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Principles of Marketing

Index

Principles of MarketingIndex
Table of contents
  1. Preface
  2. Setting the Stage
    1. 1 Unit Introduction
    2. 1 Marketing and Customer Value
      1. In the Spotlight
      2. 1.1 Marketing and the Marketing Process
      3. 1.2 The Marketing Mix and the 4Ps of Marketing
      4. 1.3 Factors Comprising and Affecting the Marketing Environment
      5. 1.4 Evolution of the Marketing Concept
      6. 1.5 Determining Consumer Needs and Wants
      7. 1.6 Customer Relationship Management (CRM)
      8. 1.7 Ethical Marketing
      9. Chapter Summary
      10. Key Terms
      11. Applied Marketing Knowledge: Discussion Questions
      12. Critical Thinking Exercises
      13. Building Your Personal Brand
      14. What Do Marketers Do?
      15. Marketing Plan Exercise
      16. Closing Company Case
      17. References
    3. 2 Strategic Planning in Marketing
      1. In the Spotlight
      2. 2.1 Developing a Strategic Plan
      3. 2.2 The Role of Marketing in the Strategic Planning Process
      4. 2.3 Purpose and Structure of the Marketing Plan
      5. 2.4 Marketing Plan Progress Using Metrics
      6. 2.5 Ethical Issues in Developing a Marketing Strategy
      7. Chapter Summary
      8. Key Terms
      9. Applied Marketing Knowledge: Discussion Questions
      10. Critical Thinking Exercises
      11. Building Your Personal Brand
      12. What Do Marketers Do?
      13. Marketing Plan Exercise
      14. Closing Company Case
      15. References
  3. Understanding the Marketplace
    1. 2 Unit Introduction
    2. 3 Consumer Markets and Purchasing Behavior
      1. In the Spotlight
      2. 3.1 Understanding Consumer Markets and Buying Behavior
      3. 3.2 Factors That Influence Consumer Buying Behavior
      4. 3.3 The Consumer Purchasing Decision Process
      5. 3.4 Ethical Issues in Consumer Buying Behavior
      6. Chapter Summary
      7. Key Terms
      8. Applied Marketing Knowledge: Discussion Questions
      9. Critical Thinking Exercises
      10. Building Your Personal Brand
      11. What Do Marketers Do?
      12. Closing Company Case
      13. References
    3. 4 Business Markets and Purchasing Behavior
      1. In the Spotlight
      2. 4.1 The Business-to-Business (B2B) Market
      3. 4.2 Buyers and Buying Situations in a B2B Market
      4. 4.3 Major Influences on B2B Buyer Behavior
      5. 4.4 Stages in the B2B Buying Process
      6. 4.5 Ethical Issues in B2B Marketing
      7. Chapter Summary
      8. Key Terms
      9. Applied Marketing Knowledge: Discussion Questions
      10. Critical Thinking Exercises
      11. Building Your Personal Brand
      12. What Do Marketers Do?
      13. Closing Company Case
      14. References
    4. 5 Market Segmentation, Targeting, and Positioning
      1. In the Spotlight
      2. 5.1 Market Segmentation and Consumer Markets
      3. 5.2 Segmentation of B2B Markets
      4. 5.3 Segmentation of International Markets
      5. 5.4 Essential Factors in Effective Market Segmentation
      6. 5.5 Selecting Target Markets
      7. 5.6 Product Positioning
      8. 5.7 Ethical Concerns and Target Marketing
      9. Chapter Summary
      10. Key Terms
      11. Applied Marketing Knowledge: Discussion Questions
      12. Critical Thinking Exercises
      13. Building Your Personal Brand
      14. What Do Marketers Do?
      15. Marketing Plan Exercise
      16. Closing Company Case
      17. References
    5. 6 Marketing Research and Market Intelligence
      1. In the Spotlight
      2. 6.1 Marketing Research and Big Data
      3. 6.2 Sources of Marketing Information
      4. 6.3 Steps in a Successful Marketing Research Plan
      5. 6.4 Ethical Issues in Marketing Research
      6. Chapter Summary
      7. Key Terms
      8. Applied Marketing Knowledge: Discussion Questions
      9. Critical Thinking Exercises
      10. Building Your Personal Brand
      11. What Do Marketers Do?
      12. Marketing Plan Exercise
      13. Closing Company Case
      14. References
    6. 7 Marketing in a Global Environment
      1. In the Spotlight
      2. 7.1 The Global Market and Advantages of International Trade
      3. 7.2 Assessment of Global Markets for Opportunities
      4. 7.3 Entering the Global Arena
      5. 7.4 Marketing in a Global Environment
      6. 7.5 Ethical Issues in the Global Marketplace
      7. Chapter Summary
      8. Key Terms
      9. Applied Marketing Knowledge: Discussion Questions
      10. Critical Thinking Exercises
      11. Building Your Personal Brand
      12. What Do Marketers Do?
      13. Closing Company Case
      14. References
    7. 8 Marketing in a Diverse Marketplace
      1. In the Spotlight
      2. 8.1 Strategic Marketing: Standardization versus Adaptation
      3. 8.2 Diversity and Inclusion Marketing
      4. 8.3 Multicultural Marketing
      5. 8.4 Marketing to Hispanic, Black, and Asian Consumers
      6. 8.5 Marketing to Sociodemographic Groups
      7. 8.6 Ethical Issues in Diversity Marketing
      8. Chapter Summary
      9. Key Terms
      10. Applied Marketing Knowledge: Discussion Questions
      11. Critical Thinking Exercises
      12. Building Your Personal Brand
      13. What Do Marketers Do?
      14. Closing Company Case
      15. References
  4. Product, Promotion, Price, and Place
    1. 3 Unit Introduction
    2. 9 Products: Consumer Offerings
      1. In the Spotlight
      2. 9.1 Products, Services, and Experiences
      3. 9.2 Product Items, Product Lines, and Product Mixes
      4. 9.3 The Product Life Cycle
      5. 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
      6. 9.5 Branding and Brand Development
      7. 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
      8. 9.7 Creating Value through Packaging and Labeling
      9. 9.8 Environmental Concerns Regarding Packaging
      10. 9.9 Ethical Issues in Packaging
      11. Chapter Summary
      12. Key Terms
      13. Applied Marketing Knowledge: Discussion Questions
      14. Critical Thinking Exercises
      15. Building Your Personal Brand
      16. What Do Marketers Do?
      17. Marketing Plan Exercise
      18. Closing Company Case
      19. References
    3. 10 Maintaining a Competitive Edge with New Offerings
      1. In the Spotlight
      2. 10.1 New Products from a Customer’s Perspective
      3. 10.2 Stages of the New Product Development Process
      4. 10.3 The Use of Metrics in Evaluating New Products
      5. 10.4 Factors Contributing to the Success or Failure of New Products
      6. 10.5 Stages in the Consumer Adoption Process for New Products
      7. 10.6 Ethical Considerations in New Product Development
      8. Chapter Summary
      9. Key Terms
      10. Applied Marketing Knowledge: Discussion Questions
      11. Critical Thinking Exercises
      12. Building Your Personal Brand
      13. What Do Marketers Do?
      14. Closing Company Case
      15. References
    4. 11 Services: The Intangible Product
      1. In the Spotlight
      2. 11.1 Classification of Services
      3. 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
      4. 11.3 The Gap Model of Service Quality
      5. 11.4 Ethical Considerations in Providing Services
      6. Chapter Summary
      7. Key Terms
      8. Applied Marketing Knowledge: Discussion Questions
      9. Critical Thinking Exercises
      10. Building Your Personal Brand
      11. What Do Marketers Do?
      12. Closing Company Case
      13. References
    5. 12 Pricing Products and Services
      1. In the Spotlight
      2. 12.1 Pricing and Its Role in the Marketing Mix
      3. 12.2 The Five Critical Cs of Pricing
      4. 12.3 The Five-Step Procedure for Establishing Pricing Policy
      5. 12.4 Pricing Strategies for New Products
      6. 12.5 Pricing Strategies and Tactics for Existing Products
      7. 12.6 Ethical Considerations in Pricing
      8. Chapter Summary
      9. Key Terms
      10. Applied Marketing Knowledge: Discussion Questions
      11. Critical Thinking Exercises
      12. Building Your Personal Brand
      13. What Do Marketers Do?
      14. Marketing Plan Exercise
      15. Closing Company Case
      16. References
    6. 13 Integrated Marketing Communications
      1. In the Spotlight
      2. 13.1 The Promotion Mix and Its Elements
      3. 13.2 The Communication Process
      4. 13.3 Integrated Marketing Communications
      5. 13.4 Steps in the IMC Planning Process
      6. 13.5 Ethical Issues in Marketing Communication
      7. Chapter Summary
      8. Key Terms
      9. Applied Marketing Knowledge: Discussion Questions
      10. Critical Thinking Exercises
      11. Building Your Personal Brand
      12. What Do Marketers Do?
      13. Marketing Plan Exercise
      14. Closing Company Case
      15. References
    7. 14 The Promotion Mix: Advertising and Public Relations
      1. In the Spotlight
      2. 14.1 Advertising in the Promotion Mix
      3. 14.2 Major Decisions in Developing an Advertising Plan
      4. 14.3 The Use of Metrics to Measure Advertising Campaign Effectiveness
      5. 14.4 Public Relations and Its Role in the Promotion Mix
      6. 14.5 The Advantages and Disadvantages of Public Relations
      7. 14.6 Ethical Concerns in Advertising and Public Relations
      8. Chapter Summary
      9. Key Terms
      10. Applied Marketing Knowledge: Discussion Questions
      11. Critical Thinking Exercises
      12. Building Your Personal Brand
      13. What Do Marketers Do?
      14. Closing Company Case
      15. References
    8. 15 The Promotion Mix: Personal Selling and Sales Promotion
      1. In the Spotlight
      2. 15.1 Personal Selling and Its Role in the Promotion Mix
      3. 15.2 Classifications of Salespeople Involved in Personal Selling
      4. 15.3 Steps in the Personal Selling Process
      5. 15.4 Management of the Sales Force
      6. 15.5 Sales Promotion and Its Role in the Promotion Mix
      7. 15.6 Main Types of Sales Promotion
      8. 15.7 Ethical Issues in Personal Selling and Sales Promotion
      9. Chapter Summary
      10. Key Terms
      11. Applied Marketing Knowledge: Discussion Questions
      12. Critical Thinking Exercises
      13. Building Your Personal Brand
      14. What Do Marketers Do?
      15. Closing Company Case
      16. References
    9. 16 Direct, Online, Social Media, and Mobile Marketing
      1. In the Spotlight
      2. 16.1 Traditional Direct Marketing
      3. 16.2 Social Media and Mobile Marketing
      4. 16.3 Metrics Used to Evaluate the Success of Online Marketing
      5. 16.4 Ethical Issues in Digital Marketing and Social Media
      6. Chapter Summary
      7. Key Terms
      8. Applied Marketing Knowledge: Discussion Questions
      9. Critical Thinking Exercises
      10. Building Your Personal Brand
      11. What Do Marketers Do?
      12. Closing Company Case
      13. References
    10. 17 Distribution: Delivering Customer Value
      1. In the Spotlight
      2. 17.1 The Use and Value of Marketing Channels
      3. 17.2 Types of Marketing Channels
      4. 17.3 Factors Influencing Channel Choice
      5. 17.4 Managing the Distribution Channel
      6. 17.5 The Supply Chain and Its Functions
      7. 17.6 Logistics and Its Functions
      8. 17.7 Ethical Issues in Supply Chain Management
      9. Chapter Summary
      10. Key Terms
      11. Applied Marketing Knowledge: Discussion Questions
      12. Critical Thinking Exercises
      13. Building Your Personal Brand
      14. What Do Marketers Do?
      15. Marketing Plan Exercise
      16. Closing Company Case
      17. References
    11. 18 Retailing and Wholesaling
      1. In the Spotlight
      2. 18.1 Retailing and the Role of Retailers in the Distribution Channel
      3. 18.2 Major Types of Retailers
      4. 18.3 Retailing Strategy Decisions
      5. 18.4 Recent Trends in Retailing
      6. 18.5 Wholesaling
      7. 18.6 Recent Trends in Wholesaling
      8. 18.7 Ethical Issues in Retailing and Wholesaling
      9. Chapter Summary
      10. Key Terms
      11. Applied Marketing Knowledge: Discussion Questions
      12. Critical Thinking Exercises
      13. Building Your Personal Brand
      14. What Do Marketers Do?
      15. Marketing Plan Exercise
      16. Closing Company Case
      17. References
    12. 19 Sustainable Marketing: The New Paradigm
      1. In the Spotlight
      2. 19.1 Sustainable Marketing
      3. 19.2 Traditional Marketing versus Sustainable Marketing
      4. 19.3 The Benefits of Sustainable Marketing
      5. 19.4 Sustainable Marketing Principles
      6. 19.5 Purpose-Driven Marketing
      7. Chapter Summary
      8. Key Terms
      9. Applied Marketing Knowledge: Discussion Questions
      10. Critical Thinking Exercises
      11. Building Your Personal Brand
      12. References
  5. Answer Key
    1. Chapter 1
    2. Chapter 2
    3. Chapter 3
    4. Chapter 4
    5. Chapter 5
    6. Chapter 6
    7. Chapter 7
    8. Chapter 8
    9. Chapter 9
    10. Chapter 10
    11. Chapter 11
    12. Chapter 12
    13. Chapter 13
    14. Chapter 14
    15. Chapter 15
    16. Chapter 16
    17. Chapter 17
    18. Chapter 18
    19. Chapter 19
  6. Index
Symbols
1977 Foreign Corrupt Practices Act (FCPA) 15.7 Ethical Issues in Personal Selling and Sales Promotion
4Ps (product, price, promotion, and place) 3.1 Understanding Consumer Markets and Buying Behavior
5A framework 13.4 Steps in the IMC Planning Process
5Ms of marketing 1.3 Factors Comprising and Affecting the Marketing Environment
7-Eleven 3.2 Factors That Influence Consumer Buying Behavior, 7.4 Marketing in a Global Environment, 18.2 Major Types of Retailers
A
A&E Networks 16.1 Traditional Direct Marketing
Abercrombie & Fitch 3.2 Factors That Influence Consumer Buying Behavior
Accenture 3.1 Understanding Consumer Markets and Buying Behavior, In the Spotlight, 19.5 Purpose-Driven Marketing
Acculturation 8.4 Marketing to Hispanic, Black, and Asian Consumers
Accumulating 17.1 The Use and Value of Marketing Channels
Ace Hardware 17.2 Types of Marketing Channels, 17.3 Factors Influencing Channel Choice, 18 Closing Company Case
actual product 9.1 Products, Services, and Experiences
Ad Council 3.2 Factors That Influence Consumer Buying Behavior
ADAMS 5.4 Essential Factors in Effective Market Segmentation
Adaptation 8.1 Strategic Marketing: Standardization versus Adaptation
adapted global marketing strategy 7.4 Marketing in a Global Environment
adaptive selling 15.3 Steps in the Personal Selling Process
Additions to Existing Product Lines 10.1 New Products from a Customer’s Perspective
Adidas 3.2 Factors That Influence Consumer Buying Behavior, 8.6 Ethical Issues in Diversity Marketing, 12.3 The Five-Step Procedure for Establishing Pricing Policy, 18.2 Major Types of Retailers
Adjusting for discrepancy of assortment 17.1 The Use and Value of Marketing Channels
administered VMS 17.2 Types of Marketing Channels
Adobe 3.2 Factors That Influence Consumer Buying Behavior, 8.2 Diversity and Inclusion Marketing, 19.1 Sustainable Marketing
Advancement Project 8 What Do Marketers Do?
