B
Browse A-Z
Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Bb'
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B2B
Business-to-Business more...
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B2C
Business-to-Customer more...
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BANT
BANT is an acronym for used to determine sales-readiness attributes:Budget [B]: Can your more...
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BAV
abbrev. Brand Asset Valuator. Is a metric applied for the measurement of brand more...
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BCG
abbrev. Boston Consulting Group. more...
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BEA
abbrev. Break-Even Analysis. more...
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BEP
abbrev. Break-Even Point. more...
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BIP
abbrev. Business Intelligence Program more...
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BU
abbrev. Bottom-Up. more...
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Baby Boomers
the generation of people born between 1946 and 1959, a period of explosive more...
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Baby Bouncers
the generation of people who are the children of the 'baby boomers'; also more...
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Bachelor Stage
the first stage of the family life cycle. more...
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Backward Integration
a strategy for growth in which a company seeks ownership of, or some more...
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Backward Invention
an product strategy in international marketing in which a company produces a less more...
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Backward Marketing Channel
see Reverse Marketing Channel. more...
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Bad Question
in a survey or questionnaire, any question that distorts the fundamental communication between more...
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Bagman
an eighteenth century term of British origin for a salesperson. more...
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Bait Advertising
an advertising practice, now illegal in Australia, in which attractive, low-priced goods, few more...
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Bait Pricing
advertising an item at an unrealistically low price as 'bait' to lure customers more...
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Bait and Switch Pricing
advertising an item at an unrealistically low price as 'bait' to lure customers more...
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Balance Sheet Close
a closing technique in which the salesperson assists an indecisive prospect to list more...
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Balance of Payments
the difference between the payments made to foreign nations and the receipts from more...
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Balance of Trade
the difference between the value of the goods and services sold to foreign more...
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Balanced Product Portfolio
a product strategy in which a firm maintains an even combination of new, more...
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Balanced Tenancy
an attribute of a shopping centre or shopping mall which comprises a mix more...
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Balloon Test
in marketing research, a projective interviewing technique in which respondents are presented with more...
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Banded Offers
see Banded Pack. more...
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Banded Pack
a consumer sales promotion in which two related product items are banded together more...
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Banner Advertising
online advertising that appears -- usually as a narrow strip -- across the more...
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Bar Chart
a two-dimensional graphic which shows data, in both absolute and relative magnitudes, in more...
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Bar Code
an arrangement of lines and spaces in code form used to identify a more...
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Bar Code Scanner
see Bar Code; Scanner Systems. more...
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Bargain
anything that is purchased cheaply; an agreement made between two parties in which more...
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Bargaining
trading off one thing against another in coming to an agreement or bringing more...
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Bargaining Power
the strength or influence one party has in a business negotiation; the capacity more...
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Barriers to Entry
see Access Barriers; Market Entry Barrier. more...
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Barter
an exchange in which one good is traded for another; money is not more...
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Bartering
exchanging goods for others of equal value. more...
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Base-Point Pricing
a pricing method in which customers are charged freight costs from a base more...
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Basic Accounting Equation
the balancing relationship between a firm's assets and the sum of its liabilities more...
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Basic Stock
the level of inventory required to meet the desired service standard taking into more...
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Basing-Point Pricing
see Base-Point Pricing. more...
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Battle of the Brands
a term used in reference to the often intense competition between manufacturers' brands, more...
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Bayesian Decision Theory
a statistical approach to decision making characterized by assigning probabilities to any degree more...
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Behavioral Analysis
A sales management evaluation and control method for monitoring sales force performance. A more...
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Behaviour
in marketing, the way a customer acts towards a product or brand. more...
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Behaviour Intention Scale
a method of rating or predicting the likelihood of a prospective customer to more...
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Behaviour Segmentation
see Behavioural Segmentation more...
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Behavioural Data
information that describes the needs, urges, drives, desires and impulses which direct a more...
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Behavioural Lead Scoring
This is a technique used in marketing and sales to identify hot prospects more...
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Behavioural Segmentation
the division of a market into groups according to their knowledge of, and more...
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Behavioural Variables
the division of a market into groups according to their knowledge of, and more...
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Behaviouristic Segmentation
see Behavioural Segmentation. more...
