another definition in the dictionary:
Sales_Engineer-a salesperson hired primarily for engineering knowledge or strong technical skills.
Evoked_Set-brands that a buyer is aware of, and thinks well of, when considering a purchase , also called the Consideration Set. See Inept Set, Inert Set.
The letter 'A' words
AANA
abbrev. Australian Association of National Advertisers ...
AARDS
abbrev. Australian Advertising Rate and Data Service. ...
ABC_Account_Cla
the classification of customer accounts within a sales territory or region into groups according to ...
ABC_Inventory_A
the classification of goods held in inventory according to sales volume, the classification is used ...
Above_the_Line_
advertising which employs one of five main media - the press, television, radio, cinema and posters. ...
ABS
abbrev. Australian Bureau of Statistics. ...
Absolute_Produc
a new product introduction which does not manage to recover its production and marketing costs, the ...
Accelerated_Tes
market testing of consumer goods using a simulated store technique rather than an actual test market ...
Accelerator_Pri
the notion that an increase or reduction in consumer demand will affect several layers of demand in ...
Acceptable_Pric
an expectation in the minds of consumers regarding price levels for a product category, consumers ar ...
Accessibility
one of the four major requirements (with actionability, measurability and substantiality) for useful ...
Accessory_Equip
goods and materials purchased by organisations for use in production, administrative, clerical or ma ...
Access_Barriers
factors such as tariffs and legal restrictions which reduce the size of a market by preventing poten ...
Accountants_Mar
a term sometimes used to describe an approach to marketing characterised by an emphasis on short-ter ...
Account_Executi
see Account Manager. ...
Account_Manager
a sales representative responsible for a major customer account or group of major accounts, also ref ...
Account_Objecti
the specific aims and sales goals to be achieved within a specified period by a salesperson for an a ...
Account_Penetra
a measure used to evaluate salespeople, the percentage of accounts from which orders are secured is ...
Account_Represe
a salesperson with direct responsibility for one specific major account or a group of major accounts ...
Account_Strateg
broad methods employed in achieving the objectives set by a salesperson for a particular account. ...
Acid_Test_Ratio
one of three ratios commonly used to evaluate a firm's liquidity, calculated by dividing cash by cur ...
Actionability
one of the major requirements (with accessibility, measurability and substantiality) for useful mark ...
Action_Plan
see Action Program. ...
Action_Program
a detailed plan showing how major marketing tasks will be managed and implemented, who will do them, ...
Active_Listenin
listening that is more than passively hearing what the customer is saying, implies the need for a sa ...
Activity_Quota
a common form of sales assignment, goal or target used to measure a sales representative's performan ...
Activity_Report
reports requiring salespeople to provide details (such as number of calls made, new accounts opened, ...
ACTU
abbrev. Australian Council of Trade Unions. ...
Actual_Product
the tangible features of a product, including styling, quality level, features, brand name and packa ...
Adaptation_Appr
an approach in global marketing in which an organisation allows an affiliate or subsidiary to set th ...
Adaptive_Contro
a system of marketing control which allows for changes to be made to marketing objectives during a p ...
Adaptive_Sellin
a technique in selling which calls for the salesperson to adapt his or her social style to that of t ...
Adaptive_Strate
domestic marketing tactics, plans and methods which have been altered to suit local conditions in fo ...
Adaptivising
a planning philosophy implying a firm's intention to continue to maintain, and expand, its present o ...
Added_Value
the increased worth of a firm's offering as a result of marketing, four factors which generate the a ...
ADI
See Area of Dominant Influence. ...
ADMA
abbrev. Australian Direct Marketing Association. ...
Administered_Ch
see Administered Vertical Marketing System. ...
Administered_Pr
cost-oriented pricing in which a firm bases its prices on considerations within the firm rather than ...
Administered_Ve
a co-ordinated system of distribution channel organisation in which the flow of products from produc ...
Adopter_Categor
the ranking into which adopters of a new product fall according to their willingness and speed to em ...
Adoption
the choice of one product over another. ...
Adoption_of_Inn
a normal distribution curve illustrating the fact that customers vary widely in their willingness or ...
Adoption_Proces
the series of stages, including awareness, interest, evaluation, trial and rejection or adoption, wh ...
Adoption_Rate_D
factors which influence the rate of adoption of a new product. See Communicability, Compatibility, C ...
Adoption_Sequen
see Adoption Process. ...
