Basic Marketing: A Global Managerial Approach

Perreault−McCarthy: Basic

Marketing: A

Global−Managerial

Approach, 14/e

Back Matter Subject Index © The McGraw−Hill

Companies, 2002

I-8

manufacturers, 205– 207

problem solvers, as, 191– 193

purchasing managers, 187

purchasing specifications,

187

quality certification, 187

reciprocity, 198, 199

relationship-specific

adaptations, 197

retailers/wholesalers,

208 – 210

service operations, 207, 208

types, 185

vendor analysis, 189

Business Objects, 335

Business product classes,

256 – 260

Business products, 253

Business Week, 619

Buster Brown, 457

Buy American policy, 108

Buyer behavior; seeConsumer

behavior

Buying center, 189

Buying committee, 209

Buying function, 21

Buying power index (BPI),

616 – 618

BWI, 23

Cable Designs, 732

Cable News Network (CNN),

105, 461

Cable TV advertising, 460, 461

CAD systems, 294

Cadbury, 177

Caliber, 289, 597

Calvin Klein, 162, 587

Campbell Soup Company, 398,

403, 405, 462

Canon, 208

Capital, 580, 581

Capital item, 257

Capitol-EMI, 314

CardioLink, 163

Career planning, 681– 695

career paths, 687

environmental analysis,

686 – 692

identify your strengths, 686

Internet, 685

job opportunities, 688– 691

long-run objectives, 684, 692

marketing plan, 693– 695

objectives, 684, 692, 693

people-oriented vs.

thing-oriented jobs,

684 – 686

salary ranges, 682, 687

self-assessment, 684

thing-oriented vs.

people-oriented jobs,

684 – 686

timetables, 686

your own personal

marketing strategy, 683

Accessories, 258
Accounting methods, 669– 680
markdown ratios, 677, 678
markups, 676, 677
operating ratios, 675, 676
operating statement,
670 – 674
ROA, 679
ROI, 678, 679
stockturn rate, 675
Accumulating, 311
Ace Hardware, 316, 374, 516
ACNielsen, 235, 238
Activity-based accounting, 591
Acura, 321
Adero, 109
Administered channel systems,
318
Administered prices, 490
Adoption curve, 411
Adoption process, 175, 176
Advertising, 448– 474
ad agencies, 469– 471
AIDA, 466– 469
choosing the best medium,
458 – 463
comparative, 456
competitive, 456
cooperative relationships,
457, 458
copy thrust, 466
decisions to make, 450
effectiveness, 643
ethical issues, 458, 471
global messages, 469
institutional, 457
international dimensions, 451
Internet, 463– 466
major kinds of media,
460 – 462
measuring effectiveness,
471, 472
must buys, 463
objectives, 454, 459
pioneering, 455, 456
reminder, 457
specialized media, 462
spending, 452, 453
strategy planning, 451
unfair, 472– 474
Advertising Age, 228
Advertising allowances, 501
Advertising managers, 395
Agent middlemen, 382– 384
AIDA, 444, 466
AIDA model, 399
AIO dimensions, 165, 166
Airborne, 345
Airfreight, 344, 345
Alcan, 308
Alcoa Aluminum, 206, 490
Allegiance Healthcare
Corporation, 544–546, 641
Allen Workshop, 590
Allens, 567
Allied Signal, 194
Allowances, 501, 672

Allstates Rubber & Tools, 202

Aluminum Basics, 745, 746

Alza Corporation, 288

Amana, 378

Amazon.com, 83, 84, 362, 369,

465, 636, 641

America Online (AOL), 101,

175, 464, 641

American Airlines, 557, 621

American Express, 164, 370,

472, 557

American Marketing

Association, 228

AMR Corporation, 295

Amway, 309, 365, 409

Anchor Hocking, 350

Antidumping laws, 508

Antimerger Act, 111

Antimonopoly law, 111

AOL, 101, 175, 464, 641

Apple, 308

Ariba, 196

Ariel, 452, 609

Arthur Andersen, 308

Assorting, 312

Assortment discrepancies, 312,

313

AT&T, 14, 208, 406, 430, 494

ATI Technologies, 77

ATMs, 433

Attitude, 162, 163

Aucnet, 384

Auction companies, 384

Auction sites, 200

Audi, 65

Autobytel, 504

Automatic vending, 365

Average cost, 520

Average-cost pricing, 518– 524

Average fixed cost, 521

Average variable cost, 521

Avon, 309, 324

Axilok, 532

B. Dalton Books, 365

Babbages, 343

Baby bust, 139

Baby Orajel, 456

Bait pricing, 535

Balance sheet, 678

Balboa, 557

Baldor Electric Company, 120,

589

Ballard Medical Products, 424

Bank of America, 428

BaRaN Systems Ltd., 555

Barnes & Noble, 370

Bartering, 16

Basic list prices, 497

Basic sales tasks, 425

Batched production, 589

Battle of the brands, 266

Bausch & Lomb, 148

Bcom3 Group, 470

Beech-Nut Nutrition Company,

110, 399

Behavioral dimensions; see

Consumer behavior

Belief, 162, 163

Bell, 33

Ben & Jerry’s, 161, 559

Benetton, 458

BEP, 525

Bertolli Olive Oil, 253

Best Buy, 99, 343, 457, 508

Betz Laboratories, 194

Bic, 86

Bid pricing, 539, 540

Bidwill Carpet Cleaning, 714,

715

Bigelow, 430, 431

BigVine, 17

Birthrate, 139

Black & Decker, 68, 516

Bloomingdale’s, 370

Blue Cross and Blue Shield, 487

BMW, 37, 404, 413

Boeing, 432

Borden Company, 509

Bots, 201

Bounce, 262

Bounty, 612

BP, 457

BPI, 616– 618

Brand equity, 263

Brand familiarity, 262

Brand insistence, 262

Brand managers, 298

Brand name, 260

Brand nonrecognition, 262

Brand preference, 262

Brand recognition, 262

Brand rejection, 262

Branding, 260– 267

Break-even analysis, 525– 527

Break-even point (BEP), 525

Breakthrough opportunities, 62

Bridgestone, 253, 315, 317

Briggs & Stratton, 701, 702

Bristol-Myers Squibb, 464

British Airways, 291

Brokers, 383

Budweiser, 471, 518

Bulk-breaking, 312

Burger King, 475, 490, 507

Burst.com, 36

Business and organizational

buyers, 182– 214

behavioral factors, 190

buyer-seller relationships,

193 – 199

buying decisions, 188– 191

buying processes, 191, 192

changes/funds, 646

classification of industries,

206, 207

ethical conflicts, 190

geographic concentration,

205

government market, 210– 212

international markets, 186

Internet e-commerce,

199 – 204

Subject Index