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Beliefs
the notions or values of people in a community or society which have more...
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Bells and Whistles
the optional features built into a basic product to satisfy or impress as more...
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Belongers
a term used by SRI International in the first version of their Values more...
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Belongingness and Love Needs
the desire for love and affection from others. more...
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Below-the-Line Advertising
all advertising by means other than the five major media - the press, more...
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Benchmark
a standard, or point of reference, against which something else may be measured. more...
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Benchmarking
comparing the performance of an organisation's products or processes with those of competitors more...
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Benefit Concept
the sum of the bundle of benefits in a consumer's mind which a more...
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Benefit Segmentation
the division of a market into groups or segments on the basis of more...
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Benefit and Lifestyle Study
an approach to market segmentation in which data are gathered to enable consumers more...
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Benefit-in-Reserve Close
see Incentive Close. more...
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Benefits Sought
the specific advantages looked for in products when buyers purchase them. more...
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Benefits Sought Segmentation
see Benefit Segmentation. more...
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Benjamin Franklin Close
see Balance Sheet Close. more...
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Bernoulli Process
A probabilistic model in which the probability p that an event of interest more...
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Beta Binomial Model
A probability mixture model commonly used to represent patterns of brand choice behavior more...
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Beta Coefficient
in statistical analysis, an estimated regression coefficient that has been recalculated to have more...
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Better Mousetrap Fallacy
the mistaken notion that if a company produces a technically better product than more...
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Bias
see Interviewer Bias. more...
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Bid-Rigging
an illegal pricing practice in which firms that are tendering for the supply more...
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Bidding
a pricing method in which selling organisations bid for a buyer's custom; the more...
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Big Mac Scale
an approach to rating the cost of living in various economic sectors based more...
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Bill-Back Advertising Allowance
see Bill-Back Allowance. more...
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Bill-Back Allowance
a form of trade promotion in which retailers receive allowances from a manufacturer more...
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Bill-Back Display Allowance
see Bill-Back Allowance. more...
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Billings
the amount of money spent on media buying by advertising agencies on behalf more...
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Biogenics
the study of characteristics, such as age, gender and race, that individuals possess more...
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Bird Dogs
individuals, sometimes junior salespeople, who seek out sales leads and prospects for more more...
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Birdyback
a system of transportation requiring the transfer of containers from truck to aeroplane. more...
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Bivariate Regression Analysis
in statistical analysis, a technique that uses information about the relationship between a more...
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Black Box
a colloquial term for an electronic TV audience measurement system; an audiometer; a more...
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Black Box Model (of Consumer Behaviour)
a model used in the study of the buying behaviour of consumers; the more...
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Black Economy
the portion of a nation's economic activity which does not appear in official more...
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Black Money
revenue which is earned by an individual or company which is not officially more...
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Blacklists
Blacklisting is a process of actively monitoring the Internet for reports of senders more...
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Blanket Branding
see Family Brand. more...
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Blanket Contract
see Blanket Purchase Order. more...
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Blanket Purchase Order
a purchase arrangement in which a buyer contracts with a supplier to take more...
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Blocked Markets
markets, especially in foreign countries, to which entry permission is refused, or in more...
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Blue Sky Laws
legislation intended to prevent sales to gullible investors. more...
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Blueline
A print of an ad, brochure, or other advertising materials produced on photosensitive more...
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Body Copy
the descriptive paragraphs in a print advertisement (as opposed to the headlines. more...
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Body Language
a nonverbal form of communication in which posture, facial expressions, hand movements, etc, more...
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Bonus Plan
a scheme for additional payments to salespeople to be made at the discretion more...
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Boomerang Method
hurling a buyer's objection back as a reason for buying. If, for example, more...
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Booz, Allen and Hamilton
a U.S. based marketing consulting firm, especially recognised for its studies of failure more...
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Boredom Avoidance
a term used to describe an approach to new product introduction or product more...
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Boston Consulting Group
a Harvard-based marketing consultancy, best known for its portfolio analysis technique devised in more...
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Boston Consulting Group Advantage Matrix
a marketing planning tool devised by the Harvard-based Boston Consulting Group; taking as more...
