EXIL-NEGOCIOS flashcards

32 cards. Read the term and the definition here. The deck at the top of this page is optional.

VRIO framework

A resource-based test asking whether a resource is valuable, rare, costly to imitate and supported by the organization; only resources passing all four criteria produce sustained competitive advantage.

Porter's five forces

A framework for analysing industry profitability through rivalry among existing firms, threat of new entrants, threat of substitutes, supplier bargaining power and buyer bargaining power.

BCG growth-share matrix

A portfolio tool plotting business units by market growth rate and relative market share, producing four categories: stars, cash cows, question marks and dogs.

Experience curve effect

Unit production costs decline by a constant percentage each time cumulative output doubles, giving firms with larger accumulated volume a durable cost advantage.

Customer lifetime value

The present value of net margin a customer generates over the whole relationship; a simple estimate divides average margin per period by the churn rate.

Price elasticity of demand

The percentage change in quantity demanded divided by the percentage change in price; demand is elastic when the absolute value of the ratio exceeds one.

RFM segmentation

Customer segmentation based on recency of the last purchase, purchase frequency and monetary value, used to direct retention and win-back spending.

AIDA model

An advertising sequence describing buyer progression through attention, interest, desire and action, where each stage calls for different content and channels.

DuPont analysis

A decomposition of return on equity into net profit margin multiplied by asset turnover multiplied by the equity multiplier, separating profitability, efficiency and leverage.

Weighted average cost of capital

The blend of after-tax cost of debt and cost of equity weighted by capital structure, used as the discount rate for projects of average risk.

Net present value rule

A project is accepted when its cash flows discounted at the cost of capital sum to a positive net present value; negative NPV projects destroy value.

Cash conversion cycle

Days inventory outstanding plus days sales outstanding minus days payable outstanding; it measures how long cash remains tied up in operating activity.

Economic order quantity

The order size that minimizes total ordering plus holding cost, computed as the square root of twice annual demand times order cost divided by holding cost per unit.

Little's Law

In a stable process, the average number of items in the system equals the arrival rate multiplied by the average time each item spends in the system.

Safety stock formula

Buffer inventory equal to the service-level z-score multiplied by the standard deviation of demand and the square root of lead time.

Overall equipment effectiveness

The product of availability, performance and quality rates, giving a single percentage measure of how much productive time equipment actually delivers.

Herzberg two-factor theory

Motivation depends on motivators such as achievement and recognition, while hygiene factors such as pay and policy only prevent dissatisfaction when they are adequate.

Expectancy theory of motivation

Effort increases when people expect effort to produce performance, performance to produce outcomes and those outcomes to be personally valued.

Tuckman team stages

Groups typically move through forming, storming, norming, performing and adjourning, and the leadership approach needed differs at each stage.

Employee turnover rate

The number of departures during a period divided by average headcount for that period, usually expressed as an annualized percentage.

TAM SAM SOM

A market-sizing cascade of total addressable market, serviceable available market and serviceable obtainable market, used to test whether a venture can reach scale.

Startup runway

The number of months a company can operate, calculated as current cash balance divided by net monthly burn rate before new funding arrives.

Rule of 40

A heuristic for software firms stating that revenue growth rate plus profit margin should total at least 40 percent, balancing growth against profitability.

Minimum viable product

The smallest version of a product that lets a team test its riskiest assumptions with real users and learn before committing to a full build.

Elements of a valid contract

Offer, acceptance, consideration, capacity, legality of purpose and intention to create legal relations; a missing element can leave an agreement unenforceable.

GDPR lawful bases

Six grounds permitting personal data processing: consent, contract performance, legal obligation, vital interests, public task and legitimate interests.

Apparent authority

A principal can be bound by an agent's acts when the principal's own conduct leads a third party reasonably to believe the agent held that authority.

Patent term

Protection generally lasting 20 years from the filing date if maintenance fees are paid; it is territorial and requires public disclosure of the invention.

Precision and recall

Precision is true positives divided by all predicted positives; recall is true positives divided by all actual positives; F1 is their harmonic mean.

Simpson's paradox

A trend visible in aggregated data can reverse when the data are split into subgroups, typically because a confounding variable is unevenly distributed.

Cohort retention analysis

Tracks the share of users from a signup group still active in later periods, showing whether the product keeps delivering value over time.

Last-touch attribution

Assigns the entire conversion credit to the final marketing touchpoint, a simple model that overstates channels closest to the purchase decision.