Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/eBack Matter Subject Index © The McGraw−Hill
Companies, 2002Primary demand, 414
PrimeStreet, 582
Privacy, 648
Private brands, 266
Private warehouses, 349, 350
Problem-solving process,
172 – 176
Procter & Gamble (P&G), 13,
36, 47, 78, 99, 102, 178,
265, 285, 286, 307, 313,
325, 349, 431, 453, 456,
465, 470, 476, 477, 498
Procurement hub sites, 200
Prodigy, 366
Producers’ order takers, 427,
428
Product advertising, 455
Product assortment, 252
Product-bundle pricing, 539
Product champion, 298
Product classes, 253
Product development, 67; see
alsoNew-product
planning
Product liability, 292, 293
Product life cycle
defined, 276
length, 280– 283
overall marketing program,
613
promotion, 413– 415
retailing, 372
specific markets, and,
278 – 280
stages, 277, 278
strategic planning, 283– 287
Product line, 252
Product managers, 298, 299
Product-market, 71
Product-market definition, 72,
73
Product-market screening
criteria, 115, 116
Product planner, 689
Product quality, 249, 250
Product safety, 292
Production, 5
Production capacity, 585– 591
Production costs, 590, 591
Production era, 34
Production orientation, 35
Production-oriented manager,
38, 47, 70
Products, 246– 273
branding, 260– 267
business product classes,
256 – 260
changes/trends, 646
consumer product classes,
253 – 256
defined, 248
goods/services, contrasted,
256
line, 252, 253
packaging, 267– 269
quality, 249, 250
strategy planning, 249
warranties, 270, 271
Professional Carwashing &
Detailing, 492
Profit and loss statement,
670 – 674
Profit maximization objective,
488
Promotion, 390– 419
adoption processes,
411 – 413
AIDA model, 399
budget, 415– 417
business customers, to, 410
communication process,
400 – 402
customer-initiated
interactive
communication,
404 – 407
defined, 392
direct-response promotion,
402 – 404
ethical issues, 401, 402
final customers, to, 409
in-school, 649
Internet, 412
managing the promotion
blend, 395– 397
methods, 393, 394
middlemen, 408
nature of compilation, 415
objectives, 397– 399
product life cycle, 413– 415
pulling, 409
pushing, 407– 409
Promotion budget, 413– 415
Prospecting, 441– 443
Prudential Insurance, 208
PSSP hierarchy of needs, 159,
160
Psychographics, 165, 166
Psychological pricing, 536
Public warehouses, 349, 350
Publicis Groupe, 470
Publicity, 393, 394
Publix Super Markets, 149
Pulling, 409
Pulsar, 281
Purafil, 69
Purchase discount, 673
Purchase situation, 171, 172
Purchasing agent/buyer, 688
Purchasing managers, 187
Purchasing specifications, 187
Pure competition, 415, 664,
665
Pure subsistence economy, 14
Purina, 163, 306
Push money allowances, 501
Pushing, 407– 409Quaker State, 267
Qualifying dimensions, 80
Qualitative research, 230, 231
Quality, 249
Quality Controlled Services,
242
Quantitative research, 231– 233
Quantity discounts, 497, 498
Quantity discrepancies,
310 – 312
Questionnaires, 232, 233
Quicksilver Enterprises, 135
QuickTake.com, 232, 472
Quotas, 19
QVC, 366R&D, 297, 298
Rack jobbers, 382Radio advertising, 460– 462
Ragged Mountain, 484
Railroad, 342, 343
Rainbow Packers, 735, 736
Random sampling, 239
Raw materials, 258
Raychem Corp., 109
Rayovac, 320
RealMedia, 107
Rebates, 502, 503
Receiver, 400
Reciprocity, 198, 199
Red Cross, 256
Reebok International, 323
Reference group, 169
Reference price, 534
Regional grouping, 108
Regrouping activities, 311
Regularly unsought products,
255
Regulatory agencies, 113
Reinforcement, 161
Reminder advertising, 457
Renault, 470
Republic Polymer Company,
715, 716
Requisition, 191
Research and development
(R&D), 297, 298
Research proposal, 229
Resident buyers, 210
Resolve, 161
Response, 161
Response rate, 233
Retail order getters, 426
Retail order takers, 429
Retailers, 208– 210
Retailing, 354– 376
convenience, and, 365, 366
conventional retailers, 359,
360
defined, 357
department stores, 361
economic needs, and, 358
ethical issues, 373
evolution/change, 371– 373
future developments, 385,
386
international considerations,
375
Internet selling, 366– 370
job opportunities, 689
mass-merchandising,
361 – 365
product life cycle, 372
segmentation/positioning,
359
size/profits, 373
social/emotional needs,
and, 358
specialty shops, 360, 361
strategy, 358, 359
three-dimensional view,
370, 371
Return, 672
Return on assets (ROA), 679
Return on investment (ROI),
116, 293, 678, 679
Reverse auction, 200
Reverse channels, 324, 325
Richardson Electronics, 381
Riddell, 292, 293
Right Guard, 102
Risk taking, 22I-14 Subject Index
Ritz, 84
RJR, 474
ROA, 679
Robinson-Patman Act, 111,
509
ROI, 116, 293, 678, 679
Rolls Royce, 320
Rolm, 308
Romano’s Take-Out, 746– 748
Routinized response behavior,
174
Royal Appliance Manufacturing
Company, 708– 710
Royal Dutch Shell, 346, 631
Rubbermaid, 104
Rule for maximizing profit, 529
Runners World, 720, 721
Ryder, 211
Ryder Systems, 403, 404S.W.O.T. analysis, 66, 609
Saatchi & Saatchi, 471
Safety needs, 160
Safeway, 487, 517
Sale price, 500
Sales, 672
Sales analysis, 560, 561
Sales & Marketing
Management,228, 616
Sales decline, 278
Sales era, 34
Sales forecast, 614
Sales managers, 395
Sales-oriented objective, 488
Sales presentation, 443– 445
Sales promotion, 474– 479
amount spent, 475, 476
changes/trends, 646
employees, for, 479
final consumers/users, for,
477 – 479
job opportunities, 690
middlemen, for, 479
nature of, 474– 476
problems, 476, 477
Sales promotion managers, 395
Sales territory, 432
Salesforce.com, 434
Salespeople; seePersonal
selling
Sample, 239
Sampling Corporation of
America (SCA), 649
Sam’s Club, 365
Sara Lee, 98, 118, 252, 505,
587
Saturn, 556, 558
Sauder, 289, 335
SBU, 118
Scholastic, Inc., 394
Schools, promoting in, 649
Schweppes, 401
Science Diet, 306, 307
Scientific method, 223, 224
Screening criteria, 114– 116
Search engine, 220, 227
Sears, 264, 270, 309, 315, 316,
366
Seasonal discounts, 498
Secondary data, 226
Secret shoppers, 234
Sega, 45
Segmenters, 77, 78