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Essay

Economic tern English-Chinese

Essay specific features

 

Issue:

Business

 

Written by:

Roberta M

 

Date added:

June 17, 2017

 

Level:

University

 

Grade:

A

 

No of pages / words:

11 / 3058

 

Was viewed:

919 times

 

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Essay content:

fast-moving consumer goods (FMCG) ?iEU±a¶?µAIu·N?· fear appeals ?O?a/?EACE?Co features IOO? Federal Department Stores A?°i°U»oEIµe Federal Trade Code ??FTC) A?°iA?O?·?°? FedEx (Federal Express) A?°i?iµY feedback data ·?A?Ey?Y field test marketing EµµOE????aEO financing EU?E fisheries O?Oµ fit and finish ?aEµ¶EOeIa?U fixed costs ?I¶??E±? fixed salary ?I¶??¤?E flanker strategy ?aOi?o??O?AO flanker/fighting brand O?¶·?·A? flanking and encirclement strategies ?aOi?o??OeI§¶AO?AO flat organizational structure ±a??µA?eO??a?? FOB origin pricing FOB?uµO¶??U·? focus strategy ??O?O?AO followers ?·E?O? Ford ??IO?«E? foreign middlemen ?uIaO??aEI forestry AOOµ formalization ?IE?/??·¶»? formulate O?¶? fortress/position-defence strategy ·AOu±¤AYO?AO Fortune ?¶???»?·OOO? forward integration IoC°O»Ia»? franchise systems IO?iIµI? franchising IO?i?­O? free call numbers Aa·Nµc»°?AAe free goods Aa·NEI?· freight-absorption pricing AaEOOE·N¶??U·? fringe benefits ??¶i?oIu frontal attack strategy OyA??o??O?AO full costing profitability analysis E«?E±?O?Au?O·OIo full-service wholesalers E«·?I»·?InµAAu·?EI functional competencies and resource allocation O°AUAUA¦Oe?EO?·OAa functional efficiency O°AU?§AE functional organization of sales force °?IuEUO°AU?eO?IuEU¶OIe functional organizational structure O°AU?I?eO??a?? functional performance ?¦AU?OAU functional strategy O°AUO?AO G games ±EEu gap ?i?a gatekeepers ?AI??«µYO? general behavioral descriptors O»°a??I?±aA? General Electric (GE) I?OAµc?o General Foods Corporation I?OAE??· general merchandise discount chains ?oOUEI?·OU?UA¬Eoµe General Motors I?OA?u?µ geodemographics CoOoEE?UI???IOO? geographic adjustments µOAiµ?Ou geographic distribution µOAi·O?? geographical organization of sales force °?µOCo?eO?IuEU¶OIe Gillette ??A?I??eµ¶ global adjustments E«Coµ?Ou global elite consumer segment E«Co?«O?Iu·N?·E??? global expansion E«CoA©OA global marketing control E«CoO?Iu?OO? global markets E«CoE??? global niche strategy E«Co»u»aO?AO global standardization strategy E«Co±e??»?O?AO global teenage segment E«CoCaEUAeE??? globalization E«Co»? global-market expansion E«CoE???A©OA goals ?UA?±e going-rate/competitive parity pricing ??Ou?O???U¶??U·? goods producers ?u?·O?OiEI Goodyear ?IIOOiAOI? government agencies O??®»u?? government buyers O??®?E??O? government market O??®E??? government regulation O??®?UO? greenhouse effect IAEO?§O¦ grey market »OE«E??? gross domestic product (GDP) ?uAUEu?u?UOµ gross margin A«Au gross national product (GNP) ?uAnEu?u?UOµ gross profit A«Au gross rating points (GRPs) ?U?¶±?O?Ey group/category product manager Aa±??u?·?­Ai growing markets ?E?¤E??? growth rate of market E???Oo?¤AE growth stage of product life cycle ?u?·EuAuOU?UµA?E?¤??¶I growth-extension strategies Oo?¤A©OAO?AO growth-market strategies for market leaders E???Aiµ?O?µAE???Oo?¤O?AO growth-market strategy ?E?¤?OE???O?AO growth-market targeting strategy ?E?¤?OE???¶?I»O?AO guarantee/warranty ±?O¤/µ?±? guarantees ±?O¤ Gucci ?Acu??EA?cOoAuE±?°?·A??© H Haagen-Dazs ???u?iE? hard technology O???Eo Harvard Business Review ?¶??·?EIOµ?AAU?· harvest EO»n harvesting pricing EO»n¶??U·? harvesting strategy EO»nO?AO health care O?A?±??? health maintenance organizations (HMOs) ??AA?u?©IAEu±????eO? heavy buyer ?o?I»§ Heileman Brewing Company Heinz ?aEIE??· helpfulness O?O??O Henkel ???? Hertz ?O?E??AA?u?u?µ?aA???I·?© Hewlett-Packard »Y?O?«E? hierarchy of strategy O?AOµA?a?I high margin/low-turnover retailers ??AuEo/µIOU??AEµAAaEUEI high market share global strategy ??E???·Y¶iE«CoO?AO high-contact service system ???O??·?InIµI? high-involvement product ???IOe?u?· high-involvement purchase ???IOe??Ao hight market share ??E???·Y¶iO?AO Hilton I?¶u¶U Holiday Inns ?UEOAA?Y homogeneous market I¬OEE??? Honda ±?Ii household/family life cycle ?OI?EuAuOU?U household ?OI? hybrid technology »i?I??Eo I IBM ?u?EEIOA»u?? idea generation ??OaµA?uEu/Eu?E ideas for new products ?A?u?·??Oa/??Ie idea-screening process ??OaE?N??y?I identification of segments E¶±?I?·OE??? Illinois Tool Works OAAuAµE??¤???§ image pricing ?IIo¶??U imitative positioning A?·A¶?I» imitative strategy A?·AO?AO impact evaluation O°Ii?A?A impersonal sources ·C?oEEµA?AI?A?O? implementation and control of marketing programs O?Iu??»®µAO????I?OO? implementation EµE© improvements in or revisions of existing products IOO??u?·µA?AA?»o??Oy impulse buying ?a¶???Ao impulse goods ?a¶???Ao?· incentives ?¤Ao income EOEe increased penetration strategy Oo?OEoI?O?AO indirect costing profitability analysis ?a?O?E±?O?Au?O·OIo individual brand ?o±??·A? individual value ?oEE?UOµ industrial goods & services ?¤Oµ?u?·?I·?In industrial goods channels ?¤Oµ?··OIuC?µA industry attractiveness ??OµIuOyA¦ industry attractiveness-business position matrix ??OµIuOyA¦-OµInµOI»?OOo industry dynamics ?uOµ¶?I¬ industry evaluation ?uOµ?A?A industry evolution ?uOµNY±a inelastic E±·¦?U?nµ??O influencers O°IiO? infocommunications industry ?AI?I??A??Oµ infomercials EIOµ?AI??a?? information age ?AI?E±?u information search ?AI?EN?? information technology ?AI???Eo information ?AI? informative ??O??OµA ingredient ?E·Y in-home personal interview ?oEE?OI?·AI? in-house use tests AU??E?OA?aEO innovation ???A innovativeness ???A?O installation EeE© in-store display µeAUO?E? in-store positioning µeAU???O in-store promotion µeAU?UIu intangibles I??I integrated marketing communication plan (IMC) Ou?IO?Iu?«????»® integration of perception ??O?Ou?I integration Ou?I Intel OoIO¶u intensity of market position E???µOI»µA??O??I¶E intensity ??O??I¶E intensive distribution AU???I·OIu interactions across multiple target markets ¶aA?±eE????aµAIa»???OA interactive media ?»»?E?A?Ia interest rates AuAE internal data sources AU??Ey?YA?O? internal marketing AU??O?Iu internal organizational structure AU???eO??a?? international advertising ?u?E?a?? international channels ?u?E·OIuC?µA international division ?u?E·O?? international marketing ?u?EO?Iu international organizational design ?u?E?eO?Ee?? internationalization of services ·?InµA?u?E»? introductory stage of product life cycle ?u?·EuAuOU?UµAI??o??¶I inventory level ?a??E®?? investor relations advertising I¶?E?OIµ?a?? issue advertising ?Uµa?a?? J Jaquar AAO?±? Jell-O ??A¶ jobbers Au·?EI Johnson & Johnson C?Eu joint ventures ?I?E jury of executive opinion ??O??UAiEEO±E?IaOa?u·? just noticeable difference (JND) C?CE??Oaµ?µA?iOi just-in-time (JIT) management system ??E±O??UAiIaIµ just-in-time purchasing arrangements ?°E±?E??°?AA K Kao »?Io Keiritsu ?­A?I? Kellogg ?­Aa?n?«E? Kentucky Fried Chicken (KFC) ?IµA»u key account management O?O??I»§?UAi key accounts ?O?u?I»§ key benefits ?E?AAuO? key environmental issue identification E·¶?O?O?µA»·??IEIa key variables ?O?u±aA? key/house accounts ?O?u/»u???I»§ Kmart ?­AeIO Kodak ?A?i Komatsu ??EE?«E? Kraft ??U? L laboratory tests EµNeEO?aEO leapfrog strategy IUIoO?AO learning hierarchy N§I°?a?¶?a?? legal services ·?AE·?In legislation A?·? legitimate power ·?