another definition in the dictionary:
Brand_Concept-the image that the brand sponsor wants a particular brand to have, the desired positioning of the brand in the market and in the minds of consumers.
Functional_Risk-see Performance Risk.
Baby_Boomers
the generation of people born between 1946 and 1959, a period of explosive population growth in Aust ...
Baby_Bouncers
the generation of people who are the children of the 'baby boomers', also referred to as Yuppie Pupp ...
Backward_Integr
a strategy for growth in which a company seeks ownership of, or some measure of control over, its su ...
Backward_Invent
an product strategy in international marketing in which a company produces a less complex version of ...
Backward_Market
see Reverse Marketing Channel. ...
Bagman
an eighteenth century term of British origin for a salesperson. ...
Bait_Advertisin
an advertising practice, now illegal in Australia, in which attractive, low-priced goods, few or any ...
Bait_and_Switch
advertising an item at an unrealistically low price as 'bait' to lure customers to a store or sellin ...
Bait_Pricing
advertising an item at an unrealistically low price as 'bait' to lure customers to a store or sellin ...
Balanced_Produc
a product strategy in which a firm maintains an even combination of new, growing and mature products ...
Balance_of_Paym
the difference between the payments made to foreign nations and the receipts from foreign nations in ...
Balance_of_Trad
a given period. ...
Balance_Sheet_C
a closing technique in which the salesperson assists an indecisive prospect to list on paper the 'ar ...
Banded_Offers
see Banded Pack. ...
Banded_Pack
a consumer sales promotion in which two related product items are banded together and sold at a spec ...
Bargaining_Powe
the strength or influence one party has in a business negotiation, the capacity of one party to domi ...
Barriers_to_Ent
see Access Barriers, Market Entry Barrier. ...
Barter
an exchange in which one good is traded for another, money is not involved. ...
Bartering
exchanging goods for others of equal value. ...
Bar_Code
an arrangement of lines and spaces in code form used to identify a product by style, size, price, qu ...
Bar_Code_Scanne
see Scanner Systems. ...
Base_Point_Pric
a pricing method in which customers are charged freight costs from a base point, the base-point may ...
Basic_Accountin
the balancing relationship between a firm's assets and the sum of its liabilities and equity. ...
Basic_Stock
the level of inventory required to meet the desired service standard taking into account the expecte ...
Basing_Point_Pr
see Base-Point Pricing. ...
Batchelor_Stage
the first stage of the family life cycle. See Family Life Cycle. ...
Battle_of_the_B
a term used in reference to the often intense competition between manufacturers' brands, wholesalers ...
BCG
abbrev. Boston Consulting Group. ...
Behaviouristic_
the division of a market into groups according to their knowledge of, and behaviour towards, a parti ...
Bells_and_Whist
the optional features built into a basic product to satisfy or impress as large as possible a number ...
Belongingness_a
the desire for love and affection from others. See Maslow's Hierarchy of Needs. ...
Below_the_Line_
all advertising by means other than the five major media - the press, television, radio, cinema and ...
Benefits_Sought
the specific advantages looked for in products when buyers purchase them. See Behaviouristic Segment ...
Benefit_in_Rese
see Incentive Close. ...
Benefit_Segment
the division of a market into groups or segments on the basis of the particular benefit sought by ea ...
Benjamin_Frankl
see Balance Sheet Close. ...
BEP
abbrev. Break-Even Point. ...
Better_Mousetra
the mistaken notion that if a company produces a technically better product than its competitors it ...
Bias
see Interviewer Bias. ...
Bidding
a pricing method in which selling organisations bid for a buyer's custom, the bid is the seller's pr ...
Billings
the amount of money spent on media buying by advertising agencies on behalf of clients. ...
Birdyback
a system of transportation requiring the transfer of containers from truck to aeroplane. See Fishyba ...
Bird_Dogs
individuals, sometimes junior salespeople, who seek out sales leads and prospects for more experienc ...
Black_Box
a colloquial term for an electronic TV audience measurement system, an audiometer, a 'people-meter'. ...
