Page 569 - Foundations of Marketing

I-12 Subject Index

Business market Coding process, 430 Consumer pricing based on, 341
defined, 117 Cognitive dissonance, 148 buying behaviors of, 145, 166 of promotion, 443
discounting for, 350 “Cold canvass” approach, 486 (See also Buying; Decision- total, 336
government, 177 Collectors, 242 making process for buying) variable, 336
institutional, 177 Combination compensation contests for, 504 Cost per thousand impressions
producer, 174–175 plan, 495 decision making by, 149–150 (CPM), 463
reseller, 175–176 Commercialization, 302–304 digital media, behaviors and Cost-plus pricing, 342
Business-to-consumer (B2C) Commission merchants, 420 changes in, 240–243 Coupon Facts Report, 500
markets, 116 Common Effective Preferential games for, 504 Coupons, 500–501
Business-unit strategy, 29–33 Tariff, 211 jury of, 467 Creative selling, 488
Buy-back allowance, 505 Common Market. See European marketing and, 18, 229–239 Creators, 241
Buyers, 185 Union (EU) misbehavior of, 166 Credit, 58–59
Buying. See also Consumer; Communications online behaviors of, 240–243 Credit Card Act, 63
Decision-making process for audit of, 472–473 products for, 261–263, 367–368 Credit pricing, 349
buying defined, 430 rights of, 76 Critics, 241
allowance for, 505 integrated marketing, 429–432 sales promotion methods for, Crowdsourcing, 99
behavior during, 145, 184 kinesic, 438 499 Culture, 163
impulse, 150 in marketing channels, 431 socialization with, 160 branding in, 274
methods of, 182 with marketing unit, 41 sweepstakes for, 504 relativism in, 203
organization, behavior of, 184 proxemic, 438 Consumer Expenditure Survey, Current-customer sales, 488
power of, 58–59 public relations and, 469–474 123 Customary pricing, 347
Buying center, 184–185 tactile, 438 Consumer Goods Pricing Customer
Buying clubs, 401–402 word-of-mouth, 444–446 Act, 62 business, 178–183
Buzz marketing, 445 Community shopping centers, Consumerism, 76 characteristics of, 370–371
406 Consumer market, 116 defined, 3
C Compact fluorescent light bulbs Consumer Product Safety Act, loyal, promotion for retaining,
(CFLs), 299 62, 63 435
Capacity of marketing channel, Company sales potential, 131 Consumption of products, 312 marketing and, 3–5, 10–11
432 Comparative advertising, 456 Contact with customer, 314 market segmentation and size
Captioned photograph, 471 Comparison discounting, 349 Containerization, 384 of, 130
Captive pricing, 347 Compensation plan Contests for consumer, 504 strategic marketing for, 2–22
Carbon emissions, 233 combination, 495 Continuous schedule, 463 welfare of, 19–20
Career prospects in marketing, 20 for salespeople, 494–495 Contract manufacturing, 215 Customer advisory boards, 89
Cash. See also Money straight commission, 495 Contractual VMS, 379 Customer contact, 314
discounts for, 350 straight salary, 495 Controls of exchange, 202 Customer forecasting survey, 134
flow of, as pricing Competition, 56, 372 Convenience products, 261 Customer relationship
objectives, 331 advertising and, 456 Convenience store, 400 management (CRM), 15–16,
pricing for, 349 assessment of, 132 Conversationalists, 241 364, 483
Cash-and-carry wholesalers, 418 in environment, 55–58 Cookies, 247 Customer services, 305
Casual browsing, 406 forces of, 55–58, 204–206 Cooperation in marketing Customization, 217–219
Catalog marketing, 410 in marketing channel, priorities channel, 377 Cybercriminals, 247, 249
Category killer, 403 of, 375 Cooperative advertising, 505 Cyber Monday, 384
Category management, 409 monopolistic, 57 Copy, 66, 465–466 Cycle analysis, 135
Cause-related marketing, 7, 74 non-price, 328 Copying, 66 Cycle time, 381
Celler-Kefauver Act, 62 pricing based on, 328, 343 Copyright laws, 213
Centralized organization, 40 for promotion, 436 Core competencies, 33 D
Cents-off offers, 501 pure, 57 Core service, 315
Channels of distribution. See Competition-matching approach, “Core Values” campaign, 437 Data
Marketing channels 461 Corner stores, 400 primary, 93, 95–101
Channels of marketing. See Competitive advantage, 33, 39 Corporate strategies, 29–33 qualitative, 88
Marketing channels Competitors defined, 30 quantitative, 88
Children’s Online Privacy brands of, 56 development of, 29–33 research for collecting, 93–101
Protection Act, 62 prices/pricing of, 340–341 strategic planning process of, secondary, 93–95
Cigarettes, 447 products of, 56 30–31 single-source, 106, 468
Citizens United v. Federal Election total budget, 56 Corporate VMS, 379 types of, 93
Commission (2010), 61 Component parts, 265 Corruption Perceptions Index Databases, 105–106
Clayton Act, 62 Concentrated targeting strategies, 2012, 204 Dealer brands, 276
Client-based relationships, 314 119–120 Cost Dealer listings, 505
Clients, 314 Concept testing, 299 average fixed, 336 Dealer loader, 505–506
Closing, defined, 487 Conclusive research, 90–91 average total, 336 Decentralized organization, 40
Closing stage of personal Conduct, codes of, 77 estimates for, 132–133 Deciders, 185
selling, 487 Conflict in marketing channel, fixed, 336 Decision-making process for
Co-branding, 281 377–378 indicator for comparing, 463 buying, 145–148, 184–188
Code of ethics, 77 Consideration set, 147 marginal, 336 alternatives, evaluation of, 147
Codes of conduct, 77 Consistency of quality, 304 of marketing, 16 by business, 184–188

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