A Aspirational group 140 Attitude 151 Awareness 158 Adoption 158 Age-and life cycle segmentation 194 Attitude

151 B Basic relationships 16 Butterflies 24 Barnacles 24 Business market 69 Brand personality 148 Belief 151 Buyer decision process 153 Buyer decision process for new product 157 Buying center 174 Buyers 174 Business Buyers 175 Behavioral segmentation 196

Cultural environment 87 Core beliefs 87 Cultural factors 137 Complex buying behavior 152 Concentrated ( Niche) marketing 204 D Demands 6 Demarketing 9 Digital Age 25 Demographic environment 70 Dissonance reducing buying behavior 152 Developing economies 79 Derived demand 169 Deciders 174 Demographic segmentation 194 Differentiated (segment) marketing 202 E Exchange 7 Economic environment 79 Engels laws 81 E-procurement 180 F Full partnerships 16 Frequency marketing programs 16 Financial intermediaries 68 Financial publics 69 Freuds thoery 149 Fluctuating demand 169 G Growth of not-for-profit marketing 28 Government publics 69 General publics 69 Geographic shifts in population 76 Gatekeepers 174 Geographic segmentation 193 H Habitual buying behavior 152

C Customer relationship management 13 Customer value 13 Customer satisfaction 13 Customer evangelists 13 Club marketing programs 16 Consumer generated marketing 19 Customer lifetime value 22 Customer equity 23 Customer relationship groups 24 Changing marketing landscape 25 Call for more ethics and social responsibility 27 Competitors 68 Citizen-action publics 69 Customer markets 69 Cause related marketing 86

I Internal publics 69 International markets 69 Industrial economies 79 Influence of product characteristics on rate of adoption 159 Inelastic demand 169 Influencers 174 Income segmentation 195 Individual marketing 206 L Local publics 69 Legislation 84 Learning 151 Local marketing 205 M Marketing offerings 6 Marketing myopia 6 Market 7 Marketing management 8 Marketing concept 10 Marketing mix 12 Mass marketing 16 Marketing environment 66 Micro environment 67 Marketing intermediaries 67 Marketing services agencies 68 Media publics 69 Motive 148 Motivation research 149 Maslows hierarchy of needs 149 Modified rebuy 173 Micromarketing 205 N Needs 6 Natural environment 81 New task 173 O Occasion segmentation 196

P Production concept 9 Product concept 10 Partner relationship management 19 Physical distribution firms 68 Pubics 69 Political and social environment 84 Personal factors 146 Psychological factors 148 Perception 150 Psychographic segmentation 196 Product position 209 Positioning statement 216 Q R Rapid globalization 26 Reseller markets 69 Requirements for effective segmentation 200 S Selling concept 10 Societal marketing concept 11 Supply chain 19 Share of customer 22 Strangers 24 Suppliers 67 Subsistence economies 79 Socially agency enforcement 84 Socially responsible behaviour 85 Secondary beliefs 87 Social factors 140 Selective attention 150 Selective distortion 150 Selective retention 150 Supplier development 170 Straight rebuy 173 System selling 173 T True friends 24 The company 67

Technological environment 84 U Users 174 Undifferentiated (mass) marketing 201 V Value proposition 9 Variety- seeking buying behavior 153 Value proposition 214 W Wants 6