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Viewing terms beginning with 'Bb'

• B2B

  Business-to-Business more...

• B2C

  Business-to-Customer more...

• BANT

  BANT is an acronym for used to determine sales-readiness attributes:Budget [B]: Can your more...

• BAV

  abbrev. Brand Asset Valuator. Is a metric applied for the measurement of brand more...

• BCG

  abbrev. Boston Consulting Group. more...

• BEA

  abbrev. Break-Even Analysis. more...

• BEP

  abbrev. Break-Even Point. more...

• BIP

  abbrev. Business Intelligence Program more...

• BU

  abbrev. Bottom-Up. more...

• Baby Boomers

  the generation of people born between 1946 and 1959, a period of explosive more...

• Baby Bouncers

  the generation of people who are the children of the 'baby boomers'; also more...

• Bachelor Stage

  the first stage of the family life cycle. more...

• Backward Integration

  a strategy for growth in which a company seeks ownership of, or some more...

• Backward Invention

  an product strategy in international marketing in which a company produces a less more...

• Backward Marketing Channel

  see Reverse Marketing Channel. more...

• Bad Question

  in a survey or questionnaire, any question that distorts the fundamental communication between more...

• Bagman

  an eighteenth century term of British origin for a salesperson. more...

• Bait Advertising

  an advertising practice, now illegal in Australia, in which attractive, low-priced goods, few more...

• Bait Pricing

  advertising an item at an unrealistically low price as 'bait' to lure customers more...

• Bait and Switch Pricing

  advertising an item at an unrealistically low price as 'bait' to lure customers more...

• Balance Sheet Close

  a closing technique in which the salesperson assists an indecisive prospect to list more...

• Balance of Payments

  the difference between the payments made to foreign nations and the receipts from more...

• Balance of Trade

  the difference between the value of the goods and services sold to foreign more...

• Balanced Product Portfolio

  a product strategy in which a firm maintains an even combination of new, more...

• Balanced Tenancy

  an attribute of a shopping centre or shopping mall which comprises a mix more...

• Balloon Test

  in marketing research, a projective interviewing technique in which respondents are presented with more...

• Banded Offers

  see Banded Pack. more...

• Banded Pack

  a consumer sales promotion in which two related product items are banded together more...

• Banner Advertising

  online advertising that appears -- usually as a narrow strip -- across the more...

• Bar Chart

  a two-dimensional graphic which shows data, in both absolute and relative magnitudes, in more...

• Bar Code

  an arrangement of lines and spaces in code form used to identify a more...

• Bar Code Scanner

  see Bar Code; Scanner Systems. more...

• Bargain

  anything that is purchased cheaply; an agreement made between two parties in which more...

• Bargaining

  trading off one thing against another in coming to an agreement or bringing more...

• Bargaining Power

  the strength or influence one party has in a business negotiation; the capacity more...

• Barriers to Entry

  see Access Barriers; Market Entry Barrier. more...

• Barter

  an exchange in which one good is traded for another; money is not more...

• Bartering

  exchanging goods for others of equal value. more...

• Base-Point Pricing

  a pricing method in which customers are charged freight costs from a base more...

• Basic Accounting Equation

  the balancing relationship between a firm's assets and the sum of its liabilities more...

• Basic Stock

  the level of inventory required to meet the desired service standard taking into more...

• Basing-Point Pricing

  see Base-Point Pricing. more...

• Battle of the Brands

  a term used in reference to the often intense competition between manufacturers' brands, more...

• Bayesian Decision Theory

  a statistical approach to decision making characterized by assigning probabilities to any degree more...

• Behavioral Analysis

  A sales management evaluation and control method for monitoring sales force performance. A more...

• Behaviour

  in marketing, the way a customer acts towards a product or brand. more...

• Behaviour Intention Scale

  a method of rating or predicting the likelihood of a prospective customer to more...

• Behaviour Segmentation

  see Behavioural Segmentation more...

• Behavioural Data

  information that describes the needs, urges, drives, desires and impulses which direct a more...

• Behavioural Lead Scoring

  This is a technique used in marketing and sales to identify hot prospects more...

• Behavioural Segmentation

  the division of a market into groups according to their knowledge of, and more...

• Behavioural Variables

  the division of a market into groups according to their knowledge of, and more...

• Behaviouristic Segmentation

  see Behavioural Segmentation. more...

