Deck 14: Designing Market-Driven Organizations

Question 1

In the past,organizations were designed for agility and responsiveness rather than stability.

Answer 1

False

Question 2

Which of the following processes' function is to deliver value for the organization?

A) CRM
B) New product development
C) Knowledge management
D) Customer service

Answer 2

Customer service

Question 3

 Which of the following is true of conventional approaches to organizing?

A) Ideas and commands flow vertically between center and business units
B) Information and flow of knowledge between units are unrestricted
C) Decision making is decentralized
D) Organizational hierarchy is not visible

Answer 3

 Ideas and commands flow vertically between center and business units

Question 4

A new-product team is different from a venture team in a new-product team is comprised of functional specialists working on a specific new-product development project.

Question 5

The _____ of marketing activities across multiple functions is more common in market-oriented businesses serving business customers,and operating in uncertain markets with uncertain technologies.

A) centralization
B) integration
C) diffusion
D) collection

Question 6

Traditional companies decentralize decision making when they run into hard times like economic downturns.

Question 7

"Talent marketplaces" inside the organization allow capable employees to plot their own career paths internally.

Question 8

Which of the following is the final stage of organizational evolution?

A) The functional or product organization is retained.
B) Sales or product management takes informal steps to cross silos and solve customer problems.
C) Organizations use integrating mechanisms such as key account or segment managers.
D) Comprehensive approaches are adopted to get full structural alignment with the market.

Question 9

_____ are influential individuals who move across network clusters and carry ideas from one corporate silo to another and thereby generate new ideas.

A) Knowledge mules
B) Networked workers
C) Formal reporters
D) Silo scribes

Question 10

A key characteristic of new organizations is an emphasis on managing organizational process,rather than a primary emphasis on structure.

Question 11

Which of the following processes' function is to create value for the organization?

A) New product development
B) Logistics
C) Customer service
D) CRM

Question 12

The management of knowledge workers puts less emphasis on innovation and creativity.

Question 13

Which of the following does the management of knowledge workers emphasize on?

A) Formal structures
B) Talent management
C) Reporting lines
D) Conventional culture

Question 14

Knowledge workers may operate more effectively as conventional employees rather than "internal partners."

Question 15

A key advantage of functional organizational design is its customer focus.

Question 16

Which of the following is the first stage in aligning the organization with the market?

A) Aligning customer-based units with customers
B) Using integrating mechanisms such as segment managers
C) Improving alignment through informal lateral integration
D) Integrating functions like global account coordinators and market segment specialists

Question 17

Which of the following does the management of knowledge workers emphasize less on?

A) Talent management
B) Team leadership
C) Formal structure
D) Culture of innovation

Question 18

The market-focused organizational design is often used when a single product or a closely related line is marketed to one market target.

Question 19

In traditional organizational structures,units were either within the organization and closely connected to other units,or they were outside the organization and not connected at all.

Question 20

Which of the following processes' function is to define value for the organization?

A) New product development
B) Knowledge management
C) Logistics
D) Customer service

Question 21

_____ organizational design assigns departments,groups,or individuals,responsibility for specific activities,such as advertising and sales promotion,pricing,sales,marketing research,and marketing planning and services.

A) Product-focused
B) Functional
C) Market-focused
D) Matrix

Question 22

Which of the following marketing organizational forms have the following performance characteristics: most efficient form; highly effective for appropriate tasks; less adaptive?

A) Bureaucratic form
B) Transactional form
C) Organic form
D) Relational form

Question 23

 Describe the dependence of innovation and growth on knowledge workers.What should the management of these workers emphasize on?

Question 24

Explain the traditional organizational structure and its limitations.

Question 25

Which of the following marketing organizational forms is highly effective for tasks requiring little specialized investment,are nonroutine,and difficult to assess?

A) Bureaucratic form
B) Transactional form
C) Organic form
D) Relational form

Question 26

Which of the following organizational designs would utilize a cross-classification approach that emphasizes two different factors,such as products and marketing functions?

A) Functional organizational design
B) Market-focused design
C) Product-focused design
D) Matrix design

Question 27

Which of the following conditions suggests a market-oriented organizational design?

A) Substantial differences in the customer requirements in a given target market
B) Substantial similarities in the customer requirements in a given target market
C) Single market targets being served by dedicated strategic business units
D) Greater use of organizational designs that focus on products rather than customers

Question 28

_____ organizational design is used when a business unit serves more than one target and customer considerations are an important factor in the design of the marketing organization.

A) Product-focused
B) Functional
C) Market-focused
D) Matrix

Question 29

 Explain the issue of integration vs.diffusion in the organizational design of marketing. 

Question 30

Which of the following is an appropriate usage context for an organic marketing organizational form?

A) Under competitive market conditions, low environmental uncertainty
B) Conditions of market failure, high environmental uncertainty, infrequent tasks
C) High environmental activity, under competitive market conditions, frequent tasks
D) Conditions of market failure, low environmental uncertainty, repetitive tasks

Question 31

 Give an account of the challenges in integrating marketing with other activities in a company. 

Question 32

Explain the importance of organizational agility and flexibility. 

Question 33

Which of the following is an appropriate usage context for a transactional marketing organizational form?

A) Tasks that are repetitive, easily assessed, with no specialized investment required
B) Tasks that are repetitive, easily assessed, and requiring specialized investment
C) Tasks that are infrequent, difficult to assess, requiring highly specialized investment
D) Tasks that are nonroutine, difficult to assess, requiring little specialized investment

Question 34

Which of the following are the performance characteristic of a bureaucratic marketing organizational form?

A) Highly effective for appropriate tasks, less adaptive
B) Highly adaptive, less efficient
C) Highly effective and efficient, less adaptive
D) Highly effective for nonroutine, specialized tasks, less efficient

Question 35

Which of the following is a limitation of an internal marketing organization design?

A) Less control of activities
B) Limited familiarity with company operations
C) Lower commitment of employees to the organization
D) Lack of experience in other business environments