Page 574 - Foundations of Marketing

Subject Index I-17

straight rebuy, 182 marketing, 15 S benefit, 129
Pure competition, 57 selling, 490–491 customer size, impact on, 130
Pure Food and Drug Act, 62 Relativism in culture, 203 Safety needs, 154 defined, 120
Push money, 506 Reliability, defined, 93 Safety stock, 383 evaluating, 131–133
Push policies, 443–444 Reliability of research, 93 Sales. See also Promotions; Sales geodemographic, 126
Reminder advertising, 456 forecast; Selling geographic location, impact
Q Reorder point, 383 analysis of, 42–43 on, 129
Repositioning of product, 308–309 contests for, 506 organization, impact on, 130
Qualitative data, 88 Research current-customer, 488 product, impact on, 130
Quality conclusive, 90–91 estimates on, 131–132 profile for, 130–131
consistency of, 304 for data collecting, 93–101 new-business, 488 variables for, 121–130
defined, 304 defined, 87 orientation of, 13 variables of, 121
level of, 304 descriptive, 90 promotion and, 436, 499–506 Selective demand, 434
modifications of, 295 design of, 92–93 territories for, 497–498 Selective distortion, 152–153
pricing, as objectives of, 331 ethical, 106–107 Sales branches, 420 Selective distribution, 373–374
of products, 304–305 experimental, 90–91 Sales force. See also Salespeople Selective exposure, 152
Quantitative data, 88 exploratory, 89–90 objectives of, 491–492 Selective retention, 153
Quantity discounts, 350 importance of, 87–88 performance of, 498–499 Self-actualization needs, 155
Question marks, 32 international, 107–108 size of, 492 Self-concept, 158
Questionnaire for research, issues in, 106–108 Sales forecast, 133–136 Self-reference criterion (SRC),
100–101 observation during, 101 defined, 133 203
Quota, 201 problem/issue for, 91–92 executive judgment and, 134 Self-regulation, 64–66
Quota sampling, 97 process of, 91–103 multiple methods for, 136 Self-sustaining technology, 67
questionnaire for, 100–101 regression analysis for, 135 Selling. See also Personal selling;
R reliability of, 93 surveys for, 134–135 Sales
results of, 101–103 for target market, 133–136 creative, 488
Rack jobbers, 417–418 sampling in, 96–97 tests for, 135–136 direct, 412–413
Radio frequency identification surveys for, 97–100 time series analysis for, 135 relationship, 490–491
(RFID), 383 types of, 88–91 Sales offices, 420 team, 489–490
Random discounting, 345 validity of, 93 Salespeople. See also Personnel; Selling agents, 419
Random factor analysis, 135 Reseller market, 175–176 Sales force Semi-Automatic machine, 413
Random sampling, 96 Reseller support, 435–436 compensating, 494–495 Services
Raw materials, 264, 264–265 Resources missionary, 489 business, 265
Reach, 462 organizational, 33–36 motivating, 496–497 characteristics of, 311–314
Rebates, 502 for promotion, 440–441 order getters as, 488 client-based relationships
Receiver, 430 strategic planning process and, order takers as, 488–489 and, 314
Recession, 59 33–36 for personal selling, 487–489, core, 315
Reciprocity, 179 Restricted sales territories, 389 491–499 customer, 305
Recognition of brand, 275 Results of research, 101–103 recruiting, 492–493 customer contact and, 314
Recognition test, 468 Retailers/retailing, 397–398 selecting, 492–493 defined, 259
Recovery, 59 automatic vending in, 413–414 support, 489 development of, 315–317
Recruiting salespeople, 492–493 direct marketing and, technical, 489 distribution of, 317–318
Reference group, 161, 161–162 409–412 trade, 489 heterogeneity of, 313
Reference prices/pricing, 346 direct selling in, 412–413 Sales personnel. See Personnel importance of, 310–311
Refunds, 501–502 general-merchandise, 398–402 Sales persons. See Salespeople intangibility of, 311–312
Refusal to deal, 389 limited-line, 402 (See also Sales promotion. See Promotions marketing mixes for, 315
Regional issues, 465 Traditional specialty retailers) Samples, 96, 503 nature of, 310–311
Regional shopping centers, 406 nonstore, 409 Sampling, 96–97 perishability of, 312–313
Regional trade alliances, 207–212 off-price, 403–404 defined, 96 pricing of, 317
Asia-Pacific Economic online, 411–412 nonprobability, 97 as product, managing, 310–319
Cooperation, 209–211 specialty, 402–404 probability, 96 promotion of, 318–319
Association of Southeast Asian strategic issues in, 404–409 quota, 97 supplementary, 315
Nations, 211 Retail positioning, 407–408 random, 96 wholesalers, provided by,
European Union, 208–209 Retail stores stratified, 97 416–417
North American Free Trade location of, 405–407 Scan-back allowance, 505 “Shake It Up” campaign, 429
Agreement, 207–208 types of, 398–404 Scanning of environment, 54 Sherman Antitrust Act, 62, 388
Southern Common Market, 209 Return on investment (ROI), 330, Screening, 298–299 Shopping mall intercept
World Trade Organization, 212 351 Search, 146 interviews, 99
Regression analysis, 135 Revenue, marginal, 336 Seasonal analysis, 135 Shopping products, 261–262
Regulatory agencies, 63–64 Rights of consumer, 76 Seasonal discounts, 350 Showrooming, 404
Regulatory forces, 200–202 Robinson-Patman Act, 62 Secondary data, 93–95 Single-line retailers, 402. See
in environment, 61–66 Roles, 159–160 Secondary-market pricing, 345 also Traditional specialty
Reinforcement advertising, 456 Rollout, 303 Segment, 120. See also retailers
Relationships Routinized response behavior, 149 Segmentation Single-source data, 106, 468
client-based, 314 Run-out, 310 Segmentation Situational influences, 151–152

Copyright 2014 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.