¶?E? level of compensation ?e??E®?? level of technical sophistication ??EoµA??OO?I¶E Levi Strauss AiI¬?¤E·IOAIE? Levi's A?I¬E???E«Co?i?oµAA???·?O?OiEI?© lexicographic model ?Eµa±a?eA??I lifestyle Eu»i·?E? limited-service wholesalers O?I?·?InµAAu·?EI line extension ?u?·I?A©O? line filling ?u?·I?Ii?a line stretching ?u?·I?NOEi list price ¶©?U Lloyd's of London A?¶OAI°?µA±?IO?«E? localizaiton strategy ±?µO»?O?AO location pricing ??Eu¶??U location I»OA lodging ·?IY?o?a logistical alliances ?oCUA?AE long-term memory ?¤?U?COa lost customer E§E?µA?E?I Louis Vuitton A·O??¤I?µC??·??uOoAuE±E??·A??© low-contact service system µI?O??·?InIµI? low-cost defender µI?E±?·AOu?I low-cost position µI?E±?µOI» low-involvement hierarchy µI?IOe?I¶E?a?¶?a?? Lucent Technologies AEN¶???? M macro risks ?e?U·cIO macroenvironment ?e?U»·?? macrosegmentation ?e?UI?·O mail-order retailers OE??AaEUEI maintaining market share ±??OE???·Y¶i maintenance strategy ±??OO?AO management overhead ?UAi·N mandatory adaptation C?O??OEEO¦ manufacturer brand O?OiEI/E«?u?O?·A? manufacturers' agents/representatives Eu?uEIµA?uAiEI/IuEU?u±i manufacturers' export agents (MEA) O?OiEI?o?U?uAi manufacturers' sales offices/branches Eu?uEIµAIuEU°iEA?¦/·OO§»u?? manufacturing process O?Oi?y?I manufacturing O?OiOµ market aggregation strategy OuIaE???O?AO market attractiveness factors E???IuOyA¦OoEO market attractiveness E???IuOyA¦ market attractiveness/business position matrix E???IuOyA¦/OµInµOI»?OOo market circumstances E???»·?? market demorgraphics E???EE?U·O??/I???IOO? market dimension E???A?¶E market entry strategies E????oEeO?AO market exclusion E???AA?a market expansion strategy E???A©OAO?AO market factors E???OoEO market followers E????uE?O? market growth rate E???Oo?¤AE market hirarchy E???µE?¶ market inclusion E???AEEe market leaders E???Aiµ?O? market measurement E????aA? market opportunity analysis E???»u»a·OIo market oriented OOE???I?µ?IoµA market position factors E???µOI»OoEO market positioning analysis E???¶?I»·OIo market potential measurements E???C±A¦?a¶E market research E???N??? market segment I?·OE??? market segmentation E???I?·O market share E???·Y¶i market targeting A?±eE???N?On market E??? marketability E?????IOAUA¦ market-entry strategies E????oEeO?AO marketing action plan O?Iu??¶???»® marketing audit O?IuEo?? marketing channel O?IuC?µA marketing codes of conduct O?Iu??I???·¶ marketing communication O?Iu?µI?/?«?? marketing concept O?Iu?UAi marketing control O?Iu?OO? marketing decision support systems (MDSS) O?Iu?o??O§?OIµI? marketing environment audit O?Iu»·??Eo?? marketing flows and functions O?Iu?y?I?IO°AU marketing function area audit O?Iu?¦AUAiOoµA Eo?? marketing implications of ¶OO?IuµAO°Ii marketing information system O?Iu?AI?IµI? marketing institutions O?Iu»u?? marketing management O?Iu?UAi marketing message O?Iu?AI? marketing mix O?Iu?e?I marketing policy O?Iu??AO marketing productivity area audit O?IuEu?uA¦AiOoµAEo?? marketing program components O?Iu??»®AUEY marketing program O?Iu??»®/·?°? marketing relationship O?Iu?OIµ marketing research O?IuN??? marketing strategy O?IuO?AO market-management organizational structure E????UAi?eO??a?? mark-up price ?u?·/Oc?U?U?n Marlboro Io±¦A· Marriott Hotel Io?A??µe mass-market penetration strategy ?o??A?E???EoI?O?AO mass-market strategy ?oE???O?AO matrix organizational structure ?OOo?eO??a?? Matsu****a EO±?EEIAµc?O mature conformists ?EEiµAE??oA?O? mature markets ?EEiE??? mature stage of product life cycle ?u?·EuAuOU?UµA?EEi??¶I McDonald's Aoµ±AI McDonnell Douglas AoµA?«E? MCIµcN¶?«E???C°EA?cI??A?«E??© MDSS (Marketing-Decision Support System) E????o??O§?OIµI? measurability ?E?a¶E?O measure or index ?aA?O?±e measurement criteria ??A?±e?? media audiences A?IaEUOU medical and health services O?A?IAEu·?In Medico Containment Services memory of consumers Iu·NO??COa Mercedes-Benz A·EuµAE?-±??U Mercer Management Consulting AA?uAAOC?UAi?EIE?«E? merchandising I?Iu merchant middlemen ?uAUA?O?O??aEI merchant wholesalers EIOµAu·?EI message structure ?AI??a?? Michael Porter Ao?E¶u-??IO micro risks I??U·cIO microsegmentatioin I??UI?·O Miller Tyding ACT, USA A?AO?¤I©¶?·?°? minging ?oOµ Minnesota Mining and Manufacturing Company (3M) A?AaEO?i?oOµ?IO?Oi?«E? Minolta AAAU?i miscellaneous sources ¶a·?A?A?O? mission ?UO? missionary selling I?IuE?IuEU Mitsubishi Heavy Industries EyAaOO?¤ modified rebuy µ?OuOU?? monosegment positioning µ?O»I?·OE???¶?I» Monsanto AIE?¶?A©OµEuIi??Eo?«E? moral appeals A?Ai/µAµAE?Co morals µAµA Motorola A¦I?A?A­ multichannel distribution ¶aC?µA·OIu multidimensional scaling ¶aI¬µE?¶·? multilevel selling ¶a?¶IuEU multinational coporations (MNCs) ?c?u?«E? multiple test markets ¶a?aEOE??? multiple-brand strategy ¶a?·A?O?AO multiple-factor index ¶aOoEOO?Ey·? multisegment positioning ¶aOOI?·OE???¶?I» mutual trust Ia»??AEI N Nabisco Biscuit AE±?E??E±y?E?«E? national account management E«?u?O?I»§?UAi national market ?uAUE??? National Semiconductor AA?u?u?O°eµ?Ia?«E? natural products IiE»?u?· NEC EO±?µc?O Nescaf?¦ E????§·E Nestl?¦ E??? net sales ?»IuEU¶i network computer (NC) IoAc??Ea»u new business selling ?AOµInIuEU new buy ??Ee?A?u?· new entrants ?A?oEeO? new markets ?AE??? new materials ?A?AAI New Prod screening model ?A?OA?µAE?N?A??I new product lines ?A?u?·I? new products ?A?u?· new-product development ?A?u?·??·? new-product ideas ?A?u?·??Oa Newsweek ?¶?AIAOU???· new-task buying E«?A?E?? new-to-the-world products EA?c?O?A?u?· niche penetration strategy ±Uie/»u»aE???EoI?O?AO niche-market strategy ±UieE???O?AO Nike AI?E Nissan AaE? no-brand brand name I??·A?µA?·A?Au?? no-frills product I??eEI?u?· noise in communication system ?«??IµI?O?µAOeOo non-financial rewards ·CIiOE?O?±Ao?eE© non-probability sampling ·C?AAE?eNu non-profit organization ·CO?Au?eO? non-store retailing I?µe?IAaEUOµ number of stockouts ?UOIEyA? O object-and-task method of promotion budgeting A?±e-EIIn?UIuO¤Ea·? objectives and strategy area audit A?±eOeO?AOAiOoµAEo?? objectives ??IaA?±e observation ?U?i·? occupancy costs ·?IYO?OA?E±? occupation/position O°Oµ/O°I» odd pricing ??/OaEy¶??U·? OEM (original equipment manufacturer) O­E?Ee±?O?OiEI oeverall quality ?UIaOEA? off-invoice discounts ·??±O®IaµAOU?U offsets µOIu?»O? Omega A·A??O on-air testing ?a???aEO OPEC (Organization of Petroleum Exporting Countries) A·Aa?E??E?OIEa?o?u?eO??© opening relationships ??A??OIµ operating supplies Eu?u?©O¦?· operational excellence OE???UAiE®?? opinion leaders Oa?uAiµ?O? opportunity cost »u»a?E±? opportunity identification »u»aE¶±? opportunity/threat matrix »u»a/I????OOo order cycle time ¶©»oOU?U order processing ¶©µ??¦Ai organisational level ?eO??a?I organizaitonal requirement planning ?eO??eCo??»® organization area audit ?eO?AiOoµAEo?? organization buying center ?eO??E??O??A organizational customer ?eO??E?I organizational direct selling ?eO?O±Iu organizational markets ?eO?E??? organizational purchasing ?eO??E?? organzational structure ?eO??a?? outdoor enthusiasts »§IaOE¶?°®?AO? out-of-home media »§Ia?a??A?Ia overall cost leadership E«A??E±?AiIE overheads EO????O§ overseas direct investment ??IaO±?OI¶?E ownership of new product ?A?u?·EuO?E? P Pacific Electric I«??Noµc?o packaging °u?° panel of experts ???O???e parentage O?O? parties involved ?»»»O?µA??·? payment terms O§?¶Io?i pay-off control O§?o?OO? penetration pricing EoI?