Advertising 13.1 The Promotion Mix and Its Elements, 14.1 Advertising in the Promotion Mix
AdWeek 14.6 Ethical Concerns in Advertising and Public Relations
Aetna 17.2 Types of Marketing Channels
Affiliates 16.3 Metrics Used to Evaluate the Success of Online Marketing
affinity audience 5.7 Ethical Concerns and Target Marketing
agent 17.1 The Use and Value of Marketing Channels
AIDA model 15.3 Steps in the Personal Selling Process
Aided awareness 6.3 Steps in a Successful Marketing Research Plan
Aided recall 14.2 Major Decisions in Developing an Advertising Plan
Airbus 4.1 The Business-to-Business (B2B) Market, 17.2 Types of Marketing Channels
Alba 8.4 Marketing to Hispanic, Black, and Asian Consumers
Alfred Sargent & Sons 7.3 Entering the Global Arena
Alibaba 4.2 Buyers and Buying Situations in a B2B Market
Alice + Olivia 13.1 The Promotion Mix and Its Elements
Align Technology 17 Closing Company Case
all-you-can-afford approach 14.2 Major Decisions in Developing an Advertising Plan
Allbirds 17.7 Ethical Issues in Supply Chain Management
Allegiant Air 12.5 Pricing Strategies and Tactics for Existing Products
AllHeart 5.1 Market Segmentation and Consumer Markets
Allstate 3.2 Factors That Influence Consumer Buying Behavior, 17.1 The Use and Value of Marketing Channels
Alphabet 2.2 The Role of Marketing in the Strategic Planning Process
Amazon 1.6 Customer Relationship Management (CRM), 2.1 Developing a Strategic Plan, 5.6 Product Positioning, 7.1 The Global Market and Advantages of International Trade, 7.3 Entering the Global Arena, 10.1 New Products from a Customer’s Perspective, 10.4 Factors Contributing to the Success or Failure of New Products, 11.3 The Gap Model of Service Quality, In the Spotlight, 12.3 The Five-Step Procedure for Establishing Pricing Policy, 13.4 Steps in the IMC Planning Process, 16.1 Traditional Direct Marketing, 16.2 Social Media and Mobile Marketing, 16 Closing Company Case, 17.1 The Use and Value of Marketing Channels, 17.4 Managing the Distribution Channel, 18.1 Retailing and the Role of Retailers in the Distribution Channel, 18.2 Major Types of Retailers, 19.4 Sustainable Marketing Principles
Amazon Go 18.2 Major Types of Retailers
Amazon Prime In the Spotlight, 18.4 Recent Trends in Retailing
ambiguous terms and conditions 15.7 Ethical Issues in Personal Selling and Sales Promotion
AMC 17.1 The Use and Value of Marketing Channels
American Airlines 17.2 Types of Marketing Channels
American Association for Retired Persons (AARP) 8.5 Marketing to Sociodemographic Groups
American Civil Liberties Union (ACLU) 8 What Do Marketers Do?
American Girl 9.7 Creating Value through Packaging and Labeling
American Hospital Association 14.4 Public Relations and Its Role in the Promotion Mix
American Marketing Association (AMA) 1.1 Marketing and the Marketing Process, 1 What Do Marketers Do?, 3.2 Factors That Influence Consumer Buying Behavior, 5.7 Ethical Concerns and Target Marketing, 6.1 Marketing Research and Big Data, 13.5 Ethical Issues in Marketing Communication
American Psychological Association (APA) 5.7 Ethical Concerns and Target Marketing
American Society for the Prevention of Cruelty to Animals (ASPCA) 13.5 Ethical Issues in Marketing Communication
Android 2.2 The Role of Marketing in the Strategic Planning Process
Anheuser-Busch 14.1 Advertising in the Promotion Mix
Anonymous data 6.4 Ethical Issues in Marketing Research
Anya Hindmarch 19.3 The Benefits of Sustainable Marketing
Apple 2.1 Developing a Strategic Plan, 2.2 The Role of Marketing in the Strategic Planning Process, 2.2 The Role of Marketing in the Strategic Planning Process, 5.6 Product Positioning, 7.2 Assessment of Global Markets for Opportunities, 7.5 Ethical Issues in the Global Marketplace, 8.1 Strategic Marketing: Standardization versus Adaptation, In the Spotlight, 9.3 The Product Life Cycle, 9.7 Creating Value through Packaging and Labeling, 10.1 New Products from a Customer’s Perspective, 10.4 Factors Contributing to the Success or Failure of New Products, 10.5 Stages in the Consumer Adoption Process for New Products, 11.1 Classification of Services, 11.3 The Gap Model of Service Quality, 12.1 Pricing and Its Role in the Marketing Mix, 12.3 The Five-Step Procedure for Establishing Pricing Policy, 13.4 Steps in the IMC Planning Process, 14.2 Major Decisions in Developing an Advertising Plan, 15.6 Main Types of Sales Promotion, 16.2 Social Media and Mobile Marketing, 16.4 Ethical Issues in Digital Marketing and Social Media, 17.4 Managing the Distribution Channel, 17.6 Logistics and Its Functions, In the Spotlight
Apple iPhone 3.2 Factors That Influence Consumer Buying Behavior
Apple Store 9.1 Products, Services, and Experiences, 18.4 Recent Trends in Retailing
Applied Educational Systems (AES) 1.5 Determining Consumer Needs and Wants
approach 15.3 Steps in the Personal Selling Process
Arby’s 4.3 Major Influences on B2B Buyer Behavior
artificial time constraints 12.1 Pricing and Its Role in the Marketing Mix
Asian Americans Advancing Justice (AAJC) 8 What Do Marketers Do?
Asian population 8.2 Diversity and Inclusion Marketing
ASO 17 Closing Company Case
assurance 11.3 The Gap Model of Service Quality
AstraZeneca 17.1 The Use and Value of Marketing Channels
AT&T 8.6 Ethical Issues in Diversity Marketing, 11.4 Ethical Considerations in Providing Services
Athleta 19.4 Sustainable Marketing Principles
Attitude tests 14.2 Major Decisions in Developing an Advertising Plan
attitudes 3.2 Factors That Influence Consumer Buying Behavior
Audi 12.6 Ethical Considerations in Pricing
Audible 16.2 Social Media and Mobile Marketing
augmented product 9.1 Products, Services, and Experiences
authority 4.2 Buyers and Buying Situations in a B2B Market
automatic vending 18.2 Major Types of Retailers
AutoZone 18.2 Major Types of Retailers
Aviation Gin 14 Closing Company Case
Avis 5.6 Product Positioning
Awareness 6.3 Steps in a Successful Marketing Research Plan
Axe 12.5 Pricing Strategies and Tactics for Existing Products
B
B2B Business International Market Research 5.2 Segmentation of B2B Markets
B2B buying process 4.4 Stages in the B2B Buying Process
Baby boomers 3.2 Factors That Influence Consumer Buying Behavior, 8.2 Diversity and Inclusion Marketing, 8.5 Marketing to Sociodemographic Groups
Bad Bunny 8.2 Diversity and Inclusion Marketing
Bain & Company 3.1 Understanding Consumer Markets and Buying Behavior, 19.3 The Benefits of Sustainable Marketing
Balance Careers 3.3 The Consumer Purchasing Decision Process
Balvin 8.2 Diversity and Inclusion Marketing
Banana Republic 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Barnes & Noble 4.1 The Business-to-Business (B2B) Market, 14 Closing Company Case
Barrios 3.2 Factors That Influence Consumer Buying Behavior
Batdorf & Bronson Coffee Roasters 1 Closing Company Case
Bayer 10.1 New Products from a Customer’s Perspective
BBC 2.3 Purpose and Structure of the Marketing Plan
BCG matrix 2.2 The Role of Marketing in the Strategic Planning Process
Beats by Dre 8.4 Marketing to Hispanic, Black, and Asian Consumers
Behavioral segmentation 5.1 Market Segmentation and Consumer Markets
Beliefs 3.2 Factors That Influence Consumer Buying Behavior
Ben & Jerry’s 8.4 Marketing to Hispanic, Black, and Asian Consumers, 17.5 The Supply Chain and Its Functions, 19.3 The Benefits of Sustainable Marketing
Bendet 13.1 The Promotion Mix and Its Elements
Best Buy 5.5 Selecting Target Markets, 18.2 Major Types of Retailers
Better Chicken Commitment (BCC) 14.5 The Advantages and Disadvantages of Public Relations
Beyoncé 13.2 The Communication Process
Big data 6.1 Marketing Research and Big Data
bill of materials 4.4 Stages in the B2B Buying Process
Bill Ragan Roofing 1.5 Determining Consumer Needs and Wants
Bing 16.3 Metrics Used to Evaluate the Success of Online Marketing
Birchbox 3.2 Factors That Influence Consumer Buying Behavior
Biteable 16.1 Traditional Direct Marketing
Bitly 16.2 Social Media and Mobile Marketing
BJ’s 18.2 Major Types of Retailers
Black Lives Matter 8.2 Diversity and Inclusion Marketing
Black population 8.2 Diversity and Inclusion Marketing
Blakely 13.1 The Promotion Mix and Its Elements
blog 16.1 Traditional Direct Marketing
Blue Beyond Consulting 19 Building Your Personal Brand
Blue Cross 17.2 Types of Marketing Channels
BMW 2.1 Developing a Strategic Plan, 12.6 Ethical Considerations in Pricing, 13.1 The Promotion Mix and Its Elements
Boar’s Head 15.6 Main Types of Sales Promotion
Boeing 17.2 Types of Marketing Channels
Bombas 10.1 New Products from a Customer’s Perspective, 19.5 Purpose-Driven Marketing
Boston Consulting Group 2.2 The Role of Marketing in the Strategic Planning Process
Bottomless Closet 19.1 Sustainable Marketing
Bounce rate 16.3 Metrics Used to Evaluate the Success of Online Marketing
Boxed Water Is Better 9.8 Environmental Concerns Regarding Packaging
Brach’s 5.7 Ethical Concerns and Target Marketing
brand 9.5 Branding and Brand Development
Brand awareness 14.3 The Use of Metrics to Measure Advertising Campaign Effectiveness
Brand engagement 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Brand equity 9.5 Branding and Brand Development
Brand extensions 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Brand lift 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
brand name 9.5 Branding and Brand Development
brand positioning 9.5 Branding and Brand Development
Brand preference 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Brand recognition 14.3 The Use of Metrics to Measure Advertising Campaign Effectiveness
Brand value 9.5 Branding and Brand Development
Branding 9.5 Branding and Brand Development
breach of confidentiality 6.4 Ethical Issues in Marketing Research
Break-even pricing 12.4 Pricing Strategies for New Products
Breast Cancer Foundation 14.4 Public Relations and Its Role in the Promotion Mix
Brokers 4.2 Buyers and Buying Situations in a B2B Market
Buick 12.6 Ethical Considerations in Pricing
bulk and weight 17.3 Factors Influencing Channel Choice
Bulk-breaking 17.1 The Use and Value of Marketing Channels
Bumble 3.2 Factors That Influence Consumer Buying Behavior, 8.6 Ethical Issues in Diversity Marketing
Bumble Bee 4.5 Ethical Issues in B2B Marketing
Bundle pricing 12.5 Pricing Strategies and Tactics for Existing Products
Burch 13.1 The Promotion Mix and Its Elements
Burger King 4.2 Buyers and Buying Situations in a B2B Market, 4.3 Major Influences on B2B Buyer Behavior, 5.3 Segmentation of International Markets, 8.3 Multicultural Marketing
Burnett In the Spotlight
Business Analysis 10.2 Stages of the New Product Development Process
business landscape 7.1 The Global Market and Advantages of International Trade
business objectives and goals 4.3 Major Influences on B2B Buyer Behavior
business portfolio 2.2 The Role of Marketing in the Strategic Planning Process
Business-level strategy 2.1 Developing a Strategic Plan
business-to-business (B2B) 17.2 Types of Marketing Channels
Business-to-business (B2B) 4.1 The Business-to-Business (B2B) Market
business-to-consumer 4.1 The Business-to-Business (B2B) Market
business-to-consumer (B2C) 17.2 Types of Marketing Channels
Butterball 9.1 Products, Services, and Experiences
Buy classes 4.2 Buyers and Buying Situations in a B2B Market
Buy One Get One (BOGO) 13.1 The Promotion Mix and Its Elements
buyer 1.5 Determining Consumer Needs and Wants
buyer persona 2.3 Purpose and Structure of the Marketing Plan, 5.5 Selecting Target Markets
buyer’s black box 3.1 Understanding Consumer Markets and Buying Behavior
Buyers 4.2 Buyers and Buying Situations in a B2B Market
buying center 4.2 Buyers and Buying Situations in a B2B Market
Buzzfeed 16.1 Traditional Direct Marketing
C
C.H. Robinson 18 What Do Marketers Do?
