Scenario 12.2 Use the Following to Answer the Questions

question 150

Multiple Choice

Scenario 12.2
Use the following to answer the questions.
The BASF Chemical Company in Germany has developed a new rubberized coating. The product has an application for cell phones and other hand-held electronic devices that gives them protection from falls and scratches. BASF plans to market the product directly to businesses that manufacture the casings for these types of products. BASF currently uses a system of salespeople headquartered in Germany, while its primary business customers are in China.
-Refer to Scenario 12.2. BASF has decided to offer discounts to its businesses customers in the form of the following: For each order of $100,000 or more during the next 90 days, the buyer will receive a rebate of 5 percent. This type of pricing would be an example of ____ discounts.

• A)allowance
• B)cash
• C)seasonal
• D)noncumulative
• E)cumulative

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Definitions:

Institutionalization

The process by which a practice or organization becomes well established and widely recognized as an important component of society.

Unfreezing

The initial stage in the change process where existing behaviors or attitudes are challenged to prepare for the introduction of new ways of functioning.

Reengineering

The radical redesign of organizational processes to achieve major improvements in such factors as time, cost, quality, or service.

Low Tolerance

A decreased capacity or willingness to accept opinions, behaviors, or practices different from one's own.