Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e
Back Matter Subject Index © The McGraw−Hill
Companies, 2002integrated effort, 296– 298
person in charge, 297
product liability, 292, 293
product safety, 292
R&D, 297, 298
six-month time limit, 288
step 1 (idea generation),
290, 291
step 2 (screening), 291– 293
step 3 (idea evaluation),
293, 294
step 4 (development), 294,
295
step 5 (commercialization),
295, 296
top-level support, 296
New-task buying, 192
New unsought products, 255
NewChannel, 410
Newspaper advertising, 460
Newsweek, 462
Nielsen Media Research, 234
Nike, 589
Nintendo, 45, 99, 285, 343
Nippon Steel, 347
Nissan, 172
Noise, 400
Nokia, 148
Nonadopters, 413
Noncumulative quantity
discounts, 498
Nonprice competition, 490
Nonprofit organizations, 41, 42
North American Free Trade
Agreement (NAFTA), 109
North American Industry
Classification System
(NAICS) codes, 206, 207
Northern Light, 228
Novartis, 443
Novatel Wireless, 642
Nutrition Labeling and
Education Act, 268
Nvidia Corp., 77
Nyman, 316Objectives, company, 95– 97
Observing, 234
OCA, 113
Odd-even pricing, 536
Office Depot, 311, 362, 365
Office Max, 558
Office of Consumer Affairs
(OCA), 113
O’Keefe’s Ice Arena, 719, 720
Olay, 164
Old Capital, 501
Older people, 149
Oldsmobile, 65
Oligopoly, 530, 665, 666
Olympus, 70
Omnicom Group, 470
One-price policy, 491
Online auctions, 533, 534
Online shopping, 366– 370
Open to buy, 210
Operating ratios, 675, 676
Operating statement, 670– 674
Operational decisions, 53
Opinion leaders, 169, 412
Opportunities; seeMarketing
opportunities
Order getters, 425, 426Order getting, 425
Order takers, 427– 429
Order taking, 427
Organization for Economic
Cooperation, 228
Organizational buyers; see
Business and
organizational buyers
Outdoor advertising, 460
Outdoor World, 730
Overall marketing program,
602 – 633
analysis of costs and sales,
620 – 622
blending the four Ps, 612
finding the best program,
627
forecasting techniques,
614 – 620
international marketing,
628 – 631
marketing mix, 609– 612
marketing plan, 622– 626
product life cycle, 613
Overseas production, 590
Owens-Corning Fiberglass,
498, 524
OXO International, 160P. Robert and Partners, 242
P&G; seeProcter & Gamble
(P&G)
Packaging, 267– 269
Packaging specialists, 688
Palm, 494, 495
Panasonic, 457
Paper Supplies Corporation,
722, 723
Paradigm, 537
Pareto chart, 554
Paris Match International, 462
Park Seed Company, 309
Parker Brothers, 45
Parker Jewelry Company, 432
Paul Masson, 502
PayLess Drugstores, 365
Payless Shoes, 39
PC Magazine, 462
PCT, Inc., 737, 738
PD; seePhysical distribution
(PD)
PD concept, 333– 336
Penetration pricing policy, 494,
495
PeoplePC, 489
Pepperidge Farm, 339, 340
Pepsi, 20, 39, 86, 135, 176,
330, 401, 470, 473, 627
Pepto-Bismol, 170
Performance analysis, 561– 566
Performance index, 563
Perseus Development
Corporation, 233
Personal digital assistant (PDA),
274 – 276
Personal interview surveys,
233, 234
Personal needs, 160
Personal selling, 420– 447
big accounts, 431
changes/trends, 646
compensating salespeople,
438 – 440e-commerce, 432
ethical issues, 444, 445
importance, 423
information technology,
434 – 436
job opportunities, 690
order getters, 425, 426
order takers, 427– 429
organizing the sales force,
430 – 433
prospecting, 441– 443
role of, 422– 425
sales presentation, 443, 444
sales territories, 432
selecting/training
salespeople, 436– 438
size of sales force, 432
strategy planning, 422
supporting salespeople,
429, 430
team selling, 430
telemarketing, 431
Personality, 165
Phase-out strategy, 287
Philips, 470
Phony list prices, 508
Physical distribution (PD),
328 – 353
airfreight, 344, 345
changes/trends, 646
containerization, 345
coordination of logistics
activities, 336– 340
customer service, 331– 333
distribution center, 350
ECR, 330, 331
ethical issues, 340
freight forwarders, 346
inland waterways, 344
JIT, 337
job opportunities, 689
PD concept, 333– 336
piggyback service, 345
pipelines, 344
railroads, 342, 343
storing, 347– 350
transporting, 341– 346
trucks, 343
water transportation, 343
Physical distribution (PD)
concept, 333– 336
Physiological needs, 160
Piggyback service, 345
Pillsbury, 134, 350, 351, 553,
713, 714
Pillsbury Häagen-Dazs, 269,
559, 713, 714
Pioneering advertising, 455, 456
Pipelines, 344
Place, 304; see alsoChannel
systems; Physical
distribution (PD)
Place utility, 6
Planetfeedback.com, 638
Planned economic system, 11,
12
Planning grid, 117, 118
Planters, 165
Plastic Master, 736, 737
PlasticsNet.com, 199
PlastiForm Mfg., 734, 735
PM allowances, 501
Pointcasting, 465
Polaroid, 60–62, 198, 477Political environment, 107– 110
Population, 239
Population trends, 128– 133
Porsche, 296
Portfolio management, 119
Positioning, 85– 88
Positive cues, 162
Possession utility, 6
Post, 167
Potential market, questions
about, 126
Pozzi, 557
Prepared sales presentation,
443
Prestige pricing, 537
Price, 485
Price/Costco, 317, 365
Price discrimination, 509
Price fixing, 509
Price leader, 531
Price lining, 536, 537
Price setting, 512– 543
average-cost pricing,
518 – 524
bid pricing, 539, 540
break-even analysis,
527 – 531
changes/trends, 646
demand-oriented
approaches, 531– 537
ethical issues, 535, 540
full line of products, 538, 539
gender differences, 520
job opportunities, 690, 691
marginal analysis, 527– 531
markups, 515– 518
negotiated pricing, 540, 541
target return pricing, 524
Priceline, 491
Pricing objectives/policies,
482 – 511
administered prices, 490
allowance policies, 501
couponing, 502
credit card sales, 499, 500
discount policies, 497– 501
ethical issues, 493, 501
exchange rates, and, 496
geographic pricing policies,
503
introductory price dealing,
496
job opportunities, 690, 691
legal issues, 507– 510
list prices, 497
market share, 489
penetration pricing, 494, 495
price flexibility policies, 491,
492
price-level policies, 493– 497
profit-oriented objectives,
487, 488
rebates, 502, 503
sale prices, 500, 501
sales-oriented objectives,
488, 489
skimming, 493, 494
status quo objectives, 489,
490
strategy dimensions, 484,
485
transportation costs, 503
value pricing, 504– 507
Primary data, 226, 229Subject Index I-13