call center 16.1 Traditional Direct Marketing
Calvert Research and Management In the Spotlight
Campaign for a Commercial-Free Childhood (CCFC) 5.7 Ethical Concerns and Target Marketing
Campfire Treats 14.5 The Advantages and Disadvantages of Public Relations
CAN-SPAM Act 13.5 Ethical Issues in Marketing Communication
Capital items 9.1 Products, Services, and Experiences
CareerBuilder 15.4 Management of the Sales Force
Cartoon Network 14.6 Ethical Concerns in Advertising and Public Relations
Carvana 10.5 Stages in the Consumer Adoption Process for New Products, 18.2 Major Types of Retailers
Cash-and-carry wholesalers 18.5 Wholesaling
Casper 16.1 Traditional Direct Marketing
Catalog marketing 16.1 Traditional Direct Marketing
Category killers 18.2 Major Types of Retailers
Category management 18.3 Retailing Strategy Decisions
causal research 6.3 Steps in a Successful Marketing Research Plan
census 6.3 Steps in a Successful Marketing Research Plan
Centers for Disease Control and Prevention (CDC) 5.7 Ethical Concerns and Target Marketing, 10.1 New Products from a Customer’s Perspective
central business district 18.3 Retailing Strategy Decisions
Chanel 12.1 Pricing and Its Role in the Marketing Mix
Channel conflict 17.4 Managing the Distribution Channel
Channel length 17.3 Factors Influencing Channel Choice
channel member 17.4 Managing the Distribution Channel
Charge Ko Technologies 7.2 Assessment of Global Markets for Opportunities
Charity: Water 19.4 Sustainable Marketing Principles
Cheerios 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
Chevrolet 12.6 Ethical Considerations in Pricing
Chevy 3.2 Factors That Influence Consumer Buying Behavior
Chick-fil-A 4.3 Major Influences on B2B Buyer Behavior, 13.1 The Promotion Mix and Its Elements, 13.2 The Communication Process
Chicken of the Sea 4.5 Ethical Issues in B2B Marketing
Chipotle 3.4 Ethical Issues in Consumer Buying Behavior, 4.2 Buyers and Buying Situations in a B2B Market, 9.8 Environmental Concerns Regarding Packaging, 13.3 Integrated Marketing Communications, 17.2 Types of Marketing Channels
Chips Ahoy 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Chobani 9.4 Marketing Strategies at Each Stage of the Product Life Cycle, 17.4 Managing the Distribution Channel
Church’s 7.3 Entering the Global Arena
Cirque du Soleil 2.2 The Role of Marketing in the Strategic Planning Process
Civil Rights Act In the Spotlight
CJ Affiliate 16.3 Metrics Used to Evaluate the Success of Online Marketing
Claritas 8.2 Diversity and Inclusion Marketing
Classic Cleaners 2.4 Marketing Plan Progress Using Metrics
click-through rate (CTR) 16.3 Metrics Used to Evaluate the Success of Online Marketing
Client reviews 16.4 Ethical Issues in Digital Marketing and Social Media
CNN 14.4 Public Relations and Its Role in the Promotion Mix
co-brand 9.5 Branding and Brand Development
Coach 18.2 Major Types of Retailers
Coca-Cola In the Spotlight, 3.2 Factors That Influence Consumer Buying Behavior, 3.2 Factors That Influence Consumer Buying Behavior, 5.3 Segmentation of International Markets, 5.5 Selecting Target Markets, 5.6 Product Positioning, 7.4 Marketing in a Global Environment, 8.6 Ethical Issues in Diversity Marketing, 9.4 Marketing Strategies at Each Stage of the Product Life Cycle, 10.1 New Products from a Customer’s Perspective, 13.4 Steps in the IMC Planning Process, 14.1 Advertising in the Promotion Mix, 17.1 The Use and Value of Marketing Channels, 17.3 Factors Influencing Channel Choice
cognitive dissonance 3.3 The Consumer Purchasing Decision Process
Commercialization 10.2 Stages of the New Product Development Process
commission 15.4 Management of the Sales Force
Communicability 10.5 Stages in the Consumer Adoption Process for New Products
communication channel 13.4 Steps in the IMC Planning Process
communication gap 11.3 The Gap Model of Service Quality
company centric 8.2 Diversity and Inclusion Marketing
Comparative advertising 14.2 Major Decisions in Developing an Advertising Plan
Competition 4.3 Major Influences on B2B Buyer Behavior
competition-based objective 12.3 The Five-Step Procedure for Establishing Pricing Policy
Competitive intelligence 6.2 Sources of Marketing Information
competitive-parity approach 14.2 Major Decisions in Developing an Advertising Plan
Complex buying behavior 3.1 Understanding Consumer Markets and Buying Behavior
Concentrated marketing 5.5 Selecting Target Markets
concentric diversification 2.2 The Role of Marketing in the Strategic Planning Process
Concept Development and Testing 10.2 Stages of the New Product Development Process
concept testing 10.2 Stages of the New Product Development Process
Confidential data 6.4 Ethical Issues in Marketing Research
Conglomerate diversification 2.2 The Role of Marketing in the Strategic Planning Process
Conscious Coffees 3.4 Ethical Issues in Consumer Buying Behavior
Constellation Brands 8.2 Diversity and Inclusion Marketing
Consultative selling 15.3 Steps in the Personal Selling Process
consumer 1.5 Determining Consumer Needs and Wants
consumer adoption process 10.5 Stages in the Consumer Adoption Process for New Products
Consumer attitudes 3.2 Factors That Influence Consumer Buying Behavior
Consumer buying behavior 3.1 Understanding Consumer Markets and Buying Behavior
consumer confidence 12.3 The Five-Step Procedure for Establishing Pricing Policy
consumer decision process 3.3 The Consumer Purchasing Decision Process
Consumer Financial Protection Bureau 15.7 Ethical Issues in Personal Selling and Sales Promotion
Consumer income 7.2 Assessment of Global Markets for Opportunities
consumer market 3.1 Understanding Consumer Markets and Buying Behavior
Consumer-oriented marketing 19.4 Sustainable Marketing Principles
Consumers with disabilities 8.2 Diversity and Inclusion Marketing
Content marketing 16.1 Traditional Direct Marketing
Contests 15.6 Main Types of Sales Promotion
continuous innovation 10.1 New Products from a Customer’s Perspective
continuous promotional schedule 13.4 Steps in the IMC Planning Process
contractual VMS 17.2 Types of Marketing Channels
Convenience products 9.1 Products, Services, and Experiences
convenience sample 6.3 Steps in a Successful Marketing Research Plan
convenience store 18.2 Major Types of Retailers
Converse 3.2 Factors That Influence Consumer Buying Behavior
conversion rate 14.3 The Use of Metrics to Measure Advertising Campaign Effectiveness
conversions 16.3 Metrics Used to Evaluate the Success of Online Marketing
Cooperative advertising 15.6 Main Types of Sales Promotion
Copyrights 10.6 Ethical Considerations in New Product Development
core product 9.1 Products, Services, and Experiences
corporate social responsibility (CSR) 19.2 Traditional Marketing versus Sustainable Marketing
Corporate social responsibility (CSR) 2.5 Ethical Issues in Developing a Marketing Strategy
Corporate-level strategy 2.1 Developing a Strategic Plan
Corruption Perceptions Index (CPI) 7.2 Assessment of Global Markets for Opportunities
Cost of goods sold 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Cost per acquisition (CPA) 16.3 Metrics Used to Evaluate the Success of Online Marketing
cost per click (CPC) 16.3 Metrics Used to Evaluate the Success of Online Marketing
cost-based objective 12.3 The Five-Step Procedure for Establishing Pricing Policy
Costco 5.5 Selecting Target Markets, 7.5 Ethical Issues in the Global Marketplace, 15.6 Main Types of Sales Promotion, 18.2 Major Types of Retailers, 18.7 Ethical Issues in Retailing and Wholesaling, 19.2 Traditional Marketing versus Sustainable Marketing
Council of Better Business Bureaus 5.7 Ethical Concerns and Target Marketing
Coupons 13.1 The Promotion Mix and Its Elements, 15.6 Main Types of Sales Promotion
Coursera 1 Building Your Personal Brand
COVID-19 8.1 Strategic Marketing: Standardization versus Adaptation, 8.5 Marketing to Sociodemographic Groups, 12.1 Pricing and Its Role in the Marketing Mix, In the Spotlight
Cradle-to-cradle packaging design 9.8 Environmental Concerns Regarding Packaging
creative strategy 13.4 Steps in the IMC Planning Process
credit terms 15.6 Main Types of Sales Promotion
Creminelli Fine Meats 15.6 Main Types of Sales Promotion
cross tabulation 6.3 Steps in a Successful Marketing Research Plan
cross-elasticity of demand 12.3 The Five-Step Procedure for Establishing Pricing Policy
Crowdsourcing 10.2 Stages of the New Product Development Process
cultural duality 8.4 Marketing to Hispanic, Black, and Asian Consumers
Cultural factors 3.2 Factors That Influence Consumer Buying Behavior
Cultural identity 8.4 Marketing to Hispanic, Black, and Asian Consumers
Cultural sensitivity 7.1 The Global Market and Advantages of International Trade
Cultural symbols 7.2 Assessment of Global Markets for Opportunities
Cultural values 7.2 Assessment of Global Markets for Opportunities
Culture 3.2 Factors That Influence Consumer Buying Behavior, 8.3 Multicultural Marketing
Cumberland Farms 13.1 The Promotion Mix and Its Elements
Cupshe 16.2 Social Media and Mobile Marketing
Curves 5.6 Product Positioning
customer 1.5 Determining Consumer Needs and Wants
customer acquisition cost 2.4 Marketing Plan Progress Using Metrics, 6.3 Steps in a Successful Marketing Research Plan
customer centric 8.2 Diversity and Inclusion Marketing
customer effort score 6.3 Steps in a Successful Marketing Research Plan
customer equity 1.1 Marketing and the Marketing Process
Customer experience (CX) 9.1 Products, Services, and Experiences
customer gap 11.3 The Gap Model of Service Quality
Customer lifetime value (CLV) 2.4 Marketing Plan Progress Using Metrics
Customer loyalty 1.6 Customer Relationship Management (CRM), 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
customer relationship management 15.3 Steps in the Personal Selling Process
customer relationship management (CRM) 1.6 Customer Relationship Management (CRM)
Customer retention 1.6 Customer Relationship Management (CRM)
customer satisfaction 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
customer satisfaction score 6.3 Steps in a Successful Marketing Research Plan
customer value 1.1 Marketing and the Marketing Process
customer value–based objective 12.3 The Five-Step Procedure for Establishing Pricing Policy
customer-driven marketing strategy 1.1 Marketing and the Marketing Process
customer-driven objectives 12.3 The Five-Step Procedure for Establishing Pricing Policy
Customer-perceived value 17.3 Factors Influencing Channel Choice
Customer-value marketing 19.4 Sustainable Marketing Principles
Customs 7.2 Assessment of Global Markets for Opportunities
Cutco 15 Closing Company Case
CVS 14.4 Public Relations and Its Role in the Promotion Mix, 17.1 The Use and Value of Marketing Channels
D
D Rose 12.3 The Five-Step Procedure for Establishing Pricing Policy
Data & Marketing Association (DMA) 13.1 The Promotion Mix and Its Elements
Data analysis 6.3 Steps in a Successful Marketing Research Plan
Data collection 6.3 Steps in a Successful Marketing Research Plan
database 6.2 Sources of Marketing Information
Dave’s Killer Bread (DKB) 17.5 The Supply Chain and Its Functions
Deceptive price advertising 12.6 Ethical Considerations in Pricing
Deciders 4.2 Buyers and Buying Situations in a B2B Market
decline stage 9.3 The Product Life Cycle
Decoding 13.2 The Communication Process
Del Webb 1.3 Factors Comprising and Affecting the Marketing Environment
Delight Needs 1.5 Determining Consumer Needs and Wants
delivery gap 11.3 The Gap Model of Service Quality
Dell 7.2 Assessment of Global Markets for Opportunities, 9.2 Product Items, Product Lines, and Product Mixes
Delta Air Lines 7.2 Assessment of Global Markets for Opportunities, 11.1 Classification of Services, 17.2 Types of Marketing Channels
Demand 12.3 The Five-Step Procedure for Establishing Pricing Policy
demand curve 12.3 The Five-Step Procedure for Establishing Pricing Policy
demand elasticity 12.3 The Five-Step Procedure for Establishing Pricing Policy
demographic segmentation 5.1 Market Segmentation and Consumer Markets
Department of Justice 4.5 Ethical Issues in B2B Marketing
Department stores 18.2 Major Types of Retailers
derived demand 4.1 The Business-to-Business (B2B) Market
Descriptive research 6.3 Steps in a Successful Marketing Research Plan
Designer Shoe Warehouse (DSW) 1.6 Customer Relationship Management (CRM)
desired object 1.5 Determining Consumer Needs and Wants
Determinant attributes 5.6 Product Positioning
Dick’s Sporting Goods 16.1 Traditional Direct Marketing, 17.1 The Use and Value of Marketing Channels, 17.2 Types of Marketing Channels
differentiated marketing 5.5 Selecting Target Markets
Differentiation positioning 5.6 Product Positioning
diffusion of innovation 10.5 Stages in the Consumer Adoption Process for New Products
Digital Marketing Institute 1 What Do Marketers Do?