Advance_Austral
a partly government-funded organisation, established in 1979 as Project Australia, formed to promote ...
Advantage
see Competitive Advantage. ...
Advantage_Matri
see Boston Consulting Group Advantage Matrix. ...
Adversarial_Sho
a consumer whose shopping behaviour is characterised by a determination to get good value at a low p ...
Advertising
the paid, public, non-personal announcement of a persuasive message by an identified sponsor, the no ...
Advertising_Age
a firm specialising in the creation, design and media placement of advertisements, and in the planni ...
Advertising_All
see Advertising Budget. ...
Advertising_All
a discount given to a retailer by a supplier whose brand or product is featured in the store's newsp ...
Advertising_App
see Advertising Budget. ...
Advertising_Bud
the sum allocated in a particular accounting period for expenditure on advertising, also called an A ...
Advertising_Bud
decisions pertaining to the amount to be allocated to advertising expenditure in a given period, com ...
Advertising_Cop
the content and context of a message contained in an advertisement. ...
Advertising_Eff
the degree to which the objectives of an advertisement or advertising campaign have been achieved, t ...
Advertising_Ela
measurements of the effect on other marketing variables of various levels of advertising expenditure ...
Advertising_Exp
one presentation of an advertisement to an audience, advertising managers must decide how many 'expo ...
Advertising_Fed
an association representing the interests of Australian advertising agencies. ...
Advertising_Goa
a particular communication task to be accomplished with a specific target audience in a given period ...
Advertising_Imp
see Impact. ...
Advertising_Ins
an association representing the interests of individuals within the advertising industry in Australi ...
Advertising_Med
outlets or vehicles (for instance, newspapers and magazines, television, radio, cinema, posters, etc ...
Advertising_Med
see Advertising Media. ...
Advertising_Mes
the central, underlying idea or theme within an advertisement. ...
Advertising_Obj
specific aims or intentions of an advertisement (for example, to inform, to persuade, to remind). ...
Advertising_Pla
the steps or stages taken in planning an advertising campaign, the steps include identifying the tar ...
Advertising_Pla
the basic issues or selling points that a company wishes to have included in an advertising campaign ...
Advertising_Res
research done to test the effectiveness of advertising, this may include the pre-testing and post-ev ...
Advertising_Sta
a body comprising representatives from the retail trade, trade unions, academics, advertising agenci ...
Advertising_Tar
the entire market, or some part of it, which a firm wishes to attract with its advertisement. ...
ADvertising_to_
the measure of the proportion of advertising space to editorial matter in a newspaper or magazine. ...
Advertising_to_
a marketing control measure used to determine whether the amount spent on advertising in a given per ...
Advertising_to_
a marketing control measure used to determine whether the amount spent on advertising in a given per ...
Advertising_Wea
see Consumer Wearout. ...
Advertorial_Adv
advertising in which the sponsoring organisation declares its position on a matter of public interes ...
Adviser_Approac
a closing technique in which a salesperson specifies all that a customer will require to solve the p ...
Advocacy_Advert
a paid, overtly-sponsored communication or message which presents information or a point of view on ...
Ad_Hoc_Marketin
marketing research conducted in response to a specific, one-time-only need. ...
Aesthetic_Needs
see Self-Actualisation Needs. ...
AFA
abbrev. Advertising Federation of Australia. ...
AFAMI
abbrev. Associate Fellow of the Australian Marketing Institute. ...
AFCO
abbrev. Australian Federation of Consumer Organisations. ...
Affordable_Meth
see All-We-Can-Afford Method. ...
AFMA
abbrev. Associate Fellow of the Marketing Association of Australia and New Zealand. ...
Aftermarket
the market for parts and supplies for machines, equipment, etc after they have been purchased. ...
After_the_Fact_
a system of marketing control in which corrective action is taken at the end of a planning period wh ...
Agent
an intermediary or middleman who facilitates the flow of goods and services from producer to end-use ...
Agribusiness
the marketing of food and fibre products. ...
Agricultural_Co
an organisation formed by a group of farmers to achieve some or all of the advantages of large-scale ...
Agricultural_Su
a product that is manufactured from farm produce but which is a substitute for a more traditional fa ...
AIA
abbrev. Advertising Institute of Australia. ...
AIDA_Concept
a formula used in selling to produce a favourable response from a customer. The assumption is that t ...
AIDCA
acronym for Awareness, Interest, Desire, Conviction, Action, mental states which supposedly lead a p ...
