信用额度)（P13,14）Limited liability companies(LLC):（有限责任公司）A type of business ownership combining several features of corporation and partnership structure.It is not a corporation or a partnership.The numbers of the members are unlimited and may be individualAdvantages Limited liability/Flexible profit distribution(灵活的利益分配)/No minutes/Flow through taxation（转移课税）Disadvantages Limited life/Going public(上市)/Added complexity（变得复杂）Merger(兼并):The result of the combination of two companies(or corporations)to form a new company.Acquisition（收购）:One company buying the property and obligations of another companyA horizontal merger（横向收购）joins firms in the same industry and allows them to diversify（横线多样化）or expend their products(e.g.The merger of a bicycle company and a tricycle company, TCL and TMS)A Vertical merger（纵向兼并）i s the joining of two firms involved in different stages of the related business—a manufacture（生产商）merging with a supplier（供应商）of component（零部件）products,or a manufacturer merging with distributor（分销商）of its products.A potential competition merger(conglomerate)(混合兼并)unites firms in completely unrelated industrials.A franchises(特许经营)is the right to use a business name and sell products or services,usually in a specific geographical territory.(McDonald’s and KFC).Advantages It is a way to reduce risk and receive support from a large network./The preliminary work has been done with an infrastructure (基础设施)well established,a product line（产品线）in place,and the marketing strategy(营销策略)developed./The customer base(顾客群)may be set,sometimes with good name recognition.（品牌认同）/The franchiser usually provides management assistance and training and may offer financial support.Disadvantages A franchise offers less freedom than an independent business. Initial franchise fees(加盟费)may be expensive.(Start-up costs for a KFC’s restaurant is about$5 million to$6million in China.)/The franchise often demands a large share of the profits referred to as royalty payments（专利权税）./The reputation of one franchisee could be adversely affected by the failings of others.Types of corporationsPrivate Attempts to earn a satisfactory profitPublic Owned and run by the governmentClosed Stock held by only a few owner and not sold on the stock marketOpen Stock held by numerous people and actively sold on the marketMunicipal Cities and townships that carry out businessDomestic incorporated in one province or country and doing business within that region Foreign Incorporated in one province or country and doing business in another province country Alien Incorporated in one nation and operating in another nationNon-Service organization incorporated forProfit limited-liability status二．Management1.定义：（1.）Management is defined as the application of planning,organizing,directing,and controlling functions in the most efficient manner possible to accomplish meaningful organizational objectives. The theme of management is that a central person must-by using such skills as decision making,communication and objective setting-coordinate the work activities of others to achieve organizational objectives(组织目标).