• Beliefs

  the notions or values of people in a community or society which have more...

• Bells and Whistles

  the optional features built into a basic product to satisfy or impress as more...

• Belongers

  a term used by SRI International in the first version of their Values more...

• Belongingness and Love Needs

  the desire for love and affection from others. more...

• Below-the-Line Advertising

  all advertising by means other than the five major media - the press, more...

• Benchmark

  a standard, or point of reference, against which something else may be measured. more...

• Benchmarking

  comparing the performance of an organisation's products or processes with those of competitors more...

• Benefit Concept

  the sum of the bundle of benefits in a consumer's mind which a more...

• Benefit Segmentation

  the division of a market into groups or segments on the basis of more...

• Benefit and Lifestyle Study

  an approach to market segmentation in which data are gathered to enable consumers more...

• Benefit-in-Reserve Close

  see Incentive Close. more...

• Benefits Sought

  the specific advantages looked for in products when buyers purchase them. more...

• Benefits Sought Segmentation

  see Benefit Segmentation. more...

• Benjamin Franklin Close

  see Balance Sheet Close. more...

• Bernoulli Process

  A probabilistic model in which the probability p that an event of interest more...

• Beta Binomial Model

  A probability mixture model commonly used to represent patterns of brand choice behavior more...

• Beta Coefficient

  in statistical analysis, an estimated regression coefficient that has been recalculated to have more...

• Better Mousetrap Fallacy

  the mistaken notion that if a company produces a technically better product than more...

• Bias

  see Interviewer Bias. more...

• Bid-Rigging

  an illegal pricing practice in which firms that are tendering for the supply more...

• Bidding

  a pricing method in which selling organisations bid for a buyer's custom; the more...

• Big Mac Scale

  an approach to rating the cost of living in various economic sectors based more...

• Bill-Back Advertising Allowance

  see Bill-Back Allowance. more...

• Bill-Back Allowance

  a form of trade promotion in which retailers receive allowances from a manufacturer more...

• Bill-Back Display Allowance

  see Bill-Back Allowance. more...

• Billings

  the amount of money spent on media buying by advertising agencies on behalf more...

• Biogenics

  the study of characteristics, such as age, gender and race, that individuals possess more...

• Bird Dogs

  individuals, sometimes junior salespeople, who seek out sales leads and prospects for more more...

• Birdyback

  a system of transportation requiring the transfer of containers from truck to aeroplane. more...

• Bivariate Regression Analysis

  in statistical analysis, a technique that uses information about the relationship between a more...

• Black Box

  a colloquial term for an electronic TV audience measurement system; an audiometer; a more...

• Black Box Model (of Consumer Behaviour)

  a model used in the study of the buying behaviour of consumers; the more...

• Black Economy

  the portion of a nation's economic activity which does not appear in official more...

• Black Money

  revenue which is earned by an individual or company which is not officially more...

• Blacklists

  Blacklisting is a process of actively monitoring the Internet for reports of senders more...

• Blanket Branding

  see Family Brand. more...

• Blanket Contract

  see Blanket Purchase Order. more...

• Blanket Purchase Order

  a purchase arrangement in which a buyer contracts with a supplier to take more...

• Blocked Markets

  markets, especially in foreign countries, to which entry permission is refused, or in more...

• Blue Sky Laws

  legislation intended to prevent sales to gullible investors. more...

• Blueline

  A print of an ad, brochure, or other advertising materials produced on photosensitive more...

• Body Copy

  the descriptive paragraphs in a print advertisement (as opposed to the headlines. more...

• Body Language

  a nonverbal form of communication in which posture, facial expressions, hand movements, etc, more...

• Bonus Plan

  a scheme for additional payments to salespeople to be made at the discretion more...

• Boomerang Method

  hurling a buyer's objection back as a reason for buying. If, for example, more...

• Booz, Allen and Hamilton

  a U.S. based marketing consulting firm, especially recognised for its studies of failure more...

• Boredom Avoidance

  a term used to describe an approach to new product introduction or product more...

• Boston Consulting Group

  a Harvard-based marketing consultancy, best known for its portfolio analysis technique devised in more...

• Boston Consulting Group Advantage Matrix

  a marketing planning tool devised by the Harvard-based Boston Consulting Group; taking as more...

