another definition in the dictionary:
Face_to_Face_Se-selling situations in which salesperson and buyer meet together (rather than use telephone or mail, for instance) to conduct their business.
Sales_Effect_Re-marketing research to assess the effect an advertisement or some other promotional activity is having, or has had, on sales of the product being advertised. See Advertising Effectiveness.
The letter 'I' words
Iceberg_Princip
a theory that suggests that aggregated data can hide information that is important for the proper ev ...
Ideal_Brand_Mod
a model used to study consumer evaluation of alternative products, the consumer compares actual bran ...
Idea_Generation
the first stage in the new product development process - the sourcing of ideas for new products, imp ...
Idea_Marketing
activities associated with the marketing of a cause or idea. See Broadening Concept. ...
Idea_Screening
see Screening. ...
Imagery
the symbols, images or graphic representations used in advertising to suggest a particular mood or f ...
Image_Different
as a source of competitive advantage, a company may differentiate itself from its competitors by ima ...
Image_Oriented_
an advertising plan or tactic intended to change a brand's image (rather than to maintain it over ti ...
Image_Oriented_
an advertising plan or tactic intended to maintain a brand's position over time (rather than to chan ...
Image_Persisten
the idea that images may persist long after an organisation has changed, for example, one government ...
Image_Pricing
see Psychological Pricing, Prestige Pricing. ...
Image_Utility
the value given to a product by virtue of the fact that it brings satisfaction to the user in creati ...
Impact
the force that an advertisement or message will have on a target consumer, television advertising, f ...
Implementation
the stage in the marketing management process when plans are put into action. See Marketing Manageme ...
Implied_Warrant
the notion, upheld by courts in recent years in response to mounting consumer complaints, that a pro ...
Import_Quota
a government-imposed limit on the number, quantity or value of a product to be imported, usually to ...
Impulse_Buying
unplanned consumer buying of attractively presented or conveniently located products. ...
Impulse_Goods
goods which are purchased quickly because of a sudden urge to have them. See Convenience Goods. ...
Inbound_Telemar
telemarketing in which a company receives telephone orders and enquiries from customers, often, toll ...
Incentive
an inducement to buy, incentives include special price deals, premiums, contests, etc. ...
Incentives
(i)in learning theory, an object, person or situation that an individual believes will satisfy a mot ...
Incentive_Marke
the offering of gifts, rewards, premiums, etc to motivate the sales team, to get bigger or more freq ...
Incremental_App
an approach used in determining the ideal size of a sales force based on the difference between the ...
Incremental_Cos
an approach in which the price of all additional units produced after the fixed costs of production ...
Indirect_Compet
advertising intended to stimulate purchase of a particular brand at some future time. See Direct Com ...
Indirect_Compet
a product that is in a different category altogether but which is seen as an alternative purchase ch ...
Indirect_Denial
handling a buyer's objection by initially admitting the validity of the objection in order to mainta ...
Individual_Bran
a brand name used for a single product within a product line. See Corporate Branding, Family Brand. ...
Individual_Bran
the part of the brand name which identifies a particular product when it follows a family brand name ...
Individual_Prod
see Product Item. ...
Industrial_Buye
the study of the motives and actions of, and the influences upon, industrial buyers while engaged in ...
Industrial_Buye
individuals who purchase goods and services on behalf of the organisations by which they are employe ...
Industrial_Dist
a marketing intermediary, roughly equivalent to a wholesaler in consumer markets, who purchases indu ...
Industrial_Good
goods and services purchased by industrial buyers for use in the production of their own goods and s ...
Industrial_Mark
the marketing of goods and services to business organisations for use in the manufacture of their pr ...
Industrial_Pack
the protective wrapping and boxing of finished industrial goods for shipment. ...
Industrial_Prod
categories of goods and services bought by organisations for use in production or in the operation o ...
Industrial_Sell
all forms of personal selling to organisational and industrial buyers of products for resale, or for ...
Inelasticity_of
demand which is not greatly affected by a change in the price of the product. See Elasticity of Dema ...
Inept_Set
brands that a buyer is aware of when considering a purchase, thinks poorly of , but uses in some way ...
Inertia_Buying
consumer buying, of unimportant items, which is done frequently and in which the buyer chooses the s ...
Inertia_Selling
a selling practice in which unsolicited goods and services are sent to consumers in expectation that ...
Inert_Set
brands that a buyer is aware of when considering a purchase but has no interest in. See Evoked Set, ...
Inflation
an economic situation in which rising prices result in a fall in the purchasing value of money. ...
Infomercial
a word coined to describe a particular type of commercial, for print, TV, radio, etc., in which a co ...
Informal_Market
the part of a marketing organisation made up of the many working relationships that develop over tim ...
Informational_I
one of three types of influence (with comparative influence and normative influence) exerted on cons ...
Informational_L
a label which carries information including use instructions, precaustions and warnings, etc. See La ...
Information_Flo
the information about products, potential customers, consumer needs and wants, etc. that is passed f ...
Information_Ori
an advertising plan or tactic intended to change a brand's image (rather than to maintain it over ti ...
Information_Ori
an advertising plan or tactic intended to maintain a brand's image over time (rather than to change ...
Information_Uti
the value given to a product by virtue of the fact that it can provide the user with information tha ...
Informative_Adv
advertising intended to inform rather than to persuade or remind. ...
