Dacko S.G. The Advanced Dictionary of Marketing Putting Theory to Use
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Classification of Key Terms 590
brand community
brand equity
brand loyalty
brand positioning
break-even pricing see pricing
strategies
brown goods see goods
bundling
business analysis see new product
development
business buyer behavior see industrial
buyer behavior
business buying process see industrial
buyer behavior
buyclass see industrial buyer
behavior
buyer concentration see competition
buyer decision process
buyer influence/readiness
buygrid see industrial buyer behavior
buying center see industrial buyer
behavior
buyphase see industrial buyer
behavior
by-product pricing see pricing
strategies
C2B see consumer-to-business
C2C see consumer-to-consumer
cannibalization
capital goods see goods
captive-product pricing see pricing
strategies
cash cow see product portfolio
analysis
category killer
causal marketing research see
marketing research
celebrity endorsement see celebrity
marketing
channel arrangement
channel conflict
choice shift see group polarization
closing see selling process
cognitive dissonance
commercialization see new product
development
commodification
commoditization see commodification
comparative influence
competency see strategic competency
competition
competition-based pricing see pricing
strategies
competitive advantage see sustainable
competitive advantage
competitive-parity method see
promotion budget setting
methods
complex buying behavior see
consumer buyer behavior
conative
concept testing see new product
development
concurrent validity see validity
consensual validity see validity
conspicuous consumption
construct validity see validity
consumer buyer behavior
consumer goods see goods
consumer product classifications see
product classifications, consumer
consumer sovereignty
consumer-to-business
consumer-to-consumer
consumerism
content validity see validity
contractual VMS see channel
arrangement
convenience product see product
classifications, consumer
convergent validity see validity
conviction see buyer
influence/readiness
copyright see intellectual property
core benefit see product levels
corporate VMS see channel
arrangement
cost
cost-plus pricing see pricing strategies
cost strategy see strategies, generic
credence goods see goods
criterion validity see validity
CRM see customer relationship
management
cross-cultural marketing
cross-elasticity of demand see elasticity
of demand
customer equity
customer lifetime value see customer
equity
customer relationship management
customer satisfaction
591 Classification of Key Terms
data types
deciders see industrial buyer behavior
decline stage see product life cycle
decline strategies
deficient products see societal
classification of products
Delphi technique see forecasting
methods
demand
demand characteristics
demand pull see pull marketing
demographic segmentation see
segmentation
derived demand see demand
descriptive marketing research see
marketing research
desirable products see societal
classification of products
desire see buyer influence/readiness
differential threshold see
Weber–Fechner law
differentiation strategy see strategies,
generic
diffusion of innovation
diffusion of responsibility
discriminant validity see validity
diseconomies of scale
disintermediation
disruptive innovation see disruptive
technology
disruptive technology
dissonance-reducing buyer behavior see
consumer buyer behavior
distribution strategies
divergent validity see validity
diversification see product-market
investment strategies
divestment see decline strategies
dog see product portfolio analysis
durable good see goods
dynamic capabilities
dynamic pricing see pricing strategies
early adopters see adopter categories
early follower see market entry timing
early majority see adopter categories
ecological validity see validity
economic environment see
macroenvironment
economies of growth
economies of scale
economies of scope
elastic demand see elasticity of
demand
elasticity of demand
entry barriers
escalation of commitment
evaluation see adoption process
evoked set
exchange see exchange theory
exclusive distribution see distribution
strategies
experience goods
see goods
exploratory marketing research see
marketing research
external validity see validity
face validity see validity
factorial validity see validity
fast follower see market entry timing
fast moving consumer goods see goods
fighter brand see brand positioning
final goods see goods
first-mover advantage see market
entry timing
fixed cost see cost
FMCGs see goods
focus group see marketing research
focus strategy see strategies, generic
follower advantage see market entry
timing
follower firm see market entry timing
follow-up see selling process
forecasting methods
forgetting curve
forward integration see integration
four Ps see marketing mix
freight-absorption pricing see pricing