• Boston Consulting Group Portfolio Analysis Matrix

  a tool, devised by the Harvard-based Boston Consulting Group, for use in product more...

• Bottom Line

  a colloquial term meaning 'profits'. more...

• Bottom-Up Approach to Planning

  a participative approach to planning in which there is involvement at all levels; more...

• Bottom-Up Approach to Promotion Budgeting

  an approach to promotion budgeting which takes as its basis the tasks that more...

• Bottom-Up Approach to Sales Forecasting

  an approach to sales forecasting which takes market conditions rather than the company's more...

• Bottom-Up Budgeting

  an approach to budget-setting in which managers determine how much is needed to more...

• Bounce Rate

  The percentage of visits to your website from people who didn’t interact again more...

• Bounce Rate

  The Bounce Rate measures the retention within a single visit to a web more...

• Boundary-Spanning Role

  the difficult dual role played by sales managers and senior account managers who, more...

• Boutique research agency

  A market research company that may be smaller in client portfolio; employee size; more...

• Brain Drain

  a term used to describe the effect on a nation when significant numbers more...

• Brainstorming

  an idea generating process commonly used in new product development; the process encourages more...

• Brand

  a name, sign, symbol or design, or some combination of these, used to more...

• Brand Acceptance

  see Brand Loyalty. more...

• Brand Advertising

  the featuring of a particular brand in media vehicles in order to build more...

• Brand Association

  the particular thoughts and impressions that a consumer has of a brand; marketers more...

• Brand Authorisation

  the obtaining of distribution and display, usually of a consumer packaged good, through more...

• Brand Awareness

  see Brand Familiarity. more...

• Brand Bonding

  building a strong relationship between a brand and consumers in order to grow more...

• Brand Buzz

  The volume of mentions about your product or brand that are published outside more...

• Brand Category Extension

  see Brand Extension. more...

• Brand Choice Models

  These stochastic models of individual brand choice focus on the brand that will more...

• Brand Competitors

  competing brands of products which can satisfy a consumer's wants almost equally as more...

• Brand Concept

  the image that the brand sponsor wants a particular brand to have; the more...

• Brand Conviction

  the strong attitude or attachment consumers have towards a particular brand. more...

• Brand Development Index

  a ratio of brand consumption intensity to population intensity by country, state, city, more...

• Brand Dilution

  the weakening of the power of a brand which may occur when a more...

• Brand Equity

  a term used in reference to the value of a well-known brand; brand more...

• Brand Establishment

  the building-up of a brand in the introductory stage of the product's life more...

• Brand Extension

  the use of a well-known brand name to launch a new product, of more...

• Brand Familiarity

  the awareness consumers have of a particular brand. more...

• Brand Family

  See Family Brand. more...

• Brand Franchise

  the loyalty that attaches to a well-managed brand. more...

• Brand Harvesting

  decreasing marketing expenditure on a brand to zero, or to a minimal level, more...

• Brand Identification Decisions

  decisions relating to the type of brand to give to a product; four more...

• Brand Identity

  see Brand Image. more...

• Brand Image

  the feelings, moods, emotions and connotations evoked by a brand. Also referred to more...

• Brand Insistence

  the stage of brand loyalty where the buyer will accept no alternative and more...

• Brand Label

  a label which gives the brand name of the product. more...

• Brand Leveraging

  broadening a company's product range by introducing additional forms or types of products more...

• Brand Licensing

  the leasing of the use of a brand to another company. more...

• Brand Life Cycle

  a concept, building on the product life cycle concept, which states that brands more...

• Brand Loyalists

  consumers who remain loyal to a brand over a long period of time. more...

• Brand Loyalty

  a measure of the degree to which a buyer recognises, prefers and insists more...

• Brand Management

  The concept of brand management is attributed to Neil McElroy (Procter and Gamble) more...

• Brand Manager

  an individual given responsibility for planning and co-ordinating the firm's marketing activities related more...

• Brand Map

  see Perceptual Mapping. more...

• Brand Mark

  the part of a brand which can be seen but not spoken; the more...

• Brand Monopoly

  a circumstance in which a particular brand dominates a market. more...

• Brand Name

  the part of a brand which can be spoken; it may include words, more...

• Brand Name Selection

  the choosing of a brand name. more...

• Brand Name Selection Process

  a systematic process for the development of a brand name that will increase more...

