1.

Advertising- Any paid form of nonpersonal presentation and promotion of ideas, goods, or
service by an identified sponsor.
2. Advertising agency- A marketing services firm that assists companies in planning, preparing,
implementing, and evaluating all or portions of their advertising programs.
3. Adapted global marketing- An international marketing approach that adjusts the marketing
strategy and mix elements to each international target market, which creates more costs but
hopefully produces a larger market share and return.
4. Administered VMS- A vertical marketing system that coordinates successive stages of
production and distribution through the size and power of one of the parties.
5. Adoption process- The mental process through which an individual passes from first hearing
about an innovation to final adoption.
6. Agent- A wholesaler who represents buyers or sellers on a relatively permanent basis,
performs only a few functions, and does not take title to goods.
7. Baby boomers- The 78 million people born during the years following World War II and
lasting until 1964.
8. Basing-point pricing- A geographical pricing strategy in which the seller designates some city
as a basing point and charges all customers the freight cost from that city to the customer.
9. Brand equity- The differential effect that knowing the brand name has on customer response
to the product or its marketing.
10. Brand value- The total financial value of a brand.
11. Business analysis- A review of the sales, coats, and profit projections for a new product to
find out whether these factors satisfy the company's objectives.
12. Business portfolio- The collection of businesses and products that make up the company.
13. Business promotions- Sales promotion tools used to generate business leads, stimulate
purchases, reward customers, and motivate salespeople.
14. Chain ratio method- Estimating market demand by multiplying a base number by a chain of
adjusting percentages.
15. Channel level- A layer of intermediaries that performs some work in bringing the product
and its ownership closer to the final buyer.
16. Competitive advantage- an advantage over competitors strategy prize cost a market
offering.
17. Competitor analysis- Identifying key competitors assessing their objectives strategies
strength and weakness and reaction patterns in selecting which competitors to attack or
avoid.
18. Consumer buyer behaviour- The buying behaviour of final consumers individuals a
household that buys goods and services for personal consumption.
19. Consumer promotion- sales promotion tools used to boost short term customer buying an
engagement or enhance long term customer relationship.
20. Consumer-oriented marketing- A company should view and organize its marketing activities
from the consumer's point of view.
21. Consumerism An organized movement of citi zens and govemment agencies designed to im
prove the rights and power of buyers in relations to sellers.
22. Content marketing Creating- Inspiring, and sharing brand messages and conversations with
and among consumers across a fluid mix of paid, owned, earned, and shared channels.
23. Contract manufacturing- A joint venture in which a company contracts with manufacturers
in a foreign market to produce its product or provide its service.
24. Contribution margin- The unit contribution divided by the selling price.
25. Convenience store- A snall store, located near a residential area, that is open long hours
seven days a week and carries a limited line of high-turnover convenience goods.
26. Corporate chains -Two of more outlets that are commonly owned and controlled.
27. Corporate VMS- A vertical marketing system that combines successive stages of production
and distribution under single ownership- channel leadership is established through common
ownership.
28. Cost-based pricing -Setting prices based on the costs of producing, distributing, and selling
the product plus a fair rate of return for effort and risk.
29. Cultural environment Institutions and other forces that affect society's basic values,
perceptions, preferences, and behaviours.
30. Culture- The set of basic values, perceptions, wants, and behaviours learned by a member of
society from family and other important institutions.
31. Customer equity- The total combined customer lifetime values of all of the company's
customers.
32. Customer relationship management (CRM)- Managing detailed information about individual
customers and carefully managing customer touch points to maximize customer loyalty.
33. Customer satisfaction-The extent to which a product's perceived performance matches a
buyer's expectations.
34. Customer value analysis- An analysis conducted to determine what benefits target
customers value and how they rate the relative value of various competitors offers.
35. Customer value marketing- A company should put most of its resources into customer value
building marketing investments.
36. Customer value-based pricing- Setting price based on buyers' perceptions of value rather
than on the seller's cost.
37. Customer-engagement marketing Making the brand a meaningful part of consumers'
conversations and lives by fostering direct and continuous customer involvement in shaping
brand conversations, experiences, and community.
38. Deciders - People in an organization's buying centre who have formal or informal power to
select or approve the final suppliers.
39. Digital and social media marketing- Using digital marking tools such as Web sites, social
media mobile apps and ads, online video, e-mail, and brings that engage consumers
anywhere, at any time, via their digital devices.
40. Direct and digital marketing- Engaging directly with carefully targeted individual consumers
and customer communities to both obtain an immediate response and build lasting
customer relationship.