Aided_Recall_Te
a method of post-testing the effectiveness of an advertisement or advertising campaign, respondents ...
AIM
abbrev. Australian Institute of Management. ...
AIO_Statements
expressions of a person's attitudes towards, interests in, and opinions of, a product. See Psychogra ...
Allowances
amounts deducted from an invoice in return for prompt payment, large quantity purchase, special prom ...
All_We_Can_Affo
a simple method of determining a budget (for advertising, etc) in which the amount allocated is the ...
Alternative_Adv
advertising which uses media other than the traditional media, examples of alternative advertising i ...
Alternative_Clo
a closing technique in which a salesperson presents two alternatives in an attempt to get a commitme ...
Alternative_Med
media vehicles, apart from the traditional ones, which are available for promotional purposes, examp ...
AMA
abbrev. American Marketing Association ...
AMI
abbrev. Australian Marketing Institute. ...
Amiable_(Social
one of four social styles (with Analytical, Driver and Expressive) commonly used to classify salespe ...
Analytical_(Soc
one of four social styles (with Amiable, Driver and Expressive) commonly used to classify salespeopl ...
Anchor_Store
a popular, major retailer located within a shopping mall to attract mall patronage. ...
Ansoff_Matrix
a tool, devised by Igor Ansoff, to provide a logical framework for the understanding and development ...
Anticipatory_Pr
the practice of setting a somewhat higher price than would otherwise have been chosen in expectation ...
APN
abbrev. Australian Product Number. ...
Approach
the stage in the selling process in which a salesperson contacts a potential customer to make an app ...
Arbitrary_Metho
see All-We-Can-Afford Method. ...
Area_Market_Pot
an estimate of the amount of sales, in units and dollars, that might be possible in a given territor ...
Area_Market_Spe
a marketing manager, with good local knowledge, located in a high-volume, distinctive market to supp ...
Area_of_Dominan
the geographic region covered by a particular television station, also referred to as the station's ...
Arm_s_Length_Pr
the price which various governments force companies to charge to discourage 'dumping' abuses, the ar ...
ASC
abbrev. Advertising Standards Council. ...
ASCC
abbrev. Australian Standard Commodity Classification. ...
Asch_Phemonenon
a tendency, first recorded by the psychologist S.E.Asch, for an individual's purchase decisions to b ...
Aseptic_Packagi
a packaging method developed in Sweden in the 1950s, made of paper, foil and plastic aseptic packagi ...
ASIC
abbrev. Australian Standard Industrial Classification. ...
Aspirational_Gr
a sub-category of a reference group, consisting of individuals (not necessarily known personally) wi ...
Assemblers
wholesaling firms specialising in the buying of small quantities of farm produce to resell to other ...
Assembly_Market
see Assemblers. ...
Assertiveness
the human characteristic or quality which determines the degree to which individuals are directive a ...
Asset_Based_Mar
a marketing approach which uses the knowledge and skills a company has already developed as the basi ...
Asset_Turnover
a ratio used to evaluate the profitability of a firm, net sales in a given period are divided by tot ...
Assorting
the practice of putting together a wide variety of produce in one location, as in a department store ...
Assortment_Stra
options available to a reseller in determining the assortment of products and services to be carried ...
Assumptive_Clos
a closing technique in which a salesperson simply assumes that the purchaser has agreed to buy the p ...
ATC
See Average Total Cost. ...
Atmospherics
the combination of store decor, physical characteristics and amenities provided by a retailer to dev ...
Atomistic_Compe
see Pure Competition. ...
Attitudes
enduring favourable or unfavourable feelings, emotions and action tendencies towards a issue or subj ...
Attitude_Tracki
measuring the degree of satisfaction with a product through an on-going study of consumer attitudes ...
Attributes
see Features. ...
At_Home_TV_Shop
a form of non-store retailing in which products are shown on a television screen and presented enthu ...
Audience
the intended receivers of an advertiser's message. ...
Audience_Attent
the degree to which a target consumer is likely to pay attention to an advertisement in a particular ...
Audience_Qualit
a measure of the kind and quality of the target consumers likely to be exposed to the advertisement. ...
Audience_Tune_O
a phenomenon which occurs when relatively large groups of a radio or TV audience drop concentration, ...
Audimeter
a mechanical instrument or device for monitoring television usage and program choice (for ratings su ...
Audimeter
an electronic device to record which particular television channel is tuned to by a household, marke ...