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Boston Consulting Group Portfolio Analysis Matrix
a tool, devised by the Harvard-based Boston Consulting Group, for use in product more...
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Bottom Line
a colloquial term meaning 'profits'. more...
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Bottom-Up Approach to Planning
a participative approach to planning in which there is involvement at all levels; more...
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Bottom-Up Approach to Promotion Budgeting
an approach to promotion budgeting which takes as its basis the tasks that more...
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Bottom-Up Approach to Sales Forecasting
an approach to sales forecasting which takes market conditions rather than the company's more...
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Bottom-Up Budgeting
an approach to budget-setting in which managers determine how much is needed to more...
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Bounce Rate
The percentage of visits to your website from people who didn’t interact again more...
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Bounce Rate
The Bounce Rate measures the retention within a single visit to a web more...
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Boundary-Spanning Role
the difficult dual role played by sales managers and senior account managers who, more...
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Boutique research agency
A market research company that may be smaller in client portfolio; employee size; more...
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Brain Drain
a term used to describe the effect on a nation when significant numbers more...
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Brainstorming
an idea generating process commonly used in new product development; the process encourages more...
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Brand
a name, sign, symbol or design, or some combination of these, used to more...
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Brand Acceptance
see Brand Loyalty. more...
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Brand Advertising
the featuring of a particular brand in media vehicles in order to build more...
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Brand Association
the particular thoughts and impressions that a consumer has of a brand; marketers more...
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Brand Authorisation
the obtaining of distribution and display, usually of a consumer packaged good, through more...
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Brand Awareness
see Brand Familiarity. more...
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Brand Bonding
building a strong relationship between a brand and consumers in order to grow more...
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Brand Buzz
The volume of mentions about your product or brand that are published outside more...
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Brand Category Extension
see Brand Extension. more...
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Brand Choice Models
These stochastic models of individual brand choice focus on the brand that will more...
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Brand Competitors
competing brands of products which can satisfy a consumer's wants almost equally as more...
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Brand Concept
the image that the brand sponsor wants a particular brand to have; the more...
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Brand Conviction
the strong attitude or attachment consumers have towards a particular brand. more...
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Brand Development Index
a ratio of brand consumption intensity to population intensity by country, state, city, more...
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Brand Dilution
the weakening of the power of a brand which may occur when a more...
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Brand Equity
a term used in reference to the value of a well-known brand; brand more...
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Brand Establishment
the building-up of a brand in the introductory stage of the product's life more...
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Brand Extension
the use of a well-known brand name to launch a new product, of more...
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Brand Familiarity
the awareness consumers have of a particular brand. more...
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Brand Family
See Family Brand. more...
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Brand Franchise
the loyalty that attaches to a well-managed brand. more...
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Brand Harvesting
decreasing marketing expenditure on a brand to zero, or to a minimal level, more...
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Brand Identification Decisions
decisions relating to the type of brand to give to a product; four more...
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Brand Identity
see Brand Image. more...
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Brand Image
the feelings, moods, emotions and connotations evoked by a brand. Also referred to more...
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Brand Insistence
the stage of brand loyalty where the buyer will accept no alternative and more...
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Brand Label
a label which gives the brand name of the product. more...
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Brand Leveraging
broadening a company's product range by introducing additional forms or types of products more...
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Brand Licensing
the leasing of the use of a brand to another company. more...
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Brand Life Cycle
a concept, building on the product life cycle concept, which states that brands more...
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Brand Loyalists
consumers who remain loyal to a brand over a long period of time. more...
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Brand Loyalty
a measure of the degree to which a buyer recognises, prefers and insists more...
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Brand Management
The concept of brand management is attributed to Neil McElroy (Procter and Gamble) more...
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Brand Manager
an individual given responsibility for planning and co-ordinating the firm's marketing activities related more...
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Brand Map
see Perceptual Mapping. more...
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Brand Mark
the part of a brand which can be seen but not spoken; the more...
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Brand Monopoly
a circumstance in which a particular brand dominates a market. more...
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Brand Name
the part of a brand which can be spoken; it may include words, more...
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Brand Name Selection
the choosing of a brand name. more...
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Brand Name Selection Process
a systematic process for the development of a brand name that will increase more...
