another definition in the dictionary:
Boomerang_Metho-hurling a buyer's objection back as a reason for buying. If, for example, a buyer objects that he or she cannot afford the item, a salesperson might answer, 'Yes, but can you afford not to buy it?', sometimes referred to as the Translation Method. See Objections.
Mission_Stateme-see Corporate Mission Statement.
Complex_Decisio
in consumer behaviour, buying which is associated with the purchasing of high-involvement products which are important to the consumer and therefore require considerable thought and effort. Also referred to as Extensive Problem Solving. See High-Involvement Products.
see also:
Economic_Utilit
the ability of a good or service to satisfy a customer's needs or wants, the five kinds of economic ...
another definition in the dictionary:
Majority_Fallac-the erroneous belief that the biggest segment of a market will be the most profitable one for a firm to enter, competition will usually be keenest in the biggest segment. See Market Segmentation.
Quality_Creep-a phenomenon which, in a counter-productive way, impels a manufacturer to enhance a product over time, increasing its price and thereby diminishing its appeal to the market segment for which it was originally intended.
Psychological_R
the attempt by a firm to alter the beliefs of prospective buyers about the key attributes of its pro ...
another definition in the dictionary:
Competitive_Env-that part of the company's external environment which consists of other firms vying for patronage of the same market.
Market_Expansio-a growth strategy in which an organisation targets existing products to new markets, market development by targeting new geographic markets, new demographic or psychographic segments, or totally new users.
Market_Dynamics
changes that occur within the market, but external to a company which influence its decision-making ...
another definition in the dictionary:
Multibrand_Stra-the use of more than one brand within a product category in order to counteract brand switching and to increase shelf space opportunities.
Diversification-a growth strategy in which an organisation takes on new products and new markets at the same time. See Growth Strategies, Concentric Diversification, Conglomerate Diversification, Horizontal Diversification.
Perishability
one of the four characteristics (with inseparability, intangibility and variability) which distingui ...
another definition in the dictionary:
Sales_Represent-a salesperson, an individual employed to sell goods on behalf of a producer or some other member of a marketing channel by contacting prospective customers and developing in them an interest in the company's products.
Buyer-the individual who handles the actual purchase in a buying decision, a purchasing officer. See Buying Centre.
Intangible_Prod
the unobservable characteristics which a physical good possesses, such as style, quality, strength, ...
another definition in the dictionary:
Liability-see Product Liability.
Delayed_Quotati-an industrial pricing method in which the seller delays quoting a price until delivery, the method protects the seller against cost over-runs and production delays.