strategies
functional area strategy see marketing
strategy
gatekeepers see industrial buyer
behavior
gender segmentation see
segmentation
generation X/Y/Z see generational
marketing
generic brand see entry under private
label
generic strategies see strategies,
generic
geographic segmentation see
segmentation
Giffen goods see goods
Classification of Key Terms 592
glocal see glocal marketing
goods
gray markets
group polarization
groupthink
growth-share matrix see product
portfolio analysis
growth stage see product life cycle
growth strategies see product-market
investment strategies
habitual buying behavior see
consumer buyer behavior
handling objections see selling
process
hard goods see goods
harvest strategy see decline strategies
horizontal integration see integration
house of quality
idea generation see new product
development
idea screening see new product
development
illusion of control
incipient demand see demand
income segmentation see
segmentation
incremental validity see validity
industrial buyer behavior
inelastic demand see elasticity of
demand
inferior goods see goods
influencers see industrial buyer
behavior
information search see buyer decision
process
innovators see adopter categories
inseparability see service
characteristics
intangibility see service characteristics
integrated marketing communications
integration
intellectual property
intensive distribution see distribution
strategies
interest see adoption process
intermarket segmentation see
segmentation
intermediate good see goods
internal validity see validity
intertemporal substitution
interval scale see scale
introduction stage see product
life-cycle
JND see Weber–Fechner law
jury method see
forecasting methods
just noticeable difference see
Weber–Fechner law
key success factors
knowledge see buyer
influence/readiness
KSFs see key success factors
laddering
laggards see adopter categories
late follower see market entry timing
late majority see adopter categories
latent demand see demand
later market entrant see market entry
timing
leadership strategy see decline
strategies
leapfrogging
life cycle see product life cycle
life cycle segmentation see
segmentation
lifestyle segmentation see
segmentation
Likert scale see scale
liking see buyer influence/readiness
limit pricing see pricing strategies
loss leader pricing see pricing
strategies
luxury goods see goods
macro marketing environment see
macroenvironment
macroenvironment
magical number seven
majority fallacy
marginal cost pricing see pricing
strategies
market development see
product-market investment
strategies
market entry timing
market expansion see product-market
investment strategies
market factor index method see
forecasting methods
market follower see market entry
timing
market penetration see
product-market investment
strategies
593 Classification of Key Terms
market pioneering see market entry
timing
market segmentation see
segmentation
market share
market-skimming pricing see pricing
strategies
marketing
marketing approaches
marketing concept see marketing
management orientation
marketing management orientation
marketing mix
marketing myopia
marketing research
marketing strategy
maturity stage see product life cycle
meaningless differentiation see
positioning
measurability see segmentation
viability
micro marketing environment see
microenvironment
microenvironment
milking strategy see decline strategies
modified rebuy see industrial buyer
behavior
monopolistic competition see
competition
monopoly see competition
monopoly power see competition
monopsony see competition
moral hazard
myopia see marketing myopia
Nash equilibrium see game theory
need
need recognition see buyer decision
process
negative demand see demand
network externality see network effect
new economy marketing see online
marketing
new product
new product development
new task see industrial buyer
behavior
niche strategy see decline strategies
nominal scale see scale
nomological validity see validity
non-durable goods see goods
non-price competition see competition
normal goods see goods
NPD see new product development
objective-and-task method see
promotion budget setting
methods
observation bias see bias
observational marketing research
see
marketing research
occasion segmentation see
segmentation
oligopolistic competition see
competition
oligopoly see competition
oligopsony see competition
omnibus survey see survey research
opinion leader
opportunity cost see cost
order-routine specification see
industrial buyer behavior
ordinal scale see scale
organizational buyer behavior see
industrial buyer behavior
overlearning
own label see private label
panel data see marketing research
patent see intellectual property
peak-load pricing see pricing strategies
penetration pricing see pricing
strategies
percent-of-sales method see promotion
budget setting methods
perfect competition see competition
perishability see service