（2.）Planning means defining goals for future organizational performance(企业运作)and deciding on the tasks and use of resources needed to attain them.Strategic（long-range）planning(战略规划)determines the major goals of the organization as well as the policies,procedures,and strategies for obtaining and using resources to achieve those goals. Tactical(short-range)planning(短期规划)is the process of developing detailed,short-term strategies about what is to be done,who is to do it,and how it is told be done.Operational planning(运营规划)is the process of setting work standards and schedules necessary to implement the tactical objectives.Contingency planning(应急计划)is the process of preparing alternative courses of action that may be used if the primary plans don't achieve the organization's objectives.(3).Organizing involves the assignment of tasks,the grouping of tasks into departments,and the allocation of resources to departments.Autocratic leadership(专制型领导)，the close style of supervision,means providing subordinates with detailed job instructions.Democratic leadership(民主型领导)，or general supervision(also referred to as participatory).In this style,the manager consults with subordinates about his job activities,problems,and corrective actions.(3)Controlling involves verifying(核实)that actual performance matches the plan.The core idea of control is to modify behavior and performance when deviations(背离)from plans are discovered. The process of control has five basic steps:1.set clear standards for time,quality,quantity,and so on.2.Monitor and record actual performance(results),pare results against plans and standards.municate results and deviations to the employees involved.5.Take corrective actions(采取矫正行动)when needed.（4）Organizational structure(组织结构)is the formal decision-making framework by which job tasks are divided,grouped,coordinated,Departmentalization by function organizes by the functions to be performed, Departmentalization by product assembles all functions needed to make and market a particular product and placed under one executive.Departmentalization by geographical regions groups jobs on the basis of territory or geography.Departmentalization by process groups jobs on the basis of product or customer flow. Departmentalization by customer groups jobs on the basis of a common set of needs or problemsof specific customers.（5.）As enterprises grow from an owner to a group to a corporation,a number of managerial levels of management---top level,middle level and first level--are usually portrayed as a managerial hierarchy(管理层)TOP Level Manger（高层管理者）title--president(总裁)，chairperson(主管),executive director，chief executive officer(CEO)，and executive vice-president(执行副总裁)Middle Level Manger(中层管理者)responsibility--receive the broad overall strategies,missions, and objectives from top-level managers and translate them into specific action programs.The emphasis is on implementing the broad organizational plans.First Level Manger(基层管理者)responsibility--is directly responsible for the precise detail ordered to coordinate the work of non-mangers.His function emphasize directing and controlling the work of employees in order to achieve the team goals,must work directly with employees and motivate them to perform satisfactorily.(6)Managerial Roles(经理人角色)A role is a set of expectations for a manger's behavior.These ten roles are divided into three groups:interpersonal(managing through people),informational (managing by information),and decisional(managing actions).Interpersonal Roles(人际关系角色)In the figurehead(名誉领袖)role,the manger handles ceremonial and symbolic activities foe the department or organization.The manager represents the organization in his or her formal managerial capacity as the head of the unit.In the liaison(联络人) role,the manger interacts with peers and people inside and outside the organization.The