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Accountants The professionally qualified people
who have responsibility for keeping accurate
accounts and for producing the final accounts.
Accounts The financial records of a firm’s
Added value The difference between the selling
price of a product and the cost of bought-in
materials and components.
Agent An independent person or business which
is appointed to deal with the sales and
distribution of a product or range of products.
The agent will either put an additional amount
on the price to cover their expenses or will
receive a commission on sales.
Annual General Meeting A legal requirement for
all companies. Shareholders may attend and
vote on who they want to be on the Board of
Directors for the coming year.
Appraisal A method of assessing the effectiveness
of an employee.
Assets Those items of value that are owned by the
business. They may be fixed (non-current) or
short-term current assets.
Average cost per unit The total cost of production
divided by total output (sometimes referred to
as ‘unit cost’).
Balance of payments Records the difference
between a country’s exports and imports.
Balance sheet Shows the value of a business’s
assets and liabilities at a particular time. It is
sometimes referred to as ‘statement of financial
Batch production When a quantity of one product
is made, then a quantity of another item will
be produced (that is, batches, usually as orders
come in).
Bonus An additional amount of payment above
basic pay as a reward for good work.
Brand image An image or identity given to a
product, which gives it a personality of its
own and distinguishes it from its competitors’
Brand loyalty When consumers keep buying
the same brand again and again instead of
choosing a competitor’s brand.
Brand name The unique name of a product that
distinguishes it from other brands.

Break-even charts Graphs that show how costs and
revenues of a business change with sales. They
show the level of sales the business must make
in order to break even.
Break-even level of output The quantity that must
be produced/sold for total revenue to equal
total costs. It is also known as break-even point.
Break-even point The level of sales at which total
costs = total revenue.
Buffer inventory level The inventory held to deal
with uncertainty in customer demand and
deliveries of supplies.
Business objectives The aims or targets that a
business works towards.
Business plan A document containing the business
objectives and important details about the
operations, finance and owners of the new
Businesses These combine factors of production
to make products (goods and services) which
satisfy people’s wants.
Capital The money invested into a business by the
Capital employed The total value of capital used in
the business. This is: Shareholders’ equity plus
non-current liabilities.
Capital expenditure Money spent on fixed assets
which will last for more than one year.
Cash flow The cash inflows and outflows of a
business over a period of time.
Cash flow cycle Shows the stages between paying
out cash for labour, materials, and so on, and
receiving cash from the sale of goods.
Cash flow forecast An estimate of future cash
inflows and outflows of a business, usually on
a month-by-month basis. This then shows the
expected cash balance at the end of each month.
Cash inflows The sums of money received by a
business during a period of time.
Cash outflows The sums of money paid out by a
business during a period of time.
Chain of command The structure in an
organisation which allows instructions to be
passed down from senior management to
lower levels of management.
Closed shop All employees must be a member of
the same trade union.

Cambridge IGCSE Business Studies 4th edition © Hodder & Stoughton Ltd 2013


Glossary Closing cash (or bank) balance The amount of cash held by the business at the end of each month. External benefits The gains to the rest of society. Current liabilities Short-term debts owed by a business. External communication Communication between the organisation and other organisations or individuals. E-commerce The buying and selling of goods and services using computer systems linked to the internet. Distribution channel The means by which a product is passed from the place of production to the customer or retailer. Dividends Payments made to shareholders from the profits (after tax) of a company. It is very important to remember that it is the authority to perform a task that is being delegated. External costs Costs paid for by the rest of society. External finance Finance obtained from sources outside of and separate from the business. for example. Contract of employment A legal agreement between employer and employee listing the rights and responsibilities of workers. Economies of scale The factors that lead to a reduction in average costs as a business increases in size. Communication The transferring of a message from the sender to the receiver.5. clean water and undeveloped countryside. pure air. Conglomerate integration When one firm merges with or takes over a firm in a completely different industry. Contribution When referring to a product. Consumer boycott When consumers decide not to buy products from businesses that do not act in a socially responsible way. Exchange rate depreciation The fall in the value of a currency compared with other currencies. It is a form of specialisation. Exchange rate The price of one currency in terms of another. resulting from business activity. Disposable income The level of income a taxpayer has after paying income tax. sector of industry in a country. Delegation The act of giving a subordinate the authority to perform particular tasks. who understands the message. Cambridge IGCSE Business Studies 4th edition © Hodder & Stoughton Ltd 2013 2 . They are the return to shareholders for investing in the company. Depreciation The fall in the value of a fixed asset over time. Exports Goods and services sold from one country to other countries. Currency depreciation Occurs when the value of a currency falls – it buys less of another currency than before. This becomes next month’s opening cash balance. not the final responsibility. as a result of business activity. Communication barriers Factors that stop effective communication of messages. Cost-plus pricing The cost of manufacturing the product plus a profit mark-up. for example. De-industrialisation Occurs when there is a decline in the importance of the secondary. Sometimes referred to as ‘doing the right thing’. Division of labour When the production process is split up into different tasks and each worker performs one of these tasks. Competitive pricing When the product is priced in line with or just below competitors’ prices to try to capture more of the market. External growth When a business takes over or merges with another business. for example £1: $1. Ethical decisions Decisions based on a moral code. manufacturing. income tax or profits tax. Environment Our natural world including. Current assets Those assets owned by a business and used within one year. Direct taxes These are paid directly from incomes. Currency appreciation Occurs when the value of a currency rises – it buys more of another currency than before. other than the business. This creates scarcity. It is also known as diversification. other than the business. Entrepreneur A person who organises. this is its selling price less its variable cost. Commission Payment relating to the number of sales made. Cost of goods sold The cost of producing or buying-in the goods actually sold by the business during a time period. Exchange rate appreciation The rise in the value of a currency compared with other currencies. operates and takes the risk for a new business venture. Diseconomies of scale The factors that lead to an increase in average costs as a business grows beyond a certain size. Economic problem When there exist unlimited wants but limited resources to produce the goods and services to satisfy those wants. Economic growth When a country’s Gross Domestic Product increases – more goods and services are produced than in the previous year.