characteristics
PEST analysis see macroenvironment
PESTLE analysis see
macroenvironment
pioneer see market entry timing
pioneering, market see market entry
timing
pleasing products see societal
classification of products
political environment see
macroenvironment
population validity see validity
portfolio analysis see product
portfolio analysis
positioning
postpurchase behavior see buyer
decision process
preapproach see selling process
Classification of Key Terms 594
predatory pricing see pricing
strategies
predictive validity see validity
preference see buyer
influence/readiness
preference reversal
premium pricing see pricing strategies
presentation see selling process
prestige pricing see pricing strategies
price discrimination
price elasticity of demand see elasticity
of demand
price skimming see pricing strategies
pricing strategies
primary data see data types
primary demand see demand
prisoner’s dilemma see game theory
private brand see private label
private goods see goods
private label
problem child see product portfolio
analysis
problem recognition see buyer
decision process
product classifications, consumer
product concept see marketing
management orientation
product development see new product
development; product-market
investment strategies
product development stage see product
life cycle
product expansion see product-market
investment strategies
product levels
product life cycle
product line
product line pricing see pricing
strategies
product-market expansion grid see
product-market investment
strategies
product-market investment strategies
product portfolio analysis
product specification see industrial
buyer bevavior
production concept see marketing
management orientation
promotion budget setting methods
promotional pricing see pricing
strategies
prospecting see selling process
psychic distance
psychographic segmentation see
segmentation
psychological pricing see pricing
strategies
public goods
see goods
purchase see buyer
influence/readiness; buyer
decision process
pure competition see competition
pure monopoly see competition
question mark see product portfolio
analysis
ratio scale see scale
reference group
reference price
regression towards the mean
reification see fallacy of misplaced
concreteness
reinforcement
related diversification see
product-market investment
strategies
reliability
remarketing
resource-based view
responsible marketing see ethical
marketing; social marketing;
green marketing
risky shift see group polarization
sagacity segmentation see
segmentation
salutary products see societal
classification of products
sampling bias or error see bias
satisfaction see customer
satisfaction
satisficing
SCA see sustainable competitive
advantage
scale
search goods see goods
secondary data see data types
secondary demand see demand
segmentation
segmentation viability
selective distribution see distribution
strategies
selective exposure
self-fulfilling prophecy
595 Classification of Key Terms
selling concept see marketing
management orientation
selling process
service characteristics
service goods see goods
seven Ps see marketing mix
share of voice
shareholder value analysis
shopping cart abandonment see retail
marketing
shopping product see product
classifications, consumer
skimming see pricing strategies
skunkworks
snowballing
social environment see
macroenvironment
social loafing
societal classification of products
societal marketing concept see
marketing management
orientation
soft goods see goods
specialty product see product
classifications, consumer
spurious correlation
standardization
star see product portfolio analysis
statistical validity see validity
status-quo bias see endowment
effect
STEP analysis see macroenvironment
store brand see private label
straight rebuy see industrial buyer
behavior
strategic approaches
strategic asset
strategic competency
strategic group
strategic market management see
strategic marketing
strategic options
strategic window
strategies, generic
strategy
subliminal advertising
substantiality see segmentation
viability
substitute product
sunk cost see cost
superior goods see goods
supply push see push marketing
survey research
sustainability see segmentation
viability
sustainable competitive advantage
switching cost see cost
SWOT analysis
symbolic adoption see adoption
process
syndicated research see marketing
research
synergy
tactic
takeoff
target costing see pricing strategies
target profit pricing see pricing
strategies
targeting
technological environment see
macroenvironment
telescoping
trade secret see intellectual
property
trademark see intellectual property
trait centrality see warm/cold effect
trait validity see validity
transaction cost see cost
trial see adoption process
uniform-delivered pricing see pricing
strategies
unintended consequences
unmet need
unrealistic optimism
unrelated diversification see
product-market investment
strategies
