another definition in the dictionary:
National_Brand-see Manufacturerís Brand
Consumables-see Consumer Non-Durables.
The letter 'R' words
Rack_Jobber
a specialised form of merchant wholesaler supplying non-general lines to supermarkets, pharmacies, h ...
Rational_Appeal
advertising messages, usually product-feature based, in which advertisers attempt to achieve their o ...
Rational_Buying
reasons for buying that are based on logic or judgement rather than on emotion. ...
Raw_Materials
a classification of industrial goods that are basic materials which become part of a physical produc ...
RDC
abbrev. Regional Distribution Centre. ...
Reach
the percentage of the target audience which will be exposed to at least one advertisement during the ...
Reactive_Market
evaluation and control systems in which management finds that marketing performance is not satisfact ...
Reactive_Market
marketing activities forced upon an organisation by competitive action, defensive strategies. See Pr ...
Real_Positionin
the modification of a product offering so that it delivers more satisfactorily the benefits that buy ...
Rebate
a temporary price reduction to encourage immediate purchase. ...
Recall
see Product Recall. ...
Recall_Tests
a means of evaluating the effectiveness of a company's recent advertising by asking respondents to b ...
Receiver
the target of a message in the communication process. ...
Reciprocity
a practice, which may be illegal under the Trade Practices Act, in which a firm gives purchasing pre ...
Recognition_Tes
a means of evaluating the effectiveness of a firm's recent advertising, respondents are shown an adv ...
Recruiting
see Sales Personnel Recruitment. ...
Recycling
the collection and processing of used materials for reuse. ...
Redemption
the conversion of a sales promotion coupon to a purchase. ...
Redemption_Rate
the number of sales promotion coupons converted to purchases expressed as a percentage of the number ...
Reduced_Price_P
a type of consumer sales promotion in which two or more units of the same product are banded togethe ...
Reference_Group
all of those whose influence plays some part in the buying behaviour of consumers. See Aspirational ...
Referral_Sellin
selling to customers whose names have been suggested by previous satisfied customers. ...
Reflective_Prob
neutral statements of the salesperson reaffirming or repeating a customer's comment in order to stim ...
Regional_Brands
manufacturers' brands sold only in certain regions. ...
Regional_Shoppi
a major retail shopping complex serving a distinct geographic area of a city or state, housing at le ...
Registered_Desi
a form of legal protection against the copying by a competitor of the external appearance of a produ ...
Regressive_Comm
a sales commission system in which the rate of commission paid decreases with the quantity of goods ...
Regulatory_Envi
that part of the firm's external marketing environment on which legal and political forces act to ch ...
Reinforcement
the reward or punishment delivered by a particular response to a stimulus. ...
Reinforcement_A
advertising intended to reassure purchasers, to tell them that they have done the right thing in buy ...
Reinforcement_A
advertising to reassure the buyer that the right product has been purchased. ...
Relationship_Se
selling in which the primary objective is the building of long-term relationships with customers fro ...
Relative_Advant
the degree to which a new product is superior to an existing one, a major determinant of the rate of ...
Relative_Market
the size of a company's share of the market compared to that of competitors. ...
Reliability
the accuracy with which data in a marketing research study has been collected, a reliable marketing ...
Remarketing
marketing activity intended to encourage renewed use of a product in which market interest has decli ...
Reminder_Advert
advertising aimed at reminding a target market that a product is available as opposed to informing o ...
Reorder_Frequen
see Economic Order Quantity. ...
Reorder_Level
see Economic Order Quantity. ...
Repositioning
arranging for a product or brand to occupy some other clear and distinctive position in the market a ...
Representative
see Sales Representative. ...
Representativen
the degree to which a sample of consumers in a marketing research study represents the characteristi ...
Resale_Price_Ma
a practice, now illegal in Australia, in which the manufacturer fixes the price at which a buyer may ...
Researcher_Cont
a form of nonprobability sampling in which the researcher selects the respondents in a marketing res ...
Research_Design
the controlling plan for a marketing research study in which the methods and procedures for collecti ...
Reseller
a middleman, one who buys merchandise to resell it at a profit. ...
Reseller_Market
the market consisting of wholesalers and retailers who buy products for resale purposes. ...
Response_Bias
the inclination of respondents in a marketing research survey to give the answer that they believe t ...
Response_Elasti
a measure of the degree to which individuals or groups respond to a marketing program. ...
