Conceptual delimitation” “social work
-Adoption Process- innovators early adopters early majority late majority laggards
-Administered VMS- coordination through size/power not ownership
-Advertising- paid nonpersonal promotion by sponsor
-Advertising Agency- firm that plans+executes ads
-Advertising Budget Methods- affordable percentage sales competitive parity objective task
-Advertising Objectives- informative persuasive reminder
-Advertising Strategy- message creation+media selection
-AI in Marketing- analyzing data for better decisions
–Augmented Product- extra services warranty support
-Acquisition- buying company/patent/license for product
-BCG Growth Share Matrix- market growth+market share>>>star:high growth/high share cash cow:low growth/high share question mark:high growth/low share dog:low growth/low share
-Benefit Segmentation- based on benefits customers seek
-Beliefs- descriptive thoughts about something
-Big Data- large complex data sets used to analyze behavior
-Brand- name symbol design identifying a product
-Brand Development- line extension brand extension multibrands new brands
-Brand Equity- brand value based on customer response
-Brand Positioning- based on attributes benefits values
-Brand Sponsorship- national private licensed co-branding
-Brand Valuation- total financial value of brand
-Break Even Pricing-
price to cover costs or target return
-Business Analysis- reviewing sales costs profits for new product
-Business Buying Process- identify needs evaluate suppliers choose products
-Business Market- firms buying goods for production/use in business
-Buying Center- people involved in business purchase decision
-Buying Situations- straight rebuy modified rebuy new task
-Cash Cow- low growth high share established product
-Causal Research- tests whether one thing causes another
-Cause Related Marketing- linking business with social cause
-Cognitive Dissonance- postpurchase discomfort
-Communication Process- identify audience set objectives design message choose media/source get feedback
-Competitive Advantage- advantage from greater customer value
-Competitive Marketing Intelligence- collecting public info about competitors/environment
-Competitors- firms competing for same customers
-Concept Development- turning idea into product concept
-Concept Testing- testing product concept with target consumers
-Concentrated Marketing- targets one/few niche segments
-Consumer Buyer Behavior- buying behavior of final consumers
-Consumer Market- individuals+households buying for personal use
-Consumer Product Classifications- convenience shopping specialty unsought
-Contractual VMS- independent firms joined by contracts/franchising
-Conventional Channel- independent producers wholesalers retailers each maximize own profit
-Core Value- main benefit customer seeks
-Corporate Channel/VMS- one firm owns multiple channel levels
-Corporate Website- builds relationships not direct sales
-Cost Based Pricing- based on production+selling costs
-Cost Plus Pricing-
cost+markup
-Crowdsourcing- inviting people/public to help create ideas
-Cultural Environment- values beliefs behaviors in society
-Culture- basic learned values like achievement freedom hard work
-Customer Equity- value of customer relationships created by brand
-Customer Insights- understanding customers from data
-Customer Markets-
consumer business reseller government international
-Customer Value- benefits minus costs
-Customer Value Driven Marketing Strategy- segmentation targeting differentiation positioning
-Data Distribution- sharing info for decisions
-Demographic Segmentation- based on age gender income etc
-Demography- study of population
-Department Store- wide variety of product lines
-Derived Demand- business demand based on consumer demand
-Differentiated Marketing- targets several segments with separate offers
-Differentiation- making product unique to add value
-Digital Marketing- using digital tools to engage customers
-Direct Channel- producer sells directly to consumer/full control
-Direct Marketing- direct connection with targeted consumers
-Direct Marketing Channel- producer sells directly to customers/full control
-Disintermediation- cutting out intermediaries and selling directly
-Display Ads- banner ads on websites
-Distribution Channel- path product takes from producer to consumer
-Diversification- new products new markets
-Downsizing- eliminating unprofitable/non-strategic units
-Dynamic Pricing- changing prices based on demand/customer
-E Procurement- buying through online systems
-Economic Environment- income cost of living interest rates saving borrowing
-Elastic Demand- demand changes greatly with price
-Effective Segmentation- measurable accessible substantial differentiable actionable
-Ethics Issues- privacy data security misuse
-Evaluation of Alternatives- comparing brands before purchase
-Experimental Research- tests cause and effect
-Exploratory Research- first research done when problem unclear
-External Pricing Factors- market demand economy competitors government social concerns
-Fad- unusually high sales then rapid decline
-Fashion- currently popular style that rises+falls slowly