Fixed costs Costs that do not vary with the number of items sold or produced in the short run/term. Imports Goods and services bought in by one country from other countries. Factors of production Those resources needed to produce goods or services. Cambridge IGCSE Business Studies 4th edition © Hodder & Stoughton Ltd 2013 3 . Formal communication When messages are sent through established channels using professional language. They have to be paid whether the business is making any sales or not. Internal growth Occurs when a business expands its existing operations. Industrial tribunal A legal meeting which considers workers’ complaints of unfair dismissal or discrimination at work. This helps with development and sales. Horizontal integration When one firm merges with or takes over another firm in the same industry at the same stage of production. for example. Final accounts Accounts produced at the end of the financial year that give details of the profit or loss made over the year and the worth of the business. It is sometimes referred to as mass production. There are four factors of production and they are in limited supply. The franchisee buys the licence to operate this business from the franchisor. VAT. Integration When one business is integrated into another one. Fringe benefits Non-financial rewards given to employees.Glossary External recruitment When a vacancy is filled by someone who is not an existing employee and will be new to the business. Job analysis Identifies and records the responsibilities and tasks relating to a job. Globalisation The term now widely used to describe increases in worldwide trade and movement of people and capital between countries. if necessary. customs and procedures and introducing them to their fellow workers. Job description Outlines the responsibilities and duties to be carried out by someone employed to do a specific job. Illiquid This means that assets are not easily convertible into cash. They are also known as overhead costs. Full-time employees Employees who work full time will usually work 35 hours or more a week. Franchise A business based upon the use of the brand names. Informal communication When information is sent and received casually with the use of everyday language. They provide information about a specific product or general spending patterns over a period of time. Induction training An introduction given to a new employee. It is also known as a profit and loss account. Incorporated businesses Companies that have separate legal status from their owners. Internal finance Finance obtained from within the business itself. The number of hours that workers usually work in a week will vary from one country to another. been understood and. Gross profit This is made when sales revenue is greater than the cost of goods sold. acted upon. Import tariff A tax on an imported product. Internal communication Communication between members of the same organisation. Free trade agreements These exist when countries agree to trade imports/exports with no barriers such as tariffs and quotas. Informative advertising Where the emphasis of advertising or sales promotion is to give full information about the product. Fiscal policy Any change by the government in tax rates or public-sector spending. Feedback The reply from the receiver which shows whether the message has arrived. Inflation The increase in the average price level of goods and services over time. Flow production Where large quantities of a product are produced in a continuous process. Income statement A document that records the income of a business and all costs incurred to earn that income over a period of time (for example one year). Import quota A physical limit or restriction on the quantity of a product that can be imported. Internal recruitment When a vacancy is filled by someone who is an existing employee of the business. promotional logos and trading methods of an existing successful business. Indirect taxes These are added to the prices of goods and taxpayers pay the tax as they purchase the goods. explaining the firm’s activities. Gross Domestic Product (GDP) The total value of output of goods and services in a country in one year. Focus group A group of people who are representative of the target market.