top-level manger uses the liaison role to gain favors and information,while the supervisor uses the liaison role to maintain the routine flow of work.The leader(领导人)role encompasses(围绕)relationships with subordinates,including motivation,communication,and influence.Informational role(信息角色)describe the activities used to maintain and develop an information network(信息网)In the monitor（监听者）role,the manger receives and collects information from many sources.The manger acquires information from others and scans written materials to stay well informed.In the role of disseminator（传播者）,the manger transmits special information into the organization.The top-level manger receives and transmits more information from people outside the organization than the supervisor.In the role of spokesperson（发言人）,the manger disseminates the organization's information into its environment..Decisional Roles(决策角色)In the entrepreneur(企业家角色)role,the manager initiates change.In the disturbance handler(障碍排除者)role，the manager resolves conflicts among subordinates or between the manager”departments.The resource allocator(资源分配者)role pertains to decisions about how to allocate people,time,equipment,budget,and other resources to attain desired outcomes. In the negotiator(谈判者)role,the manager negotiates on behalf of the organization. Management Skills(管理技能)Conceptual skill(概念技能)is the cognitive ability to see the organization as a whole and the relationship among its parts.(the ability to think strategically(战略性))Human skill(人际技能)is the manager’s ability to work with and through other people and to work effectively as a group member.Technical skill(技术技能)is the understanding of and proficiency in the performance of specific tasks.2.重要的短语和词汇managerial actions管理行为state of economy经济状况meet people’needs满足需求meet thestrategic objectives实际战略目标set annual budgets制定年度预算structural reorganizations结构重组division部门downsize精简，裁减a diversity of workforce/labor force劳动力多样化distribution center配送中心，快递公司delegate one's responsibility分配（委任）职责accident reports事故报告departmentalization部门化department stores百货商场home accessories家居装饰pharmaceutical company制药公司domestic sales国内销售bedischarged出院out-patient出院preliminary diagnostic tests初步诊断non-for-profit organizations非营利性组织project director(项目总监)sales coordinator(区域销售)line manger(生产线管理人员)section chief/head(工长)division manager(部门经理）budget allocations(财政预算)priority（得到优先处理）budget resources（预算来源）pant floor(工房) improve managerial potential(提高/增强某人的管理技能)top-priority task(首要任务)三.Marketing1.重要的短语和词汇sales promotion促销set price定价advertise campaign广告显示在脑海中catalogue产品目录a higha sales team销售团队sustainablediscretionary income(可支配收入)develop the product开发产品sales-oriented销售为导向profit-oriented盈利为导向（销售与营销的不同）package design包装设计trademark商标warranty质保service policy服务方针target customers目标顾客sales personnel销售人员pay one for two买一送一entice诱使quantity or crash discounts数量或者现金折扣sell off清仓introductory stage引入期maturity stage成熟期decline stage衰退期market share市场份额economic climates经济环境market segments市场细分retailer零售商wholesaler批发商ultimate consumer终端消费者mail order邮购e-commerce电子商务product range产品系列shopping carts购物车retail outler 零售点retail premises铺/店面direct supply/sale直效行销direct to retailer零售商销售（P135）sales call销售拜访promotion goals(促销目标)develop an advertising campaign策划广告活动target audience目标观众build awareness树立品牌意识effectiveness of the advertisements广告的有效性an advertising agency广告代理coupons(赠券)rebate(价格折扣)premium(赠品) bonus pack加量不加价money-off promotion折扣促销public relations公共关系news release 新闻发布feature