282 INDEX
Competitivesituation, 29
Concentrationstrategy,35, 49
Consumer,8.SeealsoBuyer
advertising,perspectiveon, 222
behavior(SeeBuyerbehavior)
buyingpower(SeeBuyingpower)
credit/financing, availabilityof,
164
defined,24, 75
futuretrends,95-96
markets, 30
newproducts,viewpointon, 170
protection, 108
sampling,209, 223
spendingpatterns,111-112
Consumergoods
classificationof, 155 -1 56
defined, 182
marketing, 17
Consumer-orientedorganization, 8
Contests,209, 223
ContinentalAirlines,Inc., 100
Conveniencegoods, 155
Conventionalchannels,267-268, 276
Coreproduct, 153
Costs,aspricingfactor,227,230-231
break-evenanalysis,243-244
cost-pluspricingandmark-ups,
242-243
targetratesofreturn, 244
value-basedpricing, 245
Cowing,Roy,249-250
Crandall,RobertJ., 99
Creativestrategy,200, 222
Creativetactics,200, 222
Credit, consumer, 164
Cross-functionalcontact, 10-11
Culture
buyerbehaviorand, 85
detined,85,98, 118
internationalmarkets, effecton,
139-141
marketingplan,effecton,
118-121
Customaryprices, 240
Customer.SeeBuyer
Customs.SeeCulture
CyberDialogueData, 78
D
Data,marketresearch
datacollectionmethods,61-66
data-mining, 68
determiningtypesneeded, 60
locatingsourcesof,60-61
processing,66-71, 67
Dealerloaders,209, 223
DeBeersLimited, 85
Decision-makingprocess,76-81,
83-84,98
DellComputerCorporation,126-127
DeltaAirLines,Inc., 99
Demand,product
demand curve,229, 248
effective,45, 50
primary, 229
Demographics
buyerbehaviorinfluencedby,
84-85
defined, 115
marketingplan,effecton,
115-118,121
marketsegmentationby,36-38,
49,1l7-118
Depression, 112 -1 13 , 123
Dereg ulation,107-108
Developingnations, 145
Developmentalselling, 214-215
Directexporting,131. 148
Directinvestmentinforeignnations,
132
Directmarketing,16-17,261-263.See
alsoInternet
examples,4-5,224-225
salesforce, effecton,219-220
Discounts,price,237-239, 248
Distributionchannels, 20,138-139See
alsoPhysicaldistribution
function
caseapplication,277-278
communication, 273
conflict,managementof,274, 277
consumer,analysisof,269-270
conventional,267-268
direct-to-user, 256
distributiontasks,specificationof,
270
dualfunctionsof,253-254
evolutionof, 254
flowsin, 255-256
functionsof,256-257
horizontal,268-269
humanaspectofdistribution,
273-274
institutionalmembers,254, 256
managementprocess,269-273
memberperformance,evaluation
of,272-273
objectives, establishmentof, 270
organizationof,267-269physicalclistribution.264-267
powerofmembers,274, 277
producerandmanufacturer,
257-258
retailing,258-263
roleofchannelmember,273, 277
selectionof, 271 -2 72
forservicemarketing,256-257
WallStreetJournal(wsj.com),
275
wholesaling,263-264
Dolan, Robert, 232
Domesticmarketing, 128
DoyleDaneBernbach, 183
Dr.Pepper, 33
Dumping, 138,143, 148E
easyGroup, 142
Economicaccessibility,45, 50
Economicentity,marketas, 29
Economicissues,effectonmarketing
of,110-113, 142 -145
Educationandlearning
buyerbehaviorinfluencedby,38,
87-88, 116
defined, 98
Elderlymarket, 37
ElvisPresleyEnterprises,1-2
End-usemarketsegmentation,41, 43
Environment,external.SeeExternal
environment
Environmentalscanning, 102
Ethicalissues,106-110
Ethnography, 62
EuropeanUnion(EU),143-144
Evaluation,marketingprogram,2i,
196-197
Excesscapacity,use of, 159
Exchangefunction(distributionchan-
nels), 253 , 276
Exchangeprocess,8,74-75
Exchangerate, 148
Experimentalresearchapproach,
59-60, 70
Exportmarketing,128,131, 148
Expropriation, 144 , 148
Externalanalysis,102-104, 123, 135
Externalenvironment,101-125
caseapplication,124-125
competitors,104-106
defined, 123
economic/politicalissues,
1l0- 113,142-144, 145
futuretrends,120-121