Mark, a Sales Rep with a Large Technology Company, Is

question 101

Multiple Choice

Mark, a sales rep with a large technology company, is celebrating today because he just closed a large deal, which means a sizeable commission. Even the finance department is thrilled because Mark used ________ to review the credit history of this customer to be sure the deal would be a profitable one for the company.

• A) knowledge transfer
• B) business intelligence
• C) data processing
• D) business process information

Recognize the assumptions and limitations of different decision-making models, including bounded rationality.

Identify the role of heuristics in managerial decision making.

Understand the Z problem-solving model, including the final step preferences.

Define cognitive style and its significance in the decision-making process.

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Definitions:

Network Structure

An organizational design where entities are connected less hierarchically and more through a flexible arrangement of nodes, facilitating information flow and collaboration.

Global Competition

The scenario where businesses compete across national borders in various markets, driven by increasingly interconnected world economies.

Organizational Design

The process of shaping an organization's structure and roles to align with its objectives, strategy, and environment.

Functional Structure

An organizational design that groups employees based on their specialized roles or functions, enhancing efficiency and expertise.