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Viewing terms beginning with 'Aa'

• AANA

  abbrev. Australian Association of National Advertisers. more...

• AARDS

  abbrev. Australian Advertising Rate and Data Service. more...

• ABC Account Classification

  the classification of customer accounts within a sales territory or region into groups more...

• ABC Inventory Analysis

  the classification of goods held in inventory according to sales volume; the classification more...

• ABN

  abbrev. Australian Business Number. more...

• Above-the-Line Advertising

  advertising which employs one of five main media - the press, television, radio, more...

• ABS

  abbrev. Australian Bureau of Statistics. more...

• Absolute Cost Advantage

  the cost advantage one company has over another if it has a cheaper more...

• Absolute Costs

  the minimum costs that an organisation must bear to remain in business. more...

• Absolute Product Failure

  a new product introduction which does not manage to recover its production and more...

• A/B Testing

  The testing process between a stable and a variant, to determine and test more...

• ACCC

  Abbrev. Australian Competition and Consumer Commission. more...

• Accelerated Purchase

  A sales promotion goal achieved when consumers or channel members purchase the product more...

• Accelerated Test Marketing

  market testing of consumer goods using a simulated store technique rather than an more...

• Accelerator Principle

  the notion that an increase or reduction in consumer demand will affect several more...

• Acceptable Price Range

  an expectation in the minds of consumers regarding price levels for a product more...

• Access Barriers

  factors such as tariffs and legal restrictions which reduce the size of a more...

• Accessibility

  one of the four major requirements (with actionability, measurability and substantiality) for useful more...

• Accessories

  see Accessory Equipment. more...

• Accessory Equipment

  goods and materials purchased by organisations for use in production, administrative, clerical or more...

• Accountants' Marketing

  more...

• Account Executive

  goods and materials purchased by organisations for use in production, administrative, clerical or more...

• Account Manager

  a sales representative responsible for a major customer account or group of major more...

• Account Objectives

  the specific aims and sales goals to be achieved within a specified period more...

• Account Penetration Ratio

  a measure used to evaluate salespeople; the percentage of accounts from which orders more...

• Account Representative

  a salesperson with direct responsibility for one specific major account or a group more...

• Account Strategies

  broad methods employed in achieving the objectives set by a salesperson for a more...

• Achievers

  a term used in the Values and Lifestyles (VALS) profiling scheme, developed by more...

• Acid-Test Ratio

  one of three ratios commonly used to evaluate a firm's liquidity; calculated by more...

• Acquisition

  the purchase by an organisation of a competitor or new products, often to more...

• ACSI

  abbrev. American Consumer Satisfaction Index more...

• Acting Out

  the activities in which consumers engage during their purchase decision-making, such as picking more...

• Actionability

  one of the major requirements (with accessibility, measurability and substantiality) for useful market more...

• Action Plan

  see Action Program. more...

• Action Program

  a detailed plan showing how major marketing tasks will be managed and implemented, more...

• Active Data

  information that is acquired by organisations when customers interact with their websites; the more...

• Active Listening

  listening that is more than passively hearing what the customer is saying; implies more...

• Active Value

  the value a consumer gets from the actual use of a product, such more...

• Activity Quota

  a common form of sales assignment, goal or target used to measure a more...

• Activity Report

  a report used by salespeople to provide details (such as number of calls more...

• Activity Stage Model

  the process in which the various tasks that need to be done to more...

• ACTU

  abbrev. Australian Council of Trade Unions. more...

• Actual Product

  the tangible features of a product, including styling, quality level, features, brand name more...

• Actual Response Rate

  the number of orders received in response to a direct mail campaign; the more...

• Actual Self

  the concept, of self image, of what a person is now, as opposed more...

• Adaptation Approach to Pricing

  an approach in global marketing in which an organisation allows an affiliate or more...

• Adapted Marketing Mix

  in international marketing, a marketing strategy in which elements of the marketing program more...

• Adaptive Control System

  a system of marketing control which allows for changes to be made to more...

• Adaptive Selling

  a technique in selling which calls for the salesperson to adapt his or more...

• Adaptive Strategies

  domestic marketing tactics, plans and methods which have been altered to suit local more...

• Adaptivising

  a planning philosophy implying a firm's intention to continue to maintain, and expand, more...

• Added Value

  a planning philosophy implying a firm's intention to continue to maintain, and expand, more...

• Ad Hoc Marketing Research

  marketing research conducted in response to a specific, one-time-only need. more...

• ADI

  See Area of Dominant Influence. more...