Black_Box_Model
a model used in the study of the buying behaviour of consumers, the model assumes that what takes pl ...
Blanket_Brandin
see Family Brand. ...
Blanket_Contrac
see Blanket Purchase Order. ...
Blanket_Purchas
a purchase arrangement in which a buyer contracts with a supplier to take delivery of an agreed quan ...
Blocked_Markets
markets, especially in foreign countries, to which entry permission is refused, or in which it is no ...
Blue_Sky_Laws
legislation intended to prevent sales to gullible investors. ...
Body_Copy
the desriptive paragraphs in a print advertisement (as opposed to the headlines. ...
Body_Language
a nonverbal form of communication in which posture, facial expressions, hand movements, etc, convey ...
Bonus_Plan
a scheme for additional payments to salespeople to be made at the discretion of management for a par ...
Boomerang_Metho
hurling a buyer's objection back as a reason for buying. If, for example, a buyer objects that he or ...
Booz,_Allen_and
a U.S. based marketing consulting firm, especially recognised for its studies of failure rates in ne ...
Boredom_Avoidan
a term used to describe an approach to new product introduction or product differentiation, that is, ...
Boston_Consulti
a Harvard-based marketing consultancy, best known for its portfolio analysis technique devised in 19 ...
Boston_Consulti
a marketing planning tool devised by the Harvard-based Boston Consulting Group, taking as its axes e ...
Boston_Consulti
a tool, devised by the Harvard-based Boston Consulting Group, for use in product and strategic busin ...
Bottom_Line
a colloquial term meaning 'profits'. ...
Bottom_Up_Appro
a participative approach to planning in which there is involvement at all levels, plans are develope ...
Bottom_Up_Appro
an approach to promotion budgeting which takes as its basis the tasks that are thought to be necessa ...
Bottom_Up_Appro
an approach to sales forecasting which takes market conditions rather than the company's objectives ...
Boundary_Spanni
the difficult dual role played by sales managers and senior account managers who, in developing clos ...
Brainstorming
an idea generating process commonly used in new product development, the process encourages open com ...
Brand
a name, sign, symbol or design, or some combination of these, used to identify a product and to diff ...
Brand_Acceptanc
see Brand Loyalty. ...
Brand_Advertisi
the featuring of a particular brand in media vehicles in order to build strong, long-term consumer a ...
Brand_Authorisa
the obtaining of distribution and display, usually of a consumer packaged good, through a retail out ...
Brand_Awareness
see Brand Familiarity. ...
Brand_Competito
competing brands of products which can satisfy a consumer's wants almost equally as well as each oth ...
Brand_Concept
the image that the brand sponsor wants a particular brand to have, the desired positioning of the br ...
Brand_Convictio
the strong attitude or attachment consumers have towards a particular brand. ...
Brand_Developme
a ratio of brand consumption intensity to population intensity by country, state, city, region, etc. ...
Brand_Equity
a term used in reference to the value of a well-known brand, brand equity can greatly affect the buy ...
Brand_Establish
the building-up of a brand in the introductory stage of the product's life cycle, brand establishmen ...
Brand_Extension
the use of a well-known brand name to launch a new product, of an unrelated category, into the marke ...
Brand_Familiari
the awareness consumers have of a particular brand. ...
Brand_Family
See Family Brand. ...
Brand_Franchise
the loyalty that attaches to a well-managed brand. See Brand Extension. ...
Brand_Harvestin
decreasing marketing expenditure on a brand to zero, or to a minimal level, when sales and profits b ...
Brand_Identific
decisions relating to the type of brand to give to a product, four brand identity alternatives are a ...
Brand_Image
the feelings, moods, emotions and connotations evoked by a brand. ...
Brand_Insistenc
the stage of brand loyalty where the buyer will accept no alternative and will search extensively fo ...
Brand_Label
a label which gives the brand name of the product. ...
Brand_Leveragin
broadening a company's product range by introducing additional forms or types of products under a br ...
Brand_Licensing
the leasing of the use of a brand to another company. ...
