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Topic: Business
Number of pages / Number of words: 11 / 3058
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fast-moving consumer goods (FMCG) ?iEU±a¶?µAIu·N?·

fear appeals ?O?a/?EACE?Co

features IOO?

Federal Department Stores A?°i°U»oEIµe

Federal Trade Code ??FTC) A?°iA?O?·?°?

FedEx (Federal Express) A?°i?iµY

feedback data ·?A?Ey?Y

field test marketing EµµOE????aEO

financing EU?E

fisheries O?Oµ

fit and finish ?aEµ¶EOeIa?U

fixed costs ?I¶??E±?

fixed salary ?I¶??¤?E

flanker strategy ?aOi?o??O?AO

flanker/fighting brand O?¶·?·A?

flanking and encirclement strategies ?aOi?o??OeI§¶AO?AO

flat organizational structure ±a??µA?eO??a??

FOB origin pricing FOB?uµO¶??U·?

focus strategy ??O?O?AO

followers ?·E?O?

Ford ??IO?«E?

foreign middlemen ?uIaO??aEI

forestry AOOµ

formalization ?IE?/??·¶»?

formulate O?¶?

fortress/position-defence strategy ·AOu±¤AYO?AO

Fortune ?¶???»?·OOO?

forward integration IoC°O»Ia»?

franchise systems IO?iIµI?

franchising IO?i?­O?

free call numbers Aa·Nµc»°?AAe

free goods Aa·NEI?·

freight-absorption pricing AaEOOE·N¶??U·?

fringe benefits ??¶i?oIu

frontal attack strategy OyA??o??O?AO

full costing profitability analysis E«?E±?O?Au?O·OIo

full-service wholesalers E«·?I»·?InµAAu·?EI

functional competencies and resource allocation O°AUAUA¦Oe?EO?·OAa

functional efficiency O°AU?§AE

functional organization of sales force °?IuEUO°AU?eO?IuEU¶OIe

functional organizational structure O°AU?I?eO??a??

functional performance ?¦AU?OAU

functional strategy O°AUO?AO

G

games ±EEu

gap ?i?a

gatekeepers ?AI??«µYO?

general behavioral descriptors O»°a??I?±aA?

General Electric (GE) I?OAµc?o

General Foods Corporation I?OAE??·

general merchandise discount chains ?oOUEI?·OU?UA¬Eoµe

General Motors I?OA?u?µ

geodemographics CoOoEE?UI???IOO?

geographic adjustments µOAiµ?Ou

geographic distribution µOAi·O??

geographical organization of sales force °?µOCo?eO?IuEU¶OIe

Gillette ??A?I??eµ¶

global adjustments E«Coµ?Ou

global elite consumer segment E«Co?«O?Iu·N?·E???

global expansion E«CoA©OA

global marketing control E«CoO?Iu?OO?

global markets E«CoE???

global niche strategy E«Co»u»aO?AO

global standardization strategy E«Co±e??»?O?AO

global teenage segment E«CoCaEUAeE???

globalization E«Co»?

global-market expansion E«CoE???A©OA

goals ?UA?±e

going-rate/competitive parity pricing ??Ou?O???U¶??U·?

goods producers ?u?·O?OiEI

Goodyear ?IIOOiAOI?

government agencies O??®»u??

government buyers O??®?E??O?

government market O??®E???

government regulation O??®?UO?

greenhouse effect IAEO?§O¦

grey market »OE«E???

gross domestic product (GDP) ?uAUEu?u?UOµ

gross margin A«Au

gross national product (GNP) ?uAnEu?u?UOµ

gross profit A«Au

gross rating points (GRPs) ?U?¶±?O?Ey

group/category product manager Aa±??u?·?­Ai

growing markets ?E?¤E???

growth rate of market E???Oo?¤AE

growth stage of product life cycle ?u?·EuAuOU?UµA?E?¤??¶I

growth-extension strategies Oo?¤A©OAO?AO

growth-market strategies for market leaders E???Aiµ?O?µAE???Oo?¤O?AO

growth-market strategy ?E?¤?OE???O?AO

growth-market targeting strategy ?E?¤?OE???¶?I»O?AO

guarantee/warranty ±?O¤/µ?±?

guarantees ±?O¤

Gucci ?Acu??EA?cOoAuE±?°?·A??©

H

Haagen-Dazs ???u?iE?

hard technology O???Eo

Harvard Business Review ?¶??·?EIOµ?AAU?·

harvest EO»n

harvesting pricing EO»n¶??U·?

harvesting strategy EO»nO?AO

health care O?A?±???

health maintenance organizations (HMOs) ??AA?u?©IAEu±????eO?

heavy buyer ?o?IȤ

Heileman Brewing Company

Heinz ?aEIE??·

helpfulness O?O??O

Henkel ????

Hertz ?O?E??AA?u?u?µ?aA???I·?©

Hewlett-Packard »Y?O?«E?

hierarchy of strategy O?AOµA?a?I

high margin/low-turnover retailers ??AuEo/µIOU??AEµAAaEUEI

high market share global strategy ??E???·Y¶iE«CoO?AO

high-contact service system ???O??·?InIµI?

high-involvement product ???IOe?u?·

high-involvement purchase ???IOe??Ao

hight market share ??E???·Y¶iO?AO

Hilton I?¶u¶U

Holiday Inns ?UEOAA?Y

homogeneous market I¬OEE???

Honda ±?Ii

household/family life cycle ?OI?EuAuOU?U

household ?OI?

hybrid technology »i?I??Eo

I

IBM ?u?EEIOA»u??

idea generation ??OaµA?uEu/Eu?E

ideas for new products ?A?u?·??Oa/??Ie

idea-screening process ??OaE?N??y?I

identification of segments E¶±?I?·OE???

Illinois Tool Works OAAuAµE??¤???§

image pricing ?IIo¶??U

imitative positioning A?·A¶?I»

imitative strategy A?·AO?AO

impact evaluation O°Ii?A?A

impersonal sources ·C?oEEµA?AI?A?O?

implementation and control of marketing programs O?Iu??»®µAO????I?OO?

implementation EµE©

improvements in or revisions of existing products IOO??u?·µA?AA?»o??Oy

impulse buying ?a¶???Ao

impulse goods ?a¶???Ao?·

incentives ?¤Ao

income EOEe

increased penetration strategy Oo?OEoI?O?AO

indirect costing profitability analysis ?a?O?E±?O?Au?O·OIo

individual brand ?o±??·A?

individual value ?oEE?UOµ

industrial goods & services ?¤Oµ?u?·?I·?In

industrial goods channels ?¤Oµ?··OIuC?µA

industry attractiveness ??OµIuOyA¦

industry attractiveness-business position matrix ??OµIuOyA¦-OµInµOI»?OOo

industry dynamics ?uOµ¶?I¬

industry evaluation ?uOµ?A?A

industry evolution ?uOµNY±a

inelastic E±·¦?U?nµ??O

influencers O°IiO?

infocommunications industry ?AI?I??A??Oµ

infomercials EIOµ?AI??a??

information age ?AI?E±?u

information search ?AI?EN??

information technology ?AI???Eo

information ?AI?

informative ??O??OµA

ingredient ?E·Y

in-home personal interview ?oEE?OI?·AI?

in-house use tests AU??E?OA?aEO

innovation ???A

innovativeness ???A?O

installation EeE©

in-store display µeAUO?E?

in-store positioning µeAU???O

in-store promotion µeAU?UIu

intangibles I??I

integrated marketing communication plan (IMC) Ou?IO?Iu?«????»®

integration of perception ??O?Ou?I

integration Ou?I

Intel OoIO¶u

intensity of market position E???µOI»µA??O??I¶E

intensity ??O??I¶E

intensive distribution AU???I·OIu

interactions across multiple target markets ¶aA?±eE????aµAIa»???OA

interactive media ?»»?E?A?Ia

interest rates AuAE

internal data sources AU??Ey?YA?O?

internal marketing AU??O?Iu

internal organizational structure AU???eO??a??

international advertising ?u?E?a??

international channels ?u?E·OIuC?µA

international division ?u?E·O??

international marketing ?u?EO?Iu

international organizational design ?u?E?eO?Ee??

internationalization of services ·?InµA?u?E»?

introductory stage of product life cycle ?u?·EuAuOU?UµAI??o??¶I

inventory level ?a??E®??

investor relations advertising I¶?E?OIµ?a??

issue advertising ?Uµa?a??

J

Jaquar AAO?±?

Jell-O ??A¶

jobbers Au·?EI

Johnson & Johnson C?Eu

joint ventures ?I?E

jury of executive opinion ??O??UAiEEO±E?IaOa?u·?

just noticeable difference (JND) C?CE??Oaµ?µA?iOi

just-in-time (JIT) management system ??E±O??UAiIaIµ

just-in-time purchasing arrangements ?°E±?E??°?AA

K

Kao »?Io

Keiritsu ?­A?I?

Kellogg ?­Aa?n?«E?

Kentucky Fried Chicken (KFC) ?IµA»u

key account management O?O??IȤ?UAi

key accounts ?O?u?IȤ

key benefits ?E?AAuO?

key environmental issue identification E·¶?O?O?µA»·??IEIa

key variables ?O?u±aA?

key/house accounts ?O?u/»u???I»§

Kmart ?­AeIO

Kodak ?A?i

Komatsu ??EE?«E?

Kraft ??U?

L

laboratory tests EµNeEO?aEO

leapfrog strategy IUIoO?AO

learning hierarchy N§I°?a?¶?a??

legal services ·?AE·?In

legislation A?·?

legitimate power ·?¶?E?

level of compensation ?e??E®??

level of technical sophistication ??EoµA??OO?I¶E

Levi Strauss AiI¬?¤E·IOAIE?

Levi's A?I¬E???E«Co?i?oµAA???·?O?OiEI?©

lexicographic model ?Eµa±a?eA??I

lifestyle Eu»i·?E?

limited-service wholesalers O?I?·?InµAAu·?EI

line extension ?u?·I?A©O?

line filling ?u?·I?Ii?a

line stretching ?u?·I?NOEi

list price ¶©?U

Lloyd's of London A?¶OAI°?µA±?IO?«E?

localizaiton strategy ±?µO»?O?AO

location pricing ??Eu¶??U

location I»OA

lodging ·?IY?o?a

logistical alliances ?oCUA?AE

long-term memory ?¤?U?COa

lost customer E§E?µA?E?I

Louis Vuitton A·O??¤I?µC??·??uOoAuE±E??·A??©

low-contact service system µI?O??·?InIµI?

low-cost defender µI?E±?·AOu?I

low-cost position µI?E±?µOI»

low-involvement hierarchy µI?IOe?I¶E?a?¶?a??

