The Marketing Book 5th Edition

814 Index

Decision-making:
cognitive style, 125, 127–32, 133–8
consumer, 119–41
Dempster-Shafer theory, 230
financial evaluation, 529
interaction approach, 158–65
involvement, 119, 125–7, 130–6,
137, 138
market research, 172, 173
marketing mix, 298–311
network marketing, 770–1
neural networks, 219
organizational buying, 144, 145,
149, 154–5, 156–8
process, 121–5, 138, 153, 538
service intangibility, 585, 605
SMEs, 758, 759, 760, 765, 770–1, 774
value-based marketing, 293
variable precision rough sets, 227,
229
Decision-support models/systems,
219, 226, 231
Defensive routines, 549, 558
Deise, M., 654
Delegation, 110, 114–15
Dell Computers, 308, 311, 376, 500,
531, 652
direct marketing, 566, 567, 571, 576
relationship marketing, 583
Dell, Michael, 500, 566
Della Bitta, A. J., 343
Delphi techniques, 384–5
Demand, 5, 8, 14
chain, 489
e-marketing, 642–5
e-tailing, 803
elasticity, 351, 352, 353, 355
evolution, 69
forecasting, 102, 198
heterogeneity, 61, 66, 80
price, 344, 345, 356
screening, 319
service perishability, 591
social marketing, 703, 705–6
Demographic segmentation, 250–4,
257, 261, 401–2, 631, 709–10
see alsoGeodemographic
segmentation; Socio-
demographic segmentation
Dempster, A. P., 229, 231
Dempster–Shafer theory (DST),
229–31
Denzin, N. K., 25
Department stores, 778, 783–4
Dependence, 194, 198
Dependencies, 144, 166
Depth interviews, 182–3, 327
Deregulation, 586, 671, 763
Design centres, 335
Design teams, 335
Designed error, 549
Deterministic operational research

methods, 198–200, 226–35, 241

see alsoStatistical methods

Dempster–Shafer theory, 229–31

linear programming, 232–3, 234

rough set theory, 226–7

transportation model, 233–5

variable precision rough sets, 227–9

Development marketing expenditure,

504–5, 513–14, 520, 523

Dewey, R., 150

Dhalla, N. K., 427

Dialogue, 47, 639, 641, 656

Diamantopoulos, Adamantios, 203,

342–59

Dibb, S., 272

Dick, A. S., 274

Dickinson, P. R., 81

Diesel, 783

Differential advantage, 298, 300, 318

Differentiation:

brand, 300, 373, 386, 405, 407

cause-related marketing, 672, 676,

691, 692

competitive, 101, 103, 527–8, 532

of customers, 571

e-marketing, 650, 655

green marketing, 736

international marketing, 629

market segmentation, 66–9

marketing planning, 101, 102

products, 5, 8, 103, 247, 407

services, 586

SMEs, 763, 764

strategy, 58, 65, 66, 545

Digital communications, 638

Dillard’s, 783

Diller, H., 343

Dillon, W. R., 201

Dimitras, A. I. R., 227

Diners Club, 624

Direct e-mail, 639

Direct Line, 415, 566, 567

Direct mail, 255, 264, 423, 431, 565–6

green marketing, 749

sales promotion, 461, 467, 472, 477

Tesco, 568

Direct marketing, 11, 12–13, 37,

565–84

annual expenditure, 425

cause-related marketing, 677–8

definitions, 420, 569

effectiveness, 427

growth in, 406

information systems, 572, 576–80,

583–4

integrated marketing

communications, 396, 397, 402

interactive marketing, 573–80

message delivery, 439–40

multichannel marketing, 567

new media, 421

Pareto’s principle, 569–71

personal selling comparison, 362,

363

principles of, 571–3

promotional mix, 423, 426, 431

Direct Marketing Association, 443,

453

Direct product profitability (DPP),

526, 796

Direct response, 423, 424, 458–9, 464,

568

Discounted cash flows, 504, 512, 520

Discounters, 784–5, 786

Discounts, 97, 459, 462, 467

Discriminant analysis (DA), 212, 214

Disintermediation, 642, 645, 653, 659

Disney Corporation, 254, 291, 487

Disneyland, 19

Dissatisfaction, 227

Dissonant buying behaviour, 133, 134,

135

Distance, 42, 171, 617, 627, 628

Distribution, 310–11, 389, 407, 501

see alsoLogistics

added value, 308

Dell Computers, 500

differentiation, 103

direct marketing, 565

e-marketing, 642, 645, 659

green marketing, 750

indirect, 525

innovative marketing, 772

internal marketing, 552, 554, 555

international marketing, 621, 625,

629

linear programming, 232–3

sales promotions, 461

services, 591, 595, 598

SMEs, 763

social marketing, 716

stock control models, 237

strategic intent, 545

Diversification, 5

e-marketing, 654

geographical, 615

strategic marketing plan, 90, 98, 99

Division of labour, 4

Dolan, R., 343, 344, 346, 350–1, 352,

355

Dominant market share, 522

Donaldson, Bill, 360–71

Donations, 678, 679, 687, 689

Donovan, Rob, 698

Dot.com companies, 289, 292, 573–4,

637, 661, 752, 804

Dougherty, D., 316

Dow Corning, 744

Downsizing, 368, 542

Doyle, Peter, 36, 213, 287–313

DPPseeDirect product profitability

Driscoll, A. M., 628

Drucker, Peter, 8, 741

DSTseeDempster–Shafer theory