¶??U Pepsi-Cola °UEA?EAO perceived customer value ?E?I??O??UOµ perceived quality ??O?µ?µAOEA? perceived value ??O?µ?µA?UOµ percentage of sales promotion budgeting method IuEU¶i°U·O±E?UIuO¤Ea·? perceptions of consumers Iu·NO???O?/Ai?a perceptual (product) pisitioning ??O????u?·?©¶?I» perceptual map ??O?I? perceptual organization ??O??eO? perceptual vigilance ???OµA??Ie performance dimension Oµ??±e?? performance evaluation Oµ???A?A performance measures ±iIO/Oµ???a¶E performance objective ???§A?±e performance standards ???§±e?? performance ?¦AU perishability ·C?O?A?O personal selling EEO±I?Iu personal sources ?oEEµA?AI?A?O? personnel development EEA¦?EO???·? persuasive Eµ·??OµA pharmaceuticals industry O?O©??Oµ physical (product) positioning IiAi???u?·?©¶?I» physical descriptors IiAi±aA? physical distribution EµIi·OIu Pillsbury ?¤¶uE??©E? pioneers IEEeO? Pizza Hut ±OE¤?I place utility µOµa?§OA planning and control system area audit ??»®Oe?OO?IµI?AiOoµAEo?? point of sale information IuEUµa?AI? point-of-purhcase (POP) promotion ?E??µa?UIu point-of-sales (POS) data IuEUµaEy?Y pontificator ±?EOAE popularity I?OA?O population trends EE?UC?E? portfolio models for resource allocation ?EO?AaOAµA?E?u?e?IA?E? position intensity µOI»??O??I¶E positioning ¶?I» possession utility OµO??§OA post-purchase dissonance ??Ao?oµA?»?­µ? post-purchase evaluation ??Ao?o?A?A post-purchase/after-sale service EU?o·?In potential advantages C±OUOAE? potential customer C±OU?E?I potential market C±OUE??? potential target market C±OUA?±eE??? power in distribution ·OIuE?A¦ power of buyers ??AoO?AUA¦ power of suppliers ?©O¦EIAUA¦ predatory pricing AO¶a?O¶??U·? pre-empting scarce resources IEO?I?E±?EO? preferential treatment IO»Y?yOo premiums ¶iIa?±Ao present competitors IOO?µA??OuO? presenting sales message Ia?©IuEU?AI? pre-test market research ?aEOC°E???N??? price discrimination ?U?n?cEO price elasticity of demand ?eCoµA?U?nµ??O price fixing ?U?nEe¶? price leaders ?U?nAiµ?O? price lining ?U?nAAA?¶??U·? price promotion ?U?n?UIu price quotation ±??U price sensitivity ?U?nAo??¶E price structure ?U?n?a?? price ?U?n price/earnings ration ?U?n/EOO?±E price-off promotions ?µ?U?UIu price-setting process ¶??U?y?I pricing adjustments ¶??Uµ?Ou pricing policies ?U?n??AO pricing ¶??U primary demand »u±??eCo primary sources µUO»Aa/O?O?Ey?Y print media O?E?A?Ia private/for-profit organization E?O?/O?Au?O?eO? PRIZM (Potential Rating Index for Zip Markets) °?OEO?Co»®I?»u??µAC±A¦µE?¶O?Ey proactive new-product development strategy ?oE??I?A?u?·??·?O?AO probability sampling ?AAE?eNu problem formulation ?c¶?IEIa problem identificatioin E·¶?IEIa process management ?y?I?UAi Procter & Gamble (P&G) ±¦?a?«E? product line ?u?·I? product availability ?u?·µA?E»nµA?O product category ?u?·Aa±? product class ?u?·Aa±? product decisions ?u?·?o?? product design ?u?·Ee?? product development ?u?·??·? product dimension or attributes ?u?·I¬¶E/Eo?O product evolution ?u?·NY±a product features ?u?·IOO? product intent share ?u?·CaIo·Y¶i product leadership ?u?·Aiµ?AUA¦ product life cycle (PLC) ?u?·EuAuOU?U product life cycle curve ?u?·EuAuOU?UCuI? product line ?u?·I? product manager audit ?u?·?­AiEo?? product offering ?©O¦?· product organizaiton of salesforce °??u?·?eO?IuEU¶OIe product policies ?u?·??AO product positioning ?u?·¶?I» product quality ?u?·OEA? product scope ?u?··¶I§ product space ?u?·I»OA product specifications ?u?·???n product systems ?u?·IaIµ product type ?u?·Aa?I product usage ?u?·OAI? product ?u?· product(ion)-oriented organization ?u?·/Eu?uµ?Io?I?eO? production Eu?u product-line pricing adjustments ?u?·I?¶??Uµ?Ou product-management organizational structure ?u?·?UAi?eO??a?? product-market entry control ?u?·?­E????oEe?OO? product-related behavioral descriptors Oe?u?·Ia?OµA??I?±aA? product's market characteristics ?u?·µAE???IOO? product-use testing ?u?·E?OA?aEO pro-environment »·±? profit impact of market strategy (PIMS) E???O?AOµAAuEoO°Ii profitability analysis O?Au?O·OIo profitability O?Au?O/O?AuAUA¦ profitable survivor strategy O?Au?EI?µAEu??O?O?AO project-company resource compatibility IiA?Oe?«E??EO?µA?­µ??O projected profit-and-loss statement O¤??E?O?±i projective tests I¶O°?aEO promotion decisions ?UIu?o?? promotion mix ?UIu?e?I promotion policies ?UIu??AO promotion ?UIu promotional allowance ?UIuOUEA promotional effort ?UIuA¬A¦ promotional pricing ?UIu¶??U promptness ?°E±?O propector strategy I?E??IO?AO prospecting for customers N°OO?E?I psychographics ?AAiI???IOO? psychological cost ?AAi?E±? psychological pricing ?AAi¶??U·? public organization ?«???eO? public relations ?«???OIµ public utilities ?«??EeE© publicity ?«???u?« pull strategy for control of distribution channels ·OIuC?µA?OO?µAA­E?O?AO pupil dilation I«??A©OA purchase predisposition ??AoCaIo purchasing agent ?E???uAi purchasing contract ?E???II¬ purchasing manager/agent ?E???­Ai???uAi purchasing power perity (PPP) ??AoA¦???UO?Ey push money/spiffs O¶?? push stragtegy for control of distribution channels ·OIuC?µA?OO?µAI?E?O?AO Q qualifying prospects Eo?eC±OU?E?I?E?n quality dimensions OEA?I¬¶E quality OEA? quantity discount EyA?OU?U question marks IEIaAa questioning N?IE·? quotas ¶?¶i R R & D expenditure N?????·?O?AO race and ethnic origin OO?a?IAn?a rack jobbers ?©O¦?¬?¶E???µAAu·?EI radio I?I?µc?a?? rank ordering AA?o rate of adoption ?E??AE rate-of-return/target return pricing »O±?AE/A?±e»O±?¶??U·? rational appeals Ai?OE?Co rationale »u±?O­Ai raw materials O­?AAI reactive and proactive responses ·?O¦?°C°Ea??AO reactive new-product development strategy reactor strategy ·?O¦?IO?AO real estate ·?µO?u rebates »O?U recall tests ?COa?aEO receiver ?OEOO? reciprocity AuO?»?»Y recognition of problem/need ·?IOIEIa/?eCo recognition tests EIO??aEO recreation OeAOOµ recruitment and selection O???OeN?°I recycling of packaging °u?°»OEO??AuOA?© Reebok En?? reference group ?IOOE?Ia referent power ?IOOE? refocus ?®?I refunds IE?i refusal to deal ?U?o?­O? regression analysis »O?e·OIo·? regulation ?UO? related/concentric diversification Ia?O/I¬?A¶aO?»? relational VMSs Ia?OE???O±O?IuIµI? relative attractiveness of declining markets E?IEE???µAIa¶OIuOyA¦ relative market potential Ia¶OE???C±A¦ relative market share Ia¶OE???·Y¶i reliability ?E???O repeat purchase behavior OO????Ao??I? repetition OO?? repositionings OO?A¶?I»?u?· requirements planning ?eCo??»® reseller O??aEI resident buyers ???¤?E??O± resource allocation/deployment ?EO?AaOA response strategies ·?O¦??AO response to communication ?«??IiO¦ responsive strategy ·?O¦?I?A?u?·??·?O?AO responsiveness IiO¦?O retail coverage strategy AaEU·¶I§O?AO Retail Index AaEUO?Ey retail outlets AaEUµe retail sales AaEU¶i retailer co-operatives AaEUEI?I??Ec retailer AaEUEI retailing trends AaEUC?E? Return on Equity (ROE) E?O?»O±?AE Return on Investment (ROI) I¶?E»O±?AE Return on Net Assets (RONA) ?»?E?u»O±?AE reverse engineering ·?Io?¤?I reward systems ?±AoIµI? rivalry determinants ??Ou?o¶?OoEO rivalry ??Ou¶OEO Robert Miles A??®IO?¤Ao¶uE? Rockwell Aa?EI?¶u Rolex AIA¦E? Rolls-Royce AIE?A?E? roster Au?a Rover A?·??«E? S salary ???? sales agents IuEU?uAiEI sales analysis by customer ?E?IIuEU·OIo sales analysis by order size ¶©»o??A?µAIuEU·OIo sales analysis by product ?u?