Lucent Technologies AEN¶????

M

macro risks ?e?U·cIO

macroenvironment ?e?U»·??

macrosegmentation ?e?UI?·O

mail-order retailers OE??AaEUEI

maintaining market share ±??OE???·Y¶i

maintenance strategy ±??OO?AO

management overhead ?UAi·N

mandatory adaptation C?O??OEEO¦

manufacturer brand O?OiEI/E«?u?O?·A?

manufacturers' agents/representatives Eu?uEIµA?uAiEI/IuEU?u±i

manufacturers' export agents (MEA) O?OiEI?o?U?uAi

manufacturers' sales offices/branches Eu?uEIµAIuEU°iEA?¦/·OO§»u??

manufacturing process O?Oi?y?I

manufacturing O?OiOµ

market aggregation strategy OuIaE???O?AO

market attractiveness factors E???IuOyA¦OoEO

market attractiveness E???IuOyA¦

market attractiveness/business position matrix E???IuOyA¦/OµInµOI»?OOo

market circumstances E???»·??

market demorgraphics E???EE?U·O??/I???IOO?

market dimension E???A?¶E

market entry strategies E????oEeO?AO

market exclusion E???AA?a

market expansion strategy E???A©OAO?AO

market factors E???OoEO

market followers E????uE?O?

market growth rate E???Oo?¤AE

market hirarchy E???µE?¶

market inclusion E???AEEe

market leaders E???Aiµ?O?

market measurement E????aA?

market opportunity analysis E???»u»a·OIo

market oriented OOE???I?µ?IoµA

market position factors E???µOI»OoEO

market positioning analysis E???¶?I»·OIo

market potential measurements E???C±A¦?a¶E

market research E???N???

market segment I?·OE???

market segmentation E???I?·O

market share E???·Y¶i

market targeting A?±eE???N?On

market E???

marketability E?????IOAUA¦

market-entry strategies E????oEeO?AO

marketing action plan O?Iu??¶???»®

marketing audit O?IuEo??

marketing channel O?IuC?µA

marketing codes of conduct O?Iu??I???·¶

marketing communication O?Iu?µI?/?«??

marketing concept O?Iu?UAi

marketing control O?Iu?OO?

marketing decision support systems (MDSS) O?Iu?o??O§?OIµI?

marketing environment audit O?Iu»·??Eo??

marketing flows and functions O?Iu?y?I?IO°AU

marketing function area audit O?Iu?¦AUAiOoµA Eo??

marketing implications of ¶OO?IuµAO°Ii

marketing information system O?Iu?AI?IµI?

marketing institutions O?Iu»u??

marketing management O?Iu?UAi

marketing message O?Iu?AI?

marketing mix O?Iu?e?I

marketing policy O?Iu??AO

marketing productivity area audit O?IuEu?uA¦AiOoµAEo??

marketing program components O?Iu??»®AUEY

marketing program O?Iu??»®/·?°?

marketing relationship O?Iu?OIµ

marketing research O?IuN???

marketing strategy O?IuO?AO

market-management organizational structure E????UAi?eO??a??

mark-up price ?u?·/Oc?U?U?n

Marlboro Io±¦A·

Marriott Hotel Io?A??µe

mass-market penetration strategy ?o??A?E???EoI?O?AO

mass-market strategy ?oE???O?AO

matrix organizational structure ?OOo?eO??a??

Matsu****a EO±?EEIAµc?O

mature conformists ?EEiµAE??oA?O?

mature markets ?EEiE???

mature stage of product life cycle ?u?·EuAuOU?UµA?EEi??¶I

McDonald's Aoµ±AI

McDonnell Douglas AoµA?«E?

MCIµcN¶?«E???C°EA?cI??A?«E??©

MDSS (Marketing-Decision Support System) E????o??O§?OIµI?

measurability ?E?a¶E?O

measure or index ?aA?O?±e

measurement criteria ??A?±e??

media audiences A?IaEUOU

medical and health services O?A?IAEu·?In

Medico Containment Services

memory of consumers Iu·NO??COa

Mercedes-Benz A·EuµAE?-±??U

Mercer Management Consulting AA?uAAOC?UAi?EIE?«E?

merchandising I?Iu

merchant middlemen ?uAUA?O?O??aEI

merchant wholesalers EIOµAu·?EI

message structure ?AI??a??

Michael Porter Ao?E¶u-??IO

micro risks I??U·cIO

microsegmentatioin I??UI?·O

Miller Tyding ACT, USA A?AO?¤I©¶?·?°?

minging ?oOµ

Minnesota Mining and Manufacturing Company (3M) A?AaEO?i?oOµ?IO?Oi?«E?

Minolta AAAU?i

miscellaneous sources ¶a·?A?A?O?

mission ?UO?

missionary selling I?IuE?IuEU

Mitsubishi Heavy Industries EyAaOO?¤

modified rebuy µ?OuOU??

monosegment positioning µ?O»I?·OE???¶?I»

Monsanto AIE?¶?A©OµEuIi??Eo?«E?

moral appeals A?Ai/µAµAE?Co

morals µAµA

Motorola A¦I?A?A­

multichannel distribution ¶aC?µA·OIu

multidimensional scaling ¶aI¬µE?¶·?

multilevel selling ¶a?¶IuEU

multinational coporations (MNCs) ?c?u?«E?

multiple test markets ¶a?aEOE???

multiple-brand strategy ¶a?·A?O?AO

multiple-factor index ¶aOoEOO?Ey·?

multisegment positioning ¶aOOI?·OE???¶?I»

mutual trust Ia»??AEI

N

Nabisco Biscuit AE±?E??E±y?E?«E?

national account management E«?u?O?I»§?UAi

national market ?uAUE???

National Semiconductor AA?u?u?O°eµ?Ia?«E?

natural products IiE»?u?·

NEC EO±?µc?O

Nescaf?¦ E????§·E

Nestl?¦ E???

net sales ?»IuEU¶i

network computer (NC) IoAc??Ea»u

new business selling ?AOµInIuEU

new buy ??Ee?A?u?·

new entrants ?A?oEeO?

new markets ?AE???

new materials ?A?AAI

New Prod screening model ?A?OA?µAE?N?A??I

new product lines ?A?u?·I?

new products ?A?u?·

new-product development ?A?u?·??·?

new-product ideas ?A?u?·??Oa

Newsweek ?¶?AIAOU???·

new-task buying E«?A?E??

new-to-the-world products EA?c?O?A?u?·

niche penetration strategy ±Uie/»u»aE???EoI?O?AO

niche-market strategy ±UieE???O?AO

Nike AI?E

Nissan AaE?

no-brand brand name I??·A?µA?·A?Au??

no-frills product I??eEI?u?·

noise in communication system ?«??IµI?O?µAOeOo

non-financial rewards ·CIiOE?O?±Ao?eE©

non-probability sampling ·C?AAE?eNu

non-profit organization ·CO?Au?eO?

non-store retailing I?µe?IAaEUOµ

number of stockouts ?UOIEyA?

O

object-and-task method of promotion budgeting A?±e-EIIn?UIuO¤Ea·?

objectives and strategy area audit A?±eOeO?AOAiOoµAEo??

objectives ??IaA?±e

observation ?U?i·?

occupancy costs ·?IYO?OA?E±?

occupation/position O°Oµ/O°I»

odd pricing ??/OaEy¶??U·?

OEM (original equipment manufacturer) O­E?Ee±?O?OiEI

oeverall quality ?UIaOEA?

off-invoice discounts ·??±O®IaµAOU?U

offsets µOIu?»O?

Omega A·A??O

on-air testing ?a???aEO

OPEC (Organization of Petroleum Exporting Countries) A·Aa?E??E?OIEa?o?u?eO??©

opening relationships ??A??OIµ

operating supplies Eu?u?©O¦?·

operational excellence OE???UAiE®??

opinion leaders Oa?uAiµ?O?

opportunity cost »u»a?E±?

opportunity identification »u»aE¶±?

opportunity/threat matrix »u»a/I????OOo

order cycle time ¶©»oOU?U

order processing ¶©µ??¦Ai

organisational level ?eO??a?I

organizaitonal requirement planning ?eO??eCo??»®

organization area audit ?eO?AiOoµAEo??

organization buying center ?eO??E??O??A

organizational customer ?eO??E?I

organizational direct selling ?eO?O±Iu

organizational markets ?eO?E???

organizational purchasing ?eO??E??

organzational structure ?eO??a??

outdoor enthusiasts »§IaOE¶?°®?AO?

out-of-home media ȤIa?a??A?Ia

overall cost leadership E«A??E±?AiIE

overheads EO????O§

overseas direct investment ??IaO±?OI¶?E

ownership of new product ?A?u?·EuO?E?

P

Pacific Electric I«??Noµc?o

packaging °u?°

panel of experts ???O???e

parentage O?O?

parties involved ?»»»O?µA??·?

payment terms O§?¶Io?i

pay-off control O§?o?OO?

penetration pricing EoI?¶??U

Pepsi-Cola °UEA?EAO

perceived customer value ?E?I??O??UOµ

perceived quality ??O?µ?µAOEA?

perceived value ??O?µ?µA?UOµ

percentage of sales promotion budgeting method IuEU¶i°U·O±E?UIuO¤Ea·?

perceptions of consumers Iu·NO???O?/Ai?a

perceptual (product) pisitioning ??O????u?·?©¶?I»

perceptual map ??O?I?

perceptual organization ??O??eO?

perceptual vigilance ???OµA??Ie

performance dimension Oµ??±e??

performance evaluation Oµ???A?A

performance measures ±iIO/Oµ???a¶E

performance objective ???§A?±e

performance standards ???§±e??

performance ?¦AU

perishability ·C?O?A?O

personal selling EEO±I?Iu

personal sources ?oEEµA?AI?A?O?

personnel development EEA¦?EO???·?

persuasive Eµ·??OµA

pharmaceuticals industry O?O©??Oµ

physical (product) positioning IiAi???u?·?©¶?I»

physical descriptors IiAi±aA?

physical distribution EµIi·OIu

Pillsbury ?¤¶uE??©E?

pioneers IEEeO?

