Subject: KEY 100 TERMS FOR MARKETING

Hello Everyone, There are many important terms that you should know. I have tried to limit my list to the top 100 or so terms used in marketing. Almost all will be on the exam. I know there are a large number o terms but make sure that you know what they mean and you should do well. There are more terms or you to know !see terms in red in the beginning o ea"h "hapter in my online notes#. $ou are responsible or all the terms, not %ust the 100 or so listed here. &arketing "on"ept marketing mix '' ( )s marketing myopia marketing strategy target market demarketing general demarketing, sele"tive demarketing so"ial marketing relationship marketing "onvenien"e goods, shopping goods, spe"ialty goods environmental marketing pri"e dis"rimination !*obinson')atman A"t# +T, +-A ,)., psy"hographi"s ''AI/ per"eption "lassi"al "onditioning stimulus generali0ation "ontiguity !asso"iation# instrumental "onditioning rein or"ement per"eived risk ''so"ial risk, psy"hologi"al risk, et". innovator, laggard 1ew )rodu"t Adoption &odel !adoption pro"ess# opinion leader, bu00 marketing re eren"e group so"ial "lass ''22, 23, et". "ompatibility, "omplexity, trialability, et".

demographi"s amily li e "y"le ni"he marketing ethni" marketing market segmentation bene it segmentation mission statement marketing plan market penetration market development, produ"t development "ash "ow, stars, dogs,.. sales ore"asting marketing in ormation system symptom vs. problem in marketing resear"h problem o low rate o response +I*.T HA3+ /+ ,/2*.E ''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''''' idea generation "on"ept test produ"t test test market simulated test market segmented pri"ing break'even point inelasti" and elasti" line extension and brand extension peak'user pri"ing segmentation pri"ing verti"al marketing system''"ontra"tual, administered, "orporate logisti"s !physi"al distribution# total "ost approa"h to physi"al distribution multiple distribution '' using several "hannels o distribution dire"t marketing e'"ommer"e measurable response sales promotion and trade promotion advertising spe"ialty publi"ity ,)& ull'servi"e wholesaler

ra"k %obber
Wholesaler that provides racks of merchandise for retail locations and split the profits obtained from sales between the two parties. Convenience stores are often made up various rack jobbers from large and small wholesalers. For example, the rack of chips in a store from Frito Lay would be a considered a rack jobber.

manu a"turer4s agent s"rambled mer"handising

situation that occurs when a retail business offers a mix of unrelated products that do not reflect the company!s original focus. "crambled merchandising often reflects a scattered product management approach and can make a negative impression on consumers since they might not be sure what sort of products the retailer offers.

wheel o retailing theory AI-A sele"tivity produ"t positioning selling ormula approa"h, need satis a"tion approa"h, prepared sales presentation order getter
#ype of salesperson who increases the firm!s sales revenue by ac$uiring orders from new customers and more orders from the existing customers.

and order taker

#ype of salesperson who only collects orders but does not make any diligent attempt to find new customers, or to persuade existing customers to increase the si%e or fre$uency of their orders.

support salespeople prospe"ting ba"kward invention

Backward Invention is a product strategy in international marketing in which an existing product may have to be re&engineered or dumbed down by the company to be released in less developed countries, often at a cheaper rate

exporting, li"ensing, %oint venture, "ontra"t management, et". ,orporate so"ial responsibility, business ethi"s