·IuEU·OIo sales analysis by territory CoOoIuEU·OIo sales analysis IuEU·OIo sales forcasting IuEUO¤?a sales force estimates IuEUEEO±?A?? sales force size IuEU¶OIe??A? sales force IuEU¶OIe sales forecasting IuEUO¤?a sales management IuEU?UAi sales organization IuEU?eO? sales performance IuEU±iIO/Oµ?? sales personnel incentives IuEUEEO±?¤Ao sales personnel IuEUEEO± sales planning IuEU??»® sales potential IuEUC±A¦ sales promotion IuEU?U?o/?UIu sales territory IuEUµOCo sales trends IuEUC?E? sales IuEU¶i sales/price reduction IuEU/?U?nIA?µ sample design Nu±?Ee?? sample size Nu±??o?? sampling ?eNu sampling Ia?©Nu?· scale efficiency ??A??§AE scaled measures ±EAy?a¶E scoring models ?AA?A??I screening of ideas ??OaE?N? sealed bidding O?±e Sears I?¶uE? secondary sources µU¶?Aa/?IO?Ey?Y second-but-better new-product development strategy ?oO??OEI?I?A?u?·??·?O?AO security O¤E?Oµ segmentation and targeting I?·OOeA?±eN?On segmentation criteria I?·O±e?? segmentation descriptors E???I?·O±aA? segmentation E???I?·O Seiko EO±??«?¤OeE?»aEc??E«CoOoAuµA?oO?»uEu?uEI?© selective demand N?On?O?eCo selective distribution N?On·OIu selective exposure N?On?O?O?? selective perception N?On?O??O?/Ai?a selective retention N?On?O±?Ao self-employed person ¶AA??­O?µA?oEE self-managing teams ?OIO?UAiIA¶O self-oriented ?OIOµ?Io?I selling groups IuEUIA¶O selling proposition IuEU??»®/IaOe selling I?Iu/IuEU service guarantees ·?In±?O¤ service industry ·?In?uOµ service organization ·?In?eO? service quality ·?InOEA? service ·?In serviceability ·?InAUA¦ serviceability EEOA?O services channels ·?InC?µA servicing products ·?In?u?· servicing the account ?I»§·?In setting quotas E·¶?¶?¶i shake-out stage ¶?µ???¶I shared programs/facilities ·OIi??»®/Ee±? share-growth strategies for followers ?·E?O?µAE???·Y¶iOo?¤O?AO shareholder value ?E¶«?UOµ share-maintenance ·Y¶i±??O Sherman Act, USA AA?u?»¶uAu·?°? shopping goods Iu·N?· short-term memory ¶I?U?COa signal vehicle/carrier ?A?AOOIa simulated test marketing A?AaE????aEO single-factor index µ?OoEOO?Ey·? single-line mass-merchandiser stores µ?O»Aa?I?u?·??O?A¬Eoµe SKF E?µaOa???«E? skimming and early withdrawal ??O¬Oe??Oc?·AeO?AO skimming pricing ??O¬¶??U·? sleepwalker/contented underachievers AIOIO?/?UEYO?Au?aµAEE slotting allowance °?OA?oIu social acceptability Ec»a?E?OEU?O social class Ec»a???a social objectives Ec»aA?±e sociocultural environment Ec»aIA»?»·?? soft goods ·CAIOA?· soft technology Ei??Eo sole ownership entry strategy ¶AIiEuO?E?µA?oEeO?AO Sony E?Aa source credibility ?AI?A?O?µA?E?A¶E source ?a???AI?A?O? sources of data Ey?YA?O? sources of new-product ideas ?A?u?·??OaA?O? speciality goods IOEa?· speciality retailers ??O?AaEUEI speciality stores ??O?EIµe specialization ??AA»? spokesperson ?uNOEE Sprint E??OAOIO Standard Industrial Classification (SIC) ±e???¤Oµ·OAa?uAe standardization strategy ±e??»?O?AO standby positioning ±?OA¶?I» staple goods EO??OA?· Starbucks ?C°I?E stars A??CAa statement of job qualifications ?¤??O?CoEµA? stock levels ?a??E®?? stockless purchase arrangement I???»o?E????»® store brands AaEUEI?·A? straight commission compensation plan ??O¶??O????e·?°? straight rebuy O±?OOU?? straight salary compensation plan ??????O????e·?°? strategic alliances O?AOA?AE strategic business unit (SBU) O?AO?­O?/OµInµ?I» strategic control O?AO?OO? strategic fit O?AO?­µ??O strategic group O?AO?e strategic inertia O?AO???O strategic intent/objective O?AOA?±e strategic marketing program O?AOO?Iu??»® strategic pricing objectives O?AO¶??UA?±e strategic withdrawal O?AO?·IE strategy constraints O?AOO°IiOoEO strategy formulation and implementation O?AOO?¶??IEµE© strategy implementation O?AOEµE© strategy reassessment O?AOOO?A subculture NCIA»? subfactor ?I?¶OoEO substitute goods I??u?· substitution threat I??u?u?·µAI??? success rates ?E?¦AE Sumitomo ??ONEIEA Sun Microsystems I«NoI?IµI? supermarkets ?¬?¶E??? supplementary media ??Ou?O?a??A?Ia suppliers' bargaining power ?©O¦EIµAIO?U»??UAUA¦ surrogate products I??u?u?· survey µ??e survival pricing Eu??¶??U·? sustainable competitive advantage ?E?O?oµA??OuOAE? sweepstakes ?E?±?e?± switching cost ??»»?E±? symbols ·u?A synergy ?­I¬??OA T tabulation O?±i Taco Bell E??EOO tangibility O??I?O Tantem Computers target audience A?±eEUOU target level of product quality ?u?·OEA?±e?? target or hurdle level A?±e»oAN¶EE®?? target return price A?±e»O±??U?n targeting strategy A?±eE???N?OnO?AO targeting A?±eE???N?On taste ?UI¶/I??A team selling IA¶OIuEU technical selling ??EoIuEU telecommunications industry µcN¶?uOµ telemarketing µc»°IuEU television audience measurement µcEO?UOU?aA? television home shopping µcEO?OI???Ii territorial restrictions µOCoI?O? territories CoOo territory design and deployment CoOoEe???°??E? territory inventory µOCo??»o test marketing E????aEO testing new product ?aEO?A?u?· the American Association for Public Opinion Research AA?u?«??Oa?uN????­»a the Council of American Survey Research Organization AA?uµ??eN????eO?I?O±»a the Fishbein Model ·?E?±oA??I the Marketing Research Association O?IuN????­»a theatre tests IO???aEO threat of new entrants ?A?oEeO?µAI??? three order-hierarchy models Ey??¶I?a?¶?a??A??I Tide I­?O Tiffany ?iU?AY Time ?¶E±?uOU???· time frame E±?a?o?U/O?Co time pricing E±?a¶??U time utility E±?a?§OA Timex IiAAE± title EuO?E? Toshiba ¶«O? total cost ?U?E±? total quality managemnt (TQM) E«A?OEA??UAi tough customer ?A?IµA?E?I Toyota Motor Corporation ·aIi Toys 'R' Us AA?uOoAuI???AaEUEI tracking and monitoring ?u?UOe?a?O trade mark EI±e trade promotion A?O??UIu trade selling A?O?IuEU trade/functional discounts A?O?/O°AUOU?U trade-in allowance OO?E»»?AOUEA trading companies A?O??«E? traditional stores ?«I?EIµe training AaNµ transactiional efficiency ?»O??§AE transaction cost analysis (TCA) ?»O??E±?·OIo transportation OEEa trends C?E? turnkey construction contract ?a¶???O??oO? turnover EEO±A?¶? two-sided presentations E«Io?AI??AEo tying contracts ???oIo??µA?II¬ Tylenol I©Aµ types of adverstising ?a??OOAa types of brand ?·A?OOAa types of costs ?E±?OOAa U ultimate customers/end users ?iOO?E?I/OA»§ underlying dimension »u±??e?EO?EO uniform delivered pricing I?O»OE·N¶??U·? Unilever A??IAu»? Union Pacific Railroad A??II«??NoIuA· unit cost µ?I»?E±? unit sales µ?I»?u?·IuEU¶i unitary price elasticity µ?I»?eCo?U?nµ??O Universal Product Code (UPC) I?O»EI?·±aAe universe ??Nu±??©?UIa unrelated/conglomerate diversification ???I¶aO?»? unsought goods ·C?ECo?u?· UPS A??I°u?u·?In US Patent Office of the Department of Commerce AA?uEIIn????Au?O USA Today ?¶?nEOAA?u?· usage OAI? use tests E?OA?aEO users E?OAO? utility/price relationship ?§OA/?U?n?OIµ V VALS2 ?UOµOeEu»i·?E?IaIµ2 value ?UOµ value-based planning ?UOµ»u????»® variability ±a»??O variable costs ?E±a?E±? variable incentive ?E±a?¤Ao?eE© variance decomposition analysis ?«?i·O?a·OIo VCR (video cassette recorder) A?In»u vending sales ?O¶?EU»oOµ vending-machine operators ?O¶?EU»o»u?­O?EI vendor analysis ?©O¦EI·OIo vertical integration ??O±/?YIoO»Ia»? vertical marketing systems (VMS) ??O±O?IuIµI? vision O??° Volvo IO¶uIO W Wall Street Journal ?¶»?¶u?OEO±??· Wal-Mart IO¶uAe Walt Disney µIE?Aa want OuCo warranty OEA?±?O¤ weight ?OE? Wella I¬A­ Wendy's IAµI Whirlpool »Y¶o?O wholesale clubs Au·??aAO?? wholesaler-sponsored voluntary chains Au·?EI·???µA?OO?A¬Eo wholesaling trends Au·?C?E? win-back program O®»O???E?I?©·?°? working capital investment OU???E??I¶Ee workload approach ??Ea?¤??A?·?·? World Wide Web (WWW) IoI¬Io X Xerox E©AO Y Yamaha NAAi?? young urban trend setters AeCaµA?CE??±A?Aiµ?O? Z zero defect AaE±IY zone pricing ·OCo¶??U·?
