- BCG
abbrev. Boston Consulting Group.
- BEA
abbrev. Break-Even Analysis.
- BEP
abbrev. Break-Even Point.
- BIP
abbrev. Business Intelligence Program
- BU
abbrev. Bottom-Up.
- Baby Boomers
the generation of people born between 1946 and 1959, a period of explosive population growth in Aust ... more
- Baby Bouncers
the generation of people who are the children of the 'baby boomers'; also referred to as Yuppie Pupp ... more
- Bachelor Stage
the first stage of the family life cycle.
- Backward Integration
a strategy for growth in which a company seeks ownership of, or some measure of control over, its su ... more
- Backward Invention
an product strategy in international marketing in which a company produces a less complex version of ... more
- Backward Marketing Channel
see Reverse Marketing Channel.
- Bad Question
in a survey or questionnaire, any question that distorts the fundamental communication between a res ... more
- Bagman
an eighteenth century term of British origin for a salesperson.
- Bait Advertising
an advertising practice, now illegal in Australia, in which attractive, low-priced goods, few or any ... more
- Bait Pricing
advertising an item at an unrealistically low price as 'bait' to lure customers to a store or sellin ... more
- Bait and Switch Pricing
advertising an item at an unrealistically low price as 'bait' to lure customers to a store or sellin ... more
- Balance Sheet Close
a closing technique in which the salesperson assists an indecisive prospect to list on paper the 'ar ... more
- Balance of Payments
the difference between the payments made to foreign nations and the receipts from foreign nations in ... more
- Balance of Trade
the difference between the value of the goods and services sold to foreign nations (exports) and the ... more
- Balanced Product Portfolio
a product strategy in which a firm maintains an even combination of new, growing and mature products ... more
- Balanced Tenancy
an attribute of a shopping centre or shopping mall which comprises a mix of retail stores carefully ... more
- Balloon Test
in marketing research, a projective interviewing technique in which respondents are presented with a ... more
- Banded Offers
see Banded Pack.
- Banded Pack
a consumer sales promotion in which two related product items are banded together and sold at a spec ... more
- Banner Advertising
online advertising that appears -- usually as a narrow strip -- across the top of many websites.
- Bar Chart
a two-dimensional graphic which shows data, in both absolute and relative magnitudes, in the form of ... more
- Bar Code
an arrangement of lines and spaces in code form used to identify a product by style, size, price, qu ... more
- Bar Code Scanner
see Bar Code; Scanner Systems.
- Bargain
anything that is purchased cheaply; an agreement made between two parties in which both have obligat ... more
- Bargaining
trading off one thing against another in coming to an agreement or bringing a business deal to its c ... more
- Bargaining Power
the strength or influence one party has in a business negotiation; the capacity of one party to domi ... more
- Barriers to Entry
see Access Barriers; Market Entry Barrier.
- Barter
an exchange in which one good is traded for another; money is not involved.
- Bartering
exchanging goods for others of equal value.
- Base-Point Pricing
a pricing method in which customers are charged freight costs from a base point; the base-point may ... more
- Basic Accounting Equation
the balancing relationship between a firm's assets and the sum of its liabilities and equity.
- Basic Stock
the level of inventory required to meet the desired service standard taking into account the expecte ... more
- Basing-Point Pricing
see Base-Point Pricing.
- Battle of the Brands
a term used in reference to the often intense competition between manufacturers' brands, wholesalers ... more
- Bayesian Decision Theory
a statistical approach to decision making characterized by assigning probabilities to any degree of ... more
- Behavioral Analysis
A sales management evaluation and control method for monitoring sales force performance. A behaviora ... more
- Behaviour
in marketing, the way a customer acts towards a product or brand.
- Behaviour Intention Scale
a method of rating or predicting the likelihood of a prospective customer to purchase a particular p ... more
- Behaviour Segmentation
see Behavioural Segmentation
- Behavioural Data
information that describes the needs, urges, drives, desires and impulses which direct a consumer's ... more
- Behavioural Segmentation
the division of a market into groups according to their knowledge of, and behaviour towards, a parti ... more
- Behavioural Variables
factors related to the way in which an individual or organisation may act which may affect the outco ... more
- Behaviouristic Segmentation
see Behavioural Segmentation.
- Beliefs
the notions or values of people in a community or society which have a high degree of persistence.