unsought product see product
classifications, consumer
utility
validity
value
value-based pricing see pricing
strategies
value chain analysis
value pricing see pricing strategies
value proposition
variability see service characteristics
variable cost see cost
variety-seeking buying behavior see
consumer buyer behavior
Veblen goods see goods
Classification of Key Terms 596
vertical integration see
product-market investment
strategies
vertical marketing system see channel
arrangement
VMS see channel arrangement
want
white goods see goods
willingness to pay
window of opportunity see strategic
window
winner’s curse
word-of-mouth communication
X-generation see generational
marketing
X-inefficiency
yellow goods see goods
Y-generation see generational
marketing
zero-sum game see game theory
Z-generation see generational
marketing
zone pricing see pricing strategies
MARKETING APPROACHES
above-the-line marketing
affiliate marketing
affinity marketing
ambient marketing see out-of-home
marketing
ambush marketing
antimarketing
B2B marketing see
business-to-business marketing
B2C marketing see consumer
marketing
below-the-line marketing
bespoke marketing
blog marketing
bottom-up marketing
brick(s)-and-click(s) marketing see entry
at online marketing
brick(s)-and-mortar marketing see entry
at online marketing
business marketing see
business-to-business marketing
business-to-business marketing
business-to-consumer marketing see
consumer marketing
buzz marketing see word-of-mouth
marketing
by-the-book marketing see traditional
marketing
cause marketing see cause-related
marketing
cause-related marketing
celebrity marketing
cell phone marketing see mobile
marketing
click(s)-and-brick(s) marketing see entry
at online marketing
click(s)-and-mortar marketing see entry
at online marketing
collaborative marketing
comarketing see cooperative
marketing
commercial marketing
comparative marketing
concentrated marketing see niche
marketing
concurrent marketing
confusion marketing
consumer marketing
consumer-oriented marketing see
enlightened marketing
contrarian marketing see
unconventional marketing
convergence marketing
cooperative marketing
copycat marketing see me-too
marketing
corporate marketing
counter-marketing
cross-cultural marketing
cross-marketing see cooperative
marketing
cultural marketing see multicultural
marketing
custom marketing see one-to-one
marketing
customer-centric marketing see
customer-oriented marketing
customer experience marketing see
experiential marketing
customer-oriented marketing
customer relationship marketing see
relationship marketing
customer value marketing see
value-based marketing
customized marketing see one-to-one
marketing
597 Classification of Key Terms
cybermarketing see online marketing;
Web marketing
cyberspace marketing see online
marketing; Web marketing
database marketing
defensive marketing
demarketing
destination marketing see place
marketing
differentiated marketing
digital marketing see
e-marketing
direct mail marketing see direct
marketing
direct marketing
direct response marketing see direct
marketing
direct-to-consumer marketing
diversity marketing see multicultural
marketing
door-to-door marketing see direct
marketing
eco-centric marketing see green
marketing
eco-marketing see green marketing
electronic marketing see e-marketing
electronic word-of-mouth marketing
see viral marketing
e-mail marketing see e-marketing;
direct marketing
e-marketing
enlightened marketing
entrepreneurial marketing
environmental marketing see green
marketing
environmentally responsible
marketing see geen marketing
ethical marketing
ethnic marketing see multicultural
marketing
ethnomarketing see multicultural
marketing
evangelism marketing see
word-of-mouth marketing
event marketing
experience marketing see experiential
marketing
experiential marketing
fax marketing see e-marketing
field marketing
for-profit marketing see commercial
marketing
frequency marketing
fusion marketing
generational marketing
global marketing
glocal marketing
government marketing
governmental marketing see
government marketing
grassroots marketing see
word-of-mouth marketing
green marketing
guerrilla marketing
hybrid marketing
idea marketing see social marketing
inbound marketing
in-cultural marketing see
multicultural marketing
indirect marketing
individual marketing see one-to-one
marketing
industrial marketing
see
business-to-business marketing
innovative marketing see enlightened
marketing
institutional marketing
in-store marketing see retail
marketing
integrated direct marketing see direct
marketing
integrated marketing see concurrent
marketing
interactive marketing see e-marketing;
online marketing; Web marketing
internal marketing
international marketing
internet marketing see online
marketing; Web marketing
internet-centric marketing see online
marketing; Web marketing
intrusive marketing
joint marketing see cooperative