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fast-moving consumer goods (FMCG) ?iEU±a¶?µAIu·N?· fear appeals ?O?a/?EACE?Co features IOO? Federal Department Stores A?°i°U»oEIµe Federal Trade Code ??FTC) A?°iA?O?·?°? FedEx (Federal Express) A?°i?iµY feedback data ·?A?Ey?Y field test marketing EµµOE????aEO financing EU?E fisheries O?Oµ fit and finish ?aEµ¶EOeIa?U fixed costs ?I¶??E±? fixed salary ?I¶??¤?E flanker strategy ?aOi?o??O?AO flanker/fighting brand O?¶·?·A? flanking and encirclement strategies ?aOi?o??OeI§¶AO?AO flat organizational structure ±a??µA?eO??a?? FOB origin pricing FOB?uµO¶??U·? focus strategy ??O?O?AO followers ?·E?O? Ford ??IO?«E? foreign middlemen ?uIaO??aEI forestry AOOµ formalization ?IE?/??·¶»? formulate O?¶? fortress/position-defence strategy ·AOu±¤AYO?AO Fortune ?¶???»?·OOO? forward integration IoC°O»Ia»? franchise systems IO?iIµI? franchising IO?i?­O? free call numbers Aa·Nµc»°?AAe free goods Aa·NEI?· freight-absorption pricing AaEOOE·N¶??U·? fringe benefits ??¶i?oIu frontal attack strategy OyA??o??O?AO full costing profitability analysis E«?E±?O?Au?O·OIo full-service wholesalers E«·?I»·?InµAAu·?EI functional competencies and resource allocation O°AUAUA¦Oe?EO?·OAa functional efficiency O°AU?§AE functional organization of sales force °?IuEUO°AU?eO?IuEU¶OIe functional organizational structure O°AU?I?eO??a?? functional performance ?¦AU?OAU functional strategy O°AUO?AO G games ±EEu gap ?i?a gatekeepers ?AI??«µYO? general behavioral descriptors O»°a??I?±aA? General Electric (GE) I?OAµc?o General Foods Corporation I?OAE??· general merchandise discount chains ?oOUEI?·OU?UA¬Eoµe General Motors I?OA?u?µ geodemographics CoOoEE?UI???IOO? geographic adjustments µOAiµ?Ou geographic distribution µOAi·O?? geographical organization of sales force °?µOCo?eO?IuEU¶OIe Gillette ??A?I??eµ¶ global adjustments E«Coµ?Ou global elite consumer segment E«Co?«O?Iu·N?·E??? global expansion E«CoA©OA global marketing control E«CoO?Iu?OO? global markets E«CoE??? global niche strategy E«Co»u»aO?AO global standardization strategy E«Co±e??»?O?AO global teenage segment E«CoCaEUAeE??? globalization E«Co»? global-market expansion E«CoE???A©OA goals ?UA?±e going-rate/competitive parity pricing ??Ou?O???U¶??U·? goods producers ?u?·O?OiEI Goodyear ?IIOOiAOI? government agencies O??®»u?? government buyers O??®?E??O? government market O??®E??? government regulation O??®?UO? greenhouse effect IAEO?§O¦ grey market »OE«E??? gross domestic product (GDP) ?uAUEu?u?UOµ gross margin A«Au gross national product (GNP) ?uAnEu?u?UOµ gross profit A«Au gross rating points (GRPs) ?U?¶±?O?Ey group/category product manager Aa±??u?·?­Ai growing markets ?E?¤E??? growth rate of market E???Oo?¤AE growth stage of product life cycle ?u?·EuAuOU?UµA?E?¤??¶I growth-extension strategies Oo?¤A©OAO?AO growth-market strategies for market leaders E???Aiµ?O?µAE???Oo?¤O?AO growth-market strategy ?E?¤?OE???O?AO growth-market targeting strategy ?E?¤?OE???¶?I»O?AO guarantee/warranty ±?O¤/µ?±? guarantees ±?O¤ Gucci ?Acu??EA?cOoAuE±?°?·A??© H Haagen-Dazs ???u?iE? hard technology O???Eo Harvard Business Review ?¶??·?EIOµ?AAU?· harvest EO»n harvesting pricing EO»n¶??U·? harvesting strategy EO»nO?AO health care O?A?±??? health maintenance organizations (HMOs) ??AA?u?©IAEu±????eO? heavy buyer ?o?I»§ Heileman Brewing Company Heinz ?aEIE??· helpfulness O?O??O Henkel ???? Hertz ?O?E??AA?u?u?µ?aA???I·?© Hewlett-Packard »Y?O?«E? hierarchy of strategy O?AOµA?a?I high margin/low-turnover retailers ??AuEo/µIOU??AEµAAaEUEI high market share global strategy ??E???·Y¶iE«CoO?AO high-contact service system ???O??·?InIµI? high-involvement product ???IOe?u?· high-involvement purchase ???IOe??Ao hight market share ??E???·Y¶iO?AO Hilton I?¶u¶U Holiday Inns ?UEOAA?Y homogeneous market I¬OEE??? Honda ±?Ii household/family life cycle ?OI?EuAuOU?U household ?OI? hybrid technology »i?I??Eo I IBM ?u?EEIOA»u?? idea generation ??OaµA?uEu/Eu?E ideas for new products ?A?u?·??Oa/??Ie idea-screening process ??OaE?N??y?I identification of segments E¶±?I?·OE??? Illinois Tool Works OAAuAµE??¤???§ image pricing ?IIo¶??U imitative positioning A?·A¶?I» imitative strategy A?·AO?AO impact evaluation O°Ii?A?A impersonal sources ·C?oEEµA?AI?A?O? implementation and control of marketing programs O?Iu??»®µAO????I?OO? implementation EµE© improvements in or revisions of existing products IOO??u?·µA?AA?»o??Oy impulse buying ?a¶???Ao impulse goods ?a¶???Ao?· incentives ?¤Ao income EOEe increased penetration strategy Oo?OEoI?O?AO indirect costing profitability analysis ?a?O?E±?O?Au?O·OIo individual brand ?o±??·A? individual value ?oEE?UOµ industrial goods & services ?¤Oµ?u?·?I·?In industrial goods channels ?¤Oµ?··OIuC?µA industry attractiveness ??OµIuOyA¦ industry attractiveness-business position matrix ??OµIuOyA¦-OµInµOI»?OOo industry dynamics ?uOµ¶?I¬ industry evaluation ?uOµ?A?A industry evolution ?uOµNY±a inelastic E±·¦?U?nµ??O influencers O°IiO? infocommunications industry ?AI?I??A??Oµ infomercials EIOµ?AI??a?? information age ?AI?E±?u information search ?AI?EN?? information technology ?AI???Eo information ?AI? informative ??O??OµA ingredient ?E·Y in-home personal interview ?oEE?OI?·AI? in-house use tests AU??E?OA?aEO innovation ???A innovativeness ???A?O installation EeE© in-store display µeAUO?E? in-store positioning µeAU???O in-store promotion µeAU?UIu intangibles I??I integrated marketing communication plan (IMC) Ou?IO?Iu?«????»® integration of perception ??O?Ou?I integration Ou?I Intel OoIO¶u intensity of market position E???µOI»µA??O??I¶E intensity ??O??I¶E intensive distribution AU???I·OIu interactions across multiple target markets ¶aA?±eE????aµAIa»???OA interactive media ?»»?E?A?Ia interest rates AuAE internal data sources AU??Ey?YA?O? internal marketing AU??O?Iu internal organizational structure AU???eO??a?? international advertising ?u?E?a?? international channels ?u?E·OIuC?µA international division ?u?E·O?? international marketing ?u?EO?Iu international organizational design ?u?E?eO?Ee?? internationalization of services ·?InµA?u?E»? introductory stage of product life cycle ?u?·EuAuOU?UµAI??o??¶I inventory level ?a??E®?? investor relations advertising I¶?E?OIµ?a?? issue advertising ?Uµa?a?? J Jaquar AAO?±? Jell-O ??A¶ jobbers Au·?EI Johnson & Johnson C?Eu joint ventures ?I?E jury of executive opinion ??O??UAiEEO±E?IaOa?u·? just noticeable difference (JND) C?CE??Oaµ?µA?iOi just-in-time (JIT) management system ??E±O??UAiIaIµ just-in-time purchasing arrangements ?°E±?E??°?AA K Kao »?Io Keiritsu ?­A?I? Kellogg ?­Aa?n?«E? Kentucky Fried Chicken (KFC) ?IµA»u key account management O?O??I»§?UAi key accounts ?O?u?I»§ key benefits ?E?AAuO? key environmental issue identification E·¶?O?O?µA»·??IEIa key variables ?O?u±aA? key/house accounts ?O?u/»u???I»§ Kmart ?­AeIO Kodak ?A?i Komatsu ??EE?«E? Kraft ??U? L laboratory tests EµNeEO?aEO leapfrog strategy IUIoO?AO learning hierarchy N§I°?a?¶?a?? legal services ·?AE·?In legislation A?·? legitimate power ·?¶?E? level of compensation ?e??E®?? level of technical sophistication ??EoµA??OO?I¶E Levi Strauss AiI¬?¤E·IOAIE? Levi's A?I¬E???E«Co?i?oµAA???·?O?OiEI?© lexicographic model ?Eµa±a?eA??I lifestyle Eu»i·?E? limited-service wholesalers O?I?