- Bells and Whistles
the optional features built into a basic product to satisfy or impress as large as possible a number ... more
- Belongers
a term used by SRI International in the first version of their Values and Lifestyle study (VALS 1) t ... more
- Belongingness and Love Needs
the desire for love and affection from others.
- Below-the-Line Advertising
all advertising by means other than the five major media - the press, television, radio, cinema and ... more
- Benchmark
a standard, or point of reference, against which something else may be measured.
- Benchmarking
comparing the performance of an organisation's products or processes with those of competitors or a ... more
- Benefit Concept
the sum of the bundle of benefits in a consumer's mind which a particular product or brand delivers. ... more
- Benefit Segmentation
the division of a market into groups or segments on the basis of the particular benefit sought by ea ... more
- Benefit and Lifestyle Study
an approach to market segmentation in which data are gathered to enable consumers to be grouped acco ... more
- Benefit-in-Reserve Close
see Incentive Close.
- Benefits Sought
the specific advantages looked for in products when buyers purchase them.
- Benefits Sought Segmentation
see Benefit Segmentation.
- Benjamin Franklin Close
see Balance Sheet Close.
- Bernoulli Process
A probabilistic model in which the probability p that an event of interest occurs remains the same o ... more
- Beta Binomial Model
A probability mixture model commonly used to represent patterns of brand choice behavior or media ex ... more
- Beta Coefficient
in statistical analysis, an estimated regression coefficient that has been recalculated to have a me ... more
- Better Mousetrap Fallacy
the mistaken notion that if a company produces a technically better product than its competitors it ... more
- Bias
see Interviewer Bias.
- Bid-Rigging
an illegal pricing practice in which firms that are tendering for the supply of an item collude in o ... more
- Bidding
a pricing method in which selling organisations bid for a buyer's custom; the bid is the seller's pr ... more
- Big Mac Scale
an approach to rating the cost of living in various economic sectors based on the percentage of week ... more
- Bill-Back Advertising Allowance
see Bill-Back Allowance.
- Bill-Back Allowance
a form of trade promotion in which retailers receive allowances from a manufacturer for featuring it ... more
- Bill-Back Display Allowance
see Bill-Back Allowance.
- Billings
the amount of money spent on media buying by advertising agencies on behalf of clients.
- Biogenics
the study of characteristics, such as age, gender and race, that individuals possess at birth and wh ... more
- Bird Dogs
individuals, sometimes junior salespeople, who seek out sales leads and prospects for more experienc ... more
- Birdyback
a system of transportation requiring the transfer of containers from truck to aeroplane.
- Bivariate Regression Analysis
in statistical analysis, a technique that uses information about the relationship between a dependen ... more
- Black Box
a colloquial term for an electronic TV audience measurement system; an audiometer; a 'people-meter'.
- Black Box Model (of Consumer Behaviour)
a model used in the study of the buying behaviour of consumers; the model assumes that what takes pl ... more
- Black Economy
the portion of a nation's economic activity which does not appear in official records or statistics.
- Black Money
revenue which is earned by an individual or company which is not officially recorded for taxation pu ... more
- Blanket Branding
see Family Brand.
- Blanket Contract
see Blanket Purchase Order.
- Blanket Purchase Order
a purchase arrangement in which a buyer contracts with a supplier to take delivery of an agreed quan ... more
- Blocked Markets
markets, especially in foreign countries, to which entry permission is refused, or in which it is no ... more
- Blue Sky Laws
legislation intended to prevent sales to gullible investors.
- Blueline
A print of an ad, brochure, or other advertising materials produced on photosensitive paper (hence t ... more
- Body Copy
the descriptive paragraphs in a print advertisement (as opposed to the headlines.
- Body Language
a nonverbal form of communication in which posture, facial expressions, hand movements, etc, convey ... more
- Bonus Plan
a scheme for additional payments to salespeople to be made at the discretion of management for a par ... more
- Boomerang Method
hurling a buyer's objection back as a reason for buying. If, for example, a buyer objects that he or ... more
- Booz, Allen and Hamilton
a U.S. based marketing consulting firm, especially recognised for its studies of failure rates in ne ... more
- Boredom Avoidance
a term used to describe an approach to new product introduction or product differentiation; that is, ... more
- Boston Consulting Group
a Harvard-based marketing consultancy, best known for its portfolio analysis technique devised in 19 ... more
- Boston Consulting Group Advantage Matrix
a marketing planning tool devised by the Harvard-based Boston Consulting Group; taking as its axes e ... more
- Boston Consulting Group Portfolio Analysis Matrix
a tool, devised by the Harvard-based Boston Consulting Group, for use in product and strategic busin ... more
- Bottom Line
a colloquial term meaning 'profits'.