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Brand Parity
the similarity of one brand to another; in mature product categories, there are more...
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Brand Performance and Health Metrics
Assesses brand preference in relation to preference for competing brands more...
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Brand Personality
the feeling that people have about a brand as distinct from what the more...
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Brand Positioning
the development of the way in which a company wishes its brand to more...
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Brand Positioning Map
a two-dimensional chart used as a tool in brand positioning; the market positions more...
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Brand Power
the force a particular brand has to dominate its category through the magnitude more...
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Brand Preference
the stage of brand loyalty at which a buyer will select a particular more...
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Brand Promiscuity
consumer buying behaviour marked by an absence of brand loyalty. more...
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Brand Protection
legislation forbidding other firms from using a company's registered brand names or brand more...
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Brand Recognition
the stage of brand loyalty at which the buyer is aware of the more...
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Brand Reinforcement
activity associated with getting consumers who have tried a particular brand to become more...
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Brand Repositioning
changing the appeal of a brand in order for it to attract new more...
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Brand Revitalisation
strategy employed when a brand has reached maturity and profits begin to decline; more...
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Brand Revival
the resurrection of a brand that is being harvested or which has previously more...
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Brand Sponsor
the manufacturer, wholesaler or retailer who owns the brand. more...
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Brand Stature
The power of a brand. more...
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Brand Strategies
decision-making for the effective handling of brands; three general branding strategies are available more...
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Brand Switching
the changing of support and conviction for one brand to a competing brand. more...
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Brand Vision
an organisation's clear view of what its brand is now and what it more...
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Brand Vitality
The current and future growth potential that a brand holds in it. more...
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Branding
see Brand Strategies. more...
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Branding Decisions
see Brand Strategies. more...
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Branding Strategies
see Brand Strategies. more...
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Breadth of Product Line
see Width of Product Line. more...
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Break-Even
see Break-Even Analysis; Break-Even Point; Break-Even Pricing. more...
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Break-Even Analysis
see Break-Even Pricing. more...
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Break-Even Point
the point at which total revenue is equal to total cost. more...
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Break-Even Pricing
a method of pricing based on a determination of the number of units more...
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Breakout
in logistics management, the extracting of goods from large shipments from a manufacturer more...
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Breakthrough Opportunities
opportunities that are seen by innovative firms which develop hard-to-imitate marketing strategies that more...
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Bribe
money offered to procure an action or decision in favour of the giver; more...
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Bridge Buying
a practice in retailing in which buyers purchase enough of a supplier's product more...
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Brief
in advertising, a document given by a manufacturer or supplier to an agency more...
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Brinkmanship
a term used in negotiating in which one party bluffs or pushes the more...
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Broad Assortment
an assortment strategy in which a reseller decides to carry a wide range more...
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Broadening Concept
the extension of marketing as a business philosophy to encompass the marketing activities more...
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Brochure
a leaflet, pamphlet, booklet or similar printed publication which provides information about an more...
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Brochureware
a disparaging term used to describe static internet websites that show or list more...
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Broker
a marketing intermediary or middleman between buyer and seller; an agent. more...
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Browngoods
a classification of consumer durables which includes television sets, radios and hi-fi equipment. more...
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Brush-Off
an unsatisfactory approach adopted by some companies to customer complaints; in this approach, more...
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Buddy System
an on-the-job sales training method in which an experienced salesperson is responsible for more...
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Budget
a plan of estimated income and expenditure, or of the amount needed and more...
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Budget Determination
see Advertising Budget Determination. more...
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Budgeting
the process of financial planning of income and expenditure for the firm's various more...
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Budgeting Models
see Computer Modelling. more...
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Buffer Page
An additional web page created relating to an advertisement as a landing page. more...
- Buffer Stock
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Build Strategy
decision-making aimed at increasing market penetration of existing products into existing markets or more...
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Built-In Obsolescence
the deliberate design of a product in a way in which some component more...
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Bundled Pricing
see Bundling. more...
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Bundling
the practice of offering two or more products or services as a single more...
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Bureaucratic Organisation
This term is associated with government, where official decision making is circumscribed by more...
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Burst Advertising Expenditure
a concentration of advertising expenditure over a limited time period. more...