Pizza Hut ±OE¤?I

place utility µOµa?§OA

planning and control system area audit ??»®Oe?OO?IµI?AiOoµAEo??

point of sale information IuEUµa?AI?

point-of-purhcase (POP) promotion ?E??µa?UIu

point-of-sales (POS) data IuEUµaEy?Y

pontificator ±?EOAE

popularity I?OA?O

population trends EE?UC?E?

portfolio models for resource allocation ?EO?AaOAµA?E?u?e?IA?E?

position intensity µOI»??O??I¶E

positioning ¶?I»

possession utility OµO??§OA

post-purchase dissonance ??Ao?oµA?»?­µ?

post-purchase evaluation ??Ao?o?A?A

post-purchase/after-sale service EU?o·?In

potential advantages C±OUOAE?

potential customer C±OU?E?I

potential market C±OUE???

potential target market C±OUA?±eE???

power in distribution ·OIuE?A¦

power of buyers ??AoO?AUA¦

power of suppliers ?©O¦EIAUA¦

predatory pricing AO¶a?O¶??U·?

pre-empting scarce resources IEO?I?E±?EO?

preferential treatment IO»Y?yOo

premiums ¶iIa?±Ao

present competitors IOO?µA??OuO?

presenting sales message Ia?©IuEU?AI?

pre-test market research ?aEOC°E???N???

price discrimination ?U?n?cEO

price elasticity of demand ?eCoµA?U?nµ??O

price fixing ?U?nEe¶?

price leaders ?U?nAiµ?O?

price lining ?U?nAAA?¶??U·?

price promotion ?U?n?UIu

price quotation ±??U

price sensitivity ?U?nAo??¶E

price structure ?U?n?a??

price ?U?n

price/earnings ration ?U?n/EOO?±E

price-off promotions ?µ?U?UIu

price-setting process ¶??U?y?I

pricing adjustments ¶??Uµ?Ou

pricing policies ?U?n??AO

pricing ¶??U

primary demand »u±??eCo

primary sources µUO»Aa/O?O?Ey?Y

print media O?E?A?Ia

private/for-profit organization E?O?/O?Au?O?eO?

PRIZM (Potential Rating Index for Zip Markets) °?OEO?Co»®I?»u??µAC±A¦µE?¶O?Ey

proactive new-product development strategy ?oE??I?A?u?·??·?O?AO

probability sampling ?AAE?eNu

problem formulation ?c¶?IEIa

problem identificatioin E·¶?IEIa

process management ?y?I?UAi

Procter & Gamble (P&G) ±¦?a?«E?

product line ?u?·I?

product availability ?u?·µA?E»nµA?O

product category ?u?·Aa±?

product class ?u?·Aa±?

product decisions ?u?·?o??

product design ?u?·Ee??

product development ?u?·??·?

product dimension or attributes ?u?·I¬¶E/Eo?O

product evolution ?u?·NY±a

product features ?u?·IOO?

product intent share ?u?·CaIo·Y¶i

product leadership ?u?·Aiµ?AUA¦

product life cycle (PLC) ?u?·EuAuOU?U

product life cycle curve ?u?·EuAuOU?UCuI?

product line ?u?·I?

product manager audit ?u?·?­AiEo??

product offering ?©O¦?·

product organizaiton of salesforce °??u?·?eO?IuEU¶OIe

product policies ?u?·??AO

product positioning ?u?·¶?I»

product quality ?u?·OEA?

product scope ?u?··¶I§

product space ?u?·I»OA

product specifications ?u?·???n

product systems ?u?·IaIµ

product type ?u?·Aa?I

product usage ?u?·OAI?

product ?u?·

product(ion)-oriented organization ?u?·/Eu?uµ?Io?I?eO?

production Eu?u

product-line pricing adjustments ?u?·I?¶??Uµ?Ou

product-management organizational structure ?u?·?UAi?eO??a??

product-market entry control ?u?·?­E????oEe?OO?

product-related behavioral descriptors Oe?u?·Ia?OµA??I?±aA?

product's market characteristics ?u?·µAE???IOO?

product-use testing ?u?·E?OA?aEO

pro-environment »·±?

profit impact of market strategy (PIMS) E???O?AOµAAuEoO°Ii

profitability analysis O?Au?O·OIo

profitability O?Au?O/O?AuAUA¦

profitable survivor strategy O?Au?EI?µAEu??O?O?AO

project-company resource compatibility IiA?Oe?«E??EO?µA?­µ??O

projected profit-and-loss statement O¤??E?O?±i

projective tests I¶O°?aEO

promotion decisions ?UIu?o??

promotion mix ?UIu?e?I

promotion policies ?UIu??AO

promotion ?UIu

promotional allowance ?UIuOUEA

promotional effort ?UIuA¬A¦

promotional pricing ?UIu¶??U

promptness ?°E±?O

propector strategy I?E??IO?AO

prospecting for customers N°OO?E?I

psychographics ?AAiI???IOO?

psychological cost ?AAi?E±?

psychological pricing ?AAi¶??U·?

public organization ?«???eO?

public relations ?«???OIµ

public utilities ?«??EeE©

publicity ?«???u?«

pull strategy for control of distribution channels ·OIuC?µA?OO?µAA­E?O?AO

pupil dilation I«??A©OA

purchase predisposition ??AoCaIo

purchasing agent ?E???uAi

purchasing contract ?E???II¬

purchasing manager/agent ?E???­Ai???uAi

purchasing power perity (PPP) ??AoA¦???UO?Ey

push money/spiffs O¶??

push stragtegy for control of distribution channels ·OIuC?µA?OO?µAI?E?O?AO

Q

qualifying prospects Eo?eC±OU?E?I?E?n

quality dimensions OEA?I¦E

quality OEA?

quantity discount EyA?OU?U

question marks IEIaAa

questioning N?IE·?

quotas ¶?¶i

R

R & D expenditure N?????·?O?AO

race and ethnic origin OO?a?IAn?a

rack jobbers ?©O¦?¬?¶E???µAAu·?EI

radio I?I?µc?a??

rank ordering AA?o

rate of adoption ?E??AE

rate-of-return/target return pricing »O±?AE/A?±e»O±?¶??U·?

rational appeals Ai?OE?Co

rationale »u±?O­Ai

raw materials O­?AAI

reactive and proactive responses ·?O¦?°C°Ea??AO

reactive new-product development strategy

reactor strategy ·?O¦?IO?AO

real estate ·?µO?u

rebates »O?U

recall tests ?COa?aEO

receiver ?OEOO?

reciprocity AuO?»?»Y

recognition of problem/need ·?IOIEIa/?eCo

recognition tests EIO??aEO

recreation OeAOOµ

recruitment and selection O???OeN?°I

recycling of packaging °u?°»OEO??AuOA?©

Reebok En??

reference group ?IOOE?Ia

referent power ?IOOE?

refocus ?®?I

refunds IE?i

refusal to deal ?U?o?­O?

regression analysis »O?e·OIo·?

regulation ?UO?

related/concentric diversification Ia?O/I¬?A¶aO?»?

relational VMSs Ia?OE???O±O?IuIµI?

relative attractiveness of declining markets E?IEE???µAIa¶OIuOyA¦

relative market potential Ia¶OE???C±A¦

relative market share Ia¶OE???·Y¶i

reliability ?E???O

repeat purchase behavior OO????Ao??I?

repetition OO??

repositionings OO?A¶?I»?u?·

requirements planning ?eCo??»®

reseller O??aEI

resident buyers ???¤?E??O±

resource allocation/deployment ?EO?AaOA

response strategies ·?O¦??AO

response to communication ?«??IiO¦

responsive strategy ·?O¦?I?A?u?·??·?O?AO

responsiveness IiO¦?O

retail coverage strategy AaEU·¶I§O?AO

Retail Index AaEUO?Ey

retail outlets AaEUµe

retail sales AaEU¶i

retailer co-operatives AaEUEI?I??Ec

retailer AaEUEI

retailing trends AaEUC?E?

Return on Equity (ROE) E?O?»O±?AE

Return on Investment (ROI) I¶?E»O±?AE

Return on Net Assets (RONA) ?»?E?u»O±?AE

reverse engineering ·?Io?¤?I

reward systems ?±AoIµI?

rivalry determinants ??Ou?o¶?OoEO

rivalry ??Ou¶OEO

Robert Miles A??®IO?¤Ao¶uE?

Rockwell Aa?EI?¶u

Rolex AIA¦E?

Rolls-Royce AIE?A?E?

roster Au?a

Rover A?·??«E?