Informed_Judgem
the use of the opinions of knowledgeable people to forecast demand and sales. ...
Inner_Directed_
one of three broad groups of consumers (with Need-Directed Consumers and Outer-Directed consumers) i ...
Innovation
the introduction of a product which is new to both the company and its customers, a new-to-the-world ...
Innovators
the small group of alert people who are the earliest to adopt a new product. See Diffusion of Innova ...
Inseparability
one of the four characteristics (with intangibility, perishability and variability) which distinguis ...
Inside_Order_Ta
a salesperson who writes up sales orders at a sales counter, or those forwarded to the company by te ...
Installations
a classification of industrial goods which includes land, buildings and major equipment. ...
Institutional_A
advertising intended to promote a company or organisation rather than its products, also called Corp ...
Institutional_M
a market consisting of schools, universities, hospitals, charities, clubs and similar organisations ...
Intangibility
one of the four characteristics (with inseparability, perishability and variability) which distingui ...
Intangibles
see Services. ...
Intangible_Prod
see Actual Product. ...
Intangible_Prod
the unobservable characteristics which a physical good possesses, such as style, quality, strength, ...
Integrative_Gro
a strategy for growth in which a firm acquires some other element of the chain of distribution of wh ...
Intensive_Distr
making a product available in as many outlets as are willing to stock it. See Distribution Intensity ...
Intensive_Growt
growth opportunities related to a company's current operations, intensive growth opportunities are m ...
Intermodal_Tran
a shipping method in which two or more modes of transport are used, for example, where containerised ...
Internal_Data
information recorded and stored by an organisation as it completes it normal transactions and activi ...
Internal_Inform
a stage in the consumer buying process for a low-involvement product, past experiences with items in ...
International_M
marketing actvities intended to facilitate the exchange or transfer of goods between nations. ...
Interviewer_Bia
intentional or unintentional prompting by a marketing researcher which affects the interviewee's res ...
Interview_Study
a common technique for gathering primary data in marketing research. Respondents in an interview stu ...
Inter_type_Chan
discord among members of different types at the same level of a marketing channel, eg. department st ...
Intraorganisati
an organisation's internal environment, the forces arising from the organisation's formal structure ...
Introductory_Al
see Slotting Allowance. ...
Introductory_St
the first stage in the life cycle of a successful product, the product wins acceptance relatively sl ...
Invalid_Objecti
an excuse offered by a prospective buyer to cover some hidden objection to the product. See Hidden O ...
Inventory
finished goods stored in a warehouse. ...
Inventory_Carry
see Holding Costs. ...
Inventory_Manag
activities involved in maintaining the appropriate level of stock in a warehouse. ...
Inventory_Remar
an innovative strategy for reducing the risks of introducing a new product. Prior to the launch of t ...
Inventory_Turno
the ratio of dollar or unit sales or gross profit to average inventory, used in inventory control wh ...
In_Home_Shoppin
see Home Shopping. ...
In_Magazine_Rec
to test the effectiveness of advertising, individuals selected from the target market are asked to l ...
In_Pack_Premium
a type of sales promotion in which a small gift is included inside the package of a product to encou ...
In_Store_Media
in-house media, usually radio or TV networks, inside department or variety stores to encourage foot ...
In_Suppliers
suppliers who are already well known to an organisation and from whom they will purchase with confid ...
Isolation_Effec
the notion that a price will appear more attractive if the product is placed in the store next to a ...
see also:
Birdyback
a system of transportation requiring the transfer of containers from truck to aeroplane. See Fishyba ...
another definition in the dictionary:
Manchester_Man-an old term for a salesperson, originally used in reference to salespeople hired by textile firms in Manchester, England, in the late eighteenth century to sell the goods produced by the developing factory system.
Sequential_Segm-the division of a heterogeneous market into relatively homogeneous groups on one basis (for example, geographically), followed by further segmentation on some other basis (for example, end-user type).
Heterogeneous_S
shopping goods perceived by consumers as markedly different in quality and attributes, price is cons ...
another definition in the dictionary:
Scanner_Systems-electronic equipment which allows product bar codes to be read, the information recorded by the scanning devices is used in marketing decision making, including inventory control. See Bar Codes.
Deceptive_Prici-the pricing of goods and services in such a way as to cause a customer to be misled, an example of deceptive pricing is bait-and-switch pricing. See Bait-and-Switch Pricing.
Asch_Phemonenon
a tendency, first recorded by the psychologist S.E.Asch, for an individual's purchase decisions to b ...
another definition in the dictionary:
Deterministic_M-a statistical tool used in sales forecasting in which marketing variables, such as price levels, advertising expenditures and sales promotion expenses, are used to predict market share or sales.
Global_Marketin-marketing the same or very similar products to world markets with essentially the same promotion, also commonly referred to as International Marketing.
PDM
abbrev. Physical Distribution Management, Product-Differentiated Marketing. ...
another definition in the dictionary:
Profit_Objectiv-setting prices with short-run profits rather than long-term market share in mind.
Routine_Rebuy-see Straight Rebuy.
Sales_Orientati
see Selling Concept. ...
another definition in the dictionary:
Bar_Code-an arrangement of lines and spaces in code form used to identify a product by style, size, price, quality, quantity, etc. The code, read by a scanning device, is used in marketing decision-making, including stock control and inventory level adjustment.
Bagman-an eighteenth century term of British origin for a salesperson.
