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Determinance_Mo-a model used in the study of consumer decision processes to evaluate alternative brands. The idea that consumers, about to make a purchase, will not be swayed in their product choice by any one product attribute, no matter how important, if all products possess the same amount of the attribute. Thus, the decision is made on the basis of a less important attribute. Other models of brand evaluation include the expectancy-value model, ideal brand model, conjunctive model, lexicographic model and determinance model.
Marketing_Resea-a document prepared by a company for an independent market researcher which provides background and sets one what it requires - objectives, budget, terms, timing, etc.
a low-cost market entry tactic in which manufacturers of products arrange for manufacturers of complementary, non-competing products to represent their products in another country or region.
Sales_Quota
the expected level of sales for a territory in a given period, a sales quota is the expression of a ...
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Needs-innate feelings of deprivation in a person. See Wants.
Freight_Forward-firms specialising in the supply of transportation services, by buying large volumes of land, sea, air and pipeline transportation at low rates, they are able to offer attractive rates to small businesses whose products they combine into large shipments.
Advertising_Exp
one presentation of an advertisement to an audience, advertising managers must decide how many 'expo ...
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Competitive_Sit-the standing of an organisation in its markets, relative to its competitors, when all players are described in terms of their size, resources, capabilities, product range and quality, marketing strategies, opportunities, goals, intentions, behaviour and similar variables. See Competitive Position.
Retailing-the activity of selling to buyers who are buying for their own ultimate consumption.
Centre_of_Influ
a prospecting method based on referrals, a salesperson uses influential people (bankers, solicitors, ...
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Kotler_s_Black_-a model devised by U.S. marketing academic, Philip Kotler, to explain the hidden nature of consumer decision-making, using the well-established analogy of the 'black box' to represent the human mind, Kotler describes the marketer's task as that of trying to understand why, how, when, and from whom, consumers buy. See Consumer Behaviour.
Stabilising_Pri-a price set for a product with the intention of keeping prices steady within an industry in order to avoid a price war.
Brand_Mark
the part of a brand which can be seen but not spoken, the logo, symbol or design that forms part of ...
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Australian_Asso-an association representing the interests of large marketing companies in the advertising industry.
Marketing_Plann
a systematic approach to the achievement of marketing goals. Steps in the process include situation ...
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Australian_Stan-a basic guide to product standards for a wide range of products, published by the Standards Association of Australia.
Asch_Phemonenon-a tendency, first recorded by the psychologist S.E.Asch, for an individual's purchase decisions to be influenced highly by reference groups and group norms. See Group Influences, Reference Group.