• ADMA

  abbrev. Australian Direct Marketing Association. more...

• Administered Channel Arrangement

  see Administered Vertical Marketing System. more...

• Administered Prices

  cost-oriented pricing in which a firm bases its prices on considerations within the more...

• Administered Vertical Marketing System

  a co-ordinated system of distribution channel organisation in which the flow of products more...

• Adopter Category

  the ranking into which adopters of a new product fall according to their more...

• Adoption

  the choice of one product over another. more...

• Adoption of Innovation Curve

  a normal distribution curve illustrating the fact that customers vary widely in their more...

• Adoption Process

  the series of stages, including awareness, interest, evaluation, trial and rejection or adoption, more...

• Adoption Rate Determinants

  factors which influence the rate of adoption of a new product. more...

• Adoption Sequence

  see Adoption Process. more...

• Advance Australia Foundation

  a partly government-funded organisation, established in 1979 as Project Australia, formed to promote more...

• Advance Dating

  An arrangement by which the seller sets a specific future date when the more...

• Advantage

  see Competitive Advantage. more...

• Advantage Matrix

  see Boston Consulting Group Advantage Matrix. more...

• Adversarial Shopper

  a consumer whose shopping behaviour is characterised by a determination to get good more...

• Advertising

  the paid, public, non-personal announcement of a persuasive message by an identified sponsor; more...

• Advertising Agency

  a firm specialising in the creation, design and media placement of advertisements, and more...

• Advertising Allocation

  see Advertising Budget. more...

• Advertising Allowance

  a discount given to a retailer by a supplier whose brand or product more...

• Advertising Appropriation

  see Advertising Budget. more...

• Advertising Banner

  see Banner Advertising. more...

• Advertising Budget

  the sum allocated in a particular accounting period for expenditure on advertising; also more...

• Advertising Budget Determination

  decisions pertaining to the amount to be allocated to advertising expenditure in a more...

• Advertising Campaign

  a planned program of advertising with particular objectives. more...

• Advertising Campaign Evaluation

  the measurement of the success of a planned program of advertising in terms more...

• Advertising Control - Advertising Copy

  the content and context of a message contained in an advertisement. more...

• Advertising/Display Allowance

  A form of trade sales promotion in which retailers are given a discount more...

• Advertising Effectiveness

  the degree to which the objectives of an advertisement or advertising campaign have more...

• Advertising Elasticities

  measurements of the effect on other marketing variables of various levels of advertising more...

• Advertising Exposure

  one presentation of an advertisement to an audience; advertising managers must decide how more...

• Advertising Federation of Australia

  an association representing the interests of Australian advertising agencies. more...

• Advertising Goal

  a particular communication task to be accomplished with a specific target audience in more...

• Advertising Impact

  see Impact. more...

• Advertising Institute of Australia

  an association representing the interests of individuals within the advertising industry in Australia. more...

• Advertising Media

  outlets or vehicles (for instance, newspapers and magazines, television, radio, cinema, posters, etc) more...

• Advertising Medium

  see Advertising Media. more...

• Advertising Message

  the central, underlying idea or theme within an advertisement. more...

• Advertising Objective

  the specific aim or intention of an advertisement (for example, to inform, to more...

• Advertising Planning Process

  the steps or stages taken in planning an advertising campaign; the steps include more...

• Advertising Platform

  the basic issues or selling points that a company wishes to have included more...

• Advertising Research

  research done to test the effectiveness of advertising; this may include the pre-testing more...

• Advertising Site

  more...

• Advertising Space

  more...

• Advertising Speciality

  any product or item, such as a pen or key-ring, which is imprinted more...

• Advertising Standards Council

  a body comprising representatives from the retail trade, trade unions, academics, advertising agencies more...

• Advertising Target

  the entire market, or some part of it, which a firm wishes to more...

• Advertising Testing

  more...

• Advertising-to-Editorial Ratio

  the measure of the proportion of advertising space to editorial matter in a more...

• Advertising-to-Marketing Ratio

  a marketing control measure used to determine whether the amount spent on advertising more...

• Advertising-to-Sales Ratio

  a marketing control measure used to determine whether the amount spent on advertising more...

• Advertising Wearout

  see Consumer Wearout. more...

• Advertorial

  an advertisement in which the advertiser expresses a point of view about a more...

• Advertorial Advertising

  advertising in which the sponsoring organisation declares its position on a matter of more...

• Adviser Approach

  a closing technique in which a salesperson specifies all that a customer will more...

