consumer'sviewpoint, 170
defining"newness,"169-171
FederalTradeCommissionregula-
tion, 171
generationofnewproductideas,
173-175
Internetmarket, 179
manufacturer'sviewpoint, 171
manufactmingplanning, 178
marketingplanning, 178
processofnewproductdevelop-
ment,stepsin,173-180
screeningideas,175-176
technicalandmarketingdevelop-
ment,l78
testmarketing, 178-180
Nintendo,104-105
NissanMotorCo.,1.52
Nonmarketinginstitutions, 18
Nonpricecompetition,232-235, 248
Nonprofitmarketing, 15
Nonstoreretailing,261-263, 276
Norms, 86
NorthAmericanFreeTradeAgreement
(NAFTA), 143
o
Observationaldatacollection, 61-63
Oddprices,240---241
Oligopoly, 29
Online.SeeInternet
Opinionleaders,86, 94
Organic, expand-oproductof,
202-203
Organizationalmarkets,17,30. 50
buyingbehavior,91-96
customertypes,41,49, 75
producttypes,41,156. 182
segmentationof,41--44
Outsideselling, 215
Ownershipflow, 255
P
Packaging,162-163, 183
Pantry(cabinet)audit, 62
ParallelimpOlting, 138
Patagoniacompany, 80
Patents, 173
Patronagemotives, 88
Penetrationpricing,235-236, 248
PepsiCorporation,9,34, 86
Personalallowances,239-240
Personalitytraits,marketingbasedon,
40,49,89-90,98
Personalselling,211-220
campaign, rolein,198-199
defined, 190
follow-up, 218
futuretrends,219-220
processfor,215-218
strengthsandweaknessesof,
218-219
technologicalaidsfor,219-220
typesof,213-215
Pet.com, 179
PewInternetandAmericanLifePro-
ject.114
PhilipsPetroleum, 22
PhillipMorris,39-40
Physicaldistributionfunction, 20,253,
264-267,276
Piggybackexporting,131, 148
Politicalissues,effectonmarketingof,
110-113,142-144
Populationdensity. 36
Pop-upsurveys, 65
PortiCoResearch, 62
Positioning,47,165-166
defined, 183
Positiveresponse, 45
fremiumoffers,209, 223
Presley, Priscilla,1-2
Prestigepricing, 240
Price,20,226-251
alternativeapproachesto,
242-246
break-evenanalysis,243-244
bundling,240, 248
caseapplication,249-250
combinationpricing, 241
competitivepricing,234-235
cost-oriented(cost-pius/mark-
ups),242-243, 248
customary. 240
customer'sviewof,227-228
deals,209, 222
demandcurve,229, 248
demand-oriented, 244
developingpricingstrategy,
231-235
discountsandallowances,
237-240, 248
flexibility,237-240
futureof, 246
globalmarkets,137-138.230
irrationalmanpricing, 230
lines/points,237, 248
marketer's viewof, 230INDEX 285
newproducts, 230,235-236
nonpricecompetition, 232-235,
248
objectives,230-231
odd,240-241
penetrationpricing,235-236, 248
prestigepricing, 240
psychologicalaspectsof,240---241
rationalmanpricing,229-230
sbmming,235-236, 248
societalperspectiveon,228-229
targetratesofreturn, 244
value-basedpricing,244-246, 248
WallStreetJournal(wsj.com),
247
wars,235, 248
Priceline.com, 239
Primarydemand, 229
Primaryinformation,60-61, 71
Privatebranding, 167
Probability/nonprobabilitysamples, 66
Procter&Gamble, 219
Product(s). 20.SeealsoDemand,
product
adaptation,136--137, 149
classificationof,154-159
defined,152-154, 182
deletion, 168
delivery,installation,training,and
service, 165
differentiation,33-34,49,
161-162
features, 162
flow, 255
goodsvs.services,157-159
industrialproducttypes,41,156,
182
levelsof,153-154
lifecycle,160---161, 183
modification, 165
new(SeeNewproducts, strategies
fordeveloping)
positioning(SeePositioning)
pricing(SeePrice)
proliferation, 167
researchon, 56
specification, 94
spendingpatterns,111-112
strategy(SeeProductplanning
andstrategyformulation)
value-addedelements, 228
warranties/guarantees,164-165
Productionorientation, 8
Productliability, 107