Page 555 - Foundations of Marketing

G-10 Glossary

regression analysis A method of retailers, and sales personnel selective exposure The process by which
predicting sales based on finding a through recognition of outstanding some inputs are selected to reach
relationship between past sales and one achievements awareness and others are not
or more independent variables, such as sales force forecasting survey A survey selective retention Remembering
population or income of a firm’s sales force regarding information inputs that support
reinforcement advertising Advertising anticipated sales in their territories for personal feelings and beliefs and
that assures users they chose the right a specified period forgetting inputs that do not
brand and tells them how to get the sales forecast The amount of a product self-concept A perception or view of
most satisfaction from it a company expects to sell during a oneself
relationship marketing Establishing specific period at a specified level of selling agents Intermediaries that
long-term, mutually satisfying marketing activities market a whole product line or a
buyer–seller relationships sales offices Manufacturer-owned manufacturer’s entire output
relationship selling The building operations that provide services service An intangible result of the
of mutually beneficial long-term normally associated with agents application of human and mechanical
associations with a customer through sales promotion An activity and/or efforts to people or objects
regular communications over material intended to induce resellers service quality Customers’ perceptions of
prolonged periods of time or salespeople to sell a product or how well a service meets or exceeds
reliability A condition that exists when consumers to buy it their expectations
a research technique produces almost sample A limited number of units chosen shopping mall intercept interview A
identical results in repeated trials to represent the characteristics of a research method that involves
reminder advertising Advertising used to total population interviewing a percentage of
remind consumers about an established sampling The process of selecting individuals passing by “intercept”
brand’s uses, characteristics, and representative units from a total points in a mall
benefits population shopping products Items for which buyers
research design An overall plan for scan-back allowance A manufacturer’s are willing to expend considerable
obtaining the information needed to reward to retailers based on the number effort in planning and making
address a research problem or issue of pieces scanned purchases
reseller markets Intermediaries that buy screening Selecting the ideas with the single-source data Information provided
finished goods and resell them for a greatest potential for further review by a single marketing research firm
profit search qualities Tangible attributes that situational influences Influences that
retail positioning Identifying an unserved can be judged before the purchase of result from circumstances, time, and
or underserved market segment and a product location that affect the consumer
serving it through a strategy that seasonal analysis An analysis of daily, buying decision process
distinguishes the retailer from others weekly, or monthly sales figures to social class An open group of individuals
in the minds of consumers in that evaluate the degree to which seasonal with similar social rank
segment factors influence sales social influences The forces other people
retailer An organization that purchases seasonal discount A price reduction given exert on one’s buying behavior
products for the purpose of reselling to buyers for purchasing goods or social network Web-based meeting
them to ultimate consumers services out of season place for friends, family, coworkers,
retailing All transactions in which secondary data Data compiled both and peers that allow users to create a
the buyer intends to consume the inside and outside the organization for profile and connect with other users for
product through personal, family, or some purpose other than the current purposes such as getting acquainted,
household use investigation keeping in touch, and building a work-
roles Actions and activities that a person secondary-market pricing Setting one related network
in a particular position is supposed to price for the primary target market social responsibility An organization’s
perform based on expectations of the and a different price for another obligation to maximize its positive
individual and surrounding persons market impact and minimize its negative
routinized response behavior A consumer segmentation variables Characteristics impact on society
decision-making process used when of individuals, groups, or sociocultural forces The influences in a
buying frequently purchased, low-cost organizations used to divide a society and its culture(s) that change
items that require very little market into segments people’s attitudes, beliefs, norms,
search-and-decision effort selective demand Demand for a specific customs, and lifestyles
sales analysis Analysis of sales figures to brand sole sourcing An organization’s decision
evaluate a firm’s performance selective distortion An individual’s to use only one supplier
sales branches Manufacturer-owned changing or twisting of information source A person, group, or organization
intermediaries that sell products that is inconsistent with personal with a meaning it tries to share with a
and provide support services to the feelings or beliefs receiver or an audience
manufacturer’s sales force selective distribution Using only some Southern Common Market (Mercosur) An
sales contest A sales promotion available outlets in an area to distribute alliance that promotes the free
method used to motivate distributors, a product circulation of goods, services, and

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