• Advocacy Advertising

  a paid, overtly-sponsored communication or message which presents information or a point of more...

• Aesthetic Needs

  see Self-Actualisation Needs. more...

• AFA

  abbrev. Advertising Federation of Australia. more...

• AFAMI

  abbrev. Associate Fellow of the Australian Marketing Institute. more...

• AFCO

  abbrev. Australian Federation of Consumer Organisations. more...

• Affinity Analysis

  The detection of relationships between one product with another. The probability of finding more...

• Affordable Method

  see All-We-Can-Afford Method. more...

• AFMA

  abbrev. Associate Fellow of the Marketing Association of Australia and New Zealand. more...

• Aftermarket

  the market, especially for automotive parts, accessories and equipment, after the new product more...

• After-the-Fact Control System

  a system of marketing control in which corrective action is taken at the more...

• Age and Life-Cycle Segmentation

  A demographic segmentation strategy in which a product-market is grouped into segments based more...

• Agent

  an intermediary or middleman who facilitates the flow of goods and services from more...

• Aggregate Supply

  Total of all goods and services (including exports and imports) supplied at every more...

• Agile Corporation

  an organisation that is flexible and able to move quickly in response to more...

• Agribusiness

  the marketing of food and fibre products. more...

• Agricultural Cooperative

  an organisation formed by a group of farmers to achieve some or all more...

• Agricultural Substitute

  a product that is manufactured from farm produce but which is a substitute more...

• AIA

  abbrev. Advertising Institute of Australia. more...

• AIDA Concept

  a formula used in selling to produce a favourable response from a customer. more...

• AIDCA

  acronym for Awareness, Interest, Desire, Conviction, Action; mental states which supposedly lead a more...

• Aided Recall Test

  a method of post-testing the effectiveness of an advertisement or advertising campaign; respondents more...

• AIM

  abbrev. Australian Institute of Management. more...

• AIO Statements

  expressions of a person's attitudes towards, interests in, and opinions of, a product. more...

• Alliance

  an agreement between one or more firms to cooperate in some business venture more...

• Alliance Partner

  an organisation which cooperates with one or more other firms or works together more...

• Allowances

  amounts deducted from an invoice in return for prompt payment, large quantity purchase, more...

• All-We-Can-Afford Method

  a simple method of determining a budget (for advertising, etc) in which the more...

• Alternative Advertising

  advertising which uses media other than the traditional media; examples of alternative advertising more...

• Alternative Close

  a closing technique in which a salesperson presents two alternatives in an attempt more...

• Alternative Evaluation

  the stage in the buying decision process in which the buyer uses information more...

• Alternative Media

  media vehicles, apart from the traditional ones, which are available for promotional purposes; more...

• AMA

  abbrev. American Marketing Association more...

• Ambience

  the surroundings, including floor lay-out, indoor plants, furniture and furnishings, decor, colour, advertising more...

• Ambient Advertising

  signs, posters and other promotional material, often in unusual and unexpected places, inside more...

• Ambient Media

  a wide range of advertising and sales promotion material -- including signs, posters, more...

• Ambush Advertising

  a form of promotional activity, usually considered unethical and sometimes illegal, in which more...

• Ambush Marketing

  see Ambush Advertising. more...

• American Consumer Satisfaction Index

  a U.S. system which tracks consumer satisfaction with a range of products and more...

• AMI

  abbrev. Australian Marketing Institute. more...

• Amiable (Social Style)

  one of four social styles (with Analytical, Driver and Expressive) commonly used to more...

• Analysis

  the mathematical or statistical processing of data and presentation of the results. more...

• Analysis of Variance (ANOVA)

  a technique used in research to determine the statistical difference between three or more...

• Analytical (Social Style)

  one of four social styles (with Amiable, Driver and Expressive) commonly used to more...

• Analytic Modelling

  a sophisticated, statistical technique, based on historical data related to sales levels, pricing more...

• Anchor Store

  a popular, major retailer located within a shopping mall to attract mall patronage. more...

• Annual Plan

  in strategic planning, a short-term marketing plan that describes the current marketing situation, more...

• ANOVA

  abbrev. Analysis of Variance more...

• Ansoff Matrix

  a tool, devised by Igor Ansoff (1918-2002), to provide a logical framework for more...

• Anticipatory Pricing

  the practice of setting a somewhat higher price than would otherwise have been more...

• Anti-Competitive Pricing Strategies

  methods of pricing -- including predatory pricing, price-fixing, bid-rigging, and allocating customer groups more...

