another definition in the dictionary:
Alternative_Adv-advertising which uses media other than the traditional media, examples of alternative advertising include advertising signs on parking meters and supermarket shopping trolleys, in-store video screens, etc.
Sales_Territory-a method of evaluating sales territory performance in which a model depicting the environmental factors that may have impacted upon it, and upon the salesperson assigned to it, is constructed, the model assists a sales supervisor to better understand the quality of the performance.
Early_Adopters
the group in a market second only to innovators in the speed with which they adopt a new product. Se ...
Early_Majority
the group in a market who are more deliberate than the innovators and the early adopters in making p ...
Economic_Enviro
factors in the economy, such as inflation, unemployment, interest rates, etc., that influence the bu ...
Economic_Foreca
a prediction of the likely impact on the business environment of factors such as inflation, interest ...
Economic_Order_
the optimum quantity of each product that must be ordered to balance the inventory holding costs aga ...
Economic_Utilit
the ability of a good or service to satisfy a customer's needs or wants, the five kinds of economic ...
Economies_of_Sc
reductions in the price per unit of marketing or manufacturing a product as the quantity marketed or ...
EEC
abbrev. European Economic Community. ...
Effective_Buyin
an individual's disposable income, consisting of salary and wages, dividends, interest, profits, etc ...
EFTPOS
abbrev. Electronic Funds Transfer at Point of Sale. ...
Ego_Drive
the need of one individual to persuade another to a particular point of view and feel satisfaction i ...
Ego_States
a proposition in transactional analysis that every person has three mental conditions - parent ego s ...
Eighty_Twenty_P
see Pareto's Principle. ...
Elaboration_Pro
questions posed by salespeople when positively encouraging prospects to provide additional informati ...
Elasticity_of_D
a measure of the degree to which any change in the price of a product will affect the demand for it. ...
Electronic_Fund
a system commonly used in retailing in which a consumer pays for purchases by means of an electronic ...
Electronic_Reta
the use by customers of computer terminals in conveniently located shopping kiosks to call up produc ...
Electronic_Shel
see Shelf-Talkers ...
Embargo
a total restriction on a particular good leaving or entering a county, any restriction imposed in th ...
Embedding
a form of subliminal advertising, the concealing of imagery in various products and advertisements t ...
Emergency_Goods
a category of consumer goods consisting of items purchased quickly in necessity. See Consumer Goods, ...
Emotional_Appea
advertising messages, usually based on imagery rather than information, which attempt to achieve the ...
Emotional_Close
a closing technique in which the salesperson attempts to get a favourable response from a buyer by a ...
Emotional_Risk
the concern or uncertainty felt by a prospective buyer that he or she will feel bad about the purcha ...
Empathy
the ability of an individual to project his or her own personality into a situation and understand i ...
Employee_Poachi
the act of enticing key employees from one competing firm to another. ...
Employee_Public
the part of a company's public consisting of its employees. See Publics. ...
Empty_Nesters
those in the stage of the family life cycle where the children have all grown up and left home, typi ...
Encirclement_At
a competitive strategy used by a strong challenger to attack the market leader, the market challenge ...
Encoding
the translation of a message into code by a sender so that it can be relayed through a medium to a r ...
Encouragement_P
question posed by salespeople to get additional information from a prospective buyer. ...
Endless_Chain_M
a prospecting method in which a salesperson asks each customer called upon to suggest the names of o ...
Endorsements
recommendations to purchase a particular brand of product made in advertisements by well-known perso ...
ENP
abbrev. Expected Net Profit. ...
Enterprise_Comp
firms of similar type vying for a consumer's business. See Competitors. ...
Entertainment_M
promotion of a product by means of movie tie-ins, endorsement by entertainment industry celebrities, ...
Entry_Barrier
see Market Entry Barrier. ...
Envelopes_and_S
a rough method of calculating the size of the market for a given product, based on the known size of ...
Environmental_F
attempting to predict the nature and intensity of the microenvironmental and macroenvironmental forc ...
Environmental_M
see Megamarketing. ...
Environmental_S
the process of examining the internal and external factors which influence the firm's operations and ...
EOQ
abbrev. Economic Order Quantity. ...
Equipment_Based
Services in which machinery or equipment plays a significant role in delivering, for example, automa ...
Error_Rate
the percentage of errors (wrong items, wrong quantity, wrong address, etc.) made in shipping merchan ...
Escalator_Claus
a clause in a contract which allows a tenderer to adjust the final amount charged to take account of ...
ESP
see Envelopes and Stubby Pencil. ...
Esteem_Needs
the desire to feel important in the eyes of others. See Maslow's Hierarchy of Needs. ...
Ethics
see Marketing Ethics. ...
European_Econom
a group of European nations acting as a trading block, limiting trade barriers among members and app ...
Evaluative_Crit
features of a supplier, product, etc. considered by a buyer when choosing between alternatives, eval ...
Evaluative_Prob
questions posed by salespeople to help their understanding of a prospective customer's feelings on a ...
Evoked_Set
brands that a buyer is aware of, and thinks well of, when considering a purchase , also called the C ...