article专题文章captioned photograph带有图片说明的图片an editorial编者a news conference记者招待会sponsorship赞助The product life cycle产品生命周期revenue收益product development产品研发incubation孵化between A and B在A和B的相互作用下launch/release a brand-new product发布新产品negative profit负收益the product class产品类product awareness产品意识a profit margin边际利润recoup development costs quickly迅速回收研发成本build brand awareness树立品牌意识selective distribution选择性分销intensive distribution广泛型/密集型分销survival of product产品的生命trade discount贸易折扣build product preference树立品牌偏好peak达到（高峰期）advertising expenditure广告支出extend the product life cycle延长产品生命differentiate the product from使产品不同于a price war价格战shelf space货架量build brand loyalty树立品牌忠诚度competitive edge竞争优势discontinue the product停产产品a successor product替代产品product line产品线rejuvenate更新liquidate inventory清算库存a niche market利基市场/瞄准机会的市场phase out逐步淘汰reinforce the brand image加强品牌形象Need recognition需求认知search收集信息Evaluation of alternatives分析选择Purchase decision决定购买After-purchase evaluation售后评价cognitive dissonance认知失调reference groups咨询群体sub-culture亚文化perception认知a day-care center日托中心portable可携带的proactive主动的address a specific topic or problem提出问题exploratory research探测性调研focus group interviews专题组座谈experimental research实验性调研descriptive research描述性调研secondary data第二手资料primary data第一手资料mass marketing大量营销target marketing目标营销heterogeneous异类的identifiable可衡量substantial殷实unique needs反应差异(市场细分的要求P154)segmentation bases细分依据（P155)geographic segmentation bases(地理因素）demographic segmentation bases（人口因素）population density人口密度hinterland穷乡僻壤psychographic segmentation bases消费心理因素health conscious健康意识fitness-oriented以健康为主的behaviouralistic segmentation bases消费行为因素2.定义:Marking is the process of planning and executing the conception,pricing,promotion,and distribution of goods,services and ideas to create exchanges that satisfy individual and organizational objectives.The marketing concept(市场营销观念)is the philosophy that firms should analyze the needs of their customers and then make decisions to satisfy those needs,better than the competition.The production concept（生产观念）was the idea that a firm should focus on those products that it could produce most efficiently and that the creation of a supply of low-cost products would in and of itself create the demand for those products.The selling concept（推销观念）paid little attention to whether the product actually was needed;the goal simply was to beat the competition to the sale with little regard to customer satisfaction.The Marketing Concept(市场营销观念)Focusing on customer needs before developing the product Aligning all functions of the company to focus on hose needs realizing a profit by successfully satisfying customer needs over the long-term4P Product is a bundle of tangible(有形的)and intangible attributes（属性）including packaging, color,brand,services and the r eputation(信念理念)of sellers.Consumer products are produced for and purchased by households for their use.Industrial products are sold primarily for use in producing their products.Price refers to the value or worth of a product that attracts the buyer to exchange money or something of value for the product.1.recoup(补偿)any overheads（企业经常性费用）pete with rival companies3.charge a price your customers are willing to buy.（四种定价法）Place/Distribution simply refers to how you will sell your products to your customers. Promotion(促销)Personal selling（人员销售）is personal communication of information to persuade a prospective customer（潜在客户）to buy sth that satisfies an individual’s needs.