Response_Sellin
a elementary form of selling, common in retailing, in which the salesperson simply responds to the c ...
Response_Time
the time taken by a firm to answer a customer inquiry about the status of an order. ...
Responsiveness
the degree to which people control their emotions when relating to others, used in selling as an ind ...
Restraint_of_Tr
any action which damages in some way another's opportunity to carry on a business. ...
Retailers
members of the distribution channel who sell directly to the consumer. ...
Retailer_Cooper
a wholesaling operation established by a group of retailers to give themselves a buying advantage. ...
Retailing
the activity of selling to buyers who are buying for their own ultimate consumption. ...
Retail_Advertis
advertising by retailers direct to consumers. ...
Retail_Buyer
an individual employed by a retailer primarily to buy merchandise for resale through the store. ...
Retail_Image
the perception that consumers have of a particular store and of the experience of shopping there. ...
Retail_Mix
the mix of variables, including location, merchandise, communications, price, services, physical att ...
Retentive_Adver
see Reminder Advertising. ...
Return_on_Asset
a measure of a firm's profitability, after-tax profit expressed as a percentage of assets used to ma ...
Return_on_Equit
a measure of a firm's profitability, profit achieved in a given period is expressed as a percentage ...
Return_on_Inves
a measure of a firm's profitability in which profits are expressed as a percentage of investment. ...
Reusable_Contai
a type of consumer sales promotion in which potential customers are encouraged to buy a particular p ...
Reverse_Marketi
a marketing channel in which goods (to be recycled or reprocessed) flow backward from consumer to in ...
Reverse_Recipro
a practice in which a firm gives supply preference to another from which it buys. ...
Risk
the chance a purchaser takes that the product will not function as expected or satisfy the felt want ...
Risk_Avoidance
measures including acquiring information, seeking reassurance from family and friends, obtaining adv ...
ROAM
abbrev. Return on Assets Managed. ...
ROI
abbrev. Return on Investment. ...
Role_Playing
an exercise commonly used in sales training in which one person acts the part of a salesperson and a ...
Rollout
the launch of a new product on a region by region basis as opposed to a national introduction, the r ...
Route_Salesforc
a sales team consisting of salespeople who call on existing customers to take orders for the company ...
Routine_Rebuy
see Straight Rebuy. ...
Routine_Respons
a buying situation in which the buyer has had considerable past experience, also called Automatic Re ...
Routing
the planning of the best route to be followed by a sales representative in making a series of sales ...
RPM
abbrev. Resale Price Maintenance. ...
Run_Out_Strateg
a strategic decision to allow a product in the decline stage of its life-cycle to continue to be sol ...
R_and_D
abbrev. Research and Development. ...
see also:
Scaled_Response
questions requiring respondents to a survey to rate a company, product, service, etc. on a scale pro ...
another definition in the dictionary:
Psychological_R-see Risk, Emotional Risk.
Economic_Foreca-a prediction of the likely impact on the business environment of factors such as inflation, interest rates, unemployment, government and consumer spending, etc.
Organisational_
purchasing done by organisations for resale purposes, for use in the manufacture of other goods and ...
another definition in the dictionary:
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.
Price_Band-the range within which a product can be priced as dictated by competitive intensity and the perceived value of the product to consumers.
Product_Objecti
an objection by a prospective buyer to the quality or characteristics of the goods offered by a sale ...
another definition in the dictionary:
Exclusive_Deali-an arrangement in which a manufacturer prohibits a marketing intermediary from carrying competitors' products.
Image_Pricing-see Psychological Pricing, Prestige Pricing.
New_Task_Buying
an organisational buying situation in which the organisation has had no previous experience with the ...
another definition in the dictionary:
Promotional_Str-the element of a firm's decision-making concerned with choosing the most appropriate mix of advertising, sales promotion, personal selling and publicity for communication with its target market.
Advertising_All-a discount given to a retailer by a supplier whose brand or product is featured in the store's newspaper, television or radio advertising or in catalogs, flyers or similar promotional pieces. See Allowances, Discounts.
Cannibalisation
the loss of sales of an existing product to a new offering in the product line. See Planned Cannibal ...
another definition in the dictionary:
Discount_House-a retailer specialising in consumer durables and soft goods, attracting customers with low prices, typically, discount houses operate on low mark-ups and offer a minimum of customer service.
Area_Market_Spe-a marketing manager, with good local knowledge, located in a high-volume, distinctive market to support the sales effort.