Marketing mix A term which is used to describe all the activities which go into marketing a product or service. Cambridge IGCSE Business Studies 4th edition © Hodder & Stoughton Ltd 2013 4 . Lean production A term for those techniques used by businesses to cut down on waste and therefore increase efficiency. Multinational businesses These have factories. Marketing strategy A plan to combine the right combination of the four elements of the marketing mix for a product or service to achieve a particular marketing objective(s). Supplies arrive just at the time they are needed. Job specification A document that outlines the requirements. usually by specialist trainers. Leadership styles The different approaches to dealing with people when in a position of authority – autocratic. Mixed economy This has both a private sector and a public (state) sector. Job satisfaction The enjoyment derived from feeling that you have done a good job. segment of a much larger market. physical characteristics. for a specified job. for example. Message The information or instructions being passed by the sender to the receiver. Micro-finance The provision of financial services – including small loans – to low income people not served by traditional banks. Net cash flow The difference. Non-current assets Items owned by a business for more than one year. Non-current liabilities Long term debts owed by a business. by reducing the time it takes for a product to be developed and become available for sale. for example the European Central Bank. Marketing budget A financial plan for the marketing of a product or product range for a specified period of time. expertise. Job enrichment Involves looking at jobs and adding tasks that require more skill and/or responsibility. These activities are often summarised as the four Ps – product. Mass market Where there is a very large number of sales of a product. Monetary policy A change in interest rates by the government or central bank. Job production Where a single product is made at a time. Off-the-job training Involves being trained away from the workplace. It specifies how much money is available to market the product or range. for example. Medium of communication The method used to send a message. It is calculated by subtracting overhead costs from gross profits. Niche market A small. usually specialised. Market share The percentage of total market sales achieved by one brand or business. Motivation The reason why employees want to work hard and work effectively for the business. place and promotion. Liabilities Debts owed by the business. and so on. Line managers Those who have direct responsibility over people below them in a hierarchy of an organisation. These are sometimes known as transnational businesses. Merger When the owners of two businesses agree to join their firms to make one business. analysing and interpreting information about a market. price. laissez-faire or democratic. between inflows and outflows. Market-orientated business A business that carries out market research to find out consumer wants before a product is developed and produced. Need A good or service essential for living. production or service operations in more than one country. Job rotation Involves workers doing each specific task for only a limited time and then doing a different task. a letter is a method of written communication and a meeting is a method of verbal communication. so that the marketing department knows how much may be spent. Market segmentation Where the market has been divided up into groups of consumers who have similar needs. Market research The process of gathering. Kaizen A Japanese term meaning ‘continuous improvement’ through the elimination of waste. Just-in-time (JIT) A production method that involves reducing or virtually eliminating the need to hold inventories of raw materials or unsold inventories of the finished product. each month. Limited liability The liability of shareholders in a company is limited only to the amount they invested. qualifications. Liquidity The ability of a business to pay back its short term debts.Glossary Job enlargement Where extra tasks of a similar level of work are added to a worker’s job description. Net profit (also called Profit or Profit before tax) The profit made by a business after all costs have been deducted from sales revenue.