Audiotext
a relatively new, alternative promotional medium in which an advertiser's recorded message is reache ...
Audit
see Marketing Audit. ...
Augmented_Produ
a product enhanced by the addition of related services and benefits, eg. installation, warranty, mai ...
Australian_Adve
a popular media reference guide (commonly called AARDS) subscribed to by advertising agencies, publi ...
Australian_Asso
an association representing the interests of large marketing companies in the advertising industry. ...
Australian_Bure
an Australian government agency which classifies organisations according to their economic activity, ...
Australian_Coun
the central body of the trade union movement in Australia, formed in the 1920s to represent the inte ...
Australian_Dire
an association, established in 1967, to represent the interests of direct mail marketers, a diverse ...
Australian_Fede
the umbrella group for the consumer movement in Australia. ...
Australian_Mark
an association of marketing professionals founded in Sydney in 1933 as The Institute of Sales and Bu ...
Australian_Prod
a number allocated systematically to a product to distinguish it by producer, size, style, etc, the ...
Australian_Stan
a system developed by the Australian Bureau of Statistics as a method of defining and classifying pr ...
Australian_Stan
a system developed by the Australian Bureau of Statistics as a method for classifying business estab ...
Australian_Stan
a basic guide to product standards for a wide range of products, published by the Standards Associat ...
Authorisation
see Brand Authorisation. ...
Authoritarian_L
a style of leadership characterised by an insistence upon obedience to authority. See Democratic Lea ...
Automatic_Merch
the selling of goods by use of vending machines. ...
Automatic_Respo
see Routine Response Behaviour. ...
Autonomic_Decis
a purchase decision made by either spouse independently. See Syncratic Decision. ...
Available_Marke
that part of the total market which professes an interest in a product, can afford to purchase it, a ...
Average_Fixed_C
a measure of cost control, calculated by dividing the total fixed cost of the goods produced by the ...
Average_Revenue
a measure used in price setting, calculated by dividing the total revenue by the number of units sol ...
Average_Total_C
a measure of cost control, calculated by dividing the total cost of the goods produced by the number ...
Average_Variabl
a measure of cost control, calculated by dividing the total variable cost of the goods produced by t ...
Aversive_Factor
qualities about people that turn others against them and may prevent the development of successful w ...
Awareness_Set
the brands of which a consumer is aware, normally, the awareness set will be less than the total set ...
see also:
Green_Marketing
the marketing of 'environmentally friendly' products, marketing which takes into account environment ...
another definition in the dictionary:
Marketing_Expen-a marketing control measure used to determine whether the cost of the marketing activities engaged in to produce the level of sales in a given period was excessive, total marketing expenses are expressed as a percentage of total sales revenue.
In_Suppliers-suppliers who are already well known to an organisation and from whom they will purchase with confidence. See Out-Suppliers.
Competitive_Par
a method of allocating a promotion budget based on matching the activity of a major competitor. ...
another definition in the dictionary:
Seasonal_Stock-inventory additional to expected needs kept in case of an unusually heavy seasonal demand or for promotional campaigns, also referred to as Promotional Stock.
Decline_Stage_-the final stage of the product life cycle (after introductory stage, growth stage and maturity stage) when sales are dropping because the original need and want have diminished or because another product innovation has been introduced. See Product Life Cycle, Introductory Stage, Growth Stage, Maturity Stage.
Accessory_Equip
goods and materials purchased by organisations for use in production, administrative, clerical or ma ...
another definition in the dictionary:
Australian_Stan-a system developed by the Australian Bureau of Statistics as a method for classifying business establishments (shops, factories, etc) into classes, on the basis of their major activity, by industry.
Individual_Bran-the part of the brand name which identifies a particular product when it follows a family brand name, for example, in the brand name 'Holden Commodore', Holden is the family brand name, while Commodore is the individual brand name. See Corporate Branding, Family Brand, Product Line Brand Name, Single Brand Name.
Ego_Drive
the need of one individual to persuade another to a particular point of view and feel satisfaction i ...
another definition in the dictionary:
Service_Intangi-see Intangibility.
Buying_Power-the resources, especially financial, that customers have at a given time.
Distribution_Ba
pricing methods designed to recover or offset the costs associated with the shipment of goods to dis ...
another definition in the dictionary:
EEC-abbrev. European Economic Community.
Aftermarket-the market for parts and supplies for machines, equipment, etc after they have been purchased.