S

salary ????

sales agents IuEU?uAiEI

sales analysis by customer ?E?IIuEU·OIo

sales analysis by order size ¶©»o??A?µAIuEU·OIo

sales analysis by product ?u?·IuEU·OIo

sales analysis by territory CoOoIuEU·OIo

sales analysis IuEU·OIo

sales forcasting IuEUO¤?a

sales force estimates IuEUEEO±?A??

sales force size IuEU¶OIe??A?

sales force IuEU¶OIe

sales forecasting IuEUO¤?a

sales management IuEU?UAi

sales organization IuEU?eO?

sales performance IuEU±iIO/Oµ??

sales personnel incentives IuEUEEO±?¤Ao

sales personnel IuEUEEO±

sales planning IuEU??»®

sales potential IuEUC±A¦

sales promotion IuEU?U?o/?UIu

sales territory IuEUµOCo

sales trends IuEUC?E?

sales IuEU¶i

sales/price reduction IuEU/?U?nIA?µ

sample design Nu±?Ee??

sample size Nu±??o??

sampling ?eNu

sampling Ia?©Nu?·

scale efficiency ??A??§AE

scaled measures ±EAy?a¶E

scoring models ?AA?A??I

screening of ideas ??OaE?N?

sealed bidding O?±e

Sears I?¶uE?

secondary sources µU¶?Aa/?IO?Ey?Y

second-but-better new-product development strategy ?oO??OEI?I?A?u?·??·?O?AO

security O¤E?Oµ

segmentation and targeting I?·OOeA?±eN?On

segmentation criteria I?·O±e??

segmentation descriptors E???I?·O±aA?

segmentation E???I?·O

Seiko EO±??«?¤OeE?»aEc??E«CoOoAuµA?oO?»uEu?uEI?©

selective demand N?On?O?eCo

selective distribution N?On·OIu

selective exposure N?On?O?O??

selective perception N?On?O??O?/Ai?a

selective retention N?On?O±?Ao

self-employed person ¶AA??­O?µA?oEE

self-managing teams ?OIO?UAiIA¶O

self-oriented ?OIOµ?Io?I

selling groups IuEUIA¶O

selling proposition IuEU??»®/IaOe

selling I?Iu/IuEU

service guarantees ·?In±?O¤

service industry ·?In?uOµ

service organization ·?In?eO?

service quality ·?InOEA?

service ·?In

serviceability ·?InAUA¦

serviceability EEOA?O

services channels ·?InC?µA

servicing products ·?In?u?·

servicing the account ?I»§·?In

setting quotas E·¶?¶?¶i

shake-out stage ¶?µ???¶I

shared programs/facilities ·OIi??»®/Ee±?

share-growth strategies for followers ?·E?O?µAE???·Y¶iOo?¤O?AO

shareholder value ?E¶«?UOµ

share-maintenance ·Y¶i±??O

Sherman Act, USA AA?u?»¶uAu·?°?

shopping goods Iu·N?·

short-term memory ¶I?U?COa

signal vehicle/carrier ?A?AOOIa

simulated test marketing A?AaE????aEO

single-factor index µ?OoEOO?Ey·?

single-line mass-merchandiser stores µ?O»Aa?I?u?·??O?A¬Eoµe

SKF E?µaOa???«E?

skimming and early withdrawal ??O¬Oe??Oc?·AeO?AO

skimming pricing ??O¬¶??U·?

sleepwalker/contented underachievers AIOIO?/?UEYO?Au?aµAEE

slotting allowance °?OA?oIu

social acceptability Ec»a?E?OEU?O

social class Ec»a???a

social objectives Ec»aA?±e

sociocultural environment Ec»aIA»?»·??

soft goods ·CAIOA?·

soft technology Ei??Eo

sole ownership entry strategy ¶AIiEuO?E?µA?oEeO?AO

Sony E?Aa

source credibility ?AI?A?O?µA?E?A¶E

source ?a???AI?A?O?

sources of data Ey?YA?O?

sources of new-product ideas ?A?u?·??OaA?O?

speciality goods IOEa?·

speciality retailers ??O?AaEUEI

speciality stores ??O?EIµe

specialization ??AA»?

spokesperson ?uNOEE

Sprint E??OAOIO

Standard Industrial Classification (SIC) ±e???¤Oµ·OAa?uAe

standardization strategy ±e??»?O?AO

standby positioning ±?OA¶?I»

staple goods EO??OA?·

Starbucks ?C°I?E

stars A??CAa

statement of job qualifications ?¤??O?CoEµA?

stock levels ?a??E®??

stockless purchase arrangement I???»o?E????»®

store brands AaEUEI?·A?

straight commission compensation plan ??O¶??O????e·?°?

straight rebuy O±?OOU??

straight salary compensation plan ??????O????e·?°?

strategic alliances O?AOA?AE

strategic business unit (SBU) O?AO?­O?/OµInµ?I»

strategic control O?AO?OO?

strategic fit O?AO?­µ??O

strategic group O?AO?e

strategic inertia O?AO???O

strategic intent/objective O?AOA?±e

strategic marketing program O?AOO?Iu??»®

strategic pricing objectives O?AO¶??UA?±e

strategic withdrawal O?AO?·IE

strategy constraints O?AOO°IiOoEO

strategy formulation and implementation O?AOO?¶??IEµE©

strategy implementation O?AOEµE©

strategy reassessment O?AOOO?A

subculture NCIA»?

subfactor ?I?¶OoEO

substitute goods I??u?·

substitution threat I??u?u?·µAI???

success rates ?E?¦AE

Sumitomo ??ONEIEA

Sun Microsystems I«NoI?IµI?

supermarkets ?¬?¶E???

supplementary media ??Ou?O?a??A?Ia

suppliers' bargaining power ?©O¦EIµAIO?U»??UAUA¦

surrogate products I??u?u?·

survey µ??e

survival pricing Eu??¶??U·?

sustainable competitive advantage ?E?O?oµA??OuOAE?

sweepstakes ?E?±?e?±

switching cost ??»»?E±?

symbols ·u?A

synergy ?­I¬??OA

T

tabulation O?±i

Taco Bell E??EOO

tangibility O??I?O

Tantem Computers

target audience A?±eEUOU

target level of product quality ?u?·OEA?±e??

target or hurdle level A?±e»oAN¶EE®??

target return price A?±e»O±??U?n

targeting strategy A?±eE???N?OnO?AO

targeting A?±eE???N?On

taste ?UI¶/I??A

team selling IA¶OIuEU

technical selling ??EoIuEU

telecommunications industry µcN¶?uOµ

telemarketing µc»°IuEU

television audience measurement µcEO?UOU?aA?

television home shopping µcEO?OI???Ii

territorial restrictions µOCoI?O?

territories CoOo

territory design and deployment CoOoEe???°??E?

territory inventory µOCo??»o

test marketing E????aEO

testing new product ?aEO?A?u?·

the American Association for Public Opinion Research AA?u?«??Oa?uN????­»a

the Council of American Survey Research Organization AA?uµ??eN????eO?I?O±»a

the Fishbein Model ·?E?±oA??I

the Marketing Research Association O?IuN????­»a

theatre tests IO???aEO

threat of new entrants ?A?oEeO?µAI???

three order-hierarchy models Ey??¶I?a?¶?a??A??I

Tide I­?O

Tiffany ?iU?AY

Time ?¶E±?uOU???·

time frame E±?a?o?U/O?Co

time pricing E±?a¶??U

time utility E±?a?§OA

Timex IiAAE±

title EuO?E?

Toshiba ¶«O?

total cost ?U?E±?

total quality managemnt (TQM) E«A?OEA??UAi

tough customer ?A?IµA?E?I

Toyota Motor Corporation ·aIi

Toys 'R' Us AA?uOoAuI???AaEUEI

tracking and monitoring ?u?UOe?a?O

trade mark EI±e

trade promotion A?O??UIu

trade selling A?O?IuEU

trade/functional discounts A?O?/O°AUOU?U

trade-in allowance OO?E»»?AOUEA

trading companies A?O??«E?

traditional stores ?«I?EIµe

training AaNµ

transactiional efficiency ?»O??§AE

transaction cost analysis (TCA) ?»O??E±?·OIo

transportation OEEa

trends C?E?

turnkey construction contract ?a¶???O??oO?

turnover EEO±A?¶?

two-sided presentations E«Io?AI??AEo

tying contracts ???oIo??µA?II¬

Tylenol I©Aµ

types of adverstising ?a??OOAa

types of brand ?·A?OOAa

types of costs ?E±?OOAa

U

ultimate customers/end users ?iOO?E?I/OAȤ

underlying dimension »u±??e?EO?EO

uniform delivered pricing I?O»OE·N¶??U·?

Unilever A??IAu»?

Union Pacific Railroad A??II«??NoIuA·

unit cost µ?I»?E±?

unit sales µ?I»?u?·IuEU¶i

unitary price elasticity µ?I»?eCo?U?nµ??O

Universal Product Code (UPC) I?O»EI?·±aAe

universe ??Nu±??©?UIa

unrelated/conglomerate diversification ???I¶aO?»?

unsought goods ·C?ECo?u?·

UPS A??I°u?u·?In

US Patent Office of the Department of Commerce AA?uEIIn????Au?O

USA Today ?¶?nEOAA?u?·

usage OAI?

use tests E?OA?aEO

users E?OAO?

utility/price relationship ?§OA/?U?n?OIµ

V

VALS2 ?UOµOeEu»i·?E?IaIµ2

value ?UOµ

value-based planning ?UOµ»u????»®

variability ±a»??O

variable costs ?E±a?E±?

variable incentive ?E±a?¤Ao?eE©

variance decomposition analysis ?«?i·O?a·OIo

VCR (video cassette recorder) A?In»u

vending sales ?O¶?EU»oOµ

vending-machine operators ?O¶?EU»o»u?­O?EI

vendor analysis ?©O¦EI·OIo

vertical integration ??O±/?YIoO»Ia»?

vertical marketing systems (VMS) ??O±O?IuIµI?

vision O??°

Volvo IO¶uIO

W

Wall Street Journal ?¶»?¶u?OEO±??·

Wal-Mart IO¶uAe

Walt Disney µIE?Aa

want OuCo

warranty OEA?±?O¤

weight ?OE?

Wella I¬A­

Wendy's IAµI

Whirlpool »Y¶o?O

wholesale clubs Au·??aAO??

wholesaler-sponsored voluntary chains Au·?EI·???µA?OO?A¬Eo

wholesaling trends Au·?C?E?

win-back program O®»O???E?I?©·?°?

working capital investment OU???E??I¶Ee

workload approach ??Ea?¤??A?·?·?

World Wide Web (WWW) IoI¬Io

X

Xerox E©AO

Y

Yamaha NAAi??

young urban trend setters AeCaµA?CE??±A?Aiµ?O?

Z

zero defect AaE±IY

zone pricing ·OCo¶??U·?


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fast-moving consumer goods (FMCG) ?iEU±a¶?µAIu·N?·

fear appeals ?O?a/?EACE?Co

features IOO?

Federal Department Stores A?°i°U»oEIµe

Federal Trade Code ??FTC) A?°iA?O?·?°?

FedEx (Federal Express) A?°i?iµY

feedback data ·?A?Ey?Y

field test marketing EµµOE????aEO

financing EU?E

fisheries O?Oµ

fit and finish ?aEµ¶EOeIa?U

fixed costs ?I¶??E±?

fixed salary ?I¶??¤?E

flanker strategy ?aOi?o??O?AO

flanker/fighting brand O?¶·?·A?

flanking and encirclement strategies ?aOi?o??OeI§¶AO?AO

flat organizational structure ±a??µA?eO??a??

