The Marketing Book 5th Edition

Index 831

Stern, L. W., 38
Stevenson, Adlai, 419
Stewart, I., 78
Stewart, Thomas, 532
Stochastic methods, 198, 219–26, 240
game theory, 224–6
queuing, 219–21, 225
self-organizing maps, 221–3
statistical decision theory, 198, 224,
225
stochastic processes, 223–4, 225
Stock control models, 237
Stockouts, 575
Stonegate Egg, 462
Strang, Roger, 477
Strategic gaps, 544–7, 557
Strategic intent, 544, 545, 546, 547, 557
Strategic marketing planning, 87–116
barriers to, 109–15, 116
guidelines, 99, 101–9, 116
interaction approach, 160–1
process, 90–101, 116
Strategic matrix, 288
Strategic Planning Institute, 87
Strategic triangle, 58, 59
Strategy, 53–86
Ansoff matrix, 518, 519
brand-led, 505, 519–22
cluster analysis, 201–2
communications, 308–9
customer relationship management,
490, 491–2
customer-led, 522–5
e-marketing, 647, 650–5
financial planning, 515, 517
formulation-implementation
dichotomy, 532, 533–4, 552,
557
green marketing, 734–5
implementation, 534–5, 544–7, 548,
549, 557–8
internal marketing, 532, 533, 550–6,
557, 558
launch, 130, 134, 321, 322, 323
marketing planning, 87, 93–4, 95,
96, 107
media, 435, 436
new product development, 316–18
product-based, 525–8
relationship marketing, 47
retailing, 785–90
strategic gaps, 544–7, 557
value-based marketing, 293–4
Stratified random sampling, 190, 192
Strauss, G., 155, 158
Strengths:
SMEs, 759, 764, 765–72
strategic objectives, 288
SWOT analysis, 90, 93, 96, 99, 100,
104, 105
Stretch strategy, 535–6
Structuration, 78

Structured-direct survey methods,

177, 182

Stubbs, John, 664

Subcontracting, 439, 440, 442–3

see alsoOutsourcing

Subjective norm, 123–4

Subjectivity, 21

Subliminal messages, 121–2

Subsidiaries, 148

Substitutes, 353, 732–3

Success:

definition, 81–2

financial evaluation, 506

foreign markets, 621, 631

market information, 330

Sultan, Ralph, 71

Summated scales, 188

The Sun, 688

Sun Maid raisins, 22

Sunlight Soap, 669

Super profit, 504, 509–11, 513–14, 520,

525–6, 527–8

Supermarkets, 405, 605, 778, 784, 785,

792

Superstores, 784

Suppliers:

backward integration, 104

brand value, 301

category management, 791

customer relationship, 144, 161–5,

166, 494–6, 733

Dell Computers, 311, 583

differentiation, 66

e-marketing, 638, 640

forward integration, 104

good relations, 146

green marketing, 733

innovation, 333

interaction approach, 36

knowledge of customers, 147, 148

marketing communications

expenditure, 412

partnerships, 40

psychological distance, 627

relationship marketing, 40, 42

searching for information, 150–1

selecting, 151, 791

Supply chain:

see alsoChannels

brand value, 300, 301

competitor analysis, 528

e-marketing, 638, 639, 646

relationship marketing, 297

sales operations, 360

strategy, 57

value chain distinction, 60

Supply chain management (SCM),

162, 300, 751

CRM integration, 485–503

retailing, 798–9

Surveys, 173, 174, 177–8, 193

advertising, 454–5, 466

budgeting methods, 429

cause-related marketing, 678–9, 748

e-tailing, 804

green marketing, 738

Internet use, 421

‘new’ lifestyle segmentation, 263–4

on-line, 639

Sustainability, 81, 726–8, 734, 738–9,

741–2, 749, 751–3

Swedish companies, 146

Switching behaviour, 69

Switching costs, 76, 354–5

see alsoExit barriers

SWOT (strengths, weaknesses,

opportunities, threats) analysis,

90, 93, 96, 99, 100, 107, 642

Symbols, 20, 21

Syndicated research, 178–9

Synergy, 308, 318, 362, 533, 541

cause-related marketing, 681

e-marketing, 641

global competition, 405

integrated marketing

communications, 406

promotional mix, 436–7

strategy, 535–6

Systematic approach, 173, 174

Szmigin, I., 132

3Cs (customers, competitors,

channels), 56, 79

30R approach, 39, 40

Tabrizi, B. N., 328

Tabulation, 193

Tacit know-how, 628

Tactics, 95, 655–64

Tango, 646

Targeting, 246–7, 256, 258, 276–8

see alsoSegmentation

segmentation metrics, 267–72

social marketing, 703, 706

Targeting, interaction, control and

continuity (TICC), 572–3, 574

Targets:

see alsoObjectives

internal marketing, 554, 555

planning cycle, 94

sales, 366, 369

sales promotion, 460, 471–2

Task specialization, 4, 333

Task-related models, 152

Tax issues, 617, 624, 684

green taxes, 732, 750

licensing, 677

sales promotion, 476–7

Taylor, C. J., 237

Taylor, D., 442

Taylor, J. R., 173, 177, 186

Taylor Nelson’s Applied Futures,

254–5

TCAseeTransaction Cost Analysis