Understanding Business 10th Edition – Chapter 13

Flashcard maker : Lily Taylor
The activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.
Marketing Concept
A three-part business philosophy: customer orientation, service orientation and profit orientation.
Customer relationship management (CRM)
The process of learning as much as possible about customers and doing everything you can to satisfy them or even exceed their expectations with goods and services.
Marketing mix
The ingredients that go into a marketing program: product, price, place and promotion.
Any physical good, service or idea that satisfies a want or need plus anything that would enhance the product in the eyes of consumers, such as the brand.
Test marketing
The process of testing products among potential users.
Brand name
A word, letter or group of words or letters that differentiates one seller’s goods and services from those of competitors.
All the techniques sellers use to inform people about and motivate them to buy their products or services.
Marketing Research
The analysis of markets to determine opportunities and challenges, and to find the information needed to make good decisions.
Secondary data
Information that has already been compiled by others and published in journals and books or made available online.
Primary data
Data that you gather yourself.
Focus group
A small group of people who meet under the directions of a discussion leader to communicate their opinions about an organization, its products, or other given issues.
Environmental scanning
The process of identifying the factors that can affect marketing success.
Consumer market
All the individuals or households that want goods and services for personal consumption or use.
Business-to-Business market
All the individuals and organizations that want goods and services to use in producing other goods and services or to sell, rent, or supply goods to others.
Market segmentation
The process of dividing the total market into groups whose members have similar characteristics.
Target marketing
Marketing directed toward those groups an organization decides it can serve profitably.
Geographic segmentation
Dividing a market by cities, counties, states, or regions.
Demographic segmentation
Dividing the market by age, income, and education level.
Psychographic segmentation
Dividing the market using groups’ values, attitudes, and interests.
Benefit segmentation
Dividing the market by determining which benefits of the product to talk about.
Volume segmentation
Dividing the market by usage (volume of use).
Niche marketing
The process of finding small but profitable market segments and designing or finding products for them.
One-to-one marketing
Developing a unique mix of goods and services for each individual customer.
Mass marketing
Developing products and promotions to please large groups of people.
Relationship marketing
Marketing strategy with the goal of keeping individual customers over time by offering them products that exactly meet their requirements.

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