Core Concepts of Marketing

ToyotaMotors, 9,128, 151 - 152
Tradeallowances,239-240
Tradedeals,209, 223
Tradediscounts,239, 248
Tradeintermediaries, 133
Trademark, 163
Tradingblocsandagreements,
143 - 144
Transaction,4,8, 24
Trans WorldAirlines,Inc"99-100

U
Ultimate users, 36--41,49.Seealso
Consumer
U ndifferentiatedmarkets,32-33,49
Unilever,149- 150
UnitedAir Lines, 9
United Techtronics,249-250
U .S.CommercialCenters, 132
Usagemarket segments,38-39
Usagerate, 49
User status, 49

V

VALSNALS2,40--42

Value-addedelements,product, 228

Value-basedpricing,244-246, 248

Values, 85,118-119,140-141

Vehicles , electric, 101 - 102, 113

Vendors.SeeSupplier(organizational

buying)

Verticalmarketingsys tem, 268 , 277

Vos,Ron, 46

W

Wainwtight,Julie, 179

WallStreetJournal(wsj.com)

buyerbehavior, 97

distributionchannels, 275

externalfactorsaffectingmarket-

ingplan, 122

internationalmarkcting, 147

marketingresearch, 69

marketsegmentation, 48

masscommunication, 221

overview, 23

INDEX 287

productplanningandstrategyfor-

mulation, 181

productpricing, 247

Walsh,Jerry,185-186

Walton,Sam,252-253

Wants

actuaUpotential,28,44-45

defined,75-76, 98

Warehouseretailing, 259

Warranties,product, 164

Wasow,OmarJ ., 39

Weaver,Mark, 179

Webb-PomereneExportAssociation,

131,148

Wholesaling,263-264, 276

functionsof,263-264

typesof,264, 266

Wm.WrigleyJr.Company,53-54

WorldWideWeb.SeeInternet

Y

Youthmarket,36-37,46,73-74,78,

87, 118