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Flashcards in Chapter 6 Glossary Terms Deck (58)
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1

Marketing Plan

The marketing plan is a document that lists activities aimed at achieving particular marketing outcomes in relation to a good or service.

2

Marketing

Marketing is ‘the process of planning and executing the pricing, promotion and distribution of ideas, goods and services to create exchanges that satisfy customer and organisational objectives’.

3

Market

A market is the number of all actual and potential buyers of a product.

4

Market Share

Market share refers to the business’s share of the total industry sales for a particular market.

5

Product Mix

Product mix is the total range of products offered by a business.

6

Customer Service

Customer service means responding to the needs and problems of the customer.

7

Sales Analysis

Sales analysis uses sales data to evaluate the business’s current performance and the effectiveness of the marketing mix.

8

Marketing Profitability Analysis

Marketing profitability analysis is a method used by the business to break down its total marketing costs into specific marketing activities.

9

Market Research

Market research is the process of systematically collecting, recording and analysing information concerning a specific marketing problem.

10

Marketing Data

Marketing data are the information — usually expressed as facts and figures — relevant to the defined marketing problem.

11

Primary Data

Primary data are the facts and figures collected from original sources.

12

Survey

A survey gathers data by asking questions or interviewing people.

13

Secondary Data

Secondary data refers to information that some other person or organisation has already collected.

14

Internal Data

Internal data refers to information that has already been collected from inside the business.

15

External Data

External data refers to published data from outside the business.

16

Statistical interpretation Analysis

Statistical interpretation analysis is the process of focusing on the data that represent average, typical or deviations from typical patterns.

17

Market Segmentation

Market segmentation occurs when the total market is subdivided into groups who share one or more common characteristic.

18

Target Market

A target market is a group of customers with similar characteristics who currently purchase the product or may do so in the future.

19

Primary Target Market

The primary target market is the market segment at which most of the marketing resources are directed.

20

Secondary Target Market

A secondary target market is usually a smaller and less important market segment.

21

Niche Market

A niche market is a narrowly selected target market segment.

22

Consumer buying behaviour

Consumer buying behaviour refers to the decisions and actions of consumers when they purchase goods and services for personal or household use.

23

Psychological factors

Psychological factors are influences within an individual that affect his/her buying behaviour.

24

Motives

Motives are the reasons that individuals do something.

25

Customer Attitude

Customer attitude is a person’s overall feeling about an object or activity.

26

Personality

An individual’s personality is the collection of all the behaviours and characteristics that make up that person.

27

Sociocultural influences

Sociocultural influences are forces exerted by other people that affect customer behaviour.

28

Peer group

A peer group is a group of people with whom a person closely identifies, adopting their attitudes, values and beliefs.

29

Culture

Culture is all the learned values, beliefs, behaviours and traditions shared by a society.

30

Marketing Mix

The marketing mix is the combination of seven elements — product, price, place, promotion, people, physical evidence and process (the seven Ps) — that make up the marketing strategy.

31

Product

A product is a good or service that can be offered in an exchange for the purpose of satisfying a need or want.

32

Product Positioning

Product positioning is the development of a product image compared with the image of competing products.

33

Brand

A brand is a name, term, symbol, design or any combination of these that identifies a specific product and distinguishes it from its competition.

34

Brand Name

A brand name is that part of the brand that can be spoken.

35

Brand Symbol/Logo

A brand symbol or logo is a graphic representation that identifies a business or product.

36

Packaging

Packaging involves the development of a container and the graphic design for a product.

37

Distribution Channels

Distribution channels are the routes taken to get the product from the factory to the customer.

38

Non-store retailing

Non-store retailing is retailing activity conducted away from the traditional store.

39

E-marketing

e-marketing is the practice of using the Internet to perform marketing activities.

40

Market coverage

Market coverage refers to the number of outlets a business chooses for its product.

41

Promotion

Promotion describes the methods used by a business to inform, persuade and remind a target market about its products.

42

Promotion Mix

A promotion mix is the promotion methods a business uses in its promotional campaign. Methods include personal selling, advertising, and publicity and public relations.

43

Personal Selling

Personal selling involves the activities of a sales representative directed to a customer in an attempt to make a sale.

44

Publicity

Publicity is any free news story about a business’s products.

45

Public Relations

Public relations is the planned and sustained effort to establish and maintain goodwill and mutual understanding between an organisation and its publics.

46

Advertising

Advertising is a paid, non-personal message communicated through a mass medium.

47

Advertising Media

Advertising media refers to the many forms of electronic and print communication used to reach an audience.

48

Life Cycle

A product’s life cycle consists of the stages a product passes through: innovation, introduction, growth, maturity and decline.

49

Exports

Exports are goods or services sold by one country to individuals, businesses or governments in another country with the aim of extending sales and market penetration.

50

Diversification

Diversification occurs when businesses vary their range of products or their field of operations.

51

Publics

Publics are groups that the organisation interacts with and that have a vested interest in, or impact on, the organisation’s ability to achieve its objectives.

52

Image

Image refers to how a business is perceived by the world at large, especially consumers.

53

Public Relations Campaign

A public relations campaign is a series of public relations activities undertaken to achieve a specific objective.

54

Media

Media are the assorted public relations communication strategies available to convey the image to the selected publics.

55

Risk Management

Risk management is the process of identifying the risks to which a business is likely to be exposed and determining the best way to deal with them.

56

Crisis Communication Plan

A crisis communication plan outlines the policies and procedures to follow when handling unfavourable publicity and news personnel when a crisis occurs.

57

Materialism

Materialism is an individual’s desire to acquire more possessions.

58

Product Placement

Product placement is the inclusion of product advertising in entertainment.