41. Direct marketing channel- A marketing channel that has no intermediary levels.
42. Direct-mail marketing - Marketing that occurs by sending an offer, announcement, reminder
or other item directly to a person at a particular.
43. E-mail marketing - Sending highly targeted, highly personalized, relationship-building
marketing message via e-mail.
44. E-procurement- Purchasing through electronic connections between buyers and sellers-
usually online.
45. Event marketing (or event sponsorships)- Creating a brand marketing event or serving as a
sole or participating sponsor of events created by others.
46. Franchise organisation- A contractual vertical marketing system in which a channel member
called a franchisor, links several stages in the production-distribution process.
47. Generation X - The 49 million people born between 1965 and 1976 in the "birth dearth"
following the baby boomer.
48. Global firm- A firm that, by operating in more than one country, gains R&D. production,
marketing, and financial advantages in its costs and reputation that are not available to
purely domestic competitors.
49. Government market - Governmental unit- federal, state, and local-that purchase or rent
goods and services for carrying out the main functions of government.
50. Growth stage- The PLC stage in which a product's sales start climbing quickly.
51. Sample- A segment of the population selected for marketing research did you present the
population as a whole.
52. Sales quota- A standard that states the amount of sales person should sell Ann how sales
should be divided among the companies’ products.
53. Secondary data- Information that already exists somewhere having been collected for
another purpose.
54. Shopping product a consumer product that the consumer in the process of selecting in
purchasing usually compares on such an attribute as suitability quality price and style.
55. Social class- Relatively permanent and ordered division in a society whose members share
similar values interesting behaviour.
56. Social marketing- the use of commercial marketing concept and tools in programmes
designed to influence individuals’ behaviour to improve their wellbeing and that of society.
57. Social media- Independent and commercial online communities where people congregate
socialise exchange views and information.
58. Social selling- Using online mobile and social media to engage customer build stronger
customer relationship and arguments in performance.
59. System selling- Buying up package solution do a problem from single seller does avoiding all
the separate decisions involved in complex buying situation.
60. Product- Anything that can be offered to a market for attention, acquisition, use, or
consumption that might satisfy a want or need.
61. Product adaptation- Adapting a product to meet local conditions or wants in foreign
markets.
62. Product bundle pricing- Combining several products and offering the bundle at a reduced
price.
63. Product concept- A detailed version of the new product idea stated in meaningful consumer
terms.
64. Product development-Developing the product concept into a physical product in ensure that
the product ides can be turned into a workable market offering.
65. Product invention- Creating new products or services for foreign markets.
66. Product life cycle- (PLC) The cone of a product's sales and profits over its lifetime.
67. Product mix (or product portfolio) - The set of all product lines and items that a particular
seller offers for sale.
68. Product quality -The characteristics of a product or service that bear on in ability to satisfy
stated or implied customer needs.
69. Product sales force structure- A sales force organization in which salespeople specialize in
selling only a portion of the company's products or lines.
70. Product specification -The stage of the business buying process in which the buying
organization decides on and specifies the best technical product characteristics for a needed
item.
71. Production concept- The idea that consumers will favour products that are available and
highly affordable therefore, the organization should focus on improving production and
distribution efficiency.
72. Promotion mix (or marketing communication mix) - The specific blend of promotion tool that
the company uses to persuasively communicate customer value and build customer
relationships.
73. Prospecting - The sales step in which a salesperson of company identifies qualified potential
customers.
74. Public relations (PR)- Building good relations with the company's various publics by obtaining
favourable publicity, building up a good corpora image, and handling heading off
unfavourable rumours, stories, and events.
75. Pull strategy - A promotion strategy that calls for spending a lot on consumer advertising and
promotion to induce final consumers to buy the product, creating a demand vacuum that
"pull" the product through the channel.
76. Push strategy- A promotion strategy that calls for using the sales force and trade promotion
push the product through channels. The product promotes the product to channel members
who in turn promote it to final consumers.
77. Purchase decision- The buyer's decision about which brand to purchase.
78. Sales person- an individual who represents a company do customer by performing one or
more of the following activities: prospecting, communicating, selling, servicing, information
gathering and relationship building.
79. Selective distribution- The use of more than one but fewer than all of the intermediaries that
am willing to carry the company's products.
80. Segmented pricing- Selling a product or service at one or more price, where the difference in
prices is not based on differences in custs.
81. Selling process- The steps that salespeople follow when selling which includes prospecting
qualifying, pre-approach, approach, presentation and demonstration, handling objections,
closing. and follow-up.
82. Service- An activity benefit, or satisfaction offered for sale that is essentially intangible and
does not result in the ownership of anything.