·?InµAAu·?EI line extension ?u?·I?A©O? line filling ?u?·I?Ii?a line stretching ?u?·I?NOEi list price ¶©?U Lloyd's of London A?¶OAI°?µA±?IO?«E? localizaiton strategy ±?µO»?O?AO location pricing ??Eu¶??U location I»OA lodging ·?IY?o?a logistical alliances ?oCUA?AE long-term memory ?¤?U?COa lost customer E§E?µA?E?I Louis Vuitton A·O??¤I?µC??·??uOoAuE±E??·A??© low-contact service system µI?O??·?InIµI? low-cost defender µI?E±?·AOu?I low-cost position µI?E±?µOI» low-involvement hierarchy µI?IOe?I¶E?a?¶?a?? Lucent Technologies AEN¶???? M macro risks ?e?U·cIO macroenvironment ?e?U»·?? macrosegmentation ?e?UI?·O mail-order retailers OE??AaEUEI maintaining market share ±??OE???·Y¶i maintenance strategy ±??OO?AO management overhead ?UAi·N mandatory adaptation C?O??OEEO¦ manufacturer brand O?OiEI/E«?u?O?·A? manufacturers' agents/representatives Eu?uEIµA?uAiEI/IuEU?u±i manufacturers' export agents (MEA) O?OiEI?o?U?uAi manufacturers' sales offices/branches Eu?uEIµAIuEU°iEA?¦/·OO§»u?? manufacturing process O?Oi?y?I manufacturing O?OiOµ market aggregation strategy OuIaE???O?AO market attractiveness factors E???IuOyA¦OoEO market attractiveness E???IuOyA¦ market attractiveness/business position matrix E???IuOyA¦/OµInµOI»?OOo market circumstances E???»·?? market demorgraphics E???EE?U·O??/I???IOO? market dimension E???A?¶E market entry strategies E????oEeO?AO market exclusion E???AA?a market expansion strategy E???A©OAO?AO market factors E???OoEO market followers E????uE?O? market growth rate E???Oo?¤AE market hirarchy E???µE?¶ market inclusion E???AEEe market leaders E???Aiµ?O? market measurement E????aA? market opportunity analysis E???»u»a·OIo market oriented OOE???I?µ?IoµA market position factors E???µOI»OoEO market positioning analysis E???¶?I»·OIo market potential measurements E???C±A¦?a¶E market research E???N??? market segment I?·OE??? market segmentation E???I?·O market share E???·Y¶i market targeting A?±eE???N?On market E??? marketability E?????IOAUA¦ market-entry strategies E????oEeO?AO marketing action plan O?Iu??¶???»® marketing audit O?IuEo?? marketing channel O?IuC?µA marketing codes of conduct O?Iu??I???·¶ marketing communication O?Iu?µI?/?«?? marketing concept O?Iu?UAi marketing control O?Iu?OO? marketing decision support systems (MDSS) O?Iu?o??O§?OIµI? marketing environment audit O?Iu»·??Eo?? marketing flows and functions O?Iu?y?I?IO°AU marketing function area audit O?Iu?¦AUAiOoµA Eo?? marketing implications of ¶OO?IuµAO°Ii marketing information system O?Iu?AI?IµI? marketing institutions O?Iu»u?? marketing management O?Iu?UAi marketing message O?Iu?AI? marketing mix O?Iu?e?I marketing policy O?Iu??AO marketing productivity area audit O?IuEu?uA¦AiOoµAEo?? marketing program components O?Iu??»®AUEY marketing program O?Iu??»®/·?°? marketing relationship O?Iu?OIµ marketing research O?IuN??? marketing strategy O?IuO?AO market-management organizational structure E????UAi?eO??a?? mark-up price ?u?·/Oc?U?U?n Marlboro Io±¦A· Marriott Hotel Io?A??µe mass-market penetration strategy ?o??A?E???EoI?O?AO mass-market strategy ?oE???O?AO matrix organizational structure ?OOo?eO??a?? Matsu****a EO±?EEIAµc?O mature conformists ?EEiµAE??oA?O? mature markets ?EEiE??? mature stage of product life cycle ?u?·EuAuOU?UµA?EEi??¶I McDonald's Aoµ±AI McDonnell Douglas AoµA?«E? MCIµcN¶?«E???C°EA?cI??A?«E??© MDSS (Marketing-Decision Support System) E????o??O§?OIµI? measurability ?E?a¶E?O measure or index ?aA?O?±e measurement criteria ??A?±e?? media audiences A?IaEUOU medical and health services O?A?IAEu·?In Medico Containment Services memory of consumers Iu·NO??COa Mercedes-Benz A·EuµAE?-±??U Mercer Management Consulting AA?uAAOC?UAi?EIE?«E? merchandising I?Iu merchant middlemen ?uAUA?O?O??aEI merchant wholesalers EIOµAu·?EI message structure ?AI??a?? Michael Porter Ao?E¶u-??IO micro risks I??U·cIO microsegmentatioin I??UI?·O Miller Tyding ACT, USA A?AO?¤I©¶?·?°? minging ?oOµ Minnesota Mining and Manufacturing Company (3M) A?AaEO?i?oOµ?IO?Oi?«E? Minolta AAAU?i miscellaneous sources ¶a·?A?A?O? mission ?UO? missionary selling I?IuE?IuEU Mitsubishi Heavy Industries EyAaOO?¤ modified rebuy µ?OuOU?? monosegment positioning µ?O»I?·OE???¶?I» Monsanto AIE?¶?A©OµEuIi??Eo?«E? moral appeals A?Ai/µAµAE?Co morals µAµA Motorola A¦I?A?A­ multichannel distribution ¶aC?µA·OIu multidimensional scaling ¶aI¬µE?¶·? multilevel selling ¶a?¶IuEU multinational coporations (MNCs) ?c?u?«E? multiple test markets ¶a?aEOE??? multiple-brand strategy ¶a?·A?O?AO multiple-factor index ¶aOoEOO?Ey·? multisegment positioning ¶aOOI?·OE???¶?I» mutual trust Ia»??AEI N Nabisco Biscuit AE±?E??E±y?E?«E? national account management E«?u?O?I»§?UAi national market ?uAUE??? National Semiconductor AA?u?u?O°eµ?Ia?«E? natural products IiE»?u?· NEC EO±?µc?O Nescaf?¦ E????§·E Nestl?¦ E??? net sales ?»IuEU¶i network computer (NC) IoAc??Ea»u new business selling ?AOµInIuEU new buy ??Ee?A?u?· new entrants ?A?oEeO? new markets ?AE??? new materials ?A?AAI New Prod screening model ?A?OA?µAE?N?A??I new product lines ?A?u?·I? new products ?A?u?· new-product development ?A?u?·??·? new-product ideas ?A?u?·??Oa Newsweek ?¶?AIAOU???· new-task buying E«?A?E?? new-to-the-world products EA?c?O?A?u?· niche penetration strategy ±Uie/»u»aE???EoI?O?AO niche-market strategy ±UieE???O?AO Nike AI?E Nissan AaE? no-brand brand name I??·A?µA?·A?Au?? no-frills product I??eEI?u?· noise in communication system ?«??IµI?O?µAOeOo non-financial rewards ·CIiOE?O?±Ao?eE© non-probability sampling ·C?AAE?eNu non-profit organization ·CO?Au?eO? non-store retailing I?µe?IAaEUOµ number of stockouts ?UOIEyA? O object-and-task method of promotion budgeting A?±e-EIIn?UIuO¤Ea·? objectives and strategy area audit A?±eOeO?AOAiOoµAEo?? objectives ??IaA?±e observation ?U?i·? occupancy costs ·?IYO?OA?E±? occupation/position O°Oµ/O°I» odd pricing ??/OaEy¶??U·? OEM (original equipment manufacturer) O­E?Ee±?O?OiEI oeverall quality ?UIaOEA? off-invoice discounts ·??±O®IaµAOU?U offsets µOIu?»O? Omega A·A??O on-air testing ?a???aEO OPEC (Organization of Petroleum Exporting Countries) A·Aa?E??E?OIEa?o?u?eO??© opening relationships ??A??OIµ operating supplies Eu?u?©O¦?· operational excellence OE???UAiE®?? opinion leaders Oa?uAiµ?O? opportunity cost »u»a?E±? opportunity identification »u»aE¶±? opportunity/threat matrix »u»a/I????OOo order cycle time ¶©»oOU?U order processing ¶©µ??¦Ai organisational level ?eO??a?I organizaitonal requirement planning ?eO??eCo??»® organization area audit ?eO?AiOoµAEo?? organization buying center ?eO??E??O??A organizational customer ?eO??E?I organizational direct selling ?eO?O±Iu organizational markets ?eO?E??? organizational purchasing ?eO??E?? organzational structure ?eO??a?? outdoor enthusiasts »§IaOE¶?°®?AO? out-of-home media »§Ia?a??A?Ia overall cost leadership E«A??E±?AiIE overheads EO????O§ overseas direct investment ??IaO±?OI¶?E ownership of new product ?A?u?·EuO?E? P Pacific Electric I«??Noµc?o packaging °u?° panel of experts ???O???e parentage O?O? parties involved ?»»»O?µA??·? payment terms O§?¶Io?i pay-off control O§?o?OO? penetration pricing EoI?¶??U Pepsi-Cola °UEA?EAO perceived customer value ?E?I??O??UOµ perceived quality ??O?µ?µAOEA? perceived value ??O?µ?µA?UOµ percentage of sales promotion budgeting method IuEU¶i°U·O±E?UIuO¤Ea·? perceptions of consumers Iu·NO???O?