marketing
junk e-mail marketing see mass
marketing; viral marketing
lateral marketing
lean-over marketing see stealth
marketing
lifestyle marketing
Classification of Key Terms 598
local marketing
location marketing see place marketing
loyalty marketing
macromarketing
mail marketing see direct marketing
many-to-many marketing see affiliate
marketing
markets-of-one marketing see
one-to-one marketing
mass marketing
mass media marketing see mass
marketing
matrix marketing see network
marketing
megamarketing
me-too marketing
micromarketing
minority marketing see multicultural
marketing
mission-based marketing see
non-profit marketing
m-marketing see mobile marketing
mobile marketing
mobile phone marketing see mobile
marketing
multicultural marketing
multi-level marketing see network
marketing
multimarketing see hybrid marketing
network marketing
new economy marketing see online
marketing, Web marketing
niche marketing
non-profit marketing
non-profit sector marketing see
non-profit marketing
not-for-profit marketing see non-profit
marketing
offensive marketing
offline marketing see entry at online
marketing
one-to-many marketing see traditional
marketing
one-to-one marketing
online marketing
on-the-edge marketing see
unconventional marketing
OOH marketing see out-of-home
marketing
opt-in marketing see permission
marketing
opt-out marketing see permission
marketing
organizational marketing see
business-to-business marketing
out-of-home marketing
outbound marketing
outdoor marketing see out-of-home
marketing
parity marketing see me-too
marketing
partner marketing see affiliate
marketing
partnership marketing see cooperative
marketing
pay-for-performance marketing see
affiliate marketing
pay-per-click marketing see affiliate
marketing
peer-to-peer marketing see
word-of-mouth marketing
performance-based marketing see
affiliate marketing
permission marketing
person marketing see celebrity
marketing
personal marketing see one-to-one
marketing
personalized marketing see one-to-one
marketing
person-to-person marketing see
word-of-mouth marketing
place-based marketing see out-of-home
marketing
place marketing
point-of-purchase marketing
point-of-sale marketing
postal marketing see direct marketing
precision marketing
private sector marketing see
commercial marketing
product marketing
public sector marketing see
government marketing
pull marketing
push marketing
radical marketing see unconventional
marketing
reciprocal marketing see cooperative
marketing
referral marketing see word-of-mouth
marketing; affiliate marketing
599 Classification of Key Terms
relationship marketing
remarketing
responsible marketing see ethical
marketing; social marketing;
green marketing
retail marketing
retro-marketing
revenue-sharing marketing see affiliate
marketing
right-time marketing see outbound
marketing
search engine marketing see entry at
Web marketing
segment-of-one marketing
segmented marketing see
differentiated marketing
selective marketing see differentiated
marketing
sense-of-mission marketing see
enlightened marketing
services marketing
short message service marketing/short
messaging service marketing see
entry at mobile marketing
SMS marketing see entry at mobile
marketing
social cause marketing see
cause-related marketing; social
marketing
social idea marketing see social
marketing
social marketing
socially responsible marketing see
social marketing
societal marketing see enlightened
marketing
spam marketing see mass marketing;
viral marketing
sponsorship marketing
sports marketing
status quo marketing see defensive
marketing
stealth marketing
STP marketing
strategic marketing
supermarketing see retail marketing
symbiotic marketing see cooperative
marketing
tactical marketing
tailored marketing see one-to-one
marketing
target marketing
telemarketing
telephone marketing see
telemarketing
test marketing
text message marketing see entry at
mobile marketing
third sector marketing see non-profit
marketing
through-the-line marketing see
entry at above-the-line
marketing; below-the-line
marketing
top-down marketing
total integrated marketing
trade marketing see
business-to-business marketing
traditional marketing
transactional marketing
tribal marketing
txt marketing see entry at mobile
marketing
unconventional marketing
undercover marketing see stealth
marketing
under-the-radar marketing see stealth
marketing
undifferentiated marketing
value-based marketing
value marketing see enlightened
marketing
viral marketing
virtual marketing see online
marketing
voice mail marketing see direct
marketing
voluntary sector marketing see
non-profit marketing
Web marketing
Web-based marketing see Web
marketing; online marketing
Web-centric marketing see Web
marketing; online marketing
wholesale marketing
wikimarketing see entry at online
marketing
wireless marketing see mobile
marketing
word-of-mouse marketing see viral
marketing
word-of-mouth marketing