Brand_Life_Cycl
a concept, building on the product life cycle concept, which states that brands also have a life cyc ...
Brand_Loyalists
consumers who remain loyal to a brand over a long period of time. See Brand Loyalty, Brand Promiscui ...
Brand_Loyalty
a measure of the degree to which a buyer recognises, prefers and insists upon a particular brand, br ...
Brand_Manager
an individual given responsibility for planning and co-ordinating the firm's marketing activities re ...
Brand_Map
see Perceptual Mapping. ...
Brand_Mark
the part of a brand which can be seen but not spoken, the logo, symbol or design that forms part of ...
Brand_Monopoly
a circumstance in which a particular brand dominates a market. ...
Brand_Name
the part of a brand which can be spoken. It may include words, letters or numbers. See Brand Mark. ...
Brand_Personali
the feeling that people have about a brand as distinct from what the product can actually do. ...
Brand_Power
the force a particular brand has to dominate its category through the magnitude of its recognition. ...
Brand_Preferenc
the stage of brand loyalty at which a buyer will select a particular brand but will choose a competi ...
Brand_Promiscui
consumer buying behaviour marked by an absence of brand loyalty. See Brand Loyalty. ...
Brand_Protectio
legislation forbidding other firms from using a company's registered brand names or brand marks with ...
Brand_Recogniti
the stage of brand loyalty at which the buyer is aware of the existence of a particular brand but ha ...
Brand_Reinforce
activity associated with getting consumers who have tried a particular brand to become repeat purcha ...
Brand_Repositio
changing the appeal of a brand in order for it to attract new market segments, brand repositioning m ...
Brand_Revitalis
strategy employed when a brand has reached maturity and profits begin to decline, approaches to revi ...
Brand_Revival
the resurrection of a brand that is being harvested or which has previously been eliminated, brand r ...
Brand_Sponsor
the manufacturer, wholesaler or retailer who owns the brand. See Distributor's Brand, Generic Brand, ...
Brand_Strategie
decision-making for the effective handling of brands, three general branding strategies are availabl ...
Brand_Switching
the changing of support and conviction for one brand to a competing brand. See Brand Loyalty. ...
Breadth_of_Prod
see Width of Product Line. ...
Breakthrough_Op
opportunities that are seen by innovative firms which develop hard-to-imitate marketing strategies t ...
Break_Even
the point at which total revenue is equal to total cost. ...
Break_Even_Anal
a method of determining the number of units of a product that must be sold at a given price in order ...
Brinkmanship
a term used in negotiating in which one party bluffs or pushes the other to the very limit on price, ...
Broadening_Conc
the extension of marketing as a business philosophy to encompass the marketing activities of non-pro ...
Broad_Assortmen
an assortment strategy in which a reseller decides to carry a wide range of related product lines. S ...
Broker
a marketing intermediary or middleman between buyer and seller, an agent. See Agent. ...
Browngoods
a classification of consumer durables which includes television sets, radios and hi-fi equipment. Se ...
Buddy_System
an on-the-job sales training method in which an experienced salesperson is responsible for the train ...
Budgeting
the process of financial planning of income and expenditure for the firm's various activities - mark ...
Budgeting_Model
see Computer Modelling. ...
Budget_Determin
see Advertising Budget Determination. ...
Build_Strategy
decision-making aimed at increasing market penetration of existing products into existing markets or ...
Bundled_Pricing
see Bundling. ...
Bundling
the practice of offering two or more products or services as a single package at a special price, al ...
Burst_Advertisi
a concentration of advertising expenditure over a limited time period. - See Drip Advertising Expend ...
Business_Analys
a stage in the new product development process in which the information gathered in the screening, c ...
Business_Cycles
historical patterns of prevailing economic conditions - prosperity, recession, depression and recove ...
Business_Guides
journals, periodicals, magazines etc. containing information about the size, product range, personne ...
Business_Mix
the combination of businesses in which a firm is engaged. ...
Business_Plan
a blueprint for building a company, containing a definition of the company's mission, identified opp ...
Business_Portfo
a tool used in business analysis as a means of classifying a firm's products or business units for s ...