(几种不同的促销方式见课本）Advertising is non-personal communication of information paid for by an identified sponsor such as an individual or an organization.Publicity（宣传）is a non-personal form of communicationsales promotion(销售促销)is a paid form of non-personal communication that provides direct incentives to customers,salespeople,and marking intermediaries（营销机构）for purchasing a product.Consumer Buying Behavior(消费者购买行为)The actions and decisions of individuals who purchase products for their personal use constitute consumer buying behavior.Industrial Buying Behavior（企业购买行为）The purchase decision making of organizations such as manufacturers,service providers,government agencies,institutions,and non-profit groups is referred to as industrial buying behavior.（P149three ways）Marketing research(市场营销调研)is the process of systematically gathering,analyzing andinterpreting data pertaining to（关于）the company’s market,customers and competitors,with the goal of improving marketing decisions.（P151five processes）Market Segmentation（市场细分）the division of a market into different homogeneous(同类的）groups of consumers is called market segmentation.四．Human Resources Management（人力资源管理）1.重要的短语和词汇cover letter自荐信socialization定位Labor market劳动力市场promotion升职/提拔transfer调动demotion降级separation解雇compensation酬劳projected突出的demographics人口统计数字fill the job/position填补空缺a written statement 书面陈述qualified employees合格力人才substantial surplus or shortage人力过剩或不足rate of turnover人员更替速率scouting人才物色staff the organization招聘职员hinges on取决于set up stands设立摊位entry-level入门水平，适合无经验者或者初入市场者的campus recruitment校园招聘job openings职位空缺vacant position空位employment checks招聘调查credit checks信用调查honor兑换financial obligation及时还债cross-check反复核对，交叉核对a line manager生产线管理人员take a physical examination体检claim for compensation索赔/理赔the terms of the offer开个条件employment policies招聘政策promotion-from-within内部提拔boost the morale of the employees鼓舞士气career development职业规划proper orientation正确定位work hour工作时间pay schedule工资体制indoctrinate灌输，传授subunit二级单位a training program培训项目organizational analysis组织分析analysis of job requirement工作分析performance record业绩记录on-the-job method在职培养off-the-job method脱产培训lathe车床vestibule training岗前培训management development program管理发展课程seminar座谈会/商讨会case study案例分析simulation模拟分析field ship实地考察mountain hiking登山computer-assisted instruction CAI计算机辅助讲授emotional resiliency情感弹性incumbent职责所在的would-be managers要提拔管理者resilient现任/在职的管理人员fringe benefit额外福利time wage实薪piece rate wage产品数量bonus奖金stock options股票购买特权quota配额base salary底薪stipulate规定overhead cost管理费用preset预设的pension退休金paid vacation带薪假期vision care视力保健tailor-made合适的，特制的cafeteria benefit自助式福利计划voluntary separation自动离职absenteeism旷工，缺勤societal社会的organizational climate and culture组织氛围和文化versatile多面手的stakeholder赌金保管者job enrichment丰富工作内容job enlargement扩大工作面rotate轮换2.定义The Human Resources Management(HRM)（人力资源管理）process is an ongoing procedure that tries to keep the organization supplied with the right people in the right positions.（1）Human resource planning(人力资源规划)is designed to ensure that personnel needs will be constantly and appropriately met.（四个方面）Future needs/Future balance/Recruiting or laying off employees/Development of employees（2）Recruitment(招聘)is concerned with developing a pool of job candidates（工作应聘者）in line with the human resource plan.Job AnalysisJob Description lists the objectives,responsibilities,main tasks of the job,the conditions under which the job is to be done,and its relationship to other jobs.Hiring Specification(招聘细则)defines the specific skills,education,experience,and qualifications that an individual must have in order to perform effectively in the position.The Four C’s Model for Evaluating Human Resources(评价人力资源的四个C模式) competence能力commitment责任心congruence一致，和谐cost effectiveness成本效力（3）Selection(选拔)involves using application forms（申请表）,resumes,interviews,employment and skill tests（技能测试）,and reference checks(征信调查)to evaluate and screen job candidates for the managers who will ultimately select and hire a candidate.