Digital wallets 18.4 Recent Trends in Retailing
direct channel 17.2 Types of Marketing Channels
direct demand 4.1 The Business-to-Business (B2B) Market
Direct mail 18.2 Major Types of Retailers
Direct marketing 13.1 The Promotion Mix and Its Elements, 16.1 Traditional Direct Marketing
direct marketing channel 17.2 Types of Marketing Channels
Direct selling 18.2 Major Types of Retailers
direct-mail marketing 16.1 Traditional Direct Marketing
Direct-response television marketing 16.1 Traditional Direct Marketing
discontinuous innovations 10.1 New Products from a Customer’s Perspective
discount stores 18.2 Major Types of Retailers
Discretionary income 7.2 Assessment of Global Markets for Opportunities, 12.3 The Five-Step Procedure for Establishing Pricing Policy
Disintermediation 17.4 Managing the Distribution Channel
Disney 5.7 Ethical Concerns and Target Marketing, 8.2 Diversity and Inclusion Marketing, 13.1 The Promotion Mix and Its Elements
Disney Channel In the Spotlight
Disneyland Hong Kong 7.2 Assessment of Global Markets for Opportunities
Disposable income 7.2 Assessment of Global Markets for Opportunities
Dissonance-reducing buying behavior 3.1 Understanding Consumer Markets and Buying Behavior
Distribution 17.1 The Use and Value of Marketing Channels
distributor 17.1 The Use and Value of Marketing Channels
diversity marketing 8.2 Diversity and Inclusion Marketing
diversity marketing intelligence (DMiQ) 8.2 Diversity and Inclusion Marketing
divest 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
Divisibility 10.5 Stages in the Consumer Adoption Process for New Products
Dollar General 18.2 Major Types of Retailers
Dollar Shave Club 10.4 Factors Contributing to the Success or Failure of New Products, 16.1 Traditional Direct Marketing
Dollar Stores 18.3 Retailing Strategy Decisions
Dollar Tree 18.2 Major Types of Retailers
Domino’s Pizza 9.2 Product Items, Product Lines, and Product Mixes, 13.1 The Promotion Mix and Its Elements, 15.6 Main Types of Sales Promotion
Doritos 9.5 Branding and Brand Development, 13.1 The Promotion Mix and Its Elements, 15.6 Main Types of Sales Promotion
Dotdash Meredith 16.1 Traditional Direct Marketing
Dove 3.2 Factors That Influence Consumer Buying Behavior, 12.5 Pricing Strategies and Tactics for Existing Products, 13.2 The Communication Process, 14.4 Public Relations and Its Role in the Promotion Mix, 17.1 The Use and Value of Marketing Channels, 19.5 Purpose-Driven Marketing
Drake’s Cakes 13 Closing Company Case
Drop shippers 18.5 Wholesaling
DuckDuckGo 1.5 Determining Consumer Needs and Wants, 6.4 Ethical Issues in Marketing Research
Dumping 7.5 Ethical Issues in the Global Marketplace
Dunkin’ 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
dynamically continuous innovation 10.1 New Products from a Customer’s Perspective
E
E3 16.1 Traditional Direct Marketing
Early Adopters 10.5 Stages in the Consumer Adoption Process for New Products
Early Majority 10.5 Stages in the Consumer Adoption Process for New Products
Easy Jet 14.4 Public Relations and Its Role in the Promotion Mix
eBay 2.1 Developing a Strategic Plan, 12.3 The Five-Step Procedure for Establishing Pricing Policy
economic factors 4.3 Major Influences on B2B Buyer Behavior
Economic infrastructure 7.2 Assessment of Global Markets for Opportunities
economic pillar (governance pillar) 19.1 Sustainable Marketing
economic situation 3.2 Factors That Influence Consumer Buying Behavior
Economy pricing 12.5 Pricing Strategies and Tactics for Existing Products
Eggo 9.5 Branding and Brand Development
Electronic surveys 6.3 Steps in a Successful Marketing Research Plan
Element Fleet Management 17.2 Types of Marketing Channels
Email marketing 16.1 Traditional Direct Marketing
Embargoes 7.2 Assessment of Global Markets for Opportunities
Emerson Electric 2.2 The Role of Marketing in the Strategic Planning Process, 4.2 Buyers and Buying Situations in a B2B Market
emotional appeals 13.4 Steps in the IMC Planning Process
Empathy 11.3 The Gap Model of Service Quality
employee retention 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
Employee satisfaction 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
encoding 13.2 The Communication Process
engagement 14.2 Major Decisions in Developing an Advertising Plan
Enter to Win 13.1 The Promotion Mix and Its Elements
Environmental factors 3.2 Factors That Influence Consumer Buying Behavior
environmental pillar 19.1 Sustainable Marketing
environmental, social, and governance strategy 19.1 Sustainable Marketing
Equal Employment Opportunity Commission (EEOC) In the Spotlight
Equal Justice Initiative (EJI) 8 What Do Marketers Do?
Equipment-based service 11.1 Classification of Services
ESG pillars 19.1 Sustainable Marketing
ESPN In the Spotlight
ethical marketing 1.7 Ethical Marketing
ethnocentrism 7.1 The Global Market and Advantages of International Trade
Ethnographic research 6.3 Steps in a Successful Marketing Research Plan
Ethos 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Etsy 7.1 The Global Market and Advantages of International Trade, 9.7 Creating Value through Packaging and Labeling
Evaluation of Results 10.2 Stages of the New Product Development Process
exchange process 1.5 Determining Consumer Needs and Wants
exchange rate 7.2 Assessment of Global Markets for Opportunities
Exclusive distribution 17.3 Factors Influencing Channel Choice
executive summary 2.3 Purpose and Structure of the Marketing Plan
Experimental research 6.3 Steps in a Successful Marketing Research Plan
expertise 4.3 Major Influences on B2B Buyer Behavior
Exploratory research 6.3 Steps in a Successful Marketing Research Plan
Exporting 7.3 Entering the Global Arena
External data 6.2 Sources of Marketing Information
External interested parties 1.1 Marketing and the Marketing Process
External service marketing 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
external sources 10.2 Stages of the New Product Development Process
external value proposition 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
Eyebuydirect 11.1 Classification of Services
F
Facebook 2.2 The Role of Marketing in the Strategic Planning Process, 5.7 Ethical Concerns and Target Marketing, 7.5 Ethical Issues in the Global Marketplace, 8 Closing Company Case, 10.1 New Products from a Customer’s Perspective, 13.1 The Promotion Mix and Its Elements, 13.5 Ethical Issues in Marketing Communication, 13 Closing Company Case, 14.2 Major Decisions in Developing an Advertising Plan, 15.7 Ethical Issues in Personal Selling and Sales Promotion, 16.1 Traditional Direct Marketing, 16.2 Social Media and Mobile Marketing, 16.4 Ethical Issues in Digital Marketing and Social Media, 16 Closing Company Case, 18.4 Recent Trends in Retailing
Facilitating functions 17.1 The Use and Value of Marketing Channels
factory outlets 18.2 Major Types of Retailers
false or misleading advertising 18.7 Ethical Issues in Retailing and Wholesaling
family 3.2 Factors That Influence Consumer Buying Behavior
Family Dollar 18.2 Major Types of Retailers
Fanatics 16.3 Metrics Used to Evaluate the Success of Online Marketing
Farmer Direct Organic 13.5 Ethical Issues in Marketing Communication
fear appeals 13.4 Steps in the IMC Planning Process
Federal Communications Commission (FCC) 13.5 Ethical Issues in Marketing Communication
Federal Food, Drug, and Cosmetic Act (FFDCA) 14.6 Ethical Concerns in Advertising and Public Relations
Federal Trade Commission (FTC) 4.5 Ethical Issues in B2B Marketing, 12.6 Ethical Considerations in Pricing, 13.5 Ethical Issues in Marketing Communication, 14.6 Ethical Concerns in Advertising and Public Relations, 18.2 Major Types of Retailers, 18.7 Ethical Issues in Retailing and Wholesaling
feedback loop 13.2 The Communication Process
Feeding America 13.5 Ethical Issues in Marketing Communication
Fenty 3.2 Factors That Influence Consumer Buying Behavior
Fenty Beauty 8.2 Diversity and Inclusion Marketing
Fiat In the Spotlight
Fieldstone Bakery 13 Closing Company Case
final consumer 17.1 The Use and Value of Marketing Channels
Fingerhut 18.2 Major Types of Retailers
FINN Partners 4.3 Major Influences on B2B Buyer Behavior
firmographics 5.2 Segmentation of B2B Markets
Fixed costs 12.1 Pricing and Its Role in the Marketing Mix
flighting promotional schedule 13.4 Steps in the IMC Planning Process
focus group 6.3 Steps in a Successful Marketing Research Plan
Food and Drug Administration (FDA) 13.5 Ethical Issues in Marketing Communication, 14.6 Ethical Concerns in Advertising and Public Relations
Foods 4.5 Ethical Issues in B2B Marketing
Foot Locker 17.2 Types of Marketing Channels
Ford 2.5 Ethical Issues in Developing a Marketing Strategy, 5.5 Selecting Target Markets, 7.1 The Global Market and Advantages of International Trade, 9.5 Branding and Brand Development, 13.2 The Communication Process
Ford Motor Company 8.1 Strategic Marketing: Standardization versus Adaptation, 13.5 Ethical Issues in Marketing Communication, 15.6 Main Types of Sales Promotion, 16.1 Traditional Direct Marketing
Foreign Corrupt Practices Act (FCPA) 4.5 Ethical Issues in B2B Marketing
Foreign Corrupt Practices Act of 1977 7.5 Ethical Issues in the Global Marketplace
Foreign direct investment (FDI) 7.3 Entering the Global Arena
Form utility 1.1 Marketing and the Marketing Process
formula selling 15.3 Steps in the Personal Selling Process
Fortune 19.1 Sustainable Marketing
Franchising 7.3 Entering the Global Arena
Freestanding retail locations 18.3 Retailing Strategy Decisions
frequency 6.3 Steps in a Successful Marketing Research Plan, 13.1 The Promotion Mix and Its Elements, 14.2 Major Decisions in Developing an Advertising Plan
Frito-Lay In the Spotlight
Fujitsu 2.1 Developing a Strategic Plan
Full-service wholesalers 18.5 Wholesaling
functional strategy 2.1 Developing a Strategic Plan
G
Gallup Organization 6.4 Ethical Issues in Marketing Research
GameStop 14.2 Major Decisions in Developing an Advertising Plan
Gap 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics, 18.2 Major Types of Retailers, 19.1 Sustainable Marketing, 19.4 Sustainable Marketing Principles
gap analysis 2.1 Developing a Strategic Plan
Gap Model of Service Quality 11.3 The Gap Model of Service Quality
Gartner 13.1 The Promotion Mix and Its Elements
Gatekeepers 4.2 Buyers and Buying Situations in a B2B Market
Gatorade In the Spotlight
Gatorade Sports Science Institute In the Spotlight
Gazelle Bikes 12.2 The Five Critical Cs of Pricing
Geico 17.1 The Use and Value of Marketing Channels
gender 3.2 Factors That Influence Consumer Buying Behavior
Genentech 2.1 Developing a Strategic Plan
General Electric 1 Marketing Plan Exercise, 2.2 The Role of Marketing in the Strategic Planning Process, 17.3 Factors Influencing Channel Choice
general-merchandise (full-line) wholesalers 18.5 Wholesaling
Generation Alpha 8.5 Marketing to Sociodemographic Groups
Generation X 3.2 Factors That Influence Consumer Buying Behavior, 8.2 Diversity and Inclusion Marketing, 8.5 Marketing to Sociodemographic Groups
Generation Y 3.2 Factors That Influence Consumer Buying Behavior, 8.2 Diversity and Inclusion Marketing
Generation Z 3.2 Factors That Influence Consumer Buying Behavior, 8.2 Diversity and Inclusion Marketing, 8.5 Marketing to Sociodemographic Groups
Generational population 8.2 Diversity and Inclusion Marketing
geographic segmentation 5.1 Market Segmentation and Consumer Markets
Gexpro 1.3 Factors Comprising and Affecting the Marketing Environment
Ghirardelli 5.7 Ethical Concerns and Target Marketing
Giant 12.2 The Five Critical Cs of Pricing
Gillette 10.2 Stages of the New Product Development Process
Girl Scouts of the USA 16.1 Traditional Direct Marketing
Glassdoor 16.1 Traditional Direct Marketing
Global Containers and Custom Packaging 17 Closing Company Case
Global Fleet 17.2 Types of Marketing Channels
Global market opportunities 7.1 The Global Market and Advantages of International Trade
GM 5.5 Selecting Target Markets
Goals 2.1 Developing a Strategic Plan
Godiva 9.2 Product Items, Product Lines, and Product Mixes
Google 1 Building Your Personal Brand, 8.6 Ethical Issues in Diversity Marketing, 10.4 Factors Contributing to the Success or Failure of New Products, 12.3 The Five-Step Procedure for Establishing Pricing Policy, 13.1 The Promotion Mix and Its Elements, 16.1 Traditional Direct Marketing, 16.3 Metrics Used to Evaluate the Success of Online Marketing, 16.4 Ethical Issues in Digital Marketing and Social Media
Google Play Store 18.4 Recent Trends in Retailing
Google Trends 16.3 Metrics Used to Evaluate the Success of Online Marketing
GoPro In the Spotlight
GoToMeeting 12.3 The Five-Step Procedure for Establishing Pricing Policy
Government markets 4.2 Buyers and Buying Situations in a B2B Market
GQ 5.1 Market Segmentation and Consumer Markets
Grassroot Good 13.1 The Promotion Mix and Its Elements
Gross margin 18.3 Retailing Strategy Decisions
Gross profit margin 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
growth stage 9.3 The Product Life Cycle
GS1 Global Traceability Standard 18.6 Recent Trends in Wholesaling
Gucci 7.1 The Global Market and Advantages of International Trade
GWI 3.3 The Consumer Purchasing Decision Process
H
Habitual buying behavior 3.1 Understanding Consumer Markets and Buying Behavior
Hallmark 17.1 The Use and Value of Marketing Channels
Hanes Outlet 18.2 Major Types of Retailers
Harappa Education 16.2 Social Media and Mobile Marketing
Hard-core loyals 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Harley-Davidson 2.2 The Role of Marketing in the Strategic Planning Process, 5.1 Market Segmentation and Consumer Markets, 9.5 Branding and Brand Development
Harlow 13.1 The Promotion Mix and Its Elements
Harper Collins 2.2 The Role of Marketing in the Strategic Planning Process
Harvard Business Review 16.1 Traditional Direct Marketing, 16.2 Social Media and Mobile Marketing
Harvard Business School 5.2 Segmentation of B2B Markets, 10.4 Factors Contributing to the Success or Failure of New Products
Harvard University 16.2 Social Media and Mobile Marketing
harvest 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
HBO 14 Closing Company Case
HBOMax 17.1 The Use and Value of Marketing Channels, 17.4 Managing the Distribution Channel
Head-to-head positioning 5.6 Product Positioning
Heat 8.2 Diversity and Inclusion Marketing
Heinz 9.5 Branding and Brand Development
Hellman’s 12.5 Pricing Strategies and Tactics for Existing Products
HelloFresh 1.5 Determining Consumer Needs and Wants, 15.6 Main Types of Sales Promotion, In the Spotlight
Hertz 5.6 Product Positioning
heuristics 3.3 The Consumer Purchasing Decision Process
Hewlett Packard 17 Closing Company Case
Hewlett Packard Enterprise (HPE) 1.3 Factors Comprising and Affecting the Marketing Environment
hidden fees 15.7 Ethical Issues in Personal Selling and Sales Promotion
Hilfiger 13.1 The Promotion Mix and Its Elements
Hilton Grand Vacations (HGV) In the Spotlight, 15.1 Personal Selling and Its Role in the Promotion Mix
Hilton Hotels and Resorts In the Spotlight
Hispanic population 8.2 Diversity and Inclusion Marketing
Hofstede 8.3 Multicultural Marketing
Holiday Inn 17.4 Managing the Distribution Channel
Hollister 3.2 Factors That Influence Consumer Buying Behavior
Holmes 13.1 The Promotion Mix and Its Elements
Home Depot 16.2 Social Media and Mobile Marketing, 17.3 Factors Influencing Channel Choice, 18.2 Major Types of Retailers, 18 Closing Company Case
Home Run Inn Pizza 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
Home Shopping Network (HSN) 18.2 Major Types of Retailers
Honda 5.5 Selecting Target Markets, 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics, 16.1 Traditional Direct Marketing, 17.2 Types of Marketing Channels
Honeywell 17 Closing Company Case
horizontal conflict 17.4 Managing the Distribution Channel
horizontal diversification 2.2 The Role of Marketing in the Strategic Planning Process
horizontal marketing system 17.2 Types of Marketing Channels
Hotels.com 12.6 Ethical Considerations in Pricing, 18.1 Retailing and the Role of Retailers in the Distribution Channel
Human Rights Campaign Foundation 8 What Do Marketers Do?