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Business Analysis
a stage in the new product development process in which the information gathered more...
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Business Buyer Behaviour
the way in which organisational buyers act or behave when making purchase decisions. more...
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Business Buying Process
Like consumers, the decisions organisational buyers make are affected by a range of more...
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Business Conduct Guidelines
sets of rules or ethical standards, usually compiled by management, under an organisation more...
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Business Customers
see Business Market. more...
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Business Cycles
historical patterns of prevailing economic conditions - prosperity, recession, depression and recovery. more...
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Business District
a section of a city, suburb or other geographic location with a high more...
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Business Guide
a journal, periodical, magazine or similar publication containing news and information about the more...
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Business Intelligence
in marketing support systems, any information relevant to the operations of an organisation more...
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Business Intelligence Program
a continuously evolving data-gathering program in which a company sources and analyses accurate more...
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Business Market
government departments as well as manufacturers, wholesalers, retailers and similar commercial enterprises that more...
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Business Mix
the combination of businesses in which a firm is engaged. more...
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Business Plan
a blueprint for building a company, containing a definition of the company's mission, more...
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Business Portfolio
the mix of strategic business units and products that make up a company's more...
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Business Portfolio Analysis Matrix
a tool used in business analysis as a means of classifying a firm's more...
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Business Strength
a measure of the ability a firm has to compete successfully in a more...
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Business-To-Business Marketing
see Business Market; Industrial Marketing. more...
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Business-to-Business Products
goods and services purchased by organisations for use in producing other products or more...
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Buy Classes
buying situations categorised according to the prior experience of the buyer with the more...
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Buy One-Get One Free
A sales promotion offer made to either the retailer or the consumer in more...
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Buy-Back
in international marketing, a practice in which organisations sell plant, equipment or technology more...
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Buy-Back Allowance
A form of trade sales promotion in which channel members are offered an more...
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Buyer
the individual who handles the actual purchase in a buying decision; a purchasing more...
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Buyer Action Theory
a traditional point of view holding that a prospect buys after being guided more...
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Buyer Behaviour
the study of consumers and organisations in relation to their purchase decisions. more...
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Buyer Decision Process
the stages through which buyers pass as they move from recognition of a more...
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Buyer Dissonance
see Cognitive Dissonance. more...
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Buyer Intention Forecast
a method of predicting future demand for a product by asking potential buyers more...
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Buyer Involvement
a measure of the time and effort a buyer is prepared to devote more...
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Buyer Persona
A buyer persona is a fictional representation of an organisationâs ideal customer based more...
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Buyer Readiness Stage
the state of preparedness or willingness in which an individual consumer may be more...
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Buyer Readiness State
see Buyer Readiness Stage. more...
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Buyer Resolution Theory
the idea that a buyer decides to purchase only after mentally resolving five more...
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Buyer Role
In the buying process, the part played by the actual purchasers of a more...
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Buyer Socialisation
the learning which individuals do from their parents, peers and sub-cultural groups which more...
- Buyer's Market
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Buyer-Seller Dyad
the two-way flow of communication between buyer and seller. more...
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Buyer-Seller Interdependence
the close relationship between buyers and sellers, especially in organisational markets, where buyers more...
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Buying Allowance
a trade sales promotion in which buyers are offered a price reduction for more...
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Buying Centre
everyone within an organisation who participates in a buying decision; categories of participants more...
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Buying Committee
a group within a retailing organisation or chain which has responsibility for the more...
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Buying Cycle
the time taken by an organisation to complete its decision to buy. more...
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Buying Decision Process
see Buyer Decision Process. more...
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Buying Power
the resources, especially financial, that customers have at a given time. more...
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Buying Power Index
a tool developed in the U.S. for estimating the buying power of a more...
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Buying Process
see Buyer Decision Process. more...
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Buying Signals
signs or indications, verbal or nonverbal, that tell a salesperson that the buyer more...
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Buying Situations
see Buy Classes. more...
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By-Pass Strategy
One of five main competitive strategies available to a market challenger, a by-pass more...
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By-Product
a secondary product produced during the process of manufacturing another. more...
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By-Product Pricing
a pricing method used in situations where a saleable by-product results in the more...