（4）Socialization or orientation(定位)is designed to help the selected individuals fit smoothly into the organization.（5）Training and development(培训与发展/培养)are both aimed at increasing employees' abilities to contribute to organizational effectiveness.（组织效能）（6）Performance appraisal(绩效考核/评价)，which involves both informal performance appraisal and formal systematic parers and an individual'job performance with standards or objectives developed for the individual'position.六．Corporate Culture企业文化1.重要的短语和词汇Social etiquette and demeanor社交礼节和飞度designation称号attorney律师litigation起诉adversary对手visionary有远见的emerging新兴的Identification of Corporate Culture企业文化的确认theme parks主题公园collegial学院派toxic有害的subculture次培养occupational,professional or financial divisions(职业，专业，经济状况)avid extreme adventurer热心的极限冒险者niche定位，合适的环境defect-free products没有瑕疵产品price leadership价格领先mechanism途径，手段wield有效地行使underscore强调abiding持久不变的payroll付给工人的薪金总额blackjack21点，一种纸牌游戏acronym首字母缩略词commemorate纪念，庆祝inauguration就职演说enunciation宣告，阐明humblebee大黄蜂，雄蜂aerodynamic空气动力学的2.定义Corporate culture is described as the personality of an organization,or simply as"how things are done around here”Guide how employees think,act and feel.Include core values(核心价值观)and beliefs,corporate ethics,and rules of behavior（道德规范和行为规范）Functions of Corporate Culture1.Provide a sense of identity for members.(导向)2.Generate commitment to the organization’s mission.（凝聚）3.Clarify and reinforce standards of behavior.（约束）(1)Culture as the Organization’s Personality作为企业个性的文化1.Risk Taking Personalities.(喜欢冒险的个性)Certain organizations encourage employees to take risks.2..Attention to Detail Personalities（注重细节的个性）.This type of organizations focuses attention on the details of the organization where they have made quality their driving themes.3.Outcome Oriented Personalities(注重结果的个性)This type of organizations succeeds by focusing on results in certain aspects of their business.4.People Orientation Personalities(以人为本的个性)Adobe-systems,the third largest manufacturer of personal computer software,treats its employees as“family”.5.Team Orientation Personalities（注重团体的个性）.Increasing number of organizations(and especially service providers)are shaping their cultures around the team concept.6.Aggressive Personalities(积极进取的个性).Some organizations value aggressiveness as a major part of the way that business is done.7.Non-stable Personalities(不求稳的个性).Companies which emphasize growth could be easily identified as having non-stable personalities.(2)Different Corporate Culture characteristic1.Sensitivity to the needs of customers and employees2.Interest in having employees generate new ideas3.Value placed on taking risks4.Openness of available communication options5.Friendliness and congeniality(亲和力)of employees towards one another6.Value placed on people in the organization(3)Creation of Corporate Culturepany Founders(企业的创建者).The founders often possess dynamic personalities,strong values,and a clear vision of how the organization should operate.2.Experience with the General Business and Industry Environment(企业外部环境的体验) Organizational culture often develops out of an organization’s experience with the general business and industry external environment.3.Contact with Others（企业内部群体和个体间的联系）This refers to the shaping of the organization based on how it develops out of contact between groups and individuals within an organization.