/Ai?a perceptual (product) pisitioning ??O????u?·?©¶?I» perceptual map ??O?I? perceptual organization ??O??eO? perceptual vigilance ???OµA??Ie performance dimension Oµ??±e?? performance evaluation Oµ???A?A performance measures ±iIO/Oµ???a¶E performance objective ???§A?±e performance standards ???§±e?? performance ?¦AU perishability ·C?O?A?O personal selling EEO±I?Iu personal sources ?oEEµA?AI?A?O? personnel development EEA¦?EO???·? persuasive Eµ·??OµA pharmaceuticals industry O?O©??Oµ physical (product) positioning IiAi???u?·?©¶?I» physical descriptors IiAi±aA? physical distribution EµIi·OIu Pillsbury ?¤¶uE??©E? pioneers IEEeO? Pizza Hut ±OE¤?I place utility µOµa?§OA planning and control system area audit ??»®Oe?OO?IµI?AiOoµAEo?? point of sale information IuEUµa?AI? point-of-purhcase (POP) promotion ?E??µa?UIu point-of-sales (POS) data IuEUµaEy?Y pontificator ±?EOAE popularity I?OA?O population trends EE?UC?E? portfolio models for resource allocation ?EO?AaOAµA?E?u?e?IA?E? position intensity µOI»??O??I¶E positioning ¶?I» possession utility OµO??§OA post-purchase dissonance ??Ao?oµA?»?­µ? post-purchase evaluation ??Ao?o?A?A post-purchase/after-sale service EU?o·?In potential advantages C±OUOAE? potential customer C±OU?E?I potential market C±OUE??? potential target market C±OUA?±eE??? power in distribution ·OIuE?A¦ power of buyers ??AoO?AUA¦ power of suppliers ?©O¦EIAUA¦ predatory pricing AO¶a?O¶??U·? pre-empting scarce resources IEO?I?E±?EO? preferential treatment IO»Y?yOo premiums ¶iIa?±Ao present competitors IOO?µA??OuO? presenting sales message Ia?©IuEU?AI? pre-test market research ?aEOC°E???N??? price discrimination ?U?n?cEO price elasticity of demand ?eCoµA?U?nµ??O price fixing ?U?nEe¶? price leaders ?U?nAiµ?O? price lining ?U?nAAA?¶??U·? price promotion ?U?n?UIu price quotation ±??U price sensitivity ?U?nAo??¶E price structure ?U?n?a?? price ?U?n price/earnings ration ?U?n/EOO?±E price-off promotions ?µ?U?UIu price-setting process ¶??U?y?I pricing adjustments ¶??Uµ?Ou pricing policies ?U?n??AO pricing ¶??U primary demand »u±??eCo primary sources µUO»Aa/O?O?Ey?Y print media O?E?A?Ia private/for-profit organization E?O?/O?Au?O?eO? PRIZM (Potential Rating Index for Zip Markets) °?OEO?Co»®I?»u??µAC±A¦µE?¶O?Ey proactive new-product development strategy ?oE??I?A?u?·??·?O?AO probability sampling ?AAE?eNu problem formulation ?c¶?IEIa problem identificatioin E·¶?IEIa process management ?y?I?UAi Procter & Gamble (P&G) ±¦?a?«E? product line ?u?·I? product availability ?u?·µA?E»nµA?O product category ?u?·Aa±? product class ?u?·Aa±? product decisions ?u?·?o?? product design ?u?·Ee?? product development ?u?·??·? product dimension or attributes ?u?·I¬¶E/Eo?O product evolution ?u?·NY±a product features ?u?·IOO? product intent share ?u?·CaIo·Y¶i product leadership ?u?·Aiµ?AUA¦ product life cycle (PLC) ?u?·EuAuOU?U product life cycle curve ?u?·EuAuOU?UCuI? product line ?u?·I? product manager audit ?u?·?­AiEo?? product offering ?©O¦?· product organizaiton of salesforce °??u?·?eO?IuEU¶OIe product policies ?u?·??AO product positioning ?u?·¶?I» product quality ?u?·OEA? product scope ?u?··¶I§ product space ?u?·I»OA product specifications ?u?·???n product systems ?u?·IaIµ product type ?u?·Aa?I product usage ?u?·OAI? product ?u?· product(ion)-oriented organization ?u?·/Eu?uµ?Io?I?eO? production Eu?u product-line pricing adjustments ?u?·I?¶??Uµ?Ou product-management organizational structure ?u?·?UAi?eO??a?? product-market entry control ?u?·?­E????oEe?OO? product-related behavioral descriptors Oe?u?·Ia?OµA??I?±aA? product's market characteristics ?u?·µAE???IOO? product-use testing ?u?·E?OA?aEO pro-environment »·±? profit impact of market strategy (PIMS) E???O?AOµAAuEoO°Ii profitability analysis O?Au?O·OIo profitability O?Au?O/O?AuAUA¦ profitable survivor strategy O?Au?EI?µAEu??O?O?AO project-company resource compatibility IiA?Oe?«E??EO?µA?­µ??O projected profit-and-loss statement O¤??E?O?±i projective tests I¶O°?aEO promotion decisions ?UIu?o?? promotion mix ?UIu?e?I promotion policies ?UIu??AO promotion ?UIu promotional allowance ?UIuOUEA promotional effort ?UIuA¬A¦ promotional pricing ?UIu¶??U promptness ?°E±?O propector strategy I?E??IO?AO prospecting for customers N°OO?E?I psychographics ?AAiI???IOO? psychological cost ?AAi?E±? psychological pricing ?AAi¶??U·? public organization ?«???eO? public relations ?«???OIµ public utilities ?«??EeE© publicity ?«???u?« pull strategy for control of distribution channels ·OIuC?µA?OO?µAA­E?O?AO pupil dilation I«??A©OA purchase predisposition ??AoCaIo purchasing agent ?E???uAi purchasing contract ?E???II¬ purchasing manager/agent ?E???­Ai???uAi purchasing power perity (PPP) ??AoA¦???UO?Ey push money/spiffs O¶?? push stragtegy for control of distribution channels ·OIuC?µA?OO?µAI?E?O?AO Q qualifying prospects Eo?eC±OU?E?I?E?n quality dimensions OEA?I¬¶E quality OEA? quantity discount EyA?OU?U question marks IEIaAa questioning N?IE·? quotas ¶?¶i R R & D expenditure N?????·?O?AO race and ethnic origin OO?a?IAn?a rack jobbers ?©O¦?¬?¶E???µAAu·?EI radio I?I?µc?a?? rank ordering AA?o rate of adoption ?E??AE rate-of-return/target return pricing »O±?AE/A?±e»O±?¶??U·? rational appeals Ai?OE?Co rationale »u±?O­Ai raw materials O­?AAI reactive and proactive responses ·?O¦?°C°Ea??AO reactive new-product development strategy reactor strategy ·?O¦?IO?AO real estate ·?µO?u rebates »O?U recall tests ?COa?aEO receiver ?OEOO? reciprocity AuO?»?»Y recognition of problem/need ·?IOIEIa/?eCo recognition tests EIO??aEO recreation OeAOOµ recruitment and selection O???OeN?°I recycling of packaging °u?°»OEO??AuOA?© Reebok En?? reference group ?IOOE?Ia referent power ?IOOE? refocus ?®?I refunds IE?i refusal to deal ?U?o?­O? regression analysis »O?e·OIo·? regulation ?UO? related/concentric diversification Ia?O/I¬?A¶aO?»? relational VMSs Ia?OE???O±O?IuIµI? relative attractiveness of declining markets E?IEE???µAIa¶OIuOyA¦ relative market potential Ia¶OE???C±A¦ relative market share Ia¶OE???·Y¶i reliability ?E???O repeat purchase behavior OO????Ao??I? repetition OO?? repositionings OO?A¶?I»?u?· requirements planning ?eCo??»® reseller O??aEI resident buyers ???¤?E??O± resource allocation/deployment ?EO?AaOA response strategies ·?O¦??AO response to communication ?«??IiO¦ responsive strategy ·?O¦?I?A?u?·??·?O?AO responsiveness IiO¦?O retail coverage strategy AaEU·¶I§O?AO Retail Index AaEUO?Ey retail outlets AaEUµe retail sales AaEU¶i retailer co-operatives AaEUEI?I??Ec retailer AaEUEI retailing trends AaEUC?E? Return on Equity (ROE) E?O?»O±?AE Return on Investment (ROI) I¶?E»O±?AE Return on Net Assets (RONA) ?»?E?u»O±?AE reverse engineering ·?Io?¤?I reward systems ?±AoIµI? rivalry determinants ??Ou?o¶?OoEO rivalry ??Ou¶OEO Robert Miles A??®IO?¤Ao¶uE? Rockwell Aa?EI?¶u Rolex AIA¦E? Rolls-Royce AIE?A?E? roster Au?a Rover A?·??«E? S salary ???? sales agents IuEU?uAiEI sales analysis by customer ?E?IIuEU·OIo sales analysis by order size ¶©»o??A?µAIuEU·OIo sales analysis by product ?u?·IuEU·OIo sales analysis by territory CoOoIuEU·OIo sales analysis IuEU·OIo sales forcasting IuEUO¤?a sales force estimates IuEUEEO±?A?? sales force size IuEU¶OIe??A? sales force IuEU¶OIe sales forecasting IuEUO¤?a sales management IuEU?UAi sales organization IuEU?eO? sales performance IuEU±iIO/Oµ?? sales personnel incentives IuEUEEO±?