-Fixed Costs- costs that do not change with output
-Franchise System- contractual VMS where one firm gives rights to another
-4Ps Marketing Mix- product price place promotion
-Geographic Segmentation- based on location
-Geographical Pricing- FOB uniform zone basing point freight absorption
-Good Value Pricing- right quality at fair price
-High Low Pricing- higher regular prices with frequent discounts
-Horizontal Marketing System- companies at same level work together
-Idea Generation- generating new product ideas
-Idea Screening- evaluating ideas and dropping weak ones
-IMC- coordinating all channels for one consistent message
-Indirect Channel- uses intermediaries between producer and consumer
-Industrial Products- products bought for business use/production/resale
-Inelastic Demand- demand changes little with price
-Inseparability- services produced+consumed together
-Intangibility- services cannot be seen/touched
-Internal Databases- company collected data
-Internal Marketing- training+motivating service employees
-Internal Pricing Factors- strategy objectives costs organization
-Interactive Marketing- quality of customer interaction
-Intermediaries- help promote sell distribute products
-Introduction Stage- high promotion costs to build awareness
-Lagging Adopter- traditionalist last to adopt new products
-Lifestyle- pattern of living based on activities interests opinions
-Line Filling- adding items within current range
-Line Stretching- extending product line beyond current range
-Macroenvironment- larger societal forces affecting company
-Macroenvironment Forces- demographic economic natural technological political cultural
-Market Development- current products new markets
-Market Penetration- current products current customers
-Market Segment- group responding similarly to marketing
-Market Segmentation- dividing market into groups
-Market Targeting- selecting segments to serve
-Marketing Analytics- tools to analyze data
-Marketing Environment- outside actors+forces affecting customers
-Marketing Information- info used to understand customers
-Marketing Information Ecosystem/MIS- system to collect analyze use info
-Marketing Intermediary- helps promote sell distribute products ex:wholesaler
-Marketing Management Process- analysis planning implementation control
-Marketing Plan- summary situation objectives strategy budget controls
-Marketing Research- collecting+analyzing data for decisions
-Marketing Research Process- define problem plan collect analyze report
-Marketing ROI- net return÷marketing cost
-Marketing Strategy- plan to create customer value using 4Ps
-Marketing’s Role- customer value relationships opportunities teamwork
-Mass Customization- customizing products for individuals
-Measurable Segment- size purchasing power profile can be measured
-Media Public- news/media group like TV station
-Media Selection- reach frequency impact timing
-Media Types- paid owned earned shared
-Microenvironment- company suppliers intermediaries competitors publics customers
-Micromarketing- targets local areas or individuals
-Mission Statement- should focus on satisfying basic customer needs
-Mobile Marketing- reaching customers via mobile
-Modified Rebuy- buyer changes specs price terms/supplier
-More For Less- better product at lower price
-More For More- higher quality/service at higher price
-Motive- need strong enough to push someone to act
-Multichannel Marketing- using traditional+digital channels
-National Brand- brand owned by manufacturer
-Natural Environment- physical resources affected by marketing
-Need Recognition- first stage of buyer decision process
-New Product Development- creating new products
-New Product Failure- often from poor design timing price positioning promotion
-New Product Pricing- skimming high price penetration low price
-New Task- first time business purchase
-Nonprobability Sample- convenience sample may be biased
-Observation Research- watching people/actions/situations
-Online Advertising- ads that drive web traffic
-Online Marketing- websites ads social media email
-Opinion Leaders- people who influence others buying behavior
-Packaging- designing product container/wrapper
-Perception- how people interpret information
-Perceptual Positioning Map- shows consumer perceptions vs competitors
-Perishability- services cannot be stored
-Personal Factors- age income lifestyle personality
-Personal Selling- direct interaction to sell/build relationships
-Physical Distribution Firms- move goods from production to distribution/customers
-PLC Stages- development introduction growth maturity decline
-Political Environment- laws government agencies pressure groups
-Positioning- place product occupies in consumers minds
-Positioning Map- visual of brand position vs competitors
-Positioning Statement- summary of target value differentiation
-Price- amount charged for product/service
-Price Adjustments- discounts allowances segmented promotional dynamic international
-Price Elasticity- sensitivity of demand to price
-Price Penetration- low intro price to gain share
-Price Skimming- high intro price lower later
-Pricing Strategies- value based cost based competition based
