This type of influence comes from within a person or why a person has specific needs and wants
What is Psychological Influence?
100
This is a detailed description of the typical consumer in a market segment
What is a Customer Profile?
100
Are influenced by social, psychological, situation and personal influences
What is Business to Consumer Market?
100
Focuses on building long-term relationships with customers
What is Relationship Selling?
100
Handles activities involved in getting products through the different routes from producers to customers
What is Channel Management?
200
This type of purchase has some research and planning. Usually for a new purchase
What is Limited Buying Decision?
200
Is the first step in developing a marketing strategy. It involves identifying the target market
What is Market Identification
200
Includes national, state and local
What is Government and Institutions Market?
200
The process of dividing the market into smaller groups
What is Market Segmentation?
200
Involves gathering and analyzing information about markets, customers, industry trends, new technology and competing businesses
What is Marketing Information Management?
300
Is the final step in the decision making process
What is Evaluate the Decision?
300
Is the process of communicating with potential customers to influence their buying behavior
What is Promotion?
300
This type of influence come from the environment in which the business exists
What is Situational Influence?
300
Is dividing the market by certain preferences or lifestyle choices
What is Psychographic segmentation?
300
Is all personal communications with customers; include helping customers in a store, making sales presentations or product demonstrations and providing customer service
What is Selling?
400
This level of business buying decision has some planning and research; used when purchasing a familiar product with certain changes or modifications.
What is a Modified Purchase?
400
Is an approach to business that focuses on satisfying customers as the means of achieving profit goals
What is the Marketing Concept?
400
Include private and public non profit organizations; schools, churches, Red Cross etc
What are Institutions?
400
Personal statistics are use for this type of segmentation including age, gender, family size, income, education.
What is Demographic segmentation?
400
Which products a business should offer to meet customer needs, developing new goods or services or improving a current one
What is Product/Service Management?
500
This step in the Decision Making Process includes search for information; may recall past experiences, or ask family and friends for recommendations
What is Research Alternatives?
500
Marketing to a larger group of people who might buy a product
What is Mass Marketing?
500
Is a system of gathering, storing, and using customer data for marketing directly to customers based on their histories
What is Database Marketing?
500
A document describing business and marketing objectives and the strategies and tactics to achieve them
What is Marketing Plan?
500
refers to the non personal communication with customers that influences purchasing