I
IBM 5.3 Segmentation of International Markets, 19.1 Sustainable Marketing
Ice Bucket Challenge 14.5 The Advantages and Disadvantages of Public Relations
ICONI 13.4 Steps in the IMC Planning Process
Idea Generation 10.2 Stages of the New Product Development Process
Idea Screening and Evaluation 10.2 Stages of the New Product Development Process
IKEA 2.1 Developing a Strategic Plan, 5.1 Market Segmentation and Consumer Markets, 8.5 Marketing to Sociodemographic Groups, 12.2 The Five Critical Cs of Pricing, 14.6 Ethical Concerns in Advertising and Public Relations, 16.1 Traditional Direct Marketing
IMAN Cosmetics 5.1 Market Segmentation and Consumer Markets
IMC 13.4 Steps in the IMC Planning Process
Impact 14.2 Major Decisions in Developing an Advertising Plan
impression 16.3 Metrics Used to Evaluate the Success of Online Marketing
impressions 14.3 The Use of Metrics to Measure Advertising Campaign Effectiveness
Improvements and Revisions to Existing Products 10.1 New Products from a Customer’s Perspective
In-person surveys 6.3 Steps in a Successful Marketing Research Plan
income effect 12.3 The Five-Step Procedure for Establishing Pricing Policy
Indeed 15.4 Management of the Sales Force
Indiana Premium Outlets 18.2 Major Types of Retailers
indirect channel 17.2 Types of Marketing Channels
Inflation 12.3 The Five-Step Procedure for Establishing Pricing Policy
influence 4.2 Buyers and Buying Situations in a B2B Market
Influencers 4.2 Buyers and Buying Situations in a B2B Market
infographic 6.3 Steps in a Successful Marketing Research Plan
Information processing 11.1 Classification of Services
informative advertising 14.2 Major Decisions in Developing an Advertising Plan
initiator 4.2 Buyers and Buying Situations in a B2B Market
Innovative marketing 19.4 Sustainable Marketing Principles
Innovators 10.5 Stages in the Consumer Adoption Process for New Products
inquiry test 14.2 Major Decisions in Developing an Advertising Plan
inside order taker 15.2 Classifications of Salespeople Involved in Personal Selling
Instacart 8.4 Marketing to Hispanic, Black, and Asian Consumers, 16 Closing Company Case
Instagram 3.2 Factors That Influence Consumer Buying Behavior, 10.1 New Products from a Customer’s Perspective, 13.1 The Promotion Mix and Its Elements, 13.5 Ethical Issues in Marketing Communication, 13 Closing Company Case, 16.1 Traditional Direct Marketing, 16.2 Social Media and Mobile Marketing, 16 Closing Company Case, 18.4 Recent Trends in Retailing
institutional advertisements 14.1 Advertising in the Promotion Mix
Institutions 4.2 Buyers and Buying Situations in a B2B Market
intangible 11.1 Classification of Services
integrated marketing communications 13.3 Integrated Marketing Communications
Integrated social media marketing 16.2 Social Media and Mobile Marketing
intellectual property (IP) 10.6 Ethical Considerations in New Product Development
Intensive distribution 17.3 Factors Influencing Channel Choice
Interactive service marketing 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
Interested parties 1.1 Marketing and the Marketing Process
Intermediaries 18.1 Retailing and the Role of Retailers in the Distribution Channel
internal data 6.2 Sources of Marketing Information
Internal interested parties 1.1 Marketing and the Marketing Process
Internal marketing 1.1 Marketing and the Marketing Process
Internal service marketing 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
Internal service quality 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
internal sources 10.2 Stages of the New Product Development Process
international firm 7.3 Entering the Global Arena
International Trade Administration 7 What Do Marketers Do?
Internet advertising 1.2 The Marketing Mix and the 4Ps of Marketing
Internet/digital marketing 13.1 The Promotion Mix and Its Elements
introduction stage 9.3 The Product Life Cycle
Intuit In the Spotlight
Inventory management 17.6 Logistics and Its Functions
Inventory turnover rate 17.4 Managing the Distribution Channel
iPhone 14.2 Major Decisions in Developing an Advertising Plan
iSalus 15.2 Classifications of Salespeople Involved in Personal Selling
J
J.Crew 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics, 17.2 Types of Marketing Channels
J.M. Smucker Company 8.3 Multicultural Marketing
J.P. Morgan 2.5 Ethical Issues in Developing a Marketing Strategy
JanSport 1.2 The Marketing Mix and the 4Ps of Marketing
JCPenney 18.2 Major Types of Retailers
Jelly Belly 5.7 Ethical Concerns and Target Marketing
Jenner 3.2 Factors That Influence Consumer Buying Behavior, 8.2 Diversity and Inclusion Marketing, 14.4 Public Relations and Its Role in the Promotion Mix
Jirau 8.5 Marketing to Sociodemographic Groups
Jobs 12.1 Pricing and Its Role in the Marketing Mix
John Lobb 7.3 Entering the Global Arena
Johnson 13.4 Steps in the IMC Planning Process
Johnson & Johnson 13.1 The Promotion Mix and Its Elements
joint venture 7.3 Entering the Global Arena
judgment sample 6.3 Steps in a Successful Marketing Research Plan
jury tests 14.2 Major Decisions in Developing an Advertising Plan
Juul 2.5 Ethical Issues in Developing a Marketing Strategy, 5.7 Ethical Concerns and Target Marketing, 14.6 Ethical Concerns in Advertising and Public Relations
K
Kabbage Funding 4.2 Buyers and Buying Situations in a B2B Market
Kao 7.5 Ethical Issues in the Global Marketplace
Kate Spade 9.5 Branding and Brand Development
Keller 9.5 Branding and Brand Development
Kellogg’s 7.3 Entering the Global Arena, 9.5 Branding and Brand Development, In the Spotlight, 18.3 Retailing Strategy Decisions
Kentucky Fried Chicken (KFC) 10.4 Factors Contributing to the Success or Failure of New Products
key performance indicators (KPIs) 2.4 Marketing Plan Progress Using Metrics, 13.4 Steps in the IMC Planning Process, 14.3 The Use of Metrics to Measure Advertising Campaign Effectiveness
keystone pricing 18.3 Retailing Strategy Decisions
Kforce 4.5 Ethical Issues in B2B Marketing
kickbacks 15.7 Ethical Issues in Personal Selling and Sales Promotion
Kindle 10.3 The Use of Metrics in Evaluating New Products
Kirby 18.2 Major Types of Retailers
Kloss 13.1 The Promotion Mix and Its Elements
knowledge gap 11.3 The Gap Model of Service Quality
Kohl’s 17.2 Types of Marketing Channels, 18.2 Major Types of Retailers
Kohlberg & Company 17.3 Factors Influencing Channel Choice
Kotler 19.1 Sustainable Marketing
Kozmo.com 18.4 Recent Trends in Retailing
KPMG 16.4 Ethical Issues in Digital Marketing and Social Media
Kraft 9.3 The Product Life Cycle, 17.3 Factors Influencing Channel Choice
Kroger 14.4 Public Relations and Its Role in the Promotion Mix, 18.1 Retailing and the Role of Retailers in the Distribution Channel, 18.2 Major Types of Retailers
L
L.L.Bean 18.2 Major Types of Retailers
L.L.Bean Outlet 18.2 Major Types of Retailers
L’Oréal 17.4 Managing the Distribution Channel
LaCroix 9.7 Creating Value through Packaging and Labeling
Laggards 10.5 Stages in the Consumer Adoption Process for New Products
Lands’ End 16.1 Traditional Direct Marketing, 18.2 Major Types of Retailers
Lapaas Digital 1.7 Ethical Marketing
Late Majority 10.5 Stages in the Consumer Adoption Process for New Products
Law of Effect 3.2 Factors That Influence Consumer Buying Behavior
Lay’s 13.1 The Promotion Mix and Its Elements
Lead response time 15.4 Management of the Sales Force
League of United Latin American Citizens (LULAC) 8 What Do Marketers Do?
Lear 17.2 Types of Marketing Channels
Learning 3.2 Factors That Influence Consumer Buying Behavior
LEGO 5.5 Selecting Target Markets, In the Spotlight, 6.3 Steps in a Successful Marketing Research Plan, 13.1 The Promotion Mix and Its Elements, 16.3 Metrics Used to Evaluate the Success of Online Marketing, 18.2 Major Types of Retailers
Lemonhead 5.7 Ethical Concerns and Target Marketing
LendingTree 16.1 Traditional Direct Marketing
Leo Burnett In the Spotlight
Levi’s 7.5 Ethical Issues in the Global Marketplace
Lexus 12.2 The Five Critical Cs of Pricing
LGBTQIA+ 8.3 Multicultural Marketing
LGBTQIA+ population 8.2 Diversity and Inclusion Marketing
Licensed brands 9.5 Branding and Brand Development
Licensing 7.3 Entering the Global Arena
life cycle stage 3.2 Factors That Influence Consumer Buying Behavior
lifestyle 3.2 Factors That Influence Consumer Buying Behavior, 7.2 Assessment of Global Markets for Opportunities
limited-service wholesalers 18.5 Wholesaling
Line extensions 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Lineout 8 Closing Company Case
LinkedIn 1 Building Your Personal Brand, 2.2 The Role of Marketing in the Strategic Planning Process, 3.2 Factors That Influence Consumer Buying Behavior, 12 What Do Marketers Do?, 15.4 Management of the Sales Force, 16.2 Social Media and Mobile Marketing
Little Debbie 13 Closing Company Case
Living Essentials, LLC 1.7 Ethical Marketing
lobbying 14.4 Public Relations and Its Role in the Promotion Mix
logistical functions 17.1 The Use and Value of Marketing Channels
Logistics 17.5 The Supply Chain and Its Functions
Lopez 8.2 Diversity and Inclusion Marketing
Lowe’s 17.3 Factors Influencing Channel Choice, 18.2 Major Types of Retailers, 18 Closing Company Case
Loyalty programs 15.6 Main Types of Sales Promotion
Lululemon 5.1 Market Segmentation and Consumer Markets
LUSH 5.5 Selecting Target Markets
Luxottica 9.5 Branding and Brand Development
Lysol 3.2 Factors That Influence Consumer Buying Behavior
M
macroenvironment 1.3 Factors Comprising and Affecting the Marketing Environment
Macy’s 13.1 The Promotion Mix and Its Elements, 18.4 Recent Trends in Retailing
Mailchimp 5.2 Segmentation of B2B Markets, 16.1 Traditional Direct Marketing
mailed surveys 6.3 Steps in a Successful Marketing Research Plan
maintained markup 18.3 Retailing Strategy Decisions
Make-A-Wish Foundation 13.5 Ethical Issues in Marketing Communication, 14.4 Public Relations and Its Role in the Promotion Mix
Mall of America 18.3 Retailing Strategy Decisions
Manufactured materials and parts 9.1 Products, Services, and Experiences
manufacturer’s agents 18.5 Wholesaling
Marginalized consumers 8.2 Diversity and Inclusion Marketing
markdown 18.3 Retailing Strategy Decisions
Market attractiveness 10.4 Factors Contributing to the Success or Failure of New Products
market development strategy 2.2 The Role of Marketing in the Strategic Planning Process
market modification 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
market penetration strategy 2.2 The Role of Marketing in the Strategic Planning Process
market segmentation 5.1 Market Segmentation and Consumer Markets
market share–oriented objective 12.3 The Five-Step Procedure for Establishing Pricing Policy
Market Strategy Development 10.2 Stages of the New Product Development Process
marketing 1.1 Marketing and the Marketing Process
marketing channel 17.1 The Use and Value of Marketing Channels
marketing concept 1.4 Evolution of the Marketing Concept
marketing dashboard 2.1 Developing a Strategic Plan
Marketing emails 16.1 Traditional Direct Marketing
marketing environment 1.3 Factors Comprising and Affecting the Marketing Environment
Marketing ethics 2.5 Ethical Issues in Developing a Marketing Strategy
Marketing information 6.1 Marketing Research and Big Data
marketing information system 6.1 Marketing Research and Big Data
marketing metrics 2.4 Marketing Plan Progress Using Metrics
marketing mix 1.2 The Marketing Mix and the 4Ps of Marketing, 8.1 Strategic Marketing: Standardization versus Adaptation
marketing process 1.1 Marketing and the Marketing Process
marketing research 6.1 Marketing Research and Big Data
Marketing strategy 1.1 Marketing and the Marketing Process
Marketing synergy 10.4 Factors Contributing to the Success or Failure of New Products
Marks & Spencer 5.3 Segmentation of International Markets
Markup 18.3 Retailing Strategy Decisions
Marriott 18.1 Retailing and the Role of Retailers in the Distribution Channel
Marriott International 5.6 Product Positioning, 8.6 Ethical Issues in Diversity Marketing
Maslow 3.2 Factors That Influence Consumer Buying Behavior
Maslow’s hierarchy of needs 3.2 Factors That Influence Consumer Buying Behavior
Mastercard 5.1 Market Segmentation and Consumer Markets, In the Spotlight, 19.3 The Benefits of Sustainable Marketing
Mattel Inc. In the Spotlight, 7.2 Assessment of Global Markets for Opportunities
maturity stage 9.3 The Product Life Cycle
Maxwell House 10.2 Stages of the New Product Development Process
McDonald’s In the Spotlight, 4.2 Buyers and Buying Situations in a B2B Market, 4.3 Major Influences on B2B Buyer Behavior, 5.3 Segmentation of International Markets, 5.3 Segmentation of International Markets, 5.6 Product Positioning, 7.2 Assessment of Global Markets for Opportunities, 7.3 Entering the Global Arena, 7.3 Entering the Global Arena, 7.4 Marketing in a Global Environment, 8.1 Strategic Marketing: Standardization versus Adaptation, 12.2 The Five Critical Cs of Pricing, In the Spotlight, 14.2 Major Decisions in Developing an Advertising Plan, 15.5 Sales Promotion and Its Role in the Promotion Mix, 15.6 Main Types of Sales Promotion, 15.7 Ethical Issues in Personal Selling and Sales Promotion, 17.2 Types of Marketing Channels, 17.5 The Supply Chain and Its Functions, 19.3 The Benefits of Sustainable Marketing
McKesson Corporation 15.2 Classifications of Salespeople Involved in Personal Selling
Meals on Wheels America 13.5 Ethical Issues in Marketing Communication
mean 6.3 Steps in a Successful Marketing Research Plan
mechanical observation 6.3 Steps in a Successful Marketing Research Plan
Medallia In the Spotlight
median 6.3 Steps in a Successful Marketing Research Plan
medium 13.2 The Communication Process
Men’s Health 5.1 Market Segmentation and Consumer Markets
mental stimulus processing 11.1 Classification of Services
Mercedes-Benz 5.1 Market Segmentation and Consumer Markets
Merchandise 18.3 Retailing Strategy Decisions
Merchant wholesalers 18.5 Wholesaling
message strategy 13.4 Steps in the IMC Planning Process
Messi 3.2 Factors That Influence Consumer Buying Behavior
Meta 2.2 The Role of Marketing in the Strategic Planning Process, 10.1 New Products from a Customer’s Perspective, 16.2 Social Media and Mobile Marketing, 16.4 Ethical Issues in Digital Marketing and Social Media
Meta Platforms 7.5 Ethical Issues in the Global Marketplace
MeTime Drop-In Child Care In the Spotlight
microenvironment 1.3 Factors Comprising and Affecting the Marketing Environment
Micromarketing 5.5 Selecting Target Markets
Microsoft 1 Building Your Personal Brand, 2.2 The Role of Marketing in the Strategic Planning Process, 8.6 Ethical Issues in Diversity Marketing, 10.4 Factors Contributing to the Success or Failure of New Products, 16.1 Traditional Direct Marketing, In the Spotlight, 19.1 Sustainable Marketing
Mike and Ike 5.7 Ethical Concerns and Target Marketing
Millennials 3.2 Factors That Influence Consumer Buying Behavior, 8.2 Diversity and Inclusion Marketing, 8.5 Marketing to Sociodemographic Groups
Mintel 1.7 Ethical Marketing, 3.4 Ethical Issues in Consumer Buying Behavior, 11.4 Ethical Considerations in Providing Services
Mirror 5.1 Market Segmentation and Consumer Markets
mission statement 2.1 Developing a Strategic Plan
Mission-driven marketing 19.4 Sustainable Marketing Principles
Missionary salespeople 15.2 Classifications of Salespeople Involved in Personal Selling
Mobile marketing 16.2 Social Media and Mobile Marketing
Mobile-friendly emails 16.2 Social Media and Mobile Marketing
Mode 6.3 Steps in a Successful Marketing Research Plan
Modelo Especial 8.2 Diversity and Inclusion Marketing
modified rebuy 4.2 Buyers and Buying Situations in a B2B Market
Monopoly gouging 12.6 Ethical Considerations in Pricing
moral appeal 13.4 Steps in the IMC Planning Process
Morton’s Salt 9.5 Branding and Brand Development
Motivation 3.2 Factors That Influence Consumer Buying Behavior
multi-segment marketing 5.1 Market Segmentation and Consumer Markets
Multibrands 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
multichannel distribution system 17.2 Types of Marketing Channels
multicultural identity 8.2 Diversity and Inclusion Marketing
Multicultural marketing 8.2 Diversity and Inclusion Marketing
MyPillow 13.4 Steps in the IMC Planning Process, 15.5 Sales Promotion and Its Role in the Promotion Mix
N
Nabisco 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics, 17.3 Factors Influencing Channel Choice
Naked Wines 12 Closing Company Case
Nasco Gulf 11.4 Ethical Considerations in Providing Services
National Association for the Advancement of Colored People (NAACP) In the Spotlight, 8 What Do Marketers Do?
