What are the three main functions of an intermediary?
100
A marketing communications program that coordinates all promotional activities to provide a consistent message to a target audience
What is integrated marketing communications (IMC)?
100
Problem recognition - information search - evaluation of alternatives - purchase decision - post purchase behavior
What is the consumer purchase decision process?
100
preliminary research that clarifies the scope and nature of a marketing problem or opportunity
What is exploratory research?
100
overall process of building and maintaining profitable customer relationships by delivering superior customer value and satisfaction
What is customer relationship management (CRM)?
200
Time, place, form, information and possession _______.
What are utilities that consumers get from intermediaries?
200
Creation or involvement of a brand in an experience or occasion that heightens its awareness, creates positive associations, and generates a desired response
What is event marketing?
200
using mobile devices in-store to check online competitive product reviews and prices, resulting in the online purchase of a cheaper product
What is showrooming?
200
designed to identify cause-and-effect relationships among variables
What is causal research?
200
A marketing rule of thumb that 80 percent of a brand’s sales come from 20 percent of its customers
What is Pareto's Rule?
300
An arrangement whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product.
What is dual distribution?
300
when interested consumers find the product and its messaging by using online techniques that marketers facilitate
What is inbound marketing?
300
Motivation and personality, perception, learning, values/beliefs/attitudes, lifestyle
What are psychological influences on consumer behavior?
300
Industrial, reseller, government, non-profit
What are four types of organizational buyers?
300
the potential sales that will be generated by a customer if the customer remains loyal to that company for a lifetime
What is customer lifetime value?
400
A seamless experience among all available shop-
ping channels
What is omni-channel retailing?
400
works by listening to consumers, identifying influential individuals, providing important information, and making it easier for them to spread the word
What is word of mouth marketing?
400
Purchase task, social surroundings, physical surroundings, temporal effects, antecedent states
What are situational influences on consumer behavior?
400
demand for industrial products and services is driven by demand for consumer products and services
What is derived demand?
400
the percentage of a customer’s purchases that a company has in a specific product category
What is share of wallet?
500
Apple decides to no longer sell through intermediaries and only through its corporate owned stores is an example of...
What is vertical conflict?
500
provides short-term incentives to generate interest in a product or cause and encourage purchase or support
What is sales promotion?
500
Personal, reference groups, family influence, culture, and subculture
What are socio-cultural influences on consumer behavior?
500
group of people who share common goals, risk, and knowledge important to the purchase decision
What is a buying centre?
500
The process of analyzing customer patterns and insights to make better decisions; spotting trends and relationships among reams of information