1. Why should management evaluate the customer profitability profiles? What criteria management uses as a guide to cost allocation? How do you compute sales variance?

2. Discuss the similarities and differences between arbitration and judicial hearings, with particular emphasis on the common law of the shop, admissions of evidence, and the role of the arbitrator vs. that of the judge.

3. Discuss two decision-making guidelines used by arbitrators, furnishing specific examples of how these guidelines apply.