National Association of Realtors 14.4 Public Relations and Its Role in the Promotion Mix
National brands 9.5 Branding and Brand Development
National Ethics Association (NEA) 11.4 Ethical Considerations in Providing Services
National Geographic 16.2 Social Media and Mobile Marketing
National Highway Traffic Safety Administration 2.5 Ethical Issues in Developing a Marketing Strategy
National Immigration Law Center 8 What Do Marketers Do?
National Organization on Disability 8 What Do Marketers Do?
National Park Foundation 13.5 Ethical Issues in Marketing Communication
National Urban League 8 What Do Marketers Do?
Native American/Alaska Native population 8.2 Diversity and Inclusion Marketing
Natural Grocers 18.7 Ethical Issues in Retailing and Wholesaling
Nature Valley 10.1 New Products from a Customer’s Perspective
NBA In the Spotlight
need/satisfaction format 15.3 Steps in the Personal Selling Process
Needs-based segmentation 5.2 Segmentation of B2B Markets
Nest In the Spotlight
Nestlé 7.2 Assessment of Global Markets for Opportunities
Net profit margin 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Netflix 1.2 The Marketing Mix and the 4Ps of Marketing, 2.1 Developing a Strategic Plan, 7.4 Marketing in a Global Environment, 9.1 Products, Services, and Experiences, 12.4 Pricing Strategies for New Products, 17.1 The Use and Value of Marketing Channels, 17.4 Managing the Distribution Channel
New Balance 16.2 Social Media and Mobile Marketing, 17.2 Types of Marketing Channels
New Belgium Brewery 19.2 Traditional Marketing versus Sustainable Marketing
New brands 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
New visitors 16.3 Metrics Used to Evaluate the Success of Online Marketing
New York Times 2 Closing Company Case
new-task buy 4.2 Buyers and Buying Situations in a B2B Market
New-to-the-Firm Products 10.1 New Products from a Customer’s Perspective
New-to-the-World Products 10.1 New Products from a Customer’s Perspective
NewVantage Partners 6.1 Marketing Research and Big Data
NFL 7.1 The Global Market and Advantages of International Trade, 16.3 Metrics Used to Evaluate the Success of Online Marketing
NFLshop.com 16.3 Metrics Used to Evaluate the Success of Online Marketing
Nickelodeon 14.6 Ethical Concerns in Advertising and Public Relations
Nielsen Company 14.3 The Use of Metrics to Measure Advertising Campaign Effectiveness
Nike 3.2 Factors That Influence Consumer Buying Behavior, 3.2 Factors That Influence Consumer Buying Behavior, 5.5 Selecting Target Markets, 7.1 The Global Market and Advantages of International Trade, 7.4 Marketing in a Global Environment, 7.5 Ethical Issues in the Global Marketplace, 8.1 Strategic Marketing: Standardization versus Adaptation, 8.4 Marketing to Hispanic, Black, and Asian Consumers, 13.2 The Communication Process, 16.1 Traditional Direct Marketing, 16.3 Metrics Used to Evaluate the Success of Online Marketing, 17.2 Types of Marketing Channels
Nivea 7.1 The Global Market and Advantages of International Trade
noise 13.2 The Communication Process
Non-store retailers 18.2 Major Types of Retailers
nonprobability sample 6.3 Steps in a Successful Marketing Research Plan
Nordstrom 6 Closing Company Case, 13.1 The Promotion Mix and Its Elements, 19.4 Sustainable Marketing Principles
Nothing Bundt Cakes 16.2 Social Media and Mobile Marketing
O
objective-and-task approach 14.2 Major Decisions in Developing an Advertising Plan
objectives 2.1 Developing a Strategic Plan
Observational research 6.3 Steps in a Successful Marketing Research Plan
occupation 3.2 Factors That Influence Consumer Buying Behavior
Ocean Park 7.2 Assessment of Global Markets for Opportunities
odd-even pricing 12.5 Pricing Strategies and Tactics for Existing Products
off-price retailers 18.2 Major Types of Retailers
Office Depot 4.1 The Business-to-Business (B2B) Market, 4.2 Buyers and Buying Situations in a B2B Market, 18.2 Major Types of Retailers
Old Navy 9.4 Marketing Strategies at Each Stage of the Product Life Cycle, 16.1 Traditional Direct Marketing
Omnichannel marketing 18.3 Retailing Strategy Decisions
omnichannel marketing system 17.2 Types of Marketing Channels
omnichannel strategy 18.1 Retailing and the Role of Retailers in the Distribution Channel
one-on-one interview 6.3 Steps in a Successful Marketing Research Plan
online direct marketing 16.1 Traditional Direct Marketing
Online retailing 18.2 Major Types of Retailers
Online video marketing 16.1 Traditional Direct Marketing
opportunity win rate 15.4 Management of the Sales Force
Oracle 1.3 Factors Comprising and Affecting the Marketing Environment
Order accuracy rate 17.4 Managing the Distribution Channel
order getter 15.2 Classifications of Salespeople Involved in Personal Selling
order takers 15.2 Classifications of Salespeople Involved in Personal Selling
Oreo 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Organic search 16.3 Metrics Used to Evaluate the Success of Online Marketing
Organizational culture 1.3 Factors Comprising and Affecting the Marketing Environment
original markup 18.3 Retailing Strategy Decisions
Osage Outlets 18.2 Major Types of Retailers
OSI 4.2 Buyers and Buying Situations in a B2B Market
Outside order takers 15.2 Classifications of Salespeople Involved in Personal Selling
Outsourcing 7.5 Ethical Issues in the Global Marketplace
Outstanding Foods In the Spotlight
OXO 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
P
Page views 16.3 Metrics Used to Evaluate the Success of Online Marketing
Paid search 16.3 Metrics Used to Evaluate the Success of Online Marketing
Paid social 16.3 Metrics Used to Evaluate the Success of Online Marketing
Paid sponsorship 13.5 Ethical Issues in Marketing Communication
Panama City Beach 12.2 The Five Critical Cs of Pricing
Panera Bread 2.2 The Role of Marketing in the Strategic Planning Process, 13.4 Steps in the IMC Planning Process
Partnership for a Healthier America (PHA) 5.7 Ethical Concerns and Target Marketing
Patagonia 3.4 Ethical Issues in Consumer Buying Behavior, 3.4 Ethical Issues in Consumer Buying Behavior, 19.3 The Benefits of Sustainable Marketing, 19.4 Sustainable Marketing Principles
Patents 10.6 Ethical Considerations in New Product Development
Paychex 15.4 Management of the Sales Force
PEEPS 5.7 Ethical Concerns and Target Marketing
Peloton In the Spotlight, 10.5 Stages in the Consumer Adoption Process for New Products, In the Spotlight, 14 Closing Company Case
penetration pricing 12.4 Pricing Strategies for New Products
Penguin/Random House 2.2 The Role of Marketing in the Strategic Planning Process
people processing 11.1 Classification of Services
People-based services 11.1 Classification of Services
Pepperidge Farm 15.6 Main Types of Sales Promotion
PepsiCo In the Spotlight, In the Spotlight, 3.2 Factors That Influence Consumer Buying Behavior, 3.2 Factors That Influence Consumer Buying Behavior, 5.1 Market Segmentation and Consumer Markets, 8.2 Diversity and Inclusion Marketing, 10.1 New Products from a Customer’s Perspective, 13.1 The Promotion Mix and Its Elements, 13.2 The Communication Process, 14.1 Advertising in the Promotion Mix, 14.4 Public Relations and Its Role in the Promotion Mix, 16.2 Social Media and Mobile Marketing, 17.1 The Use and Value of Marketing Channels, 18.1 Retailing and the Role of Retailers in the Distribution Channel, 19.3 The Benefits of Sustainable Marketing
Percentage of on-time shipments 17.4 Managing the Distribution Channel
percentage-of-sales approach 14.2 Major Decisions in Developing an Advertising Plan
Perception 3.2 Factors That Influence Consumer Buying Behavior
perceptual map 5.6 Product Positioning
Perishability 17.3 Factors Influencing Channel Choice
personal influence 10.5 Stages in the Consumer Adoption Process for New Products
personal observations 6.3 Steps in a Successful Marketing Research Plan
Personal selling 13.1 The Promotion Mix and Its Elements, 15.1 Personal Selling and Its Role in the Promotion Mix
Personality 3.2 Factors That Influence Consumer Buying Behavior, 4.3 Major Influences on B2B Buyer Behavior
Personalized Media Communications LLC 10.6 Ethical Considerations in New Product Development
persuasive advertising 14.2 Major Decisions in Developing an Advertising Plan
PESTLE 12.3 The Five-Step Procedure for Establishing Pricing Policy
PESTLE analysis 1.3 Factors Comprising and Affecting the Marketing Environment, 12.3 The Five-Step Procedure for Establishing Pricing Policy
Petco 17.3 Factors Influencing Channel Choice
PetSmart 17.3 Factors Influencing Channel Choice
PetVivo 17.4 Managing the Distribution Channel
Pew Research Center 8.4 Marketing to Hispanic, Black, and Asian Consumers
Pfizer 15.4 Management of the Sales Force
Pharmaceutical Research and Manufacturers of America 14.4 Public Relations and Its Role in the Promotion Mix
Phone surveys 6.3 Steps in a Successful Marketing Research Plan
Pinterest 2.3 Purpose and Structure of the Marketing Plan, 13.5 Ethical Issues in Marketing Communication, 16.2 Social Media and Mobile Marketing
Pitbull 8.2 Diversity and Inclusion Marketing
place 1.2 The Marketing Mix and the 4Ps of Marketing
Place utility 1.1 Marketing and the Marketing Process
Podcasts 16.2 Social Media and Mobile Marketing
Point-of-purchase displays 15.6 Main Types of Sales Promotion
policy gap 11.3 The Gap Model of Service Quality
Political and legal factors 4.3 Major Influences on B2B Buyer Behavior
Pop-Tarts 9.5 Branding and Brand Development
Portfolio tests 14.2 Major Decisions in Developing an Advertising Plan
positioning statement 5.6 Product Positioning
possession processing 11.1 Classification of Services
Possession utility 1.1 Marketing and the Marketing Process
post-sale service 17.3 Factors Influencing Channel Choice
pre-approach stage 15.3 Steps in the Personal Selling Process
Pre-sale service 17.3 Factors Influencing Channel Choice
Precycle In the Spotlight
Predatory pricing 12.6 Ethical Considerations in Pricing
Premiums 15.6 Main Types of Sales Promotion
presentation 15.3 Steps in the Personal Selling Process
Press relations 14.4 Public Relations and Its Role in the Promotion Mix
Prestige pricing 12.3 The Five-Step Procedure for Establishing Pricing Policy
Pretesting advertising 14.2 Major Decisions in Developing an Advertising Plan
price 1.2 The Marketing Mix and the 4Ps of Marketing, 12.1 Pricing and Its Role in the Marketing Mix
price anchoring 12.1 Pricing and Its Role in the Marketing Mix
price appearance 12.1 Pricing and Its Role in the Marketing Mix
Price discrimination 12.6 Ethical Considerations in Pricing
Price fixing 12.6 Ethical Considerations in Pricing
Price gouging 12.1 Pricing and Its Role in the Marketing Mix
Price skimming 12.4 Pricing Strategies for New Products
Primary data 6.3 Steps in a Successful Marketing Research Plan
Pritchard In the Spotlight
privacy 6.4 Ethical Issues in Marketing Research
Private-label brands 9.5 Branding and Brand Development
Proactiv 16.1 Traditional Direct Marketing
Probability samples 6.3 Steps in a Successful Marketing Research Plan
Problem definition 6.3 Steps in a Successful Marketing Research Plan
Procter & Gamble 1 Marketing Plan Exercise, 2.1 Developing a Strategic Plan, 2.2 The Role of Marketing in the Strategic Planning Process, 5.1 Market Segmentation and Consumer Markets, 5.1 Market Segmentation and Consumer Markets, 7.2 Assessment of Global Markets for Opportunities, 7.5 Ethical Issues in the Global Marketplace, In the Spotlight, 8.6 Ethical Issues in Diversity Marketing, 9.5 Branding and Brand Development, In the Spotlight, 17.2 Types of Marketing Channels, 17.4 Managing the Distribution Channel, 19.5 Purpose-Driven Marketing
producer to retailer to consumer channel 17.2 Types of Marketing Channels
Producers 4.2 Buyers and Buying Situations in a B2B Market, 17.2 Types of Marketing Channels
product 1.2 The Marketing Mix and the 4Ps of Marketing
Product adaptation 7.4 Marketing in a Global Environment
Product Adoption 10.5 Stages in the Consumer Adoption Process for New Products
Product advertisements 14.1 Advertising in the Promotion Mix
Product Awareness 10.5 Stages in the Consumer Adoption Process for New Products
product concept 1.4 Evolution of the Marketing Concept
product concepts 10.2 Stages of the New Product Development Process
Product Development 10.2 Stages of the New Product Development Process
product development strategy 2.2 The Role of Marketing in the Strategic Planning Process
product differentiation 3.4 Ethical Issues in Consumer Buying Behavior
product diversification strategy 2.2 The Role of Marketing in the Strategic Planning Process
Product Evaluation 10.5 Stages in the Consumer Adoption Process for New Products
product idea 10.2 Stages of the New Product Development Process
Product Interest 10.5 Stages in the Consumer Adoption Process for New Products
Product invention 7.4 Marketing in a Global Environment
product item 9.2 Product Items, Product Lines, and Product Mixes
product life cycle 9.3 The Product Life Cycle, 17.3 Factors Influencing Channel Choice
product line 9.2 Product Items, Product Lines, and Product Mixes
Product line depth 9.2 Product Items, Product Lines, and Product Mixes
product line filling 9.2 Product Items, Product Lines, and Product Mixes
product line pricing 12.5 Pricing Strategies and Tactics for Existing Products
product line stretching 9.2 Product Items, Product Lines, and Product Mixes
Product metrics 10.3 The Use of Metrics in Evaluating New Products
product mix 9.2 Product Items, Product Lines, and Product Mixes
product mix width 9.2 Product Items, Product Lines, and Product Mixes
product modification 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
Product positioning 2.3 Purpose and Structure of the Marketing Plan
product specifications 4.4 Stages in the B2B Buying Process
Product traceability 18.6 Recent Trends in Wholesaling
Product Trial 10.5 Stages in the Consumer Adoption Process for New Products
production concept 1.4 Evolution of the Marketing Concept
productivity 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
Products 9.1 Products, Services, and Experiences
Profit 12.1 Pricing and Its Role in the Marketing Mix
Profit margins 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Promotion 1.2 The Marketing Mix and the 4Ps of Marketing
promotion mix 13.1 The Promotion Mix and Its Elements
promotional mix elements 13.1 The Promotion Mix and Its Elements
Prospanica 8 What Do Marketers Do?