Exchange
the transfer of an object, idea, service, etc. from one person or organisation to another in return ...
Exclusive_Agree
agreements between manufacturers and middlemen in which the latter are granted sole rights to distri ...
Exclusive_Assor
an assortment strategy in which a reseller decides to carry the product line of only one manufacture ...
Exclusive_Deali
an arrangement in which a manufacturer prohibits a marketing intermediary from carrying competitors' ...
Exclusive_Distr
restricting the availability of a product to one particular outlet. See Distribution Intensity, Inte ...
Exclusive_Sales
a region in which a distributor has been given sole rights to a manufacturer's product. ...
Exclusivity
see Exclusive Agreements, Exclusive Distribution. ...
Expectancy_Valu
a model used in the study of consumer decision processes to evaluate alternative brands. In this mod ...
Expected_Return
cepted. Also called the Expected Value Method and Expected Value Analysis. ...
Expected_Value_
see Expected Return Model. ...
Expected_Value_
see Expected Return Model. ...
Expense_Account
a budgeted amount of money advanced to a salesperson for food, travel, accommodation, entertainment ...
Expense_Quota
the amount budgeted for a salesperson for expenses associated with making sales in a territory, used ...
Experience_Curv
see Learning Curve. ...
Experience_Curv
the pricing of a product at a lower than average-cost level on the basis that costs will decrease as ...
Experimental_Re
a systematic and scientific approach to marketing research in which the research manipulates one or ...
Experimental_Va
the variables a researcher manipulates in conducting an experiment, also called Explanatory Variable ...
Expert_Forecast
a sales forecasting method in which outside specialists or industry experts - economists, academics, ...
Explanatory_Var
see Experimental Variables. ...
Exploratory_Res
desk research undertaken before primary research is commenced in a marketing research study, includi ...
Exponential_Smo
a quantitative technique for sales forecasting using historical data weighted to favour the most rec ...
Export_Import_A
an independent marketing intermediary bringing together buyers and sellers from different countries ...
Expressive_(Soc
one of four social styles (with Amiable, Analytical and Expressive) commonly used to classify salesp ...
Express_Warrant
a manufacturer's guarantee, stated in written or spoken words, that the product offered for sale wil ...
Extension_Appro
an approach to global pricing in which a firm sets the same price for its product around the world a ...
Extensive_Decis
see Extensive Problem Solving. ...
Extensive_Probl
buying situations which require considerable effort because the buyer has had no previous experience ...
External_Market
relatively uncontrollable factors outside the firm which influence its decision making. See Internal ...
External_Stimul
advertisements, posters, coupons, point-of-purchase materials, store displays, etc which give rise t ...
Extrinsic_Rewar
rewards for doing a job which are external to the individual, such as wages, bonuses, incentives, fr ...
Eye_Pupil_Dilat
a physiological method of objectively pre-testing advertisements in which involuntary eye pupil dila ...
Microsegmentati
the division of a market into smaller groups of customers on the basis of more narrowly defined need ...
another definition in the dictionary:
Distributor_s_B-a brand owned or controlled by an organisation, the primary economic commitment of which is to distribution rather than production, also called a private brand or a house brand. See Manufacturer's Brand.
Brand_Convictio-the strong attitude or attachment consumers have towards a particular brand.
Customer_Value_
an organisation's rating of the value it provides to its customers relative to that provided by its ...
another definition in the dictionary:
Early_Majority-the group in a market who are more deliberate than the innovators and the early adopters in making purchase decisions, but less conservative than the late majority and laggards. See Diffusion of Innovation, Early Adopters, Innovators, Laggards, Late Majority.
Horizontal_Inte-a strategy for growth in which a company develops by seeking ownership of, or some measure of control over, some of its competitors. See Backward Integration, Forward Integration.
Commission
a payment made to a salesperson based on a percentage of the value of the goods sold. ...
another definition in the dictionary:
Control_Oriente-a system of pricing in which a product's price is controlled by government or by some regulating body.
Expectancy_Valu-a model used in the study of consumer decision processes to evaluate alternative brands. In this model, brand attributes are weighted, a consumer's beliefs about each brand's attributes are multiplied by the respective weights to produce a preference ranking of the alternatives. Other models of brand evaluation include the ideal brand model, the conjunctive model, the disjunctive model, the lexicographic model and the determinance model.
Marketing_Perfo
see Marketing Audit. ...
another definition in the dictionary:
Brand_Licensing-the leasing of the use of a brand to another company.
Adoption_Proces-the series of stages, including awareness, interest, evaluation, trial and rejection or adoption, which consumers go through in their decision-making process, also called the Adoption Sequence.
Convenience_Goo
a category of consumer goods which are bought frequently, quickly and with a minimum of emotional in ...
another definition in the dictionary:
Bottom_Up_Appro-an approach to sales forecasting which takes market conditions rather than the company's objectives as its basis, sometimes referred to as the 'build-up' method. See Top-Down Approach to Sales Forecasting.
Market_Challeng-a company holding a major market share and competing vigorously with the market leader for outright leadership. See Market Follower, Market Leader, Market Nicher.