-Primary Data- new data collected for current purpose
-Private Brand- store/reseller brand
-Proactive Company- tries to change/influence environment
-Probability Sample- each member has equal chance
-Product- anything offered to satisfy need/want
-Product Attributes- quality features style design
-Product Classifications- consumer industrial
-Product Development- creating physical product
-Product Differentiation- differences in product features quality performance design
-Product Life Cycle- sales/profits over product lifetime
-Product Line- group of related products
-Product Mix- all product lines/items company offers
-Product Mix Dimensions- width length depth consistency
-Product Mix Pricing- product line optional captive by-product bundle
-Product/Market Expansion Grid- penetration development product development diversification
-Promotion Mix- advertising PR sales promotion personal selling direct marketing
-Psychographic Segmentation- lifestyle personality
-Psychological Factors- motivation perception learning beliefs attitudes
-Psychological Pricing- price affects perceived quality
-Public Policy Issues- privacy fraud deception security
-Public Relations(PR)- positive image+relationships with publics
-Publics- groups with interest/impact on company
-Pull Strategy- promote to consumers to create demand
-Push Strategy- target intermediaries to push product
-Qualitative Data- descriptive nonnumerical data
-Quantitative Data- numerical measurable data
-Question Mark- high growth low share needs investment
-Questionnaire- most common research instrument
-Reactive Companies- accept environment and adapt
-Reference Prices- prices consumers compare to
-Research Instruments- questionnaires+mechanical devices
-Research Types- exploratory descriptive causal
-Reseller Market- firms buying goods to resell at profit
-Retailers- businesses selling mainly to consumers
-Retailing- selling to final consumers for personal use
-Retail Pricing- EDLP penetration high-low
-Retail Trends- online shopping retail tech megaretailers green retail global expansion
-Sales Promotion- short term incentives to boost sales
-Salesperson- prospects communicates sells services gathers info
-Same For Less- same value at lower price
-Sampling- selecting group to represent population
-Search Ads- sponsored paid links+organic unpaid results
-Secondary Data- existing information already collected
-Segmentation Variables- geographic demographic psychographic behavioral
-Segmented Pricing- different prices for segments/time/location
-Selective Retention- remembering info that supports beliefs/interests
-Selling Process- prospecting preapproach approach presentation objections closing follow up
-Service- intangible activity/benefit no ownership
-Service Characteristics- intangibility inseparability variability perishability
-Service Profit Chain- employee satisfaction→customer satisfaction→profits
-Services Mix- extra services retailer provides
-Shopping Products- compare price quality style
-Social Class- divisions based on values interests behaviors
-Social Factor- family groups roles status WOM opinion leaders
-Social Media Marketing- promoting through social platforms
-Social Need- belonging love relationships
-Social Responsibility- protect consumers+environment long term
-Societal Marketing- focus on long term consumer welfare
-Specialty Products- unique products high effort purchase
-Specialty Store- narrow product line with deep assortment
-Straight Rebuy- routine reorder
-Strategic Planning- long term fit between goals capabilities opportunities
-Style- basic mode of expression with repeated interest
-Subculture- group with shared values/experiences
-Suppliers- provide resources needed to produce products
-Sustainable Marketing- meet current needs while protecting future needs
-SWOT Analysis- strengths weaknesses opportunities threats
-Target Market- group company chooses to serve
-Targeting Strategies- undifferentiated differentiated concentrated micromarketing
-Technological Environment- new tech creating opportunities
-Test Marketing- testing product in realistic market setting
-Threat- external negative factor outside company
-Total Cost- fixed+variable costs
-Undifferentiated Marketing- targets whole market with one offer
-Unsought Products- products customers do not actively seek
-Value Added Pricing- adding features/services for higher price
-Value Based Pricing- price based on customer perceived value
-Value Delivery Network- company suppliers distributors customers partner to improve whole system
-Value Proposition- full mix of benefits offered
-Variability- service quality depends on who/when/how
-Variable Costs- costs that change with production
-Vertical Marketing System(VMS)- channel members work as unified system with control
-Viral Marketing- content spread by consumers
-Warehousing- holding inventory to reduce costs/risks for suppliers+customers
-Weakness- internal problem inside company
-Wholesaler Functions- selling buying bulk breaking warehousing transport financing risk info services
-Wholesalers- buy in bulk sell to retailers/businesses
-Wholesaling- selling goods/services to buyers for resale or business use