(4)Tools for Transmitting Culture企业文化的传播途径Symbols象征stories故事jargon行话ceremonies仪式defining culture in writing书面原则(5)Influence of Corporate Culture on Climate and Management Practice(企业文化对企业氛围以及企业管理行为的影响)Subtle differences between organizational culture and organizational climate Organizational culture refers more specifically to the values,beliefs,and customs or norms of an anizational philosophyOrganizational climate more general,more nebulous(模糊的)it refers to the general atmosphere of an organization.。
工商行政管理学概论考点串讲
考点串讲第一章工商行政管理的任务和特点第一节工商行政管理的内容一、工商行政管理的含义和特点（一)管理的概念和功能1．管理的概念所谓管理，是指管理主体为了实现特定的目标而对管理对象进行的计划、组织、领导和控制的社会活动。
这一概念包括的主要内容有：管理主体、管理对象、管理目标和管理过程.管理的主体可以是某一个企业、某一个社会团体、某一个学校或某一个家庭等微观主体，也可以是某一个国家的政府或一个国际机构.可以说,任何一个组织都需要管理。
管理对象可以是企业的生产的活动，学校的教学科研活动，也可以是整个国家的社会经济活动.管理的目标依管理主体和管理对象的不同而不同。
对一个企业来说，在市场经济条件下,管理的目标就是利润最大化。
对一个家庭来说，就是效用最大化.而对一个国家来说，管理的目标却相当复杂,既有经济的目标，也有社会的目标,有的目标可以用统计指标来表现，有的还无法进行数量分析。
管理的过程一般包括计划、组织、领导和控制等，这些也叫做管理的功能。
2．管理的功能对于管理的功能，人们有不同的分类和看法。
最常见的提法是计划(或决策）、组织、领导和控制。
（1)计划功能.所谓计划，就是人们对未来的活动所做的预测和安排.计划功能是指管理者对要实现的目标和应采取的行动方案做出的预测和具体安排.包括对所处环境的分析，对未来的趋势的预测和判断，确定目标，制定战略和计划等。
（2)组织功能。
组织功能是管理者根据计划对管理所涉及到的各种资源和人员的相互关系进行合理地配置，包括设计组织结构，建立管理体制,制定规章制度等,使活动能够有序地进行。
(3)领导功能。
是指管理者带领和指挥被管理的人员实现管理目标的过程.领导职能包括运用领导者的影响力、指导被管理者的行为、沟通被管理者之间的信息、增强相互之间的理解和联系、统一被管理者的行为、激励被管理者自觉地为管理目标而共同努力。
(4）控制功能。
是指管理者在建立控制标准的基础上,衡量工作的绩效，分析可能出现的偏差,并及时采取适当的措施使活动按计划进行。
工商行政管理学概论知识点整理
工商行政管理学概论知识点整理
以下是老师关于一些知识点的总结，同学们可以根据自己的情况再整理总结，量变的积
累才能成就质变，相信我们坚持学习，定能守得云开见月明
看视频回放—做每日一练——总结/记忆知识点——做每周一练巩固
过程中对任何一个知识点有疑问都不要放过它哦，通过翻规划卡，看回放，联系任课老
师寻找答案！！！
关于“时间”
1998年实行省以下工商行政管理机关垂直管理的新制度
1960年3月国际消费者联盟组织（IOCU）由5个国家发起成立
1962年3月15美国约翰·肯尼迪总统发表的《关于保护消费者利益的总统特别咨文》中首次
提出的，提出消费者的“四项权利”
1984年12月26中国消费者协会北京成立，是个具有半官方性质的群众性社会团体，具有社
会团体法人资格
1987年9月国际消费者联盟的第十二届大会上被接纳为正式会员
1994年我国开始实施《消费者权益保护法》，对消费者权利规定，有9项权利
1890年美国政府颁布了《谢尔曼法》，这是美国也是世界上第一部反垄断法规1896年德国的《反对不公平竞争法》
1974年日本人的广告审查机构—JARO成立
易混淆知识点
“答法相似”大题。
商学导论知识点总结高中
商学导论知识点总结高中商学导论是商学院的一门入门课程，涉及到商业管理的基本理论和实践知识。
本文将对商学导论中的重要知识点进行总结，包括商业环境、商业组织、商业管理、商业伦理等方面的内容。
一、商业环境1. 宏观环境分析：宏观环境分析是指对外部环境中的政治、经济、社会、技术、法律等因素进行分析，以便了解对商业活动的影响和趋势。
2. 行业环境分析：行业环境分析是指对特定行业内竞争者、消费者、供应商、替代品、进入壁垒等因素进行分析，以便了解行业的竞争状况。
3. 内部环境分析：内部环境分析是指对企业内部资源、能力、文化、结构等因素进行分析，以便了解企业的优势和劣势。
二、商业组织1. 企业所有制形式：企业所有制形式包括私营企业、国有企业、合资企业、合作企业等，不同的所有制形式有不同的特点和优劣势。
2. 企业组织结构：企业组织结构包括职能型、事业部型、矩阵型、虚拟型等，不同的结构形式适用于不同的企业经营管理模式。
3. 企业文化建设：企业文化是企业内部的共同价值观和行为准则，对企业的管理和发展具有重要影响。
三、商业管理1. 经营管理：经营管理包括计划、组织、指导、控制和协调等活动，是企业经营的核心。
2. 营销管理：营销管理包括市场调研、产品设计、价格策略、渠道管理、营销推广等活动，是企业产品推向市场的重要环节。
3. 人力资源管理：人力资源管理包括招聘、培训、薪酬福利、绩效考核等活动，是企业人力资源配置和开发的关键。
4. 财务管理：财务管理包括资金融通、成本控制、财务分析、投资决策等活动，是企业经济运作的保障。
四、商业伦理1. 商业道德：商业道德是商业活动中的操守和行为规范，涉及到诚信、公平竞争、社会责任等方面的问题。
2. 社会责任：企业作为社会组织，应当承担相应的社会责任，包括环境保护、公益活动、员工福利等方面的责任。
3. 利益相关方：企业的经营活动会对利益相关方产生影响，包括股东、员工、顾客、供应商、社会等相关方。
工商行政管理概论笔记
1.对违反工商行政管理法律、法规的行为进行行政处罚时应注意的问题。
是指工商行政管理机关对市场经营主体的违法行为说作出的处罚制裁。
主要的种类警告罚款没收非法所得财产责令停产停业暂扣或吊销许可证行政处罚的主体是各级工商行政管理机关。
行政处罚与违法行为的性质和情节相适应，遵循合法公正，教育与处罚相结合的原则。
作出的处罚决定必须事实清楚证据充分手续齐全。
2.行政复议的特点行政复议是解决行政争议的一种活动，是指公民、法人或其他组织认为行政机关的行政行为侵害了其合法权益，而向上级行政主管申请撤销变更行政措施，由该法定行政机关受理，审理、决定的活动。
特点是行政机关的活动；向行政机关提出行政复议申请的只能是与某一具体行政行为有厉害关系的当事人；管理相对人只能对具体行政行为不服才能申请行政复议；行政机关只能在自己管辖的事项范围内进行行政复议。