FOB origin pricing FOB?uµO¶??U·?

focus strategy ??O?O?AO

followers ?·E?O?

Ford ??IO?«E?

foreign middlemen ?uIaO??aEI

forestry AOOµ

formalization ?IE?/??·¶»?

formulate O?¶?

fortress/position-defence strategy ·AOu±¤AYO?AO

Fortune ?¶???»?·OOO?

forward integration IoC°O»Ia»?

franchise systems IO?iIµI?

franchising IO?i?­O?

free call numbers Aa·Nµc»°?AAe

free goods Aa·NEI?·

freight-absorption pricing AaEOOE·N¶??U·?

fringe benefits ??¶i?oIu

frontal attack strategy OyA??o??O?AO

full costing profitability analysis E«?E±?O?Au?O·OIo

full-service wholesalers E«·?I»·?InµAAu·?EI

functional competencies and resource allocation O°AUAUA¦Oe?EO?·OAa

functional efficiency O°AU?§AE

functional organization of sales force °?IuEUO°AU?eO?IuEU¶OIe

functional organizational structure O°AU?I?eO??a??

functional performance ?¦AU?OAU

functional strategy O°AUO?AO

G

games ±EEu

gap ?i?a

gatekeepers ?AI??«µYO?

general behavioral descriptors O»°a??I?±aA?

General Electric (GE) I?OAµc?o

General Foods Corporation I?OAE??·

general merchandise discount chains ?oOUEI?·OU?UA¬Eoµe

General Motors I?OA?u?µ

geodemographics CoOoEE?UI???IOO?

geographic adjustments µOAiµ?Ou

geographic distribution µOAi·O??

geographical organization of sales force °?µOCo?eO?IuEU¶OIe

Gillette ??A?I??eµ¶

global adjustments E«Coµ?Ou

global elite consumer segment E«Co?«O?Iu·N?·E???

global expansion E«CoA©OA

global marketing control E«CoO?Iu?OO?

global markets E«CoE???

global niche strategy E«Co»u»aO?AO

global standardization strategy E«Co±e??»?O?AO

global teenage segment E«CoCaEUAeE???

globalization E«Co»?

global-market expansion E«CoE???A©OA

goals ?UA?±e

going-rate/competitive parity pricing ??Ou?O???U¶??U·?

goods producers ?u?·O?OiEI

Goodyear ?IIOOiAOI?

government agencies O??®»u??

government buyers O??®?E??O?

government market O??®E???

government regulation O??®?UO?

greenhouse effect IAEO?§O¦

grey market »OE«E???

gross domestic product (GDP) ?uAUEu?u?UOµ

gross margin A«Au

gross national product (GNP) ?uAnEu?u?UOµ

gross profit A«Au

gross rating points (GRPs) ?U?¶±?O?Ey

group/category product manager Aa±??u?·?­Ai

growing markets ?E?¤E???

growth rate of market E???Oo?¤AE

growth stage of product life cycle ?u?·EuAuOU?UµA?E?¤??¶I

growth-extension strategies Oo?¤A©OAO?AO

growth-market strategies for market leaders E???Aiµ?O?µAE???Oo?¤O?AO

growth-market strategy ?E?¤?OE???O?AO

growth-market targeting strategy ?E?¤?OE???¶?I»O?AO

guarantee/warranty ±?O¤/µ?±?

guarantees ±?O¤

Gucci ?Acu??EA?cOoAuE±?°?·A??©

H

Haagen-Dazs ???u?iE?

hard technology O???Eo

Harvard Business Review ?¶??·?EIOµ?AAU?·

harvest EO»n

harvesting pricing EO»n¶??U·?

harvesting strategy EO»nO?AO

health care O?A?±???

health maintenance organizations (HMOs) ??AA?u?©IAEu±????eO?

heavy buyer ?o?IȤ

Heileman Brewing Company

Heinz ?aEIE??·

helpfulness O?O??O

Henkel ????

Hertz ?O?E??AA?u?u?µ?aA???I·?©

Hewlett-Packard »Y?O?«E?

hierarchy of strategy O?AOµA?a?I

high margin/low-turnover retailers ??AuEo/µIOU??AEµAAaEUEI

high market share global strategy ??E???·Y¶iE«CoO?AO

high-contact service system ???O??·?InIµI?

high-involvement product ???IOe?u?·

high-involvement purchase ???IOe??Ao

hight market share ??E???·Y¶iO?AO

Hilton I?¶u¶U

Holiday Inns ?UEOAA?Y

homogeneous market I¬OEE???

Honda ±?Ii

household/family life cycle ?OI?EuAuOU?U

household ?OI?

hybrid technology »i?I??Eo

I

IBM ?u?EEIOA»u??

idea generation ??OaµA?uEu/Eu?E

ideas for new products ?A?u?·??Oa/??Ie

idea-screening process ??OaE?N??y?I

identification of segments E¶±?I?·OE???

Illinois Tool Works OAAuAµE??¤???§

image pricing ?IIo¶??U

imitative positioning A?·A¶?I»

imitative strategy A?·AO?AO

impact evaluation O°Ii?A?A

impersonal sources ·C?oEEµA?AI?A?O?

implementation and control of marketing programs O?Iu??»®µAO????I?OO?

implementation EµE©

improvements in or revisions of existing products IOO??u?·µA?AA?»o??Oy

impulse buying ?a¶???Ao

impulse goods ?a¶???Ao?·

incentives ?¤Ao

income EOEe

increased penetration strategy Oo?OEoI?O?AO

indirect costing profitability analysis ?a?O?E±?O?Au?O·OIo

individual brand ?o±??·A?

individual value ?oEE?UOµ

industrial goods & services ?¤Oµ?u?·?I·?In

industrial goods channels ?¤Oµ?··OIuC?µA

industry attractiveness ??OµIuOyA¦

industry attractiveness-business position matrix ??OµIuOyA¦-OµInµOI»?OOo

industry dynamics ?uOµ¶?I¬

industry evaluation ?uOµ?A?A

industry evolution ?uOµNY±a

inelastic E±·¦?U?nµ??O

influencers O°IiO?

infocommunications industry ?AI?I??A??Oµ

infomercials EIOµ?AI??a??

information age ?AI?E±?u

information search ?AI?EN??

information technology ?AI???Eo

information ?AI?

informative ??O??OµA

ingredient ?E·Y

in-home personal interview ?oEE?OI?·AI?

in-house use tests AU??E?OA?aEO

innovation ???A

innovativeness ???A?O

installation EeE©

in-store display µeAUO?E?

in-store positioning µeAU???O

in-store promotion µeAU?UIu

intangibles I??I

integrated marketing communication plan (IMC) Ou?IO?Iu?«????»®

integration of perception ??O?Ou?I

integration Ou?I

Intel OoIO¶u

intensity of market position E???µOI»µA??O??I¶E

intensity ??O??I¶E

intensive distribution AU???I·OIu

interactions across multiple target markets ¶aA?±eE????aµAIa»???OA

interactive media ?»»?E?A?Ia

interest rates AuAE

internal data sources AU??Ey?YA?O?

internal marketing AU??O?Iu

internal organizational structure AU???eO??a??

international advertising ?u?E?a??

international channels ?u?E·OIuC?µA

international division ?u?E·O??

international marketing ?u?EO?Iu

international organizational design ?u?E?eO?Ee??

internationalization of services ·?InµA?u?E»?

introductory stage of product life cycle ?u?·EuAuOU?UµAI??o??¶I

inventory level ?a??E®??

investor relations advertising I¶?E?OIµ?a??

issue advertising ?Uµa?a??

J

Jaquar AAO?±?

Jell-O ??A¶

jobbers Au·?EI

Johnson & Johnson C?Eu

joint ventures ?I?E

jury of executive opinion ??O??UAiEEO±E?IaOa?u·?

just noticeable difference (JND) C?CE??Oaµ?µA?iOi

just-in-time (JIT) management system ??E±O??UAiIaIµ

just-in-time purchasing arrangements ?°E±?E??°?AA

K

Kao »?Io

Keiritsu ?­A?I?

Kellogg ?­Aa?n?«E?

Kentucky Fried Chicken (KFC) ?IµA»u

key account management O?O??IȤ?UAi

key accounts ?O?u?IȤ

key benefits ?E?AAuO?

key environmental issue identification E·¶?O?O?µA»·??IEIa

key variables ?O?u±aA?

key/house accounts ?O?u/»u???I»§

Kmart ?­AeIO

Kodak ?A?i

Komatsu ??EE?«E?

Kraft ??U?

L

laboratory tests EµNeEO?aEO

leapfrog strategy IUIoO?AO

learning hierarchy N§I°?a?¶?a??

legal services ·?AE·?In

legislation A?·?

legitimate power ·?¶?E?

level of compensation ?e??E®??

level of technical sophistication ??EoµA??OO?I¶E

Levi Strauss AiI¬?¤E·IOAIE?

Levi's A?I¬E???E«Co?i?oµAA???·?O?OiEI?©

lexicographic model ?Eµa±a?eA??I

lifestyle Eu»i·?E?

limited-service wholesalers O?I?·?InµAAu·?EI

line extension ?u?·I?A©O?

line filling ?u?·I?Ii?a

line stretching ?u?·I?NOEi

list price ¶©?U

Lloyd's of London A?¶OAI°?µA±?IO?«E?

localizaiton strategy ±?µO»?O?AO

location pricing ??Eu¶??U

location I»OA

lodging ·?IY?o?a

logistical alliances ?oCUA?AE

long-term memory ?¤?U?COa

lost customer E§E?µA?E?I

Louis Vuitton A·O??¤I?µC??·??uOoAuE±E??·A??©

low-contact service system µI?O??·?InIµI?

low-cost defender µI?E±?·AOu?I

low-cost position µI?E±?µOI»

low-involvement hierarchy µI?IOe?I¶E?a?¶?a??

Lucent Technologies AEN¶????

