Collapsible Panel List

A distribution channel function where organizations sell products directly to the final consumer for their own personal use.

Description given to customers who frequently and enthusiastically purchase a particular brand and are less likely to be enticed to switch to other brands compared to non-loyal customers.

A process for setting the initial price for a product that primarily looks at production costs as the key factor for setting price and includes such methods as Markup Pricing, Cost-Plus Pricing and Breakeven Pricing.

A form of Observational Research where researchers follow customers at work, home and when shopping in order to see how they make decisions, use products and learn other information.

Telephone technology that identifies and filters incoming customer calls and then direct calls to selected company personnel.

A sub-category of the order influencer sales classification in which salespeople make sales calls to those who influence others, through advice or requirements, to make purchases the most common of which are found in the pharmaceutical and higher education textbook industries.

A market pricing method for setting a product's initial price that is used when there are multiple products within a marketer's product line and customers' perception of difference is affected by the separation in prices for each item (e.g., low price, mid-price and premium price).

A form of contractual dependent channel arrangement where retailers work together to manage channel relationships.

Contractual arrangement whereby a marketer owning a brand name negotiates (for fee or percent of sales) with other companies to allow these companies to produce and supply products carrying the marketer's brand name.

A type of dependent channel arrangement where a product provider operates its own distribution system in a manor that produces an integrated channel such as a supplier operating its own chain of retail stores.

From a business decision-making perspective this relates to what is right and what is wrong though the line between what is considered ethical and unethical is difficult to distinguish since it depends on such factors as nationality, culture, and industry norms.

The first category within the Diffusion of Innovation concept that consists of a small percentage of a market who are primarily characterized as being at the forefront of adopting new products and eager to try new things, often without regard to price.

Type of consumer purchase decision in which purchases are routine and often the consumer purchases the same product without consideration for other product or brand options.

A type of psychological pricing where initial price is set based on customers' perception of a correlation between perceived price and product quality where higher priced products are perceived has being higher quality compared to a lower priced product.

A business classification that includes resellers who, in general, obtain products from suppliers in order to sell to the final consumer.

A group discussion market research technique that encourages creative thinking and group interaction to help stimulate idea generation.