Business_Streng
a measure of the ability a firm has to compete successfully in a particular market. ...
Business_To_Bus
see Industrial Marketing. ...
Buyer
the individual who handles the actual purchase in a buying decision, a purchasing officer. See Buyin ...
Buyer_Action_Th
a traditional point of view holding that a prospect buys after being guided through certain mental p ...
Buyer_Behaviour
the study of consumers and organisations in relation to their purchase decisions. See Consumer Behav ...
Buyer_Dissonanc
see Cognitive Dissonance. ...
Buyer_Intention
a method of predicting future demand for a product by asking potential buyers for their likely requi ...
Buyer_Involveme
a measure of the time and effort a buyer is prepared to devote to the purchase of a particular item. ...
Buyer_Readiness
the state of preparedness or willingness in which an individual consumer may be in regard to the pur ...
Buyer_Resolutio
the idea that a buyer decides to purchase only after mentally resolving five specific issues - need, ...
Buyer_Seller_Dy
the two-way flow of communication between buyer and seller. ...
Buyer_Seller_In
the close relationship between buyers and sellers, especially in organisational markets, where buyer ...
Buyer_s_Market
a market in which there is an abundance of a particular good or service for sale. ...
Buying_Allowanc
a trade sales promotion in which buyers are offered a price reduction for each carton, case, etc. pu ...
Buying_Centre
everyone within an organisation who participates in a buying decision, categories of participants wi ...
Buying_Committe
a group within a retailing organisation or chain which has responsibility for the purchase of mercha ...
Buying_Cycle
the time taken by an organisation to complete its decision to buy. ...
Buying_Power
the resources, especially financial, that customers have at a given time. ...
Buying_Signals
signs or indications, verbal or nonverbal, that tell a salesperson that the buyer is ready to buy. ...
Buying_Situatio
see Buy Classes. ...
Buy_Classes
buying situations categorised according to the prior experience of the buyer with the product and su ...
By_Product
a secondary product produced during the process of manufacturing another. ...
By_Product_Pric
a pricing method used in situations where a saleable by-product results in the manufacturing process ...
SELECT
acronym for Situation analysis, Explicit statement of the problem, Laying out the research design an ...
another definition in the dictionary:
Selling_Proposi-see Unique Selling Proposition.
Fad-a product, especially a fashion, that comes quickly to the attention of an eager public, achieves peak sales in a relatively short time, and rapidly declines in popularity, that is, a popular product with a particularly short life cycle. See Fashion.
AFAMI
abbrev. Associate Fellow of the Australian Marketing Institute. ...
another definition in the dictionary:
Cold_Calling-making a sales call on a client without an appointment.
Corporate_Verti-a system of distribution channel organisation in which the orderly flow of products from producer to end-user is controlled by common ownership of the different levels of the system. See Administered Vertical Marketing System, Contractual Vertical Marketing System, Vertical Marketing System.
Customised_Mark
in international marketing, a marketing program uniquely designed for a particular country. See Comp ...
another definition in the dictionary:
Services_Market-the marketing of intangible products, such as hairdressing, cleaning, insurance and travel.
Remarketing-marketing activity intended to encourage renewed use of a product in which market interest has declined.
Return_on_Asset
a measure of a firm's profitability, after-tax profit expressed as a percentage of assets used to ma ...
another definition in the dictionary:
Franchising-an arrangement in which a supplier grants a dealer the right to sell a product in return for some percentage of the total sales, typically, the supplier provides buildings and equipment, management advice and marketing assistance to the franchisee, who agrees to operate according to the franchisor's general rules.
Closing_Signals-see Buying Signals.
Buyer_Seller_Dy
the two-way flow of communication between buyer and seller. ...
another definition in the dictionary:
Functional_Whol-agents, brokers, commission merchants, etc. who facilitate exchanges between producers and resellers and receive commissions for their services, also referred to as Functional Middlemen.
Australian_Bure-an Australian government agency which classifies organisations according to their economic activity, and collects and disseminates statistical information about Australian industry.