another definition in the dictionary:
Distribution_Co-costs associated with the holding of inventory and the shipment of goods to customers.
Family_Brand-a brand name used for a number of products in the same line, such as Revlon cosmetics or Heinz canned foods, also referred to as a Blanket Brand. See Corporate Branding, Individual Brand, Corporate Branding, Single Brand Name.
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. ...
Budgeting
the process of financial planning of income and expenditure for the firm's various activities - mark ...
another definition in the dictionary:
Chlorofluorocar-chemical substances believed to deplete the protective ozone layer of the earth's upper atmosphere, used until recently in refrigerants and in numerous aerosol products.
Order_Getter-a salesperson responsible for actively persuading customers to buy rather than simply collecting orders that the customers wish to place. See Order Taker.
Price_Band
the range within which a product can be priced as dictated by competitive intensity and the perceive ...
another definition in the dictionary:
Brand_Reinforce-activity associated with getting consumers who have tried a particular brand to become repeat purchasers and with attracting new users, brand reinforcement is a key objective of the growth stage of the product's life cycle. See Growth Stage of the Product Life Cycle.
Budget_Determin-see Advertising Budget Determination.
Inside_Order_Ta
a salesperson who writes up sales orders at a sales counter, or those forwarded to the company by te ...
another definition in the dictionary:
Satisficing-a planning philosophy implying a firm's intention to continue to carry on its present operations in much the same way as it has always done . See Adaptivising, Optimising.
Brand_Life_Cycl
a concept, building on the product life cycle concept, which states that brands also have a life cyc ...
another definition in the dictionary:
Product_Positio-marketing decisions and actions intended to create a particular place for a product in the market and in the minds of consumers, a product positioning strategy may attempt to differentiate a marketing offer from a competitor's or to appear similar to it.
Make_or_Buy_Dec-a choice sometimes faced by a manufacturing company when considering the acquisition of a new product - to lease or purchase a product or to manufacture it internally.
Brand_Reinforce
activity associated with getting consumers who have tried a particular brand to become repeat purcha ...
another definition in the dictionary:
Market_Testing-introducing a new product and marketing program into a market on a limited basis in order to test both before a full launch. See New Product Development.
S_Type_Response-a response to an advertisement or an advertising campaign which is slow to take effect but gradually gathers pace. See C-Type Response.