Pricing
B-B and Supply Chain
IMC
Global
Services
100
What are the 3 pricing strategies
What is...1. Cost-Based Methods 2. Competitor-Based Methods 3. Value-Based Methods
100
Those firms engaged in buying, taking title to, often storing, and physically handling goods in large quantities, then reselling the goods (usually in smaller quantities) to retailers or industrial or business users.
What is wholesallers
100
A prominent place in people's memories that triggers a response without them having to put any thought into it.
What is top of mind awareness
100
A tax levied on a good imported into a country; also called a duty
What is a tariff
100
A characteristic of a service: it is produced and consumed at the same time;
What is inseparable
200
A strategy of selling a new product or service at a high price that innovators and early adopters are willing to pay in order to obtain it; after the high-price market segment becomes saturated and sales begin to slow down, the firm generally lowers the price to capture (or skim) the next most price sensitive segment.
What is price skimming
200
Marketing intermediaries that resell manufactured products without significantly altering their form.
What is resellers
200
What is the AIDA model?
What is...A common model of the series of mental stages through which consumers move as a result of marketing communications: Awareness leads to Interests, which lead to Desire, which leads to Action.
200
A contractual arrangement between a parent company (a franchiser) and an individual or firm (a franchisee) that allows the franchisee to operate a business using a name and format developed and supported by the franchisor.
What is franchising
200
Actions taken by an organization in response to a service failure Admitting mistakes and taking action to satisfy them. -Listening to the customer -Finding a fair solution
What is service recovery
300
Short-term methods, in contrast to long-term pricing strategies, used to focus on company objectives, costs, customers, competition, or channel members; can be responses to competitive threats (e.g., lowering price temporarily to meet a competitor's price reduction) or broadly accepted methods of calculating a final price for the customer that is short term in nature.
What is price tactic
300
What are the 3 buying situations in B-B
What is ...1. Straight rebuy: preforming the same transaction again. 2. Modified rebuy: the users, influencers, or deciders schedule buying center want to change the product specification, price delivery schedule or supplier. 3. New buy: is the first time buyer of the product or service.
300
- Advertising - Public Relations (PR) - Sales Promotion - Personal Selling - Direct Marketing - Online Marketing are
What is elements of the IMC strategy
300
Refers to the processes by which goods, services, capital, people, information, and ideas flow across national borders.
What is globalization
300
How are service different?
What is...1. intangible 2. inseparable product and consumption- cannot try/be returned 3. variable- in quality 4. perishable- cannot be stored for future use
400
A firm's practice of setting a very low price for one or more of its products with the intent to drive its competition out of business; illegal under both the Sherman Act and the Federal Trade Commission Act.
What is predatory pricing
400
strategy in which orders for merchandise are generated at the store level on the basis of demand data captured by point-of-sales terminals.
What is pull
400
Advertising objectives include
What is ... Informative ad - Persuasive ad - Reminder ad
400
-firm must make internal assessment of its capabilities including access to capital, the current markets it serves, manufacturing capacity, commitment of management to the proposed strategy -most follow a progression from less risky strategies to riskier ones as they gain confidence -least risky to riskiest: exporting, franchising, strategic alliance, joint venture, direct investment
What is choosing a global entry strategy
400
Pertains to a customer's perception of the benefits he or she received compared with the costs (inconvenience or loss) that resulted from a service failure.
What is distributive fairness
500
Fees firms pay to retailers simply to get new products into stores or to gain more or better shelf space for their products.
What is slotting fee
500
Strategy in which merchandise is allocated to stores on the basis of historical demand, the inventory position at the distribution center, and the stores' needs.
What is push
500
The organizational function that manages the firm's communications to achieve a variety of objectives, including building and maintaining a positive image, handling or heading off unfavorable stories or events, and maintaining a positive relationship with the media.
What is public relations
500
Consists of GDP plus the net income earned from investments abroad (minus any payments made to nonresidents who contribute to the domestic economy).
What is Gross National Income
500
Name the service gaps from the gap model
What is knowledge gap, standards gap, delivery gap, communications gap
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