3.监督管理不正当竞争行为的意义规范市场行为，维护市场秩序；保护公平竞争，保障竞争机制正常地发挥作用；保护经营者和消费者的合法权益。
4.合同履行的概念和原则合同履行是指当事人按照约定完成合同义务，实现合同权利的行为。
也就是债务人全面地适当地完成其合同义务，是债权人的合同权利得到完全实现的行为。
原则合同履行的原则；诚实信用的原则；全面履行原则；协助履行原则。
5.广告管理含义内容依据和作用广告管理是国家广告监督管理机关依法对广告内容、广告活动主体的资格和市场准入条件、广告活动过程及行为等进行的监督管理。
广告管理的依据是《广告法》和广告管理的规章以及政策规定。
工商行政管理部门对的管理必须以法律为依据，依法管理《广告法》是广告管理的主要依据是我国管理基本法规，是广告活动的基本准则。
是调整广告经营单位、广告客户以及之间相互关系的法律规范。
原则制定并监督实施广告准则；制定各种行政措施，广告活动主体的行为；开展广告审查工作。
内容制定并监督实施广告准则；制定各种行政措施，规范广告活动主体行为；开展广告审查工作；查处广告违法行为。
(整理)工商管理考点.
第一章企业战略：是指企业在市场经济竞争激烈的环境中，在总结历史经验、调查现状、预测未来的基础上，为谋求生存和发展而做出的长远性、全局性的谋划或方案。
企业战略的特征：1长期性，2全局性，3灵活性，4风险性企业战略的层次，1企业总体战略，2企业业务战略，3企业职能战略1.在行业中普遍存在五种竞争力量，分别是行业内现有企业间的竞争、新进入者的威胁、替代品的威胁、购买者的谈判能力和（供应者的谈判能力）。
2.某企业正在策划进军汽车制造领域，这一战略层次属于（总体战略）。
3.价值链理论所依据的基本逻辑关系是（经营资源－价值活动－竞争优势）。
4.“东方不亮西方亮”是用来比喻（多元化战略）。
5.需要有规模经济效益支持的战略类型是（成本领先战略）。
6.从行业生命周期各阶段的特点来看，行业的产品逐渐完善，规模不断扩大，市场迅速扩张，行业内企业的销售额和利润迅速增长，则该行业处于（成长期）。
7.企业战略从基层单位自下而上的产生的战略实施模式是（增长型）。
8.能够强化供应者谈判能力的情形是（供应者具有较强的前向一体化的可能性）。
9.企业划分战略群体的目的是（明确竞争地位和发掘适用战略）。
10.某驰名空调企业为了进一步扩大生产规模，收购另一品牌空调生产企业，这属于（横向一体化）战略。
11.战略控制按照战略控制权的归属划分为（集中控制、分散控制）。
12.具有较高市场增长率和较高的相对市场占有率的业务是（明星类）。
13.企业通过有效途径降低成本，使企业的全部成本低于竞争对手的成本，甚至在同行业中最低的成本，从而取得竞争优势的一种战略是（低成本战略）。
14.企业无法掌握决策必需的情报和资料，只能根据各决策方案可能出现的不同结果的发生概率进行判断并作出决策的方法是（风险型决策）。
15.以下不属于决策树构成的是（判断枝）。
16.风险型决策的标准是（损益期望值）。
17.乐观原则是（大中取大法）。
18.零起点决策是指（初始决策）。
19.以下不属于备选决策方案的特点为（标准性）。
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第一章
老师没说过重点，我把有笔记的地方讲一下
P1 大写A的那段第一句个体户(sole proprietorship)的定义
P3 这一页第二段第三句无限责任(unlimited liability)的定义最后一段第二句合伙公司(partnership)的定义
P4 第二段开头结尾都是partnerships的那段合伙公司常见的类型Advantages里的2、4
P5 Disadvantages里的2、3
P7 Double Taxation双税
P8 第二段第一句加盟经营(franchising)的定义
第二章
老师说过重点
P16～17 营销组合(marketing mix)全部主要是4个P
第三章
老师说过重点
P27～28 盈亏平衡点分析(Break-even Analysis)全部
还有添出来的：Extension Strategies
(1)Modify the product,“new”,“added”,“extra”ingredient
(2)Develop complimentary products,(picture printer for DCs)
(3)Promote more heavily
(4)Find new uses for the product
第四章
老师没划重点，我的笔记
P35 Agents and Brokers那一段第二句我估计会出“对比题”
P36 配送运输(Physical Distribution)的定义第一句，到consumers行了P37～38 运输的五种模式
第五章
老师讲了重点
P45～46 Personal Selling的七个步骤
P46～47 Exhibie5表格
P47 本页第三段第一句Publicity的定义
第六章
问同学抄的笔记
P52 黑体字钱的五个特点
P53～54 What Does Money Do?里的黑体字钱的三个功能
P54 最后第二段第二第三行forms of money 三个
P55 第一段第二句支票(check)的定义
P55～56 M-2里第二段前三句货币市场基金(money-market funds)的定义
P56～57 吸收存款、发放贷款的七种方式(1)和(2)就是Commercial Banks 下面的1)和2)，(3)、(4)、(5)、(6)是下面的黑体字currency exchange、letters of credit、banker's acceptance、drafts，(7)是Financial counseling
P58 第三段第二句养老基金(pension fund)的定义
P59 最后第三段的最后三个黑体字旁边写了“如何使用这三个工具?”
最后第二段第二、三、四句旁边注明“How to control the money supply?”
第七章
老师划过重点，如下：
P64 最后一段第一句行业信用(Trade credit)的定义
P65 第三段第二句从promissory note开始本票(promissory note)的定义然后后面划了一句“promissory notes bear interest”
P65～66 最后一句“If a firm ……repaymkent”
P67 第二段第一句贴现商(factor)的定义最后第二段留存收益
(Retained Earnings)
P68～71 债券和股票的区别P68 Bonds和Stock里自己找老师没说过
优先股和普通股的区别 P70～71 (1)70页倒数第二段倒数第二句；71页倒数第二段第一句(2)70页最后一段第三行“preferred……paid”；71页最后一段第二句(3)71页倒数第三段第一句；71页倒数第二段第二句优先股和债券的相似之处(1)70页倒数第二段第二句到dividend (2)70页倒数第二段第三句
第八章
老师说过重点，挺多：
P76 第一段第一句会计(Accounting)的定义最后一段第一句资产负债表(Balance sheet)的定义
P77 第二段第三句“This gradual……accumulated depreciation累积折旧”倒数第二段讲负债(liabilities)的重要
P79 流动比率(current radio)和速动比率(quick ratio)知道怎么算
P80 第二段“Unlike……of time”
P81～82 毛利润率(gross profit margin)、净利润率(net profit margin)和库存周转率(inventory turnover)的三个运算公式
P82 投资回报率(return on owners' investment)，在最后
第九章
老师有划重点
P88 倒数第二段第二句
P89 “Who Buy Securities?”里的1)、2)、3)
第十章
老师划了一个重点
P97 “Insurance and Its Principles”
其它各种险大家自己看看。