Page 575 - Foundations of Marketing

I-18 Subject Index

Situational involvement, 149 Straight commission compensation Supply chain management, 361, Telephone depth interviews, 98
Skater-shoe market, 477–478 plan, 495 392 Telephone surveys, 98
Skimming prices, 344 Straight rebuy purchase, 182 inventory management and, Television home shopping, 411
Smartphone advertising, 237. See Straight salary compensation 382–383 Territories
also Mobile devices plan, 495 materials handling and, restricted sales, 389
SMS messages, 237 Strategic alliance, 216 383–384 sales, 497–498
Social audit, 473 Strategic business unit (SBU), 31 order processing and, 381–382 Test marketing, 301–302
Social class, 162–163 Strategic channel alliance, 370 transportation and, 385–388 Test/testing
Social customer relationship Strategic marketing warehousing and, 384–385 aided recall, 468
management, 483 management, 28 Supply management, 361 concept, 299
Social influences, 159–166 Strategic performance Support personnel, 489 in market, 135
Socialization of consumer, 160 evaluation, 42 Support services, 305–306 recognition, 468
Socially responsible marketing, Strategic philanthropy approach, 74 Surveys for sales forecast, 135–136
19–20 Strategic planning, 28, 76–78 customer forecasting, 134 unaided recall, 468
Social media surveys, 99–100 Strategic planning process, 28–39 expert forecasting, 134–135 Theory of Reasoned Action, 157
Social needs, 155 business-unit strategies for, mail, 97–98 Threats, 34–35
Social network, 230–233 31–33 online, 99–100 “The Three Little Pigs” ad
Social responsibility corporate strategies for, 30–31 personal interview, 98 campaign, 459
defined, 69, 76 mission statement/goals, for research, 97–100 Time cycle, 381
economic dimension of, 70–71 establishing, 29 for sales forecast, 134–135 Time series analysis, 135
ethical dimension of, 72–73 for objectives, 36–39 social media, 99–100 Total budget competitors, 56
forces of, 202–204 opportunities, assessment of, telephone, 98 Total cost, 336
legal dimension of, 71–72 33–36 Survival, as pricing objectives, 329 Trade
marketing ethics and, 69–78 resources, assessment of, 33–36 Sustainability, 74–76 allowances for, 505
philanthropic dimension of, strategies and, 36–39 Sustainable competitive balance of, 202
73–76 Strategic windows, 33 advantage, 39 discounts for, 350
Sociocultural forces, 197–198 Strategies Sweepstakes for consumer, 504 promotion methods for, 504
defined, 67 business unit, 29–33 SWOT analysis, 34–35, 323 Trademark, 273
in environment, 67–69 corporate, 29–33 Trademark Law Revision Act, 63,
Sole sourcing, 186 defined, 37 T 279, 456
Source, defined, 430 developing, 36–39 Trade name, 273
Sourcing, 186 evaluating, 42–45 Tablets, 302. See also Mobile Trade salespeople, 489
Southern Common Market for global marketing, 196–197 devices Trading company, 214
(MERCOSUR), 207, 209, for marketing cost analysis, Tactile communication, 438 Traditional specialty retailers,
220 43–44 Target audience, 457–458 402–403
Special-event prices/pricing, 349 performance, 42, 44–45 Targeting of gender, 121 Transactions
Specialty-line wholesalers, 417 for prices/pricing, 343–349 Targeting strategies, 117–121 with businesses, 178–183
Specialty products, 262–263 for sales analysis, 42–43 concentrated, 119–120 with customers, 179
Specialty retailers, 402–404 strategic planning process and, differentiated, 120–121 Transfer prices/pricing, 350
Specifications, 180 36–39 undifferentiated, 117–119 Transportation, 385–388
Spectators, 242 targeting, 117–121 Target market. See also coordinating, 387–388
Spending, willingness to, 58–59 Stratified sampling, 97 Segmentation intermodal, 387
Stakeholders, 10–11 Strengths, 34 characteristics of, 441–442 modes of, 386–387
marketing and, 10–11 Styling, defined, 305 defined, 4 supply chain management and,
orientation of, 70 Subculture, 163–166 prices in, evaluation by, 385–388
welfare of, 19–20 African American, 165–166 331–332 Trend analysis, 135
Standard, The, 130 Asian American, 166 sales forecasts for, 133–136 Trial close, 487
Standard Industrial Classification Hispanic, 166 selecting, 37–38, 117, 133 “Trickle-down” effect, 163
(SIC) system, 188, 191 Supermarkets, 400 targeting strategies for, 117–121 Truck jobbers, 418
Standards of performance, 42, Superregional shopping centers, Tariffs for imports, 201 Truck wholesalers, 418
44–45 406 Team selling, 489–490 Twitter, 232–233
Stars, 32 Superstores, 401 Technical salespeople, 489 Tying agreements, 389
Star Wars, 86 Supplementary service, 315 Technological forces, 206–207
Statistical interpretation, 102 Supplier diversity goals, 181 in environment, 66–67 U
Status quo, 331 Supply chain. See also Supply Technology
Stockouts, 382 chain management assessment of, 67 Ultrabooks, 302
Stores defined, 361 defined, 66 Unaided recall test, 468
brands in, 276 foundations of, 361–362 dynamics of, 67 Undifferentiated targeting
convenience, 400 legal issues in, 388–389 information gathering/analysis, strategies, 117–119
corner, 400 market coverage in, 373–375 for improving, 103–106 Unfavorable public relations,
department, 398–400 marketing channels in, marketing and, 18–19 dealing with, 473–474
discount, 400 362–372 self-sustaining, 67 U.K. Bribery Act, 64, 202, 494
e-commerce, 392 physical distribution in, Telemarketing, 411 U.K. Bribery Law, 64
image of, 408–409 379–388 Telephone Consumer Protection U.S. Foreign Corrupt Practices
Storyboard, 466 strategic issues in, 375–379 Act, 62 Act (FCPA), 64, 494

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