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&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

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

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

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

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.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-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

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 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

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

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

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

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?

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

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

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.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

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

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.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

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

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 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

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

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

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 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

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

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

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

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

Snickers 3.2 Factors That Influence Consumer Buying Behavior

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

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.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

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

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

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

Volkswagen 1.1 Marketing and the Marketing Process, 2.1 Developing a Strategic Plan

Walgreens 9.5 Branding and Brand Development, 17.1 The Use and Value of Marketing Channels, 18.4 Recent Trends in Retailing

Walmart 1.3 Factors Comprising and Affecting the Marketing Environment, 4.2 Buyers and Buying Situations in a B2B Market, 12.6 Ethical Considerations in Pricing, 14.4 Public Relations and Its Role in the Promotion Mix, 15.2 Classifications of Salespeople Involved in Personal Selling, 17.1 The Use and Value of Marketing Channels, In the Spotlight, 18.2 Major Types of Retailers, 18.3 Retailing Strategy Decisions, 19.5 Purpose-Driven Marketing

Walt Disney Company 7.2 Assessment of Global Markets for Opportunities

Warby Parker 12.6 Ethical Considerations in Pricing, 16.1 Traditional Direct Marketing, 16.2 Social Media and Mobile Marketing

Warehouse clubs 18.2 Major Types of Retailers

Warehousing 17.6 Logistics and Its Functions

Wayfair 16.1 Traditional Direct Marketing, 16.4 Ethical Issues in Digital Marketing and Social Media, 17.1 The Use and Value of Marketing Channels

Website marketing 16.1 Traditional Direct Marketing

Website traffic 16.3 Metrics Used to Evaluate the Success of Online Marketing

Weinreb Group In the Spotlight

Welch’s Fruit Snacks 5.7 Ethical Concerns and Target Marketing

Wells Fargo 8.4 Marketing to Hispanic, Black, and Asian Consumers, 15.7 Ethical Issues in Personal Selling and Sales Promotion

Wendy’s 4.3 Major Influences on B2B Buyer Behavior, 5.6 Product Positioning, 14.2 Major Decisions in Developing an Advertising Plan

WhatsApp 7.5 Ethical Issues in the Global Marketplace

Whirlpool 4.2 Buyers and Buying Situations in a B2B Market, 17.3 Factors Influencing Channel Choice

whole channel 7.4 Marketing in a Global Environment

Whole Foods 14.6 Ethical Concerns in Advertising and Public Relations, 16 Closing Company Case, In the Spotlight, 17.3 Factors Influencing Channel Choice, 18.7 Ethical Issues in Retailing and Wholesaling

Wholesalers 1.3 Factors Comprising and Affecting the Marketing Environment, 4.2 Buyers and Buying Situations in a B2B Market, 17.1 The Use and Value of Marketing Channels

Wholesaling 18.5 Wholesaling

Williams-Sonoma In the Spotlight

Wilmar International Limited 7.3 Entering the Global Arena

Winfrey In the Spotlight

Winter Olympics 8.6 Ethical Issues in Diversity Marketing

Wintour 13.1 The Promotion Mix and Its Elements

Wired Coffee Bar 3 Closing Company Case, 15.6 Main Types of Sales Promotion

Wisconsin Department of Agriculture 12.6 Ethical Considerations in Pricing

workforce skills 4.3 Major Influences on B2B Buyer Behavior

World Food Championships 13.4 Steps in the IMC Planning Process

World Trade Organization (WTO) 7.2 Assessment of Global Markets for Opportunities

Wounded Warrior Project 4.2 Buyers and Buying Situations in a B2B Market, 4.2 Buyers and Buying Situations in a B2B Market

Wyzowl 16.1 Traditional Direct Marketing

Yankelovich Inc. 13.1 The Promotion Mix and Its Elements

YouTube 3.1 Understanding Consumer Markets and Buying Behavior, 16.1 Traditional Direct Marketing, 17.1 The Use and Value of Marketing Channels

Zales 18.2 Major Types of Retailers

Zappos 1.3 Factors Comprising and Affecting the Marketing Environment, 3.2 Factors That Influence Consumer Buying Behavior, 11.2 The Service-Profit Chain Model and the Service Marketing Triangle, 19.4 Sustainable Marketing Principles

Zenni 11.1 Classification of Services

Zondervan 5.1 Market Segmentation and Consumer Markets

Zoom 8.1 Strategic Marketing: Standardization versus Adaptation

Zoomers 3.2 Factors That Influence Consumer Buying Behavior, 8.2 Diversity and Inclusion Marketing

Unit Introduction

In the Spotlight

1.1 Marketing and the Marketing Process

1.2 The Marketing Mix and the 4Ps of Marketing

1.3 Factors Comprising and Affecting the Marketing Environment

1.4 Evolution of the Marketing Concept

1.5 Determining Consumer Needs and Wants

1.6 Customer Relationship Management (CRM)

1.7 Ethical Marketing

Chapter Summary

Key Terms

Applied Marketing Knowledge: Discussion Questions

Critical Thinking Exercises

Building Your Personal Brand

What Do Marketers Do?

Marketing Plan Exercise

Closing Company Case

References

In the Spotlight

2.1 Developing a Strategic Plan

2.2 The Role of Marketing in the Strategic Planning Process

2.3 Purpose and Structure of the Marketing Plan

2.4 Marketing Plan Progress Using Metrics

2.5 Ethical Issues in Developing a Marketing Strategy

Chapter Summary

Key Terms

Applied Marketing Knowledge: Discussion Questions

Critical Thinking Exercises

Building Your Personal Brand

What Do Marketers Do?

Marketing Plan Exercise

Closing Company Case

References

In the Spotlight

3.1 Understanding Consumer Markets and Buying Behavior

3.2 Factors That Influence Consumer Buying Behavior

3.3 The Consumer Purchasing Decision Process

3.4 Ethical Issues in Consumer Buying Behavior

Chapter Summary

Key Terms

Applied Marketing Knowledge: Discussion Questions

Critical Thinking Exercises

Building Your Personal Brand

What Do Marketers Do?

Closing Company Case

References

In the Spotlight

4.1 The Business-to-Business (B2B) Market

4.2 Buyers and Buying Situations in a B2B Market

4.3 Major Influences on B2B Buyer Behavior

4.4 Stages in the B2B Buying Process

4.5 Ethical Issues in B2B Marketing

Chapter Summary

Key Terms

Applied Marketing Knowledge: Discussion Questions

Critical Thinking Exercises

Building Your Personal Brand

What Do Marketers Do?

Closing Company Case

References

In the Spotlight

5.1 Market Segmentation and Consumer Markets

5.2 Segmentation of B2B Markets

5.3 Segmentation of International Markets

5.4 Essential Factors in Effective Market Segmentation

5.5 Selecting Target Markets

5.6 Product Positioning

5.7 Ethical Concerns and Target Marketing

Chapter Summary

Key Terms

Applied Marketing Knowledge: Discussion Questions

Critical Thinking Exercises

Building Your Personal Brand

What Do Marketers Do?

Marketing Plan Exercise

Closing Company Case

References

In the Spotlight

6.1 Marketing Research and Big Data

6.2 Sources of Marketing Information