- Bottom-Up Approach to Planning
a participative approach to planning in which there is involvement at all levels; plans are develope ... more
- Bottom-Up Approach to Promotion Budgeting
an approach to promotion budgeting which takes as its basis the tasks that are thought to be necessa ... more
- Bottom-Up Approach to Sales Forecasting
an approach to sales forecasting which takes market conditions rather than the company's objectives ... more
- Bottom-Up Budgeting
an approach to budget-setting in which managers determine how much is needed to achieve each of thei ... more
- Boundary-Spanning Role
the difficult dual role played by sales managers and senior account managers who, in developing clos ... more
- Brain Drain
a term used to describe the effect on a nation when significant numbers of its best and brightest pe ... more
- Brainstorming
an idea generating process commonly used in new product development; the process encourages open com ... more
- Brand
a name, sign, symbol or design, or some combination of these, used to identify a product and to diff ... more
- Brand Acceptance
see Brand Loyalty.
- Brand Advertising
the featuring of a particular brand in media vehicles in order to build strong, long-term consumer a ... more
- Brand Association
the particular thoughts and impressions that a consumer has of a brand; marketers usually attempt to ... more
- Brand Authorisation
the obtaining of distribution and display, usually of a consumer packaged good, through a retail out ... more
- Brand Awareness
see Brand Familiarity.
- Brand Bonding
building a strong relationship between a brand and consumers in order to grow and retain custom.
- Brand Category Extension
see Brand Extension.
- Brand Choice Models
These stochastic models of individual brand choice focus on the brand that will be purchased on a pa ... more
- Brand Competitors
competing brands of products which can satisfy a consumer's wants almost equally as well as each oth ... more
- Brand Concept
the image that the brand sponsor wants a particular brand to have; the desired positioning of the br ... more
- Brand Conviction
the strong attitude or attachment consumers have towards a particular brand.
- Brand Development Index
a ratio of brand consumption intensity to population intensity by country, state, city, region, etc.
- Brand Dilution
the weakening of the power of a brand which may occur when a company has too many brands and spreads ... more
- Brand Equity
a term used in reference to the value of a well-known brand; brand equity can greatly affect the buy ... more
- Brand Establishment
the building-up of a brand in the introductory stage of the product's life cycle; brand establishmen ... more
- Brand Extension
the use of a well-known brand name to launch a new product, of an unrelated category, into the marke ... more
- Brand Familiarity
the awareness consumers have of a particular brand.
- Brand Family
See Family Brand.
- Brand Franchise
the loyalty that attaches to a well-managed brand.
- Brand Harvesting
decreasing marketing expenditure on a brand to zero, or to a minimal level, when sales and profits b ... more
- Brand Identification Decisions
decisions relating to the type of brand to give to a product; four brand identity alternatives are a ... more
- Brand Identity
see Brand Image.
- Brand Image
the feelings, moods, emotions and connotations evoked by a brand. Also referred to as Brand Identity ... more
- Brand Insistence
the stage of brand loyalty where the buyer will accept no alternative and will search extensively fo ... more
- Brand Label
a label which gives the brand name of the product.
- Brand Leveraging
broadening a company's product range by introducing additional forms or types of products under a br ... more
- Brand Licensing
the leasing of the use of a brand to another company.
- Brand Life Cycle
a concept, building on the product life cycle concept, which states that brands also have a life cyc ... more
- Brand Loyalists
consumers who remain loyal to a brand over a long period of time.
- Brand Loyalty
a measure of the degree to which a buyer recognises, prefers and insists upon a particular brand; br ... more
- Brand Manager
an individual given responsibility for planning and co-ordinating the firm's marketing activities re ... more
- Brand Map
see Perceptual Mapping.
- Brand Mark
the part of a brand which can be seen but not spoken; the logo, symbol or design that forms part of ... more
- Brand Monopoly
a circumstance in which a particular brand dominates a market.
- Brand Name
the part of a brand which can be spoken; it may include words, letters or numbers.
- Brand Name Selection
the choosing of a brand name.
- Brand Name Selection Process
a systematic process for the development of a brand name that will increase a product's chances of s ... more
- Brand Parity
the similarity of one brand to another; in mature product categories, there are often few distinct d ... more
- Brand Personality
the feeling that people have about a brand as distinct from what the product can actually do.