• Brand Parity

  the similarity of one brand to another; in mature product categories, there are more...

• Brand Performance and Health Metrics

  Assesses brand preference in relation to preference for competing brands more...

• Brand Personality

  the feeling that people have about a brand as distinct from what the more...

• Brand Positioning

  the development of the way in which a company wishes its brand to more...

• Brand Positioning Map

  a two-dimensional chart used as a tool in brand positioning; the market positions more...

• Brand Power

  the force a particular brand has to dominate its category through the magnitude more...

• Brand Preference

  the stage of brand loyalty at which a buyer will select a particular more...

• Brand Promiscuity

  consumer buying behaviour marked by an absence of brand loyalty. more...

• Brand Protection

  legislation forbidding other firms from using a company's registered brand names or brand more...

• Brand Recognition

  the stage of brand loyalty at which the buyer is aware of the more...

• Brand Reinforcement

  activity associated with getting consumers who have tried a particular brand to become more...

• Brand Repositioning

  changing the appeal of a brand in order for it to attract new more...

• Brand Revitalisation

  strategy employed when a brand has reached maturity and profits begin to decline; more...

• Brand Revival

  the resurrection of a brand that is being harvested or which has previously more...

• Brand Sponsor

  the manufacturer, wholesaler or retailer who owns the brand. more...

• Brand Stature

  The power of a brand. more...

• Brand Strategies

  decision-making for the effective handling of brands; three general branding strategies are available more...

• Brand Switching

  the changing of support and conviction for one brand to a competing brand. more...

• Brand Vision

  an organisation's clear view of what its brand is now and what it more...

• Brand Vitality

  The current and future growth potential that a brand holds in it. more...

• Branding

  see Brand Strategies. more...

• Branding Decisions

  see Brand Strategies. more...

• Branding Strategies

  see Brand Strategies. more...

• Breadth of Product Line

  see Width of Product Line. more...

• Break-Even

  see Break-Even Analysis; Break-Even Point; Break-Even Pricing. more...

• Break-Even Analysis

  see Break-Even Pricing. more...

• Break-Even Point

  the point at which total revenue is equal to total cost. more...

• Break-Even Pricing

  a method of pricing based on a determination of the number of units more...

• Breakout

  in logistics management, the extracting of goods from large shipments from a manufacturer more...

• Breakthrough Opportunities

  opportunities that are seen by innovative firms which develop hard-to-imitate marketing strategies that more...

• Bribe

  money offered to procure an action or decision in favour of the giver; more...

• Bridge Buying

  a practice in retailing in which buyers purchase enough of a supplier's product more...

• Brief

  in advertising, a document given by a manufacturer or supplier to an agency more...

• Brinkmanship

  a term used in negotiating in which one party bluffs or pushes the more...

• Broad Assortment

  an assortment strategy in which a reseller decides to carry a wide range more...

• Broadening Concept

  the extension of marketing as a business philosophy to encompass the marketing activities more...

• Brochure

  a leaflet, pamphlet, booklet or similar printed publication which provides information about an more...

• Brochureware

  a disparaging term used to describe static internet websites that show or list more...

• Broker

  a marketing intermediary or middleman between buyer and seller; an agent. more...

• Browngoods

  a classification of consumer durables which includes television sets, radios and hi-fi equipment. more...

• Brush-Off

  an unsatisfactory approach adopted by some companies to customer complaints; in this approach, more...

• Buddy System

  an on-the-job sales training method in which an experienced salesperson is responsible for more...

• Budget

  a plan of estimated income and expenditure, or of the amount needed and more...

• Budget Determination

  see Advertising Budget Determination. more...

• Budgeting

  the process of financial planning of income and expenditure for the firm's various more...

• Budgeting Models

  see Computer Modelling. more...

• Buffer Page

  An additional web page created relating to an advertisement as a landing page. more...

• Buffer Stock

  more...

• Build Strategy

  decision-making aimed at increasing market penetration of existing products into existing markets or more...

• Built-In Obsolescence

  the deliberate design of a product in a way in which some component more...

• Bundled Pricing

  see Bundling. more...

• Bundling

  the practice of offering two or more products or services as a single more...

• Bureaucratic Organisation

  This term is associated with government, where official decision making is circumscribed by more...

• Burst Advertising Expenditure

  a concentration of advertising expenditure over a limited time period. more...

