Collapsible Panel List

Companies that function as intermediaries in the research market by acquiring access to information, such as research reports, from producers of the research (e.g., market research companies) and then selling this information to those seeking research (e.g., marketer developing a new product).

A category within personal selling that includes salespeople who primarily concentrate on selling activities targeted to those who influence others to purchase the product of which is the Missionary Selling is most predominant example.

A form of standard price adjustment that, in general, increases the initial price to customers within certain geographic areas to cover increase costs to the marketer such as transportation costs, taxes and tariffs.

Method of data collection, often associated with Quantitative Research, that captures information through the input of responses to a research instrument containing questions (i.e., questionnaire).

Refers to the influence one party within a channel of distribution has over other channel members which may allow those with power to make demands of others.

A binding arrangement between channel members, either legally or in some other manner, to engage in a specific and often strictly outlined business relationship whose types include Corporate, Contractual and Administrative.

Wholesale format represented by distributors that carry broad but shallow product lines and who mostly offer their services to smaller general merchandise retailers such as convenience stores.

A market pricing method that used to set a product's initial price by considering customers' perceived response to a price and includes Odd-Even Pricing and Prestige Pricing.

A category within personal selling that includes salespeople who actively engage in obtaining orders from customers and includes sub-categories of New Business Development and Account Management.

Benefits a customer perceives to receive (e.g., status within a group, risk reduction) when using a product though these are often difficult to measure and may vary by customer.

Consists of organizations engaged in activities, either formally or informally, that provide the necessary links between the beginning of product creation and the delivery of product to customers.

Retail format represented by general merchandisers offering mid-to-high quality products and a strong level of service.

Benefits customers receive that are directly associated with the materials, design and production decisions of the consumable product such as ease-of-use, increased speed and cost savings.

From a marketers perspective, consists of all people and/or organizations possessing the necessary qualification for making a purchase or otherwise developing a relationship with the marketer.

A concept in consumer buying behavior which relates to people or organizations within a group who a consumer looks to for advice or direction and, consequently, may hold influence on what a consumer purchases.