prospect 15.3 Steps in the Personal Selling Process
prototype 10.2 Stages of the New Product Development Process
Psychographic segmentation 5.1 Market Segmentation and Consumer Markets
public affairs 14.4 Public Relations and Its Role in the Promotion Mix
Public relations 13.1 The Promotion Mix and Its Elements, 14.4 Public Relations and Its Role in the Promotion Mix
publicity 14.4 Public Relations and Its Role in the Promotion Mix
Publishers Clearing House 15.6 Main Types of Sales Promotion
Publix 15.6 Main Types of Sales Promotion, 16 Closing Company Case, 18.2 Major Types of Retailers
Puffery 13.5 Ethical Issues in Marketing Communication
pull strategy 14.2 Major Decisions in Developing an Advertising Plan
pulsing schedule 13.4 Steps in the IMC Planning Process
Purchasing 17.5 The Supply Chain and Its Functions
Purchasing power 7.2 Assessment of Global Markets for Opportunities
Purina 17.6 Logistics and Its Functions
purpose-driven strategy 19.3 The Benefits of Sustainable Marketing
push strategy 14.2 Major Decisions in Developing an Advertising Plan
Q
qualification 15.3 Steps in the Personal Selling Process
Qualitative data 6.3 Steps in a Successful Marketing Research Plan
Qualitative research 6.3 Steps in a Successful Marketing Research Plan
quantify the research 6.3 Steps in a Successful Marketing Research Plan
Quantitative assessments 15.4 Management of the Sales Force
quantitative data 6.3 Steps in a Successful Marketing Research Plan
questionnaire 6.3 Steps in a Successful Marketing Research Plan
Quotas 7.2 Assessment of Global Markets for Opportunities
QVC 18.2 Major Types of Retailers
R
Rack jobbers 18.5 Wholesaling
Ramblewood 9 Closing Company Case
rapid penetration pricing strategy 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
rapid skimming strategy 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
RATER framework of service quality 11.3 The Gap Model of Service Quality
Rational appeals 13.4 Steps in the IMC Planning Process
Raw materials 9.1 Products, Services, and Experiences
Reach 14.2 Major Decisions in Developing an Advertising Plan
Real Needs 1.5 Determining Consumer Needs and Wants
Rebates 13.1 The Promotion Mix and Its Elements, 15.6 Main Types of Sales Promotion
receiver 13.2 The Communication Process
Red Bull 2 Building Your Personal Brand, 13.2 The Communication Process
Reebok 3.2 Factors That Influence Consumer Buying Behavior
Reference groups 3.2 Factors That Influence Consumer Buying Behavior
Refinitiv 19.1 Sustainable Marketing
Regal 17.1 The Use and Value of Marketing Channels
Regional shopping centers 18.3 Retailing Strategy Decisions
Relationship selling 15.1 Personal Selling and Its Role in the Promotion Mix
reliability 11.3 The Gap Model of Service Quality
Reminder advertising 14.2 Major Decisions in Developing an Advertising Plan
Repositioned Products 10.1 New Products from a Customer’s Perspective
Resellers 4.2 Buyers and Buying Situations in a B2B Market
Responsive web design 16.2 Social Media and Mobile Marketing
responsiveness 11.3 The Gap Model of Service Quality
retailer 17.1 The Use and Value of Marketing Channels
Retailers 1.3 Factors Comprising and Affecting the Marketing Environment, 4.2 Buyers and Buying Situations in a B2B Market
Retailing 18.1 Retailing and the Role of Retailers in the Distribution Channel
RetailMeNot 13.3 Integrated Marketing Communications, 15.5 Sales Promotion and Its Role in the Promotion Mix
RetailWire 16.1 Traditional Direct Marketing
Return on ad spend (ROAS) 14.3 The Use of Metrics to Measure Advertising Campaign Effectiveness
return on customer investment (ROCI) 13.4 Steps in the IMC Planning Process
return-on-investment (ROI) approach 14.2 Major Decisions in Developing an Advertising Plan
Returning visitors 16.3 Metrics Used to Evaluate the Success of Online Marketing
Revenue streams 10.1 New Products from a Customer’s Perspective
Ries 5.6 Product Positioning
RingCentral In the Spotlight
Risk 7.1 The Global Market and Advantages of International Trade
Rite Aid 17.1 The Use and Value of Marketing Channels
Ritz-Carlton 5.6 Product Positioning, 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
roles 3.2 Factors That Influence Consumer Buying Behavior
Rolex 17.3 Factors Influencing Channel Choice
Ronald McDonald House Charities 4.2 Buyers and Buying Situations in a B2B Market
Ross 18.2 Major Types of Retailers
Royal Caribbean Group 11.4 Ethical Considerations in Providing Services
Run DMC 3.2 Factors That Influence Consumer Buying Behavior
S
Saf-Gard 5.1 Market Segmentation and Consumer Markets
SAIC-GM-Wuling 7.1 The Global Market and Advantages of International Trade
Saldana 13.1 The Promotion Mix and Its Elements
sales concept 1.4 Evolution of the Marketing Concept
sales force automation 15.3 Steps in the Personal Selling Process
sales funnel 16.3 Metrics Used to Evaluate the Success of Online Marketing
sales leads 15.3 Steps in the Personal Selling Process
sales promotion 13.1 The Promotion Mix and Its Elements, 15.5 Sales Promotion and Its Role in the Promotion Mix, 15.6 Main Types of Sales Promotion
sales test 14.2 Major Decisions in Developing an Advertising Plan
sales-oriented objective 12.3 The Five-Step Procedure for Establishing Pricing Policy
Salesforce 1.6 Customer Relationship Management (CRM), 15.3 Steps in the Personal Selling Process, 17.3 Factors Influencing Channel Choice
Sam’s Club 5.5 Selecting Target Markets, 18.2 Major Types of Retailers
sample 6.3 Steps in a Successful Marketing Research Plan
sample frames 6.3 Steps in a Successful Marketing Research Plan
sample size 6.3 Steps in a Successful Marketing Research Plan
Samples 15.6 Main Types of Sales Promotion
sampling unit 6.3 Steps in a Successful Marketing Research Plan
Samsung 12.3 The Five-Step Procedure for Establishing Pricing Policy
San Francisco Batkid 14.4 Public Relations and Its Role in the Promotion Mix
Sargento 15.5 Sales Promotion and Its Role in the Promotion Mix
Save A Lot 18.2 Major Types of Retailers
Sawgrass Mills Factory Outlet 18.2 Major Types of Retailers
Scale Finance 12.2 The Five Critical Cs of Pricing
Schultz 13.4 Steps in the IMC Planning Process
Scrub Daddy 10.1 New Products from a Customer’s Perspective
Search trends 16.3 Metrics Used to Evaluate the Success of Online Marketing
Sears Roebuck and Co. 18.2 Major Types of Retailers
SeaWorld 14.4 Public Relations and Its Role in the Promotion Mix
Secondary data 6.3 Steps in a Successful Marketing Research Plan
Secret Needs 1.5 Determining Consumer Needs and Wants
Securities and Exchange Commission (SEC) 4.5 Ethical Issues in B2B Marketing
Seeds of Peace 19.1 Sustainable Marketing
selective attention 3.2 Factors That Influence Consumer Buying Behavior
Selective distortion 3.2 Factors That Influence Consumer Buying Behavior
Selective distribution 17.3 Factors Influencing Channel Choice
selective retention 3.2 Factors That Influence Consumer Buying Behavior
seller 1.5 Determining Consumer Needs and Wants
selling process 15.3 Steps in the Personal Selling Process
Semick 12.3 The Five-Step Procedure for Establishing Pricing Policy
Seminars 16.1 Traditional Direct Marketing
Semrush 16.3 Metrics Used to Evaluate the Success of Online Marketing
sender 13.2 The Communication Process
SERP (Search Engine Results Pages) 16.3 Metrics Used to Evaluate the Success of Online Marketing
service encounter 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
service inseparability 11.1 Classification of Services
Service Marketing Triangle 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
service perishability 11.1 Classification of Services
service variability 11.1 Classification of Services
service-profit chain model 11.2 The Service-Profit Chain Model and the Service Marketing Triangle
Services 9.1 Products, Services, and Experiences, 11.1 Classification of Services
session 16.3 Metrics Used to Evaluate the Success of Online Marketing
Seventeen 14.6 Ethical Concerns in Advertising and Public Relations
Shark Tank 10.1 New Products from a Customer’s Perspective
Shaw Industries 10.2 Stages of the New Product Development Process
Shedd Aquarium 19.4 Sustainable Marketing Principles
Sherman Antitrust Act 8.6 Ethical Issues in Diversity Marketing
Shift 10.5 Stages in the Consumer Adoption Process for New Products
Shifting loyals 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Shopify 16.1 Traditional Direct Marketing
Shopping products 9.1 Products, Services, and Experiences
Silent Generation 8.2 Diversity and Inclusion Marketing, 8.5 Marketing to Sociodemographic Groups
Simon & Schuster 2.2 The Role of Marketing in the Strategic Planning Process
simple random sample 6.3 Steps in a Successful Marketing Research Plan
slow penetration pricing strategy 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
slow skimming strategy 9.4 Marketing Strategies at Each Stage of the Product Life Cycle
SMA Marketing 2.1 Developing a Strategic Plan
Smalls 13.1 The Promotion Mix and Its Elements
Smartwater 9.5 Branding and Brand Development
Snapchat 16.2 Social Media and Mobile Marketing
Snickers 3.2 Factors That Influence Consumer Buying Behavior
social class 3.2 Factors That Influence Consumer Buying Behavior
Social commerce 18.4 Recent Trends in Retailing
Social engagement 16.3 Metrics Used to Evaluate the Success of Online Marketing
social environment 4.3 Major Influences on B2B Buyer Behavior
Social factors 3.2 Factors That Influence Consumer Buying Behavior
Social media marketing 16.2 Social Media and Mobile Marketing
social pillar 19.1 Sustainable Marketing
Societal marketing 19.4 Sustainable Marketing Principles
societal marketing concept 1.4 Evolution of the Marketing Concept
Sociocultural factors 7.2 Assessment of Global Markets for Opportunities
Sociodemographic marketing 8.2 Diversity and Inclusion Marketing
sociodemographics 8.2 Diversity and Inclusion Marketing
Socioeconomically disadvantaged population 8.2 Diversity and Inclusion Marketing
Sonic Drive-In 15.5 Sales Promotion and Its Role in the Promotion Mix
Sonos 10.6 Ethical Considerations in New Product Development
Sony 10.1 New Products from a Customer’s Perspective, 12.4 Pricing Strategies for New Products
Southwest Airlines 1.7 Ethical Marketing, 11.3 The Gap Model of Service Quality, 13.3 Integrated Marketing Communications
SPANX 13.1 The Promotion Mix and Its Elements
Specialty products 9.1 Products, Services, and Experiences
Specialty stores 18.2 Major Types of Retailers
specialty wholesalers 18.5 Wholesaling
Speedway 18.2 Major Types of Retailers
Split loyals 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Spotify 2.3 Purpose and Structure of the Marketing Plan, 7.3 Entering the Global Arena, 16.2 Social Media and Mobile Marketing
Sprouts 18.7 Ethical Issues in Retailing and Wholesaling
Squatty Potty 10.1 New Products from a Customer’s Perspective
Standardization 8.1 Strategic Marketing: Standardization versus Adaptation
standardized 17.3 Factors Influencing Channel Choice
standardized global marketing strategy 7.4 Marketing in a Global Environment
Staples 18.2 Major Types of Retailers
Starbucks 1.3 Factors Comprising and Affecting the Marketing Environment, 1.6 Customer Relationship Management (CRM), 2.2 The Role of Marketing in the Strategic Planning Process, 3.2 Factors That Influence Consumer Buying Behavior, 3 Closing Company Case, 5.1 Market Segmentation and Consumer Markets, 5.3 Segmentation of International Markets, In the Spotlight, 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics, 13.1 The Promotion Mix and Its Elements, 18.3 Retailing Strategy Decisions, 19.4 Sustainable Marketing Principles
StarKist. 4.5 Ethical Issues in B2B Marketing
State Bags 19.1 Sustainable Marketing