• Anti-Dumping Laws

  in international marketing, regulations which are designed to protect domestic firms from unfair more...

• Anti-Globalization

  Movement whose participants are opposed to capitalism and globalization. The philosophy of the movement is based on the more...

• Anti-Monopoly Regulation

  laws passed to prevent anti-competitive and anti-monopoly practices in business. more...

• Anti-Trust Legislation

  see Anti-Monopoly Regulation. more...

• Anti-Trust Pricing Strategies

  see Anti-Competitive Pricing Strategies. more...

• ANZIC

  abbrev. Australian and New Zealand Standard Industrial Classification. more...

• ANZIC Classification

  a system administered jointly by the Australian Bureau of Statistics and Statistics New more...

• Apathy

  a 'couldn't care-less' attitude of suppliers to customer complaints; a common cause of more...

• APEC

  abbrev. Asia-Pacific Economic Co-operation. more...

• APEC Forum

  A loose grouping of nations which work together to facilitate economic growth, cooperation, more...

• APN

  abbrev. Australian Product Number. more...

• Approach

  the stage in the selling process in which a salesperson contacts a potential more...

• Approver

  the person within an organisation who has the ultimate decision for making purchases; more...

• A Priori Segmentation

  A segmentation approach in which segmentation variables, such as age or income, are more...

• Arbitrary Method

  see All-We-Can-Afford Method. more...

• Arcade Shopping Center

  An enclosed shopping area with a number of stores in lanes under archways more...

• Area Market Potential

  an estimate of the amount of sales, in units and dollars, that might more...

• Area Market Specialist

  a marketing manager, with good local knowledge, located in a high-volume, distinctive market more...

• Area of Dominant Influence

  the geographic region covered by a particular television station; also referred to as more...

• Area Sampling

  an approach to cluster sampling in which the clusters are geographically based. more...

• Arm's-Length Price

  more...

• Arousal

  an internal state of tension which motivates a consumer, providing the energy to more...

• ARS

  abbrev. Automatic Replenishment System. more...

• ASC

  abbrev. Advertising Standards Council. more...

• ASCC

  abbrev. Australian Standard Commodity Classification. more...

• Asch Phemonenon

  a tendency, first recorded by the psychologist S.E.Asch, for an individual's purchase decisions more...

• Aseptic Packaging

  a packaging method developed in Sweden in the 1950s; made of paper, foil more...

• ASIC

  abbrev. Australian Standard Industrial Classification. more...

• ASO

  abbrev. App Store Optimisation. Ranking your mobile app higher in the IOS App more...

• Aspirational Group

  a sub-category of a reference group, consisting of individuals (not necessarily known personally) more...

• Assemblers

  wholesaling firms specialising in the buying of small quantities of farm produce to more...

• Assembly Market

  see Assemblers. more...

• Assertiveness

  the human characteristic or quality which determines the degree to which individuals are more...

• Asset

  1. Something valuable that an entity owns, benefits from, or has use of, more...

• Asset-Based Marketing

  a marketing approach which uses the knowledge and skills a company has already more...

• Asset Transformation

  the exchange by a firm of one type of asset for another. For more...

• Asset Turnover

  a ratio used to evaluate the profitability of a firm; net sales in more...

• Associational Group

  a group, such as a club, society or trade union, or with which more...

• Associative Learning

  the learning which occurs when consumers begin to attach certain qualities or characteristics more...

• Assorting

  the practice of putting together a wide variety of produce in one location, more...

• Assortment

  the range of goods and services offered by a retailer. more...

• Assortment Strategies

  options available to a reseller in determining the assortment of products and services more...

• Assumptive Close

  a closing technique in which a salesperson simply assumes that the purchaser has more...

• ATC

  see Average Total Cost. more...

• A theory of retail competition that states that retailing institutions, like the products they distr

  The total of markdowns, discounts to employees and other classes of customers, and more...

• At-Home TV Shopping

  a form of non-store retailing in which products are shown on a television more...

• ATM

  abbrev. Automatic Telling Machine. more...

• Atmospheres

  see Atmospherics. more...

• Atmospherics

  the combination of store decor, physical characteristics and amenities provided by a retailer more...

• Atomistic Competition

  see Pure Competition. more...

• Attack Strategy

  in competitive situations, a means by which an organisation in a market challenger more...

• Attention

  the mental application, awareness, consideration or concentration that a company seeks to induce more...

• Attention ratio

  Attention ratio is the ratio of interaction points (links) to the number of more...