M

macro risks ?e?U·cIO

macroenvironment ?e?U»·??

macrosegmentation ?e?UI?·O

mail-order retailers OE??AaEUEI

maintaining market share ±??OE???·Y¶i

maintenance strategy ±??OO?AO

management overhead ?UAi·N

mandatory adaptation C?O??OEEO¦

manufacturer brand O?OiEI/E«?u?O?·A?

manufacturers' agents/representatives Eu?uEIµA?uAiEI/IuEU?u±i

manufacturers' export agents (MEA) O?OiEI?o?U?uAi

manufacturers' sales offices/branches Eu?uEIµAIuEU°iEA?¦/·OO§»u??

manufacturing process O?Oi?y?I

manufacturing O?OiOµ

market aggregation strategy OuIaE???O?AO

market attractiveness factors E???IuOyA¦OoEO

market attractiveness E???IuOyA¦

market attractiveness/business position matrix E???IuOyA¦/OµInµOI»?OOo

market circumstances E???»·??

market demorgraphics E???EE?U·O??/I???IOO?

market dimension E???A?¶E

market entry strategies E????oEeO?AO

market exclusion E???AA?a

market expansion strategy E???A©OAO?AO

market factors E???OoEO

market followers E????uE?O?

market growth rate E???Oo?¤AE

market hirarchy E???µE?¶

market inclusion E???AEEe

market leaders E???Aiµ?O?

market measurement E????aA?

market opportunity analysis E???»u»a·OIo

market oriented OOE???I?µ?IoµA

market position factors E???µOI»OoEO

market positioning analysis E???¶?I»·OIo

market potential measurements E???C±A¦?a¶E

market research E???N???

market segment I?·OE???

market segmentation E???I?·O

market share E???·Y¶i

market targeting A?±eE???N?On

market E???

marketability E?????IOAUA¦

market-entry strategies E????oEeO?AO

marketing action plan O?Iu??¶???»®

marketing audit O?IuEo??

marketing channel O?IuC?µA

marketing codes of conduct O?Iu??I???·¶

marketing communication O?Iu?µI?/?«??

marketing concept O?Iu?UAi

marketing control O?Iu?OO?

marketing decision support systems (MDSS) O?Iu?o??O§?OIµI?

marketing environment audit O?Iu»·??Eo??

marketing flows and functions O?Iu?y?I?IO°AU

marketing function area audit O?Iu?¦AUAiOoµA Eo??

marketing implications of ¶OO?IuµAO°Ii

marketing information system O?Iu?AI?IµI?

marketing institutions O?Iu»u??

marketing management O?Iu?UAi

marketing message O?Iu?AI?

marketing mix O?Iu?e?I

marketing policy O?Iu??AO

marketing productivity area audit O?IuEu?uA¦AiOoµAEo??

marketing program components O?Iu??»®AUEY

marketing program O?Iu??»®/·?°?

marketing relationship O?Iu?OIµ

marketing research O?IuN???

marketing strategy O?IuO?AO

market-management organizational structure E????UAi?eO??a??

mark-up price ?u?·/Oc?U?U?n

Marlboro Io±¦A·

Marriott Hotel Io?A??µe

mass-market penetration strategy ?o??A?E???EoI?O?AO

mass-market strategy ?oE???O?AO

matrix organizational structure ?OOo?eO??a??

Matsu****a EO±?EEIAµc?O

mature conformists ?EEiµAE??oA?O?

mature markets ?EEiE???

mature stage of product life cycle ?u?·EuAuOU?UµA?EEi??¶I

McDonald's Aoµ±AI

McDonnell Douglas AoµA?«E?

MCIµcN¶?«E???C°EA?cI??A?«E??©

MDSS (Marketing-Decision Support System) E????o??O§?OIµI?

measurability ?E?a¶E?O

measure or index ?aA?O?±e

measurement criteria ??A?±e??

media audiences A?IaEUOU

medical and health services O?A?IAEu·?In

Medico Containment Services

memory of consumers Iu·NO??COa

Mercedes-Benz A·EuµAE?-±??U

Mercer Management Consulting AA?uAAOC?UAi?EIE?«E?

merchandising I?Iu

merchant middlemen ?uAUA?O?O??aEI

merchant wholesalers EIOµAu·?EI

message structure ?AI??a??

Michael Porter Ao?E¶u-??IO

micro risks I??U·cIO

microsegmentatioin I??UI?·O

Miller Tyding ACT, USA A?AO?¤I©¶?·?°?

minging ?oOµ

Minnesota Mining and Manufacturing Company (3M) A?AaEO?i?oOµ?IO?Oi?«E?

Minolta AAAU?i

miscellaneous sources ¶a·?A?A?O?

mission ?UO?

missionary selling I?IuE?IuEU

Mitsubishi Heavy Industries EyAaOO?¤

modified rebuy µ?OuOU??

monosegment positioning µ?O»I?·OE???¶?I»

Monsanto AIE?¶?A©OµEuIi??Eo?«E?

moral appeals A?Ai/µAµAE?Co

morals µAµA

Motorola A¦I?A?A­

multichannel distribution ¶aC?µA·OIu

multidimensional scaling ¶aI¬µE?¶·?

multilevel selling ¶a?¶IuEU

multinational coporations (MNCs) ?c?u?«E?

multiple test markets ¶a?aEOE???

multiple-brand strategy ¶a?·A?O?AO

multiple-factor index ¶aOoEOO?Ey·?

multisegment positioning ¶aOOI?·OE???¶?I»

mutual trust Ia»??AEI

N

Nabisco Biscuit AE±?E??E±y?E?«E?

national account management E«?u?O?I»§?UAi

national market ?uAUE???

National Semiconductor AA?u?u?O°eµ?Ia?«E?

natural products IiE»?u?·

NEC EO±?µc?O

Nescaf?¦ E????§·E

Nestl?¦ E???

net sales ?»IuEU¶i

network computer (NC) IoAc??Ea»u

new business selling ?AOµInIuEU

new buy ??Ee?A?u?·

new entrants ?A?oEeO?

new markets ?AE???

new materials ?A?AAI

New Prod screening model ?A?OA?µAE?N?A??I

new product lines ?A?u?·I?

new products ?A?u?·

new-product development ?A?u?·??·?

new-product ideas ?A?u?·??Oa

Newsweek ?¶?AIAOU???·

new-task buying E«?A?E??

new-to-the-world products EA?c?O?A?u?·

niche penetration strategy ±Uie/»u»aE???EoI?O?AO

niche-market strategy ±UieE???O?AO

Nike AI?E

Nissan AaE?

no-brand brand name I??·A?µA?·A?Au??

no-frills product I??eEI?u?·

noise in communication system ?«??IµI?O?µAOeOo

non-financial rewards ·CIiOE?O?±Ao?eE©

non-probability sampling ·C?AAE?eNu

non-profit organization ·CO?Au?eO?

non-store retailing I?µe?IAaEUOµ

number of stockouts ?UOIEyA?

O

object-and-task method of promotion budgeting A?±e-EIIn?UIuO¤Ea·?

objectives and strategy area audit A?±eOeO?AOAiOoµAEo??

objectives ??IaA?±e

observation ?U?i·?

occupancy costs ·?IYO?OA?E±?

occupation/position O°Oµ/O°I»

odd pricing ??/OaEy¶??U·?

OEM (original equipment manufacturer) O­E?Ee±?O?OiEI

oeverall quality ?UIaOEA?

off-invoice discounts ·??±O®IaµAOU?U

offsets µOIu?»O?

Omega A·A??O

on-air testing ?a???aEO

OPEC (Organization of Petroleum Exporting Countries) A·Aa?E??E?OIEa?o?u?eO??©

opening relationships ??A??OIµ

operating supplies Eu?u?©O¦?·

operational excellence OE???UAiE®??

opinion leaders Oa?uAiµ?O?

opportunity cost »u»a?E±?

opportunity identification »u»aE¶±?

opportunity/threat matrix »u»a/I????OOo

order cycle time ¶©»oOU?U

order processing ¶©µ??¦Ai

organisational level ?eO??a?I

organizaitonal requirement planning ?eO??eCo??»®

organization area audit ?eO?AiOoµAEo??

organization buying center ?eO??E??O??A

organizational customer ?eO??E?I

organizational direct selling ?eO?O±Iu

organizational markets ?eO?E???

organizational purchasing ?eO??E??

organzational structure ?eO??a??

outdoor enthusiasts »§IaOE¶?°®?AO?

out-of-home media ȤIa?a??A?Ia

overall cost leadership E«A??E±?AiIE

overheads EO????O§

overseas direct investment ??IaO±?OI¶?E

ownership of new product ?A?u?·EuO?E?

P

Pacific Electric I«??Noµc?o

packaging °u?°

panel of experts ???O???e

parentage O?O?

parties involved ?»»»O?µA??·?

payment terms O§?¶Io?i

pay-off control O§?o?OO?

penetration pricing EoI?¶??U

Pepsi-Cola °UEA?EAO

perceived customer value ?E?I??O??UOµ

perceived quality ??O?µ?µAOEA?

perceived value ??O?µ?µA?UOµ

percentage of sales promotion budgeting method IuEU¶i°U·O±E?UIuO¤Ea·?

perceptions of consumers Iu·NO???O?/Ai?a

perceptual (product) pisitioning ??O????u?·?©¶?I»

perceptual map ??O?I?

perceptual organization ??O??eO?

perceptual vigilance ???OµA??Ie

performance dimension Oµ??±e??

performance evaluation Oµ???A?A

performance measures ±iIO/Oµ???a¶E

performance objective ???§A?±e

performance standards ???§±e??

performance ?¦AU

perishability ·C?O?A?O

personal selling EEO±I?Iu

personal sources ?oEEµA?AI?A?O?

personnel development EEA¦?EO???·?

persuasive Eµ·??OµA

pharmaceuticals industry O?O©??Oµ

physical (product) positioning IiAi???u?·?©¶?I»

physical descriptors IiAi±aA?

physical distribution EµIi·OIu

Pillsbury ?¤¶uE??©E?

pioneers IEEeO?