¤Ao sales personnel IuEUEEO± sales planning IuEU??»® sales potential IuEUC±A¦ sales promotion IuEU?U?o/?UIu sales territory IuEUµOCo sales trends IuEUC?E? sales IuEU¶i sales/price reduction IuEU/?U?nIA?µ sample design Nu±?Ee?? sample size Nu±??o?? sampling ?eNu sampling Ia?©Nu?· scale efficiency ??A??§AE scaled measures ±EAy?a¶E scoring models ?AA?A??I screening of ideas ??OaE?N? sealed bidding O?±e Sears I?¶uE? secondary sources µU¶?Aa/?IO?Ey?Y second-but-better new-product development strategy ?oO??OEI?I?A?u?·??·?O?AO security O¤E?Oµ segmentation and targeting I?·OOeA?±eN?On segmentation criteria I?·O±e?? segmentation descriptors E???I?·O±aA? segmentation E???I?·O Seiko EO±??«?¤OeE?»aEc??E«CoOoAuµA?oO?»uEu?uEI?© selective demand N?On?O?eCo selective distribution N?On·OIu selective exposure N?On?O?O?? selective perception N?On?O??O?/Ai?a selective retention N?On?O±?Ao self-employed person ¶AA??­O?µA?oEE self-managing teams ?OIO?UAiIA¶O self-oriented ?OIOµ?Io?I selling groups IuEUIA¶O selling proposition IuEU??»®/IaOe selling I?Iu/IuEU service guarantees ·?In±?O¤ service industry ·?In?uOµ service organization ·?In?eO? service quality ·?InOEA? service ·?In serviceability ·?InAUA¦ serviceability EEOA?O services channels ·?InC?µA servicing products ·?In?u?· servicing the account ?I»§·?In setting quotas E·¶?¶?¶i shake-out stage ¶?µ???¶I shared programs/facilities ·OIi??»®/Ee±? share-growth strategies for followers ?·E?O?µAE???·Y¶iOo?¤O?AO shareholder value ?E¶«?UOµ share-maintenance ·Y¶i±??O Sherman Act, USA AA?u?»¶uAu·?°? shopping goods Iu·N?· short-term memory ¶I?U?COa signal vehicle/carrier ?A?AOOIa simulated test marketing A?AaE????aEO single-factor index µ?OoEOO?Ey·? single-line mass-merchandiser stores µ?O»Aa?I?u?·??O?A¬Eoµe SKF E?µaOa???«E? skimming and early withdrawal ??O¬Oe??Oc?·AeO?AO skimming pricing ??O¬¶??U·? sleepwalker/contented underachievers AIOIO?/?UEYO?Au?aµAEE slotting allowance °?OA?oIu social acceptability Ec»a?E?OEU?O social class Ec»a???a social objectives Ec»aA?±e sociocultural environment Ec»aIA»?»·?? soft goods ·CAIOA?· soft technology Ei??Eo sole ownership entry strategy ¶AIiEuO?E?µA?oEeO?AO Sony E?Aa source credibility ?AI?A?O?µA?E?A¶E source ?a???AI?A?O? sources of data Ey?YA?O? sources of new-product ideas ?A?u?·??OaA?O? speciality goods IOEa?· speciality retailers ??O?AaEUEI speciality stores ??O?EIµe specialization ??AA»? spokesperson ?uNOEE Sprint E??OAOIO Standard Industrial Classification (SIC) ±e???¤Oµ·OAa?uAe standardization strategy ±e??»?O?AO standby positioning ±?OA¶?I» staple goods EO??OA?· Starbucks ?C°I?E stars A??CAa statement of job qualifications ?¤??O?CoEµA? stock levels ?a??E®?? stockless purchase arrangement I???»o?E????»® store brands AaEUEI?·A? straight commission compensation plan ??O¶??O????e·?°? straight rebuy O±?OOU?? straight salary compensation plan ??????O????e·?°? strategic alliances O?AOA?AE strategic business unit (SBU) O?AO?­O?/OµInµ?I» strategic control O?AO?OO? strategic fit O?AO?­µ??O strategic group O?AO?e strategic inertia O?AO???O strategic intent/objective O?AOA?±e strategic marketing program O?AOO?Iu??»® strategic pricing objectives O?AO¶??UA?±e strategic withdrawal O?AO?·IE strategy constraints O?AOO°IiOoEO strategy formulation and implementation O?AOO?¶??IEµE© strategy implementation O?AOEµE© strategy reassessment O?AOOO?A subculture NCIA»? subfactor ?I?¶OoEO substitute goods I??u?· substitution threat I??u?u?·µAI??? success rates ?E?¦AE Sumitomo ??ONEIEA Sun Microsystems I«NoI?IµI? supermarkets ?¬?¶E??? supplementary media ??Ou?O?a??A?Ia suppliers' bargaining power ?©O¦EIµAIO?U»??UAUA¦ surrogate products I??u?u?· survey µ??e survival pricing Eu??¶??U·? sustainable competitive advantage ?E?O?oµA??OuOAE? sweepstakes ?E?±?e?± switching cost ??»»?E±? symbols ·u?A synergy ?­I¬??OA T tabulation O?±i Taco Bell E??EOO tangibility O??I?O Tantem Computers target audience A?±eEUOU target level of product quality ?u?·OEA?±e?? target or hurdle level A?±e»oAN¶EE®?? target return price A?±e»O±??U?n targeting strategy A?±eE???N?OnO?AO targeting A?±eE???N?On taste ?UI¶/I??A team selling IA¶OIuEU technical selling ??EoIuEU telecommunications industry µcN¶?uOµ telemarketing µc»°IuEU television audience measurement µcEO?UOU?aA? television home shopping µcEO?OI???Ii territorial restrictions µOCoI?O? territories CoOo territory design and deployment CoOoEe???°??E? territory inventory µOCo??»o test marketing E????aEO testing new product ?aEO?A?u?· the American Association for Public Opinion Research AA?u?«??Oa?uN????­»a the Council of American Survey Research Organization AA?uµ??eN????eO?I?O±»a the Fishbein Model ·?E?±oA??I the Marketing Research Association O?IuN????­»a theatre tests IO???aEO threat of new entrants ?A?oEeO?µAI??? three order-hierarchy models Ey??¶I?a?¶?a??A??I Tide I­?O Tiffany ?iU?AY Time ?¶E±?uOU???· time frame E±?a?o?U/O?Co time pricing E±?a¶??U time utility E±?a?§OA Timex IiAAE± title EuO?E? Toshiba ¶«O? total cost ?U?E±? total quality managemnt (TQM) E«A?OEA??UAi tough customer ?A?IµA?E?I Toyota Motor Corporation ·aIi Toys 'R' Us AA?uOoAuI???AaEUEI tracking and monitoring ?u?UOe?a?O trade mark EI±e trade promotion A?O??UIu trade selling A?O?IuEU trade/functional discounts A?O?/O°AUOU?U trade-in allowance OO?E»»?AOUEA trading companies A?O??«E? traditional stores ?«I?EIµe training AaNµ transactiional efficiency ?»O??§AE transaction cost analysis (TCA) ?»O??E±?·OIo transportation OEEa trends C?E? turnkey construction contract ?a¶???O??oO? turnover EEO±A?¶? two-sided presentations E«Io?AI??AEo tying contracts ???oIo??µA?II¬ Tylenol I©Aµ types of adverstising ?a??OOAa types of brand ?·A?OOAa types of costs ?E±?OOAa U ultimate customers/end users ?iOO?E?I/OA»§ underlying dimension »u±??e?EO?EO uniform delivered pricing I?O»OE·N¶??U·? Unilever A??IAu»? Union Pacific Railroad A??II«??NoIuA· unit cost µ?I»?E±? unit sales µ?I»?u?·IuEU¶i unitary price elasticity µ?I»?eCo?U?nµ??O Universal Product Code (UPC) I?O»EI?·±aAe universe ??Nu±??©?UIa unrelated/conglomerate diversification ???I¶aO?»? unsought goods ·C?ECo?u?· UPS A??I°u?u·?In US Patent Office of the Department of Commerce AA?uEIIn????Au?O USA Today ?¶?nEOAA?u?· usage OAI? use tests E?OA?aEO users E?OAO? utility/price relationship ?§OA/?U?n?OIµ V VALS2 ?UOµOeEu»i·?E?IaIµ2 value ?UOµ value-based planning ?UOµ»u????»® variability ±a»??O variable costs ?E±a?E±? variable incentive ?E±a?¤Ao?eE© variance decomposition analysis ?«?i·O?a·OIo VCR (video cassette recorder) A?In»u vending sales ?O¶?EU»oOµ vending-machine operators ?O¶?EU»o»u?­O?EI vendor analysis ?©O¦EI·OIo vertical integration ??O±/?YIoO»Ia»? vertical marketing systems (VMS) ??O±O?IuIµI? vision O??° Volvo IO¶uIO W Wall Street Journal ?¶»?¶u?OEO±??· Wal-Mart IO¶uAe Walt Disney µIE?Aa want OuCo warranty OEA?±?O¤ weight ?OE? Wella I¬A­ Wendy's IAµI Whirlpool »Y¶o?O wholesale clubs Au·??aAO?? wholesaler-sponsored voluntary chains Au·?EI·???µA?OO?A¬Eo wholesaling trends Au·?C?E? win-back program O®»O???E?I?©·?°? working capital investment OU???E??I¶Ee workload approach ??Ea?¤??A?·?·? World Wide Web (WWW) IoI¬Io X Xerox E©AO Y Yamaha NAAi?? young urban trend setters AeCaµA?CE??±A?Aiµ?O? Z zero defect AaE±IY zone pricing ·OCo¶??U·?
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