• Attitude

  an enduring favourable or unfavourable feeling, emotion and action tendency towards an issue more...

• Attitude Tracking

  measuring the degree of satisfaction with a product through an on-going study of more...

• Attitudinal Loyalty

  the loyalty displayed by consumers when they repeatedly buy brands they know and more...

• Attitudinal Research

  the gathering of data to measure consumers' attitudes to a product or brand more...

• Attractiveness-Strength Model

  A two-dimensional matrix that portrays a company's products or strategic business units, showing more...

• Attribute

  see Feature. more...

• Audience

  the intended receivers of an advertiser's message. more...

• Audience Attention Probability

  the degree to which a target consumer is likely to pay attention to more...

• Audience Profile, Audience Quality

  a measure of the kind and quality of the target consumers likely to more...

• Audience Research, Audience Tune-Out

  a phenomenon which occurs when relatively large groups of a radio or TV more...

• Audimeter

  an electronic device to record which particular television channel is tuned to by more...

• Audiotext

  a relatively new, alternative promotional medium in which an advertiser's recorded message is more...

• Audit

  see Marketing Audit. more...

• Augmented Product

  a product enhanced by the addition of related services and benefits, eg. installation, more...

• Austrade

  the name given to the Australian Trade Commission, the Government's trade and investment more...

• Australian Advertising Rate and Data Service

  a popular media reference guide (commonly called AARDS) subscribed to by advertising agencies, more...

• Australian Association of National Advertisers

  an association representing the interests of large marketing companies in the advertising industry. more...

• Australian Bureau of Statistics

  an Australian government agency which classifies organisations according to their economic activity, and more...

• Australian Competition and Consumer Commission

  an independent statutory authority, formed in 1995, which administers the Trade Practices Act 1974 more...

• Australian Council of Trade Unions

  the central body of the trade union movement in Australia; formed in the more...

• Australian Direct Marketing Association

  an association, established in 1967, to represent the interests of direct mail marketers; more...

• Australian Federation of Consumer Organisations

  an umbrella group for the consumer movement in Australia. more...

• Australian Marketing Institute

  an association of marketing professionals founded in Sydney in 1933 as The Institute more...

• Australian Product Number

  a number allocated systematically to a product to distinguish it by producer, size, more...

• Australian Standard Commodity Classification

  a system developed by the Australian Bureau of Statistics as a method of more...

• Australian Standard Industrial Classification

  a system developed by the Australian Bureau of Statistics as a method for more...

• Australian Standards, The

  a basic guide to product standards for a wide range of products, published more...

• Authentication Protocols

  Authentication Protocols are used to help email receivers separate legitimate messages from spam more...

• Authorisation

  see Brand Authorisation. more...

• Authoritarian Leadership Style

  a style of leadership characterised by an insistence upon obedience to authority. more...

• Automated Warehouse

  a modern, usually single-storeyed, computerised warehouse with advanced materials-handling technologies designed to reduce more...

• Automatic Merchandising

  the selling of goods by use of vending machines. more...

• Automatic Replenishment System

  a computerised system that analyses inventory levels and lead times and re-orders stock more...

• Automatic Response Behaviour

  see Routine Response Behaviour. more...

• Automatic Telling Machine

  an electronic device, often located at banks and in shopping malls, for dispensing more...

• Automatic Vending

  see Automatic Merchandising. more...

• Automatic Vending Machine

  A form of targeted communication in which an electronic device or technology dispenses, more...

• Autonomic Decision

  a purchase decision made by either spouse independently. more...

• Availability cascade

  A term used in psychology to describe a self-reinforcing cycle that explains the more...

• Available Market

  that part of the total market which professes an interest in a product, more...

• Average Cost

  the average cost per unit of production of a set or group of more...

• Average Cost Pricing

  a pricing method in which a mark-up for profit is added to the more...

• Average Fixed Cost

  a measure of cost control, calculated by dividing the total fixed cost of more...

• Average Revenue

  a measure used in price setting, calculated by dividing the total revenue by more...

• Average Time on Site

  The average length of user visits on your wesbite. Visit length is calculated more...

• Average Total Cost

  a measure of cost control, calculated by dividing the total cost of the more...

• Average Variable Cost

  a measure of cost control, calculated by dividing the total variable cost of more...

• Aversive Factors

  qualities about people that turn others against them and may prevent the development more...

• Awareness

  see Attention. more...

• Awareness Set

  the brands of which a consumer is aware; normally, the awareness set will more...