A collection of incentive tools, mostly short term, designed to stimulate quicker or greater purchases of particular products or services by consumers or the trade

Sales goal set for a product line, company division, or sales representative

Person’s feelings of pleasure or disappointment that result from comparing a product’s perceived performance to expectations

Developing plausible representations of a firm’s possible future using assumptions about forces driving the market and different uncertainties

Mental process of screening out some stimuli while noticing others

Channel strategy in which a manufacturer relies on only some of the intermediaries willing to carry a particular product

Holds that consumers and businesses, if left alone, will not buy enough of the organization’s products

Any act or performance one party can offer to another that is essentially intangible and does not result in the ownership of anything

How consumers extract more value from what they already own by sharing bikes, cars, clothes, couches, and other items

How manufacturers and retailers use stocking, displays, and promotions to influence consumers actively shopping for a product

Goods that consumers compare on the basis of suitability, quality, price, and style

Letting buyers physically examine a product and collect information in a store, although buyers will make their actual purchase later, from the retailer online or from a different retailer, typically to secure a lower price

Homogeneous and enduring divisions in a society, hierarchically ordered and with members who share similar values, interests, and behavior

Marketing by nonprofit or government organizations to further a cause

A means for consumers to share text, images, audio, and video information with each other and with companies, and vice versa

Consumer goods with unique characteristics or brand identification for which enough buyers are willing to make a special purchasing effort

One’s position within a group or society

Introducing a product in a foreign market without any change in the product

A business that can be planned separately from the rest of the company, with its own set of competitors and a manager responsible for strategic planning and profit performance

Plan that lays out the firm’s target markets and value proposition, based on an analysis of the best market opportunities

Firm’s game plan for achieving its goals

Combining a new brand with an existing brand

Groups with shared values, beliefs, preferences, and behaviors emerging from their special life experiences or circumstances

A set of market segments sharing some exploitable similarity

The partnerships a firm forges with suppliers and distributors to deliver value to customers; also known as a value delivery network

Managing the supply chain from procurement of inputs through efficient conversion into finished products and then the movement of products to final destinations