• Business Analysis

  a stage in the new product development process in which the information gathered more...

• Business Buyer Behaviour

  the way in which organisational buyers act or behave when making purchase decisions. more...

• Business Buying Process

  Like consumers, the decisions organisational buyers make are affected by a range of more...

• Business Conduct Guidelines

  sets of rules or ethical standards, usually compiled by management, under an organisation more...

• Business Customers

  see Business Market. more...

• Business Cycles

  historical patterns of prevailing economic conditions - prosperity, recession, depression and recovery. more...

• Business District

  a section of a city, suburb or other geographic location with a high more...

• Business Guide

  a journal, periodical, magazine or similar publication containing news and information about the more...

• Business Intelligence

  in marketing support systems, any information relevant to the operations of an organisation more...

• Business Intelligence Program

  a continuously evolving data-gathering program in which a company sources and analyses accurate more...

• Business Market

  government departments as well as manufacturers, wholesalers, retailers and similar commercial enterprises that more...

• Business Mix

  the combination of businesses in which a firm is engaged. more...

• Business Plan

  a blueprint for building a company, containing a definition of the company's mission, more...

• Business Portfolio

  the mix of strategic business units and products that make up a company's more...

• Business Portfolio Analysis Matrix

  a tool used in business analysis as a means of classifying a firm's more...

• Business Strength

  a measure of the ability a firm has to compete successfully in a more...

• Business-To-Business Marketing

  see Business Market; Industrial Marketing. more...

• Business-to-Business Products

  goods and services purchased by organisations for use in producing other products or more...

• Buy Classes

  buying situations categorised according to the prior experience of the buyer with the more...

• Buy One-Get One Free

  A sales promotion offer made to either the retailer or the consumer in more...

• Buy-Back

  in international marketing, a practice in which organisations sell plant, equipment or technology more...

• Buy-Back Allowance

  A form of trade sales promotion in which channel members are offered an more...

• Buyer

  the individual who handles the actual purchase in a buying decision; a purchasing more...

• Buyer Action Theory

  a traditional point of view holding that a prospect buys after being guided more...

• Buyer Behaviour

  the study of consumers and organisations in relation to their purchase decisions. more...

• Buyer Decision Process

  the stages through which buyers pass as they move from recognition of a more...

• Buyer Dissonance

  see Cognitive Dissonance. more...

• Buyer Intention Forecast

  a method of predicting future demand for a product by asking potential buyers more...

• Buyer Involvement

  a measure of the time and effort a buyer is prepared to devote more...

• Buyer Persona

  A buyer persona is a fictional representation of an organisation’s ideal customer based more...

• Buyer Readiness Stage

  the state of preparedness or willingness in which an individual consumer may be more...

• Buyer Readiness State

  see Buyer Readiness Stage. more...

• Buyer Resolution Theory

  the idea that a buyer decides to purchase only after mentally resolving five more...

• Buyer Role

  In the buying process, the part played by the actual purchasers of a more...

• Buyer Socialisation

  the learning which individuals do from their parents, peers and sub-cultural groups which more...

• Buyer's Market

  more...

• Buyer-Seller Dyad

  the two-way flow of communication between buyer and seller. more...

• Buyer-Seller Interdependence

  the close relationship between buyers and sellers, especially in organisational markets, where buyers more...

• Buying Allowance

  a trade sales promotion in which buyers are offered a price reduction for more...

• Buying Centre

  everyone within an organisation who participates in a buying decision; categories of participants more...

• Buying Committee

  a group within a retailing organisation or chain which has responsibility for the more...

• Buying Cycle

  the time taken by an organisation to complete its decision to buy. more...

• Buying Decision Process

  see Buyer Decision Process. more...

• Buying Power

  the resources, especially financial, that customers have at a given time. more...

• Buying Power Index

  a tool developed in the U.S. for estimating the buying power of a more...

• Buying Process

  see Buyer Decision Process. more...

• Buying Signals

  signs or indications, verbal or nonverbal, that tell a salesperson that the buyer more...

• Buying Situations

  see Buy Classes. more...

• By-Pass Strategy

  One of five main competitive strategies available to a market challenger, a by-pass more...

• By-Product

  a secondary product produced during the process of manufacturing another. more...

• By-Product Pricing

  a pricing method used in situations where a saleable by-product results in the more...