Stated Needs 1.5 Determining Consumer Needs and Wants
Statista 3.4 Ethical Issues in Consumer Buying Behavior
status 3.2 Factors That Influence Consumer Buying Behavior
Stereotypes 7.2 Assessment of Global Markets for Opportunities
Steve Madden 13.1 The Promotion Mix and Its Elements
Stitch Fix 5.5 Selecting Target Markets
Stonyfield Organic 19.1 Sustainable Marketing
store retailer 18.2 Major Types of Retailers
STP model 5.6 Product Positioning
straight product extension 7.4 Marketing in a Global Environment
Straight rebuys 4.2 Buyers and Buying Situations in a B2B Market
strategic alliance 7.3 Entering the Global Arena
strategic business units 2.1 Developing a Strategic Plan
strategy 2.1 Developing a Strategic Plan
stratified random sample 6.3 Steps in a Successful Marketing Research Plan
Strip malls 18.3 Retailing Strategy Decisions
Subaru 13.5 Ethical Issues in Marketing Communication
Subaru of Indiana Automotive 19.1 Sustainable Marketing
subculture 3.2 Factors That Influence Consumer Buying Behavior
Substitutes 12.3 The Five-Step Procedure for Establishing Pricing Policy
Subway 5.7 Ethical Concerns and Target Marketing, 14.6 Ethical Concerns in Advertising and Public Relations
Sugging 6.4 Ethical Issues in Marketing Research
Sunbelt Bakery 13 Closing Company Case
Super 8 12.6 Ethical Considerations in Pricing
Super Bowl 8.6 Ethical Issues in Diversity Marketing, 14.1 Advertising in the Promotion Mix
supermarket 18.2 Major Types of Retailers
Superstores 18.2 Major Types of Retailers
Suppliers 1.3 Factors Comprising and Affecting the Marketing Environment
Supplies and services 9.1 Products, Services, and Experiences
supply chain 17.5 The Supply Chain and Its Functions
Supply chain management 17.5 The Supply Chain and Its Functions
support personnel 15.2 Classifications of Salespeople Involved in Personal Selling
survey 6.3 Steps in a Successful Marketing Research Plan
Susan G. Komen 14.4 Public Relations and Its Role in the Promotion Mix
Sustainability 17.7 Ethical Issues in Supply Chain Management
Sustainable marketing 19.1 Sustainable Marketing
Sustainable sourcing 17.7 Ethical Issues in Supply Chain Management
Swarovski In the Spotlight
sweepstakes 15.6 Main Types of Sales Promotion
Switchers 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
SWOT analysis 2.2 The Role of Marketing in the Strategic Planning Process, 2.2 The Role of Marketing in the Strategic Planning Process
Syndicated data 6.3 Steps in a Successful Marketing Research Plan
Sysco 18.5 Wholesaling
Systems selling 4.2 Buyers and Buying Situations in a B2B Market
T
T.J.Maxx 18.2 Major Types of Retailers
Taco Bell 9.5 Branding and Brand Development, 10.1 New Products from a Customer’s Perspective, 11.2 The Service-Profit Chain Model and the Service Marketing Triangle, 13.3 Integrated Marketing Communications
Takeda Pharmaceuticals 10.6 Ethical Considerations in New Product Development
TalEx 15.1 Personal Selling and Its Role in the Promotion Mix
tangibles 11.3 The Gap Model of Service Quality
Target 1.3 Factors Comprising and Affecting the Marketing Environment, 4.2 Buyers and Buying Situations in a B2B Market, 8.4 Marketing to Hispanic, Black, and Asian Consumers, 14.4 Public Relations and Its Role in the Promotion Mix, 16.1 Traditional Direct Marketing, 17.1 The Use and Value of Marketing Channels, 18.1 Retailing and the Role of Retailers in the Distribution Channel, 18.2 Major Types of Retailers, 18.3 Retailing Strategy Decisions, 19.1 Sustainable Marketing
target market 5.5 Selecting Target Markets
Target market coverage 17.3 Factors Influencing Channel Choice
target population 6.3 Steps in a Successful Marketing Research Plan
target return objective 12.3 The Five-Step Procedure for Establishing Pricing Policy
Tariffs 7.2 Assessment of Global Markets for Opportunities
Tarte Cosmetics 8.2 Diversity and Inclusion Marketing
TBH Creative 2.4 Marketing Plan Progress Using Metrics
Team selling 15.2 Classifications of Salespeople Involved in Personal Selling
technical specialist 15.2 Classifications of Salespeople Involved in Personal Selling
Technographic segmentation 5.2 Segmentation of B2B Markets
Technological synergy 10.4 Factors Contributing to the Success or Failure of New Products
technology 4.3 Major Influences on B2B Buyer Behavior
Teddy Grahams 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics
Telemarketing 16.1 Traditional Direct Marketing, 18.2 Major Types of Retailers
Telephone Consumer Protection Act 6.3 Steps in a Successful Marketing Research Plan
Television home shopping 18.2 Major Types of Retailers
Tentree 15.7 Ethical Issues in Personal Selling and Sales Promotion
Tesla 1.3 Factors Comprising and Affecting the Marketing Environment, 2.1 Developing a Strategic Plan, 7.3 Entering the Global Arena, In the Spotlight, 9.2 Product Items, Product Lines, and Product Mixes, 9.4 Marketing Strategies at Each Stage of the Product Life Cycle, 14.4 Public Relations and Its Role in the Promotion Mix
Test-Marketing 10.2 Stages of the New Product Development Process
The Asian American Foundation (TAAF) 8 What Do Marketers Do?
The Honest Company 8.4 Marketing to Hispanic, Black, and Asian Consumers
The Insights Association (IA) 6.4 Ethical Issues in Marketing Research
The Network 11.4 Ethical Considerations in Providing Services
The Ohio State University 10.5 Stages in the Consumer Adoption Process for New Products
The PhD Project 8 What Do Marketers Do?
The Trevor Project 8 What Do Marketers Do?
Theater tests 14.2 Major Decisions in Developing an Advertising Plan
Thermomix 11.3 The Gap Model of Service Quality
third-party logistics provider 17.6 Logistics and Its Functions
ThirdLove 8.6 Ethical Issues in Diversity Marketing
Tide 9.7 Creating Value through Packaging and Labeling
Tiffany & Co. 9.5 Branding and Brand Development, 9.7 Creating Value through Packaging and Labeling, 18.2 Major Types of Retailers, 19.4 Sustainable Marketing Principles
TikTok 9.4 Marketing Strategies at Each Stage of the Product Life Cycle, 13.1 The Promotion Mix and Its Elements, 16.2 Social Media and Mobile Marketing, 16.3 Metrics Used to Evaluate the Success of Online Marketing
Time to ship 17.4 Managing the Distribution Channel
Time utility 1.1 Marketing and the Marketing Process
Time’s Up 19.1 Sustainable Marketing
Timmy Global Health 7 Closing Company Case, 13.4 Steps in the IMC Planning Process
Tinder 14.4 Public Relations and Its Role in the Promotion Mix
TinyURL 16.2 Social Media and Mobile Marketing
Tokenism 8.6 Ethical Issues in Diversity Marketing
Tommy Hilfiger 9.5 Branding and Brand Development
TOMS 1.3 Factors Comprising and Affecting the Marketing Environment, 1.7 Ethical Marketing, 3.4 Ethical Issues in Consumer Buying Behavior, 13.1 The Promotion Mix and Its Elements, 14.6 Ethical Concerns in Advertising and Public Relations
Top Design Firms 8.2 Diversity and Inclusion Marketing
Total costs 12.1 Pricing and Its Role in the Marketing Mix
total number of orders 17.4 Managing the Distribution Channel
Total revenue 12.1 Pricing and Its Role in the Marketing Mix
Total units in storage 17.4 Managing the Distribution Channel
Toyota 1.4 Evolution of the Marketing Concept, 2.5 Ethical Issues in Developing a Marketing Strategy, 5.5 Selecting Target Markets, 8.4 Marketing to Hispanic, Black, and Asian Consumers, 9.6 Forms of Brand Development, Brand Loyalty, and Brand Metrics, 12.2 The Five Critical Cs of Pricing, 13.1 The Promotion Mix and Its Elements, 13.4 Steps in the IMC Planning Process, 16.1 Traditional Direct Marketing, 17.2 Types of Marketing Channels
Trade blocs 7.2 Assessment of Global Markets for Opportunities
Trade shows 16.1 Traditional Direct Marketing
Trademarks 10.6 Ethical Considerations in New Product Development
trademarks (service marks) 9.5 Branding and Brand Development
Trader Joe’s 9.5 Branding and Brand Development, 17.4 Managing the Distribution Channel, 18.7 Ethical Issues in Retailing and Wholesaling
traffic by source 16.3 Metrics Used to Evaluate the Success of Online Marketing
Transactional functions 17.1 The Use and Value of Marketing Channels
transnational firm 7.3 Entering the Global Arena
Transparency International 4.5 Ethical Issues in B2B Marketing, 7.2 Assessment of Global Markets for Opportunities
Travelers Point 5 Closing Company Case
Tropicana 17.3 Factors Influencing Channel Choice
Trout 5.6 Product Positioning
Truck jobbers 18.5 Wholesaling
Truly Organic 18.7 Ethical Issues in Retailing and Wholesaling
Truth in Advertising 14.6 Ethical Concerns in Advertising and Public Relations
Twitter 13 Closing Company Case, 16.1 Traditional Direct Marketing, 16.2 Social Media and Mobile Marketing
Tylenol 13.1 The Promotion Mix and Its Elements
U
Uber 7.3 Entering the Global Arena
Uber Eats 1.1 Marketing and the Marketing Process
Ultimate Scoop 13.1 The Promotion Mix and Its Elements
unaided awareness 6.3 Steps in a Successful Marketing Research Plan
unaided recall 14.2 Major Decisions in Developing an Advertising Plan
undifferentiated marketing 5.5 Selecting Target Markets
unemployment rate 12.3 The Five-Step Procedure for Establishing Pricing Policy
Unilever 8.6 Ethical Issues in Diversity Marketing, 10.4 Factors Contributing to the Success or Failure of New Products, 12.5 Pricing Strategies and Tactics for Existing Products
Union Pacific Railroad 2.5 Ethical Issues in Developing a Marketing Strategy
unit value 17.3 Factors Influencing Channel Choice
United Nations (UN) 7.5 Ethical Issues in the Global Marketplace
United States Patent and Trademark Office 9.5 Branding and Brand Development
University of Florida In the Spotlight
Unobtrusive observation 6.3 Steps in a Successful Marketing Research Plan
Unsought products 9.1 Products, Services, and Experiences
Unstated Needs 1.5 Determining Consumer Needs and Wants
Upside 12.1 Pricing and Its Role in the Marketing Mix
US Bureau of Labor Statistics 2.1 Developing a Strategic Plan
US Census Bureau 8.5 Marketing to Sociodemographic Groups
US Chamber of Commerce 14.4 Public Relations and Its Role in the Promotion Mix
US Department of Agriculture (USDA) 18.6 Recent Trends in Wholesaling
US Department of Housing and Urban Development 5.7 Ethical Concerns and Target Marketing
US Department of Justice 8.6 Ethical Issues in Diversity Marketing
US Environmental Protection Agency (EPA) 19.3 The Benefits of Sustainable Marketing
US Food and Drug Administration 5.7 Ethical Concerns and Target Marketing
US Postal Service 6.3 Steps in a Successful Marketing Research Plan, 13.4 Steps in the IMC Planning Process, In the Spotlight, 16.1 Traditional Direct Marketing
US Postal Service Metro Post 18.4 Recent Trends in Retailing
US Steel 2.5 Ethical Issues in Developing a Marketing Strategy
Users 4.2 Buyers and Buying Situations in a B2B Market
Utility 1.1 Marketing and the Marketing Process
V
value 1.5 Determining Consumer Needs and Wants
value proposition 1.1 Marketing and the Marketing Process
Value-based segmentation 5.2 Segmentation of B2B Markets
Vanity Fair 5.1 Market Segmentation and Consumer Markets
variable costs 12.1 Pricing and Its Role in the Marketing Mix
Variety-seeking buying behavior 3.1 Understanding Consumer Markets and Buying Behavior
Vector Marketing 15 Closing Company Case
verbatims 6.3 Steps in a Successful Marketing Research Plan
vertical conflict 17.4 Managing the Distribution Channel
vertical marketing system 17.2 Types of Marketing Channels
Vetcove 17.4 Managing the Distribution Channel
Victoria’s Secret 8.5 Marketing to Sociodemographic Groups
vision statement 2.1 Developing a Strategic Plan
Vizio 1.7 Ethical Marketing
VMware In the Spotlight
Vogue 5.1 Market Segmentation and Consumer Markets, 13.1 The Promotion Mix and Its Elements