It is also used for promotion and selling appeal. Quality control The checking for quality at the end of the production process. Recession A period of falling Gross Domestic Product. Salary Payment for work. Primary sector This sector of industry extracts and uses the natural resources of the Earth. Opportunity cost The next best alternative given up by choosing another item. Real income The value of income. Revenue expenditure Money spent on day-to-day expenses which do not involve the purchase of a long term asset. Revenue The income of a business during a period of time from the sale of goods or services. Partnership A form of business in which two or more people agree to jointly own a business. It is also called field research. Penetration pricing When the price is set lower than competitors’ prices in order to be able to enter a new market. Questionnaire A set of questions to be answered as a means of collecting data for market research. Productivity The output measured against the inputs used to create it. such as dividends. Product-orientated business A business whose main focus of activity is on the product itself.Glossary On-the-job training Occurs by watching a more experienced worker doing the job. Primary research The collection and collation of original data via direct contact with potential or existing customers. Recruitment The process from identifying that the business needs to employ someone up to the point at which applications have arrived at the business. It is not essential for partners to have such an agreement but it is always recommended. Packaging The physical container or wrapping for a product. Organisational structure Refers to the levels of management and division of responsibilities within an organisation. Performance-related pay Pay that is related to the effectiveness of the employee. whether it is the production of a product or service. Promotional pricing When a product is sold at a very low price for a short period of time. Sales promotion Incentives such as special offers or special deals aimed at consumers to achieve short term increases in sales. Price elasticity A measure of the responsiveness of demand to a change in price. Partnership agreement The written and legal agreement between business partners. Total revenue = quantity sold × price. gender or income) as a source of information for market research. through its growth until it is mature. Opening cash (or bank) balance The amount of cash held by the business at the start of the month. whether it is the production of a product or service. Persuasive advertising Advertising or promotion that is trying to persuade the consumer that they really need the product and should buy it. Private costs The costs paid for by business. Profit The total income of a business (sales revenue) less total costs. Pressure group A group made up of people who want to change business (or government) decisions. Quality assurance The checking for the quality standards throughout the production process. Profit sharing A system whereby a proportion of the company’s profits is paid out to employees. Product life cycle Describes the stages a product will pass through from its introduction. Random sample When people are selected at random as a source of information for market research. Redundancy When an employee is no longer needed and so loses their job. Cambridge IGCSE Business Studies 4th edition © Hodder & Stoughton Ltd 2013 5 . Price skimming Where a high price is set for a new product on the market. for example wages or rent. Protectionism When a government protects domestic firms from foreign competition using tariffs and quotas. One-way communication Involves a message which does not call for or require a response. Quota sample When people are selected on the basis of certain characteristics (such as age. Retained profit The net profit reinvested back into a company after deducting tax and payments to owners. Quality To produce a good or a service which meets customer expectations. Receiver The person who receives the message. and then finally its decline. where their output can easily be measured. which takes action such as organising consumer boycotts. It is not due to any aspect of their work being unsatisfactory. Part-time employment Often considered to be between 1 and 30–35 hours a week. Private benefits The gains to a business. it falls when prices rise faster than money income. usually paid monthly.

Sustainable production methods Production methods that do minimum damage to the environment. Working capital The finance needed by a business to pay its day-to-day costs. Staff managers Specialists who provide support. They buy shares which represent part ownership of a company. but that is not essential for living. Shareholders The owners of a limited company. Trading account Shows how the gross profit of a business is calculated. Specialisation Occurs when people and businesses concentrate on what they are best at doing. a decision to protect the environment by reducing pollution using the latest and ‘greenest’ production equipment. Variable costs Costs that vary directly with the number of items sold or produced. Tertiary sector This sector of industry provides services to consumers and the other sectors of industry. information and assistance to line managers. It is also called desk research. Sole traders and partnerships are unincorporated businesses. Their liability is not limited to the investment they made in the business. Span of control The number of subordinates working directly under a manager. Sample The group of people who are selected to respond to a market research exercise. Share ownership Where shares in the company are given to employees so that they become part owners in the company. Unemployment Exists when people who are willing and able to work cannot find a job. Transmitter or sender The person starting off the process by sending the message. Total Quality Management (TQM) The continuous improvement of products and processes by focusing on quality at each stage of production.Glossary Sales revenue The income of a business during a period of time from the sale of goods or services. Takeover or acquisition When one business buys out the owners of another business which then becomes part of the ‘predator’ business (the firm that has taken it over). Want A good or service that people would like to have. Total costs Fixed and variable costs combined. Stakeholder Any person or group with a direct interest in the performance and activities of a business. Unincorporated business A business that does not have a separate legal identity. Social enterprise A business that has social objectives as well as an aim to make a profit to reinvest back into the business. for example. Start-up capital The finance needed by a new business to pay for essential fixed and current assets before it can begin trading. usually paid weekly. Social benefits External benefits + private benefits. Scarcity The lack of sufficient products to fulfil the total wants of the population. such as a questionnaire. Unlimited liability The owners of a business can be held responsible for the debts of the business they own. Sole trader A business owned by one person. Cambridge IGCSE Business Studies 4th edition © Hodder & Stoughton Ltd 2013 6 . Social responsibility When business decisions benefit stakeholders other than shareholders. Trade union A group of workers who have joined together to ensure their interests are protected. Workforce planning Establishing the workforce needed by the business for the foreseeable future in terms of the number and skills of employees required. Vertical integration can be forward or backward. Target audience Refers to people who are potential buyers of a product or service. USP (Unique Selling Point) The special feature of a product that differentiates it from the products of competitors. Vertical integration When one firm merges with or takes over another firm in the same industry but at a different stage of production. Social costs External costs + private costs. Wage Payment for work. Two-way communication When the receiver gives a response to the message and there is a discussion about it. People’s wants are unlimited. Sustainable development Development that does not put at risk the living standards of future generations. Secondary sector This sector of industry manufactures goods using the raw materials provided by the primary sector. Secondary research Information that has already been collected and is available for use by others.