- Brand Positioning
the development of the way in which a company wishes its brand to be perceived by consumers relative ... more
- Brand Positioning Map
a two-dimensional chart used as a tool in brand positioning; the market positions of major competing ... more
- Brand Power
the force a particular brand has to dominate its category through the magnitude of its recognition.
- Brand Preference
the stage of brand loyalty at which a buyer will select a particular brand but will choose a competi ... more
- Brand Promiscuity
consumer buying behaviour marked by an absence of brand loyalty.
- Brand Protection
legislation forbidding other firms from using a company's registered brand names or brand marks with ... more
- Brand Recognition
the stage of brand loyalty at which the buyer is aware of the existence of a particular brand but ha ... more
- Brand Reinforcement
activity associated with getting consumers who have tried a particular brand to become repeat purcha ... more
- Brand Repositioning
changing the appeal of a brand in order for it to attract new market segments; brand repositioning m ... more
- Brand Revitalisation
strategy employed when a brand has reached maturity and profits begin to decline; approaches to revi ... more
- Brand Revival
the resurrection of a brand that is being harvested or which has previously been eliminated; brand r ... more
- Brand Sponsor
the manufacturer, wholesaler or retailer who owns the brand.
- Brand Strategies
decision-making for the effective handling of brands; three general branding strategies are availabl ... more
- Brand Switching
the changing of support and conviction for one brand to a competing brand.
- Brand Vision
an organisation's clear view of what its brand is now and what it would like it to become in the fut ... more
- Branding
see Brand Strategies.
- Branding Decisions
see Brand Strategies.
- Branding Strategies
see Brand Strategies.
- Breadth of Product Line
see Width of Product Line.
- Break-Even
see Break-Even Analysis; Break-Even Point; Break-Even Pricing.
- Break-Even Analysis
see Break-Even Pricing.
- Break-Even Point
the point at which total revenue is equal to total cost.
- Break-Even Pricing
a method of pricing based on a determination of the number of units of a product that must be sold a ... more
- Breakout
in logistics management, the extracting of goods from large shipments from a manufacturer and distri ... more
- Breakthrough Opportunities
opportunities that are seen by innovative firms which develop hard-to-imitate marketing strategies t ... more
- Bribe
money offered to procure an action or decision in favour of the giver; bribery is an illegal busines ... more
- Bridge Buying
a practice in retailing in which buyers purchase enough of a supplier's product during periods when ... more
- Brief
in advertising, a document given by a manufacturer or supplier to an agency to guide creation of an ... more
- Brinkmanship
a term used in negotiating in which one party bluffs or pushes the other to the very limit on price, ... more
- Broad Assortment
an assortment strategy in which a reseller decides to carry a wide range of related product lines.
- Broadening Concept
the extension of marketing as a business philosophy to encompass the marketing activities of non-pro ... more
- Brochure
a leaflet, pamphlet, booklet or similar printed publication which provides information about an orga ... more
- Brochureware
a disparaging term used to describe static internet websites that show or list the goods and service ... more
- Broker
a marketing intermediary or middleman between buyer and seller; an agent.
- Browngoods
a classification of consumer durables which includes television sets, radios and hi-fi equipment.
- Brush-Off
an unsatisfactory approach adopted by some companies to customer complaints; in this approach, the c ... more
- Buddy System
an on-the-job sales training method in which an experienced salesperson is responsible for the train ... more
- Budget
a plan of estimated income and expenditure, or of the amount needed and available to carry out a pla ... more
- Budget Determination
see Advertising Budget Determination.
- Budgeting
the process of financial planning of income and expenditure for the firm's various activities - mark ... more
- Budgeting Models
see Computer Modelling.
- Buffer Stock
- Build Strategy
decision-making aimed at increasing market penetration of existing products into existing markets or ... more
- Built-In Obsolescence
the deliberate design of a product in a way in which some component will break down or some feature ... more
- Bundled Pricing
see Bundling.
- Bundling
the practice of offering two or more products or services as a single package at a special price; al ... more
- Bureaucratic Organisation
This term is associated with government, where official decision making is circumscribed by laws, ru ... more
- Burst Advertising Expenditure
a concentration of advertising expenditure over a limited time period.
- Business Analysis
a stage in the new product development process in which the information gathered in the screening, c ... more
- Business Buyer Behaviour
the way in which organisational buyers act or behave when making purchase decisions.