83. Shopper marketing - Focusing the entire marketing process on turning shoppers into buyers
as they approach the point of sale, whether during in-store, online, or mobile shopping.
84. Shopping centre - A group of retail businesses suit on a site that is planned, developed,
owned and managed as a unit.
85. Specialty product- A consumer product with unique characteristics or brand identification
for which a significant group of buyers is willing to make a special purchase effort.
86. Specialty store- A retail store that cares a narrow product line with a deep assortment within
that line.
87. Standardized global marketing- An International marketing strategy that basically uses the
same marketing strategy and mix in all of the company's international markets.
88. Store brand (or private brand)- A brand created and owned by a reseller of a product or
service.
89. Strategic group -A group of firms in an industry following the same or a similar strategy.
90. Strategic planning - The process of developing and maintaining a strategic fit between the
organization's goals and capabilities and is changing marketing opportunities.
91. Subculture- A group of people with shared value systems based on common life experiences
and situations.
92. Supermarket - A large, low-cost, low-margin, high- volume, self-service store that carries a
wide variety of grocery and household products
93. Supplier development - Systematic development of networks of supplier-partners to ensure
an appropriate and dependable supply of product and materials for use in making products
or re-selling them in others.
94. Supplier search -The stage of the business buying process in which the buyer tries to find the
best vendors.
95. Supply chain management- Managing upstream and downstream value-added flows of
materials, final goods, and related information among suppliers, the company, resellers, and
final consumers.
96. Sustainable marketing- Socially and environ mentally responsible marketing that meets the
present needs of consumers and businesses while also preserving or enhancing the ability of
future generations to meet their needs.
97. Target market - A set of buyers sharing common needs or characteristics that the company
decides to serve.
98. Team selling- Using teams of people from sales. marketing, engineering, finance, technical
support, and even upper management to service large complex accounts.
99. Team-based new product development- new product development in which various
company departments work closely together, overlapping the steps in the product
development process to save time and increase effectiveness.
100. Technological environment- Forces that create new technologies, creating new
product and market opportunities.
101. Telemarketing - Using the telephone to sell directly to customers.
102. Territorial sales force structure- A sales force organization that assigns each
salesperson to an exclusive geographic territory in which that salesperson sells the
company's full line.
103. Service retailer- A retailer whose product line is actually a service example includes
hotels airlines banks colleges and many other.
104. Service variability- The quality of services may be vary greatly depending on who
provides them and when where and how they are provided.
105. Share of customer- The portion of customers purchasing that a company gets in its
product categories.
106. Total market demand - The total volume that would be bought by a defined
consumer group in a defined geographic area in a defined time period in a defined
marketing environment under a defined level and mix of industry marketing effort.
107. Trade promotions - Sales promotion tools used to persuade resellers to carry a
brand, give it shelf space, and promote it in advertising.
108. Undifferentiated (mass marketing) - A market coverage strategy in which a firm
decides to ignore market segment differences and go after the whole market with one offer.
109. Unsought product- A consumes product that the consumer either does not know
about or knows about but does not normally consider buying.
110. Value chain- The series of internal departments that carry out value-creating
activities to design, produce, market, deliver, and support a firm's products.
111. Value delivery network- A network composed of the company, suppliers,
distributors, and, ultimately, customers who partner with each other to improve the
performance of the entire system in delivering customer value.
112. Value proposition - The full positioning of a brand-the full mix of benefits on which it
is positioned.
113. Value-added pricing- Attaching value-added features and services to differentiate a
company's offers and charging higher prices.
114. Variety-seeking buying behaviour- Consumer buying behaviour in situations
characterized by low consumer involvement bus significant perceived brand differences.
115. Vertical marketing system (VMS) - A channel structure in which producers,
wholesalers, and retailers act as a unified system. One channel member owns the others,
has contracts with them, or has so much power that they all cooperate.
116. Viral marketing -The digital version of word-of-mouth marketing: videos, ads, and
other marketing content that is so infectious that customers will seek it out or pass it along
to friends.
117. Wants- The form human needs take as they are shaped by culture and individual
personality.
118. Warehouse club- An off-price retailer that sells a limited selection of brand name
grocery items, appliances, clothing, and other goods at deep dis counts to members who pay
annual membership fees.
119. Whole-channel view - Designing International channels that take into account the
entire global supply chain and marketing channel, forging an effective global value delivery
network.
120. Wholesaler- A firm engaged primarily in wholesaling activities.
121. Word-of-mouth influence- The impact of the personal words and recommendations
of trusted
122. friends, family, associates, and other consumers on buying behaviour.
123. Workload method- An approach to determining sales force size based on the
workload required and the time available for selling.