Pizza Hut ±OE¤?I

place utility µOµa?§OA

planning and control system area audit ??»®Oe?OO?IµI?AiOoµAEo??

point of sale information IuEUµa?AI?

point-of-purhcase (POP) promotion ?E??µa?UIu

point-of-sales (POS) data IuEUµaEy?Y

pontificator ±?EOAE

popularity I?OA?O

population trends EE?UC?E?

portfolio models for resource allocation ?EO?AaOAµA?E?u?e?IA?E?

position intensity µOI»??O??I¶E

positioning ¶?I»

possession utility OµO??§OA

post-purchase dissonance ??Ao?oµA?»?­µ?

post-purchase evaluation ??Ao?o?A?A

post-purchase/after-sale service EU?o·?In

potential advantages C±OUOAE?

potential customer C±OU?E?I

potential market C±OUE???

potential target market C±OUA?±eE???

power in distribution ·OIuE?A¦

power of buyers ??AoO?AUA¦

power of suppliers ?©O¦EIAUA¦

predatory pricing AO¶a?O¶??U·?

pre-empting scarce resources IEO?I?E±?EO?

preferential treatment IO»Y?yOo

premiums ¶iIa?±Ao

present competitors IOO?µA??OuO?

presenting sales message Ia?©IuEU?AI?

pre-test market research ?aEOC°E???N???

price discrimination ?U?n?cEO

price elasticity of demand ?eCoµA?U?nµ??O

price fixing ?U?nEe¶?

price leaders ?U?nAiµ?O?

price lining ?U?nAAA?¶??U·?

price promotion ?U?n?UIu

price quotation ±??U

price sensitivity ?U?nAo??¶E

price structure ?U?n?a??

price ?U?n

price/earnings ration ?U?n/EOO?±E

price-off promotions ?µ?U?UIu

price-setting process ¶??U?y?I

pricing adjustments ¶??Uµ?Ou

pricing policies ?U?n??AO

pricing ¶??U

primary demand »u±??eCo

primary sources µUO»Aa/O?O?Ey?Y

print media O?E?A?Ia

private/for-profit organization E?O?/O?Au?O?eO?

PRIZM (Potential Rating Index for Zip Markets) °?OEO?Co»®I?»u??µAC±A¦µE?¶O?Ey

proactive new-product development strategy ?oE??I?A?u?·??·?O?AO

probability sampling ?AAE?eNu

problem formulation ?c¶?IEIa

problem identificatioin E·¶?IEIa

process management ?y?I?UAi

Procter & Gamble (P&G) ±¦?a?«E?

product line ?u?·I?

product availability ?u?·µA?E»nµA?O

product category ?u?·Aa±?

product class ?u?·Aa±?

product decisions ?u?·?o??

product design ?u?·Ee??

product development ?u?·??·?

product dimension or attributes ?u?·I¬¶E/Eo?O

product evolution ?u?·NY±a

product features ?u?·IOO?

product intent share ?u?·CaIo·Y¶i

product leadership ?u?·Aiµ?AUA¦

product life cycle (PLC) ?u?·EuAuOU?U

product life cycle curve ?u?·EuAuOU?UCuI?

product line ?u?·I?

product manager audit ?u?·?­AiEo??

product offering ?©O¦?·

product organizaiton of salesforce °??u?·?eO?IuEU¶OIe

product policies ?u?·??AO

product positioning ?u?·¶?I»

product quality ?u?·OEA?

product scope ?u?··¶I§

product space ?u?·I»OA

product specifications ?u?·???n

product systems ?u?·IaIµ

product type ?u?·Aa?I

product usage ?u?·OAI?

product ?u?·

product(ion)-oriented organization ?u?·/Eu?uµ?Io?I?eO?

production Eu?u

product-line pricing adjustments ?u?·I?¶??Uµ?Ou

product-management organizational structure ?u?·?UAi?eO??a??

product-market entry control ?u?·?­E????oEe?OO?

product-related behavioral descriptors Oe?u?·Ia?OµA??I?±aA?

product's market characteristics ?u?·µAE???IOO?

product-use testing ?u?·E?OA?aEO

pro-environment »·±?

profit impact of market strategy (PIMS) E???O?AOµAAuEoO°Ii

profitability analysis O?Au?O·OIo

profitability O?Au?O/O?AuAUA¦

profitable survivor strategy O?Au?EI?µAEu??O?O?AO

project-company resource compatibility IiA?Oe?«E??EO?µA?­µ??O

projected profit-and-loss statement O¤??E?O?±i

projective tests I¶O°?aEO

promotion decisions ?UIu?o??

promotion mix ?UIu?e?I

promotion policies ?UIu??AO

promotion ?UIu

promotional allowance ?UIuOUEA

promotional effort ?UIuA¬A¦

promotional pricing ?UIu¶??U

promptness ?°E±?O

propector strategy I?E??IO?AO

prospecting for customers N°OO?E?I

psychographics ?AAiI???IOO?

psychological cost ?AAi?E±?

psychological pricing ?AAi¶??U·?

public organization ?«???eO?

public relations ?«???OIµ

public utilities ?«??EeE©

publicity ?«???u?«

pull strategy for control of distribution channels ·OIuC?µA?OO?µAA­E?O?AO

pupil dilation I«??A©OA

purchase predisposition ??AoCaIo

purchasing agent ?E???uAi

purchasing contract ?E???II¬

purchasing manager/agent ?E???­Ai???uAi

purchasing power perity (PPP) ??AoA¦???UO?Ey

push money/spiffs O¶??

push stragtegy for control of distribution channels ·OIuC?µA?OO?µAI?E?O?AO

Q

qualifying prospects Eo?eC±OU?E?I?E?n

quality dimensions OEA?I¦E

quality OEA?

quantity discount EyA?OU?U

question marks IEIaAa

questioning N?IE·?

quotas ¶?¶i

R

R & D expenditure N?????·?O?AO

race and ethnic origin OO?a?IAn?a

rack jobbers ?©O¦?¬?¶E???µAAu·?EI

radio I?I?µc?a??

rank ordering AA?o

rate of adoption ?E??AE

rate-of-return/target return pricing »O±?AE/A?±e»O±?¶??U·?

rational appeals Ai?OE?Co

rationale »u±?O­Ai

raw materials O­?AAI

reactive and proactive responses ·?O¦?°C°Ea??AO

reactive new-product development strategy

reactor strategy ·?O¦?IO?AO

real estate ·?µO?u

rebates »O?U

recall tests ?COa?aEO

receiver ?OEOO?

reciprocity AuO?»?»Y

recognition of problem/need ·?IOIEIa/?eCo

recognition tests EIO??aEO

recreation OeAOOµ

recruitment and selection O???OeN?°I

recycling of packaging °u?°»OEO??AuOA?©

Reebok En??

reference group ?IOOE?Ia

referent power ?IOOE?

refocus ?®?I

refunds IE?i

refusal to deal ?U?o?­O?

regression analysis »O?e·OIo·?

regulation ?UO?

related/concentric diversification Ia?O/I¬?A¶aO?»?

relational VMSs Ia?OE???O±O?IuIµI?

relative attractiveness of declining markets E?IEE???µAIa¶OIuOyA¦

relative market potential Ia¶OE???C±A¦

relative market share Ia¶OE???·Y¶i

reliability ?E???O

repeat purchase behavior OO????Ao??I?

repetition OO??

repositionings OO?A¶?I»?u?·

requirements planning ?eCo??»®

reseller O??aEI

resident buyers ???¤?E??O±

resource allocation/deployment ?EO?AaOA

response strategies ·?O¦??AO

response to communication ?«??IiO¦

responsive strategy ·?O¦?I?A?u?·??·?O?AO

responsiveness IiO¦?O

retail coverage strategy AaEU·¶I§O?AO

Retail Index AaEUO?Ey

retail outlets AaEUµe

retail sales AaEU¶i

retailer co-operatives AaEUEI?I??Ec

retailer AaEUEI

retailing trends AaEUC?E?

Return on Equity (ROE) E?O?»O±?AE

Return on Investment (ROI) I¶?E»O±?AE

Return on Net Assets (RONA) ?»?E?u»O±?AE

reverse engineering ·?Io?¤?I

reward systems ?±AoIµI?

rivalry determinants ??Ou?o¶?OoEO

rivalry ??Ou¶OEO

Robert Miles A??®IO?¤Ao¶uE?

Rockwell Aa?EI?¶u

Rolex AIA¦E?

Rolls-Royce AIE?A?E?

roster Au?a

Rover A?·??«E?

S

salary ????

sales agents IuEU?uAiEI

sales analysis by customer ?E?IIuEU·OIo

sales analysis by order size ¶©»o??A?µAIuEU·OIo

sales analysis by product ?u?·IuEU·OIo

sales analysis by territory CoOoIuEU·OIo

sales analysis IuEU·OIo

sales forcasting IuEUO¤?a

sales force estimates IuEUEEO±?A??

sales force size IuEU¶OIe??A?

sales force IuEU¶OIe

sales forecasting IuEUO¤?a

sales management IuEU?UAi

sales organization IuEU?eO?

sales performance IuEU±iIO/Oµ??

sales personnel incentives IuEUEEO±?¤Ao

sales personnel IuEUEEO±

sales planning IuEU??»®

sales potential IuEUC±A¦

sales promotion IuEU?U?o/?UIu

sales territory IuEUµOCo

sales trends IuEUC?E?

sales IuEU¶i

sales/price reduction IuEU/?U?nIA?µ

sample design Nu±?Ee??

sample size Nu±??o??

sampling ?eNu

sampling Ia?©Nu?·

scale efficiency ??A??§AE

scaled measures ±EAy?a¶E

scoring models ?AA?A??I

screening of ideas ??OaE?N?

sealed bidding O?±e

Sears I?¶uE?

secondary sources µU¶?Aa/?IO?Ey?Y

second-but-better new-product development strategy ?oO??OEI?I?A?u?·??·?O?AO

security O¤E?Oµ

segmentation and targeting I?·OOeA?±eN?On

segmentation criteria I?·O±e??

segmentation descriptors E???I?·O±aA?

segmentation E???I?·O

Seiko EO±??«?¤OeE?»aEc??E«CoOoAuµA?oO?»uEu?uEI?©

selective demand N?On?O?eCo

selective distribution N?On·OIu

selective exposure N?On?O?O??

selective perception N?On?O??O?/Ai?a

selective retention N?On?O±?Ao

self-employed person ¶AA??­O?µA?oEE

self-managing teams ?OIO?UAiIA¶O

self-oriented ?OIOµ?Io?I

selling groups IuEUIA¶O

selling proposition IuEU??»®/IaOe

selling I?Iu/IuEU

service guarantees ·?In±?O¤

service industry ·?In?uOµ

service organization ·?In?eO?