- Business Buying Process
Like consumers, the decisions organisational buyers make are affected by a range of influences: (i) ... more
- Business Conduct Guidelines
sets of rules or ethical standards, usually compiled by management, under an organisation wishes to ... more
- Business Customers
see Business Market.
- Business Cycles
historical patterns of prevailing economic conditions - prosperity, recession, depression and recove ... more
- Business District
a section of a city, suburb or other geographic location with a high density of commercial organisat ... more
- Business Guide
a journal, periodical, magazine or similar publication containing news and information about the siz ... more
- Business Intelligence
in marketing support systems, any information relevant to the operations of an organisation and the ... more
- Business Intelligence Program
a continuously evolving data-gathering program in which a company sources and analyses accurate and ... more
- Business Market
government departments as well as manufacturers, wholesalers, retailers and similar commercial enter ... more
- Business Mix
the combination of businesses in which a firm is engaged.
- Business Plan
a blueprint for building a company, containing a definition of the company's mission, identified opp ... more
- Business Portfolio
the mix of strategic business units and products that make up a company's total operations.
- Business Portfolio Analysis Matrix
a tool used in business analysis as a means of classifying a firm's products or business units for s ... more
- Business Strength
a measure of the ability a firm has to compete successfully in a particular market.
- Business-To-Business Marketing
see Business Market; Industrial Marketing.
- Business-to-Business Products
goods and services purchased by organisations for use in producing other products or in operating th ... more
- Buy Classes
buying situations categorised according to the prior experience of the buyer with the product and su ... more
- Buy One-Get One Free
A sales promotion offer made to either the retailer or the consumer in which purchase of one unit of ... more
- Buy-Back
in international marketing, a practice in which organisations sell plant, equipment or technology to ... more
- Buy-Back Allowance
A form of trade sales promotion in which channel members are offered an incentive to restock their s ... more
- Buyer
the individual who handles the actual purchase in a buying decision; a purchasing officer.
- Buyer Action Theory
a traditional point of view holding that a prospect buys after being guided through certain mental p ... more
- Buyer Behaviour
the study of consumers and organisations in relation to their purchase decisions.
- Buyer Decision Process
the stages through which buyers pass as they move from recognition of a need to the actual purchase ... more
- Buyer Dissonance
see Cognitive Dissonance.
- Buyer Intention Forecast
a method of predicting future demand for a product by asking potential buyers for their likely requi ... more
- Buyer Involvement
a measure of the time and effort a buyer is prepared to devote to the purchase of a particular item.
- Buyer Readiness Stage
the state of preparedness or willingness in which an individual consumer may be in regard to the pur ... more
- Buyer Readiness State
see Buyer Readiness Stage.
- Buyer Resolution Theory
the idea that a buyer decides to purchase only after mentally resolving five specific issues - need, ... more
- Buyer Role
In the buying process, the part played by the actual purchasers of a product as distinct from the us ... more
- Buyer Socialisation
the learning which individuals do from their parents, peers and sub-cultural groups which influence ... more
- Buyer's Market
a market in which there is an abundance of a particular good or service for sale.
- Buyer-Seller Dyad
the two-way flow of communication between buyer and seller.
- Buyer-Seller Interdependence
the close relationship between buyers and sellers, especially in organisational markets, where buyer ... more
- Buying Allowance
a trade sales promotion in which buyers are offered a price reduction for each carton, case, etc. pu ... more
- Buying Centre
everyone within an organisation who participates in a buying decision; categories of participants wi ... more
- Buying Committee
a group within a retailing organisation or chain which has responsibility for the purchase of mercha ... more
- Buying Cycle
the time taken by an organisation to complete its decision to buy.
- Buying Decision Process
see Buyer Decision Process.
- Buying Power
the resources, especially financial, that customers have at a given time.
- Buying Power Index
a tool developed in the U.S. for estimating the buying power of a district or region; the approach u ... more
- Buying Process
see Buyer Decision Process.
- Buying Signals
signs or indications, verbal or nonverbal, that tell a salesperson that the buyer is ready to buy.
- Buying Situations
see Buy Classes.
- By-Pass Strategy
One of five main competitive strategies available to a market challenger, a by-pass strategy is an i ... more
- By-Product
a secondary product produced during the process of manufacturing another.
- By-Product Pricing
a pricing method used in situations where a saleable by-product results in the manufacturing process ... more
243 terms found.
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