service quality ·?InOEA?

service ·?In

serviceability ·?InAUA¦

serviceability EEOA?O

services channels ·?InC?µA

servicing products ·?In?u?·

servicing the account ?I»§·?In

setting quotas E·¶?¶?¶i

shake-out stage ¶?µ???¶I

shared programs/facilities ·OIi??»®/Ee±?

share-growth strategies for followers ?·E?O?µAE???·Y¶iOo?¤O?AO

shareholder value ?E¶«?UOµ

share-maintenance ·Y¶i±??O

Sherman Act, USA AA?u?»¶uAu·?°?

shopping goods Iu·N?·

short-term memory ¶I?U?COa

signal vehicle/carrier ?A?AOOIa

simulated test marketing A?AaE????aEO

single-factor index µ?OoEOO?Ey·?

single-line mass-merchandiser stores µ?O»Aa?I?u?·??O?A¬Eoµe

SKF E?µaOa???«E?

skimming and early withdrawal ??O¬Oe??Oc?·AeO?AO

skimming pricing ??O¬¶??U·?

sleepwalker/contented underachievers AIOIO?/?UEYO?Au?aµAEE

slotting allowance °?OA?oIu

social acceptability Ec»a?E?OEU?O

social class Ec»a???a

social objectives Ec»aA?±e

sociocultural environment Ec»aIA»?»·??

soft goods ·CAIOA?·

soft technology Ei??Eo

sole ownership entry strategy ¶AIiEuO?E?µA?oEeO?AO

Sony E?Aa

source credibility ?AI?A?O?µA?E?A¶E

source ?a???AI?A?O?

sources of data Ey?YA?O?

sources of new-product ideas ?A?u?·??OaA?O?

speciality goods IOEa?·

speciality retailers ??O?AaEUEI

speciality stores ??O?EIµe

specialization ??AA»?

spokesperson ?uNOEE

Sprint E??OAOIO

Standard Industrial Classification (SIC) ±e???¤Oµ·OAa?uAe

standardization strategy ±e??»?O?AO

standby positioning ±?OA¶?I»

staple goods EO??OA?·

Starbucks ?C°I?E

stars A??CAa

statement of job qualifications ?¤??O?CoEµA?

stock levels ?a??E®??

stockless purchase arrangement I???»o?E????»®

store brands AaEUEI?·A?

straight commission compensation plan ??O¶??O????e·?°?

straight rebuy O±?OOU??

straight salary compensation plan ??????O????e·?°?

strategic alliances O?AOA?AE

strategic business unit (SBU) O?AO?­O?/OµInµ?I»

strategic control O?AO?OO?

strategic fit O?AO?­µ??O

strategic group O?AO?e

strategic inertia O?AO???O

strategic intent/objective O?AOA?±e

strategic marketing program O?AOO?Iu??»®

strategic pricing objectives O?AO¶??UA?±e

strategic withdrawal O?AO?·IE

strategy constraints O?AOO°IiOoEO

strategy formulation and implementation O?AOO?¶??IEµE©

strategy implementation O?AOEµE©

strategy reassessment O?AOOO?A

subculture NCIA»?

subfactor ?I?¶OoEO

substitute goods I??u?·

substitution threat I??u?u?·µAI???

success rates ?E?¦AE

Sumitomo ??ONEIEA

Sun Microsystems I«NoI?IµI?

supermarkets ?¬?¶E???

supplementary media ??Ou?O?a??A?Ia

suppliers' bargaining power ?©O¦EIµAIO?U»??UAUA¦

surrogate products I??u?u?·

survey µ??e

survival pricing Eu??¶??U·?

sustainable competitive advantage ?E?O?oµA??OuOAE?

sweepstakes ?E?±?e?±

switching cost ??»»?E±?

symbols ·u?A

synergy ?­I¬??OA

T

tabulation O?±i

Taco Bell E??EOO

tangibility O??I?O

Tantem Computers

target audience A?±eEUOU

target level of product quality ?u?·OEA?±e??

target or hurdle level A?±e»oAN¶EE®??

target return price A?±e»O±??U?n

targeting strategy A?±eE???N?OnO?AO

targeting A?±eE???N?On

taste ?UI¶/I??A

team selling IA¶OIuEU

technical selling ??EoIuEU

telecommunications industry µcN¶?uOµ

telemarketing µc»°IuEU

television audience measurement µcEO?UOU?aA?

television home shopping µcEO?OI???Ii

territorial restrictions µOCoI?O?

territories CoOo

territory design and deployment CoOoEe???°??E?

territory inventory µOCo??»o

test marketing E????aEO

testing new product ?aEO?A?u?·

the American Association for Public Opinion Research AA?u?«??Oa?uN????­»a

the Council of American Survey Research Organization AA?uµ??eN????eO?I?O±»a

the Fishbein Model ·?E?±oA??I

the Marketing Research Association O?IuN????­»a

theatre tests IO???aEO

threat of new entrants ?A?oEeO?µAI???

three order-hierarchy models Ey??¶I?a?¶?a??A??I

Tide I­?O

Tiffany ?iU?AY

Time ?¶E±?uOU???·

time frame E±?a?o?U/O?Co

time pricing E±?a¶??U

time utility E±?a?§OA

Timex IiAAE±

title EuO?E?

Toshiba ¶«O?

total cost ?U?E±?

total quality managemnt (TQM) E«A?OEA??UAi

tough customer ?A?IµA?E?I

Toyota Motor Corporation ·aIi

Toys 'R' Us AA?uOoAuI???AaEUEI

tracking and monitoring ?u?UOe?a?O

trade mark EI±e

trade promotion A?O??UIu

trade selling A?O?IuEU

trade/functional discounts A?O?/O°AUOU?U

trade-in allowance OO?E»»?AOUEA

trading companies A?O??«E?

traditional stores ?«I?EIµe

training AaNµ

transactiional efficiency ?»O??§AE

transaction cost analysis (TCA) ?»O??E±?·OIo

transportation OEEa

trends C?E?

turnkey construction contract ?a¶???O??oO?

turnover EEO±A?¶?

two-sided presentations E«Io?AI??AEo

tying contracts ???oIo??µA?II¬

Tylenol I©Aµ

types of adverstising ?a??OOAa

types of brand ?·A?OOAa

types of costs ?E±?OOAa

U

ultimate customers/end users ?iOO?E?I/OAȤ

underlying dimension »u±??e?EO?EO

uniform delivered pricing I?O»OE·N¶??U·?

Unilever A??IAu»?

Union Pacific Railroad A??II«??NoIuA·

unit cost µ?I»?E±?

unit sales µ?I»?u?·IuEU¶i

unitary price elasticity µ?I»?eCo?U?nµ??O

Universal Product Code (UPC) I?O»EI?·±aAe

universe ??Nu±??©?UIa

unrelated/conglomerate diversification ???I¶aO?»?

unsought goods ·C?ECo?u?·

UPS A??I°u?u·?In

US Patent Office of the Department of Commerce AA?uEIIn????Au?O

USA Today ?¶?nEOAA?u?·

usage OAI?

use tests E?OA?aEO

users E?OAO?

utility/price relationship ?§OA/?U?n?OIµ

V

VALS2 ?UOµOeEu»i·?E?IaIµ2

value ?UOµ

value-based planning ?UOµ»u????»®

variability ±a»??O

variable costs ?E±a?E±?

variable incentive ?E±a?¤Ao?eE©

variance decomposition analysis ?«?i·O?a·OIo

VCR (video cassette recorder) A?In»u

vending sales ?O¶?EU»oOµ

vending-machine operators ?O¶?EU»o»u?­O?EI

vendor analysis ?©O¦EI·OIo

vertical integration ??O±/?YIoO»Ia»?

vertical marketing systems (VMS) ??O±O?IuIµI?

vision O??°

Volvo IO¶uIO

W

Wall Street Journal ?¶»?¶u?OEO±??·

Wal-Mart IO¶uAe

Walt Disney µIE?Aa

want OuCo

warranty OEA?±?O¤

weight ?OE?

Wella I¬A­

Wendy's IAµI

Whirlpool »Y¶o?O

wholesale clubs Au·??aAO??

wholesaler-sponsored voluntary chains Au·?EI·???µA?OO?A¬Eo

wholesaling trends Au·?C?E?

win-back program O®»O???E?I?©·?°?

working capital investment OU???E??I¶Ee

workload approach ??Ea?¤??A?·?·?

World Wide Web (WWW) IoI¬Io

X

Xerox E©AO

Y

Yamaha NAAi??

young urban trend setters AeCaµA?CE??±A?Aiµ?O?

Z

zero defect AaE±IY

zone pricing ·OCo¶??U·?


Essay fragment

General points of the essay

China Sport Product Market Analysis Determine The Primary Activities And Secondary Activities Of Your Organisation. Make A Conscious Decision On Whether Your Organization Should Compete By The Least Cost Strategy Or The Product Differentiation Strategy. Determine The Cost Drivers Of... How Companies Identify Attractive Market Segments And Choose A Target Marketing Strategy. How is Scion addressing its Target Market with regard to Positioning and the Product itself? Introducing New Product into Foreign Market Market analysis for product software Marketing Plan For Benefit To Increase Market Share In Its Existing Market Segment Marketing and Sales: Conflict and Cooperation in Consumer Product Organizations PRODUCT LIFE CYCLE AND INTERNATIONAL PRODUCT LIFE CYCLE ECONOMIC AND MARKETING PERSPECTIVES Proposed Market Entry Strategy for Tesco - Indian Retail Food Market The 4 Market Position and an example of a product The Advantages And Disadvantages Of Free Market Economy, Price Determination With Market Forces. And Government Intervention With Free Market Equilibrium Price And The More Suitable Model For The Sudan TiVo's problem rests in its inability to convince consumers to change their television consumption habits. Improper targeting and positioning have led to an ineffective product, price-point and promotion strategy that has stranded TiVo in the chas... What are the distinctive features of the perfectly competitive model of the market for goods and services? What are the implications for a business strategy aimed at enhancing profitability? which concept or combination of concepts will you follow to increase the sales of your product that is a lower priced shaving blade for lower-middle class males of Bangladesh living in urban & village areas? Explain your choice of strategy with va...

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