C
Browse A-Z
Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Cc'
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C-Type Response
a response to an advertisement or an advertising campaign which is immediately obvious. more...
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CAD
abbrev. Computer-Aided Design. more...
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CALLPLAN
an interactive computer program for determining the optimal number of calls to be more...
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CAM
abbrev. Computer-Assisted Manufacturing. more...
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CAPTCHA
CAPTCHA are those images of twisted words used to prove you’re human. They more...
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CATI
abbrev. Computer-Assisted Telephone Interviewing. more...
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CATS
abbrev. Computer-Assisted Telephone Surveys more...
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CBD
abbrev. Central Business District. more...
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CCO
Chief Content Officer more...
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CEO
Chief Executive Officer more...
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CFO
Chief Financial Officer more...
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CGM
abbrev. Consumer Generated Media. more...
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CIF
abbrev. Cost, Insurance and Freight. more...
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CIF Pricing
see Cost-Insurance-Freight Pricing. more...
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CIO
Chief Information Officer more...
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CMO
Chief Marketing Officer more...
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CMS
abbrev. Content Management System. Allows you to control and manage the content within more...
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COO
Chief Operating Officer more...
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CPA
abbrev. Cost-Per-Acquisition. These are the metrics everyone is generally looking to improve. This more...
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CPA
abbrev. Critical Path Analysis. more...
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CPC
abbrev. Cost-Per-Click. Refers to the actual price you pay for each click in more...
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CPG
Consumer Packaged Goods are staple items consumed on a daily basis more...
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CPM
abbrev. Cost-Per-Thousand-Impressions. Marketing term used to denote the price of 1,000 advertisement impressions more...
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CPT
abbrev. Cost-Per-Thousand. more...
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CRM Systems
Customer Relationship Management Systems more...
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CRO
Conversion Rate Optimisation more...
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CSR
Corporate Social Responsibility more...
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CSV
Creating Shared Values more...
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CTA
abbrev. Call-to-Action. Piece of content intended to induce a viewer, reader, or listener more...
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CX
Customer Experience. CX is defined as the customers’ perception of how a business more...
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Call
a visit to a client or prospective buyer by a sales representative to more...
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Call Centre
an organisation established for telemarketing operations, either out-going or incoming or both. more...
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Call Frequency
The number of sales calls per time period made on a particular customer. more...
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Call Planning
the arrangement of a sales representative's visits to buyers into an orderly sequence, more...
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Call Report
a written record of sales calls made by a representative for submission to more...
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Call-Back Approach
making a second or subsequent attempt to sell to a particular buyer, usually more...
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Caller-ID Technology
see Calling Number Display. more...
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Calling Number Display
the display of a caller's number on a telephone so that the subscriber more...
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Campaign
a related selection and execution of IMC activities to achieve marketing communication objectives. more...
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Canned Approach
see Stimulus-Response Approach. more...
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Cannibalisation
the loss of sales of an existing product to a new offering in more...
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Capital Items
long-lived business assets of a firm; these items usually include buildings, plant and more...
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Capitalist System
see Free Market System. more...
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Captioned Photograph
a photograph with a brief description of its contents, frequently issued by public more...
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Captive Market
a marketing situation in which purchasers have no choice but to buy from more...
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Captive Product
a product made specifically to be used with another, such as a refill more...
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Captive Product Pricing
a method of pricing the captive element of a product such as a more...
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Captive Service
a service which depends upon another major service for its use, and which more...
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Captive Service Pricing
also referred to as Two-Part Pricing, this pricing method allows an organisation to more...
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Capture Site
a web page that requires viewers to give name, address and other details more...
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Card-Reading Telephone
a form of electronic dispensing machine; a telephone that allows customers to use more...
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Carload Freight Rate
a special rate offered to companies by railways to encourage them to ship more...
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Carrying Costs
costs associated with maintaining inventory, such as financing, storage, insurance and obsolescence. more...
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Carryover Effect in Advertising
the rate at which the effectiveness of an advertising campaign diminishes with the more...
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Cartel
a group of firms (or nations) attempting to act as a monopoly to more...
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Case Allowance
discount allowed on products sold to retailers to encourage them to purchase in more...
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Case Study
To study the effectiveness of a product or website by studying it's impacts more...
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Cash Cow
a product or strategic business unit within the organisation's mix which is characterised more...
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Cash Discount
a reduction in price offered to a buyer in return for prompt settlement more...
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Cash Flow
the money required by a company to meet expenses in a given period. more...
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Cash Rebate
money refunded to customers who buy merchandise from retailers within a specified time; more...
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Cash Refund Offer
a sales promotion tool in which consumers are offered a cash incentive to more...
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Cash-Back Offer
see Cash Rebate; Cash Refund Offer. more...
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Cash-and-Carry Wholesaler
a wholesale firm that carries a limited line of fast-moving goods which it more...
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Cashing-Out
a cultural shift noted in today's society in which some people move from more...
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Casual Product Classes
broad classifications of products used to describe markets in everyday terms, eg. the more...
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Catalogue
a list of items, usually in booklet form, arranged in order and often more...
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Catalogue Marketing
a form of direct marketing in which customers order from catalogues which are more...
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Catalogue Retailer
retailers who mail catalogues to their customers and maintain showrooms where samples of more...
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Catalogue Selling
see Catalogue Marketing. more...
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Catalogue Showroom
see Catalogue Retailer. more...
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Category Killer
a retailer, usually with a large number of outlets, which specialises in one more...
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Category Management
the development, direction and control of all of the brands in one of more...
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Category Manager
an individual responsible for the marketing strategies of all the brands in a more...
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Category Team
a group of people within an organisation -- often including a category manager, more...
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Causal Research
marketing research which examines the cause-and-effect relationship among variables. more...
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Cause Marketing
marketing that is related to a special event, such as the Olympic Games, more...
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Cause-Related Marketing
any form of marketing which links a social cause - such as road-toll more...
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Caveat Emptor
a Latin term meaning 'let the buyer beware'. The term implies that it more...
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Ceiling Price
see Price Ceiling. more...
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Celebrity Endorsements
see Celebrity Testimonials. more...
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Celebrity Testimonials
advertisements featuring endorsements of products by well-known personalities from the field of entertainment, more...
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Census
the collection of data from all possible sources in a population. more...
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Central Business District
the region of a city where retail and other businesses are concentrated, with more...
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Central Place Theory
1. (retailing definition) A model that ranks communities according to the assortment of more...
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Centralised Exchange System
a system for the trading of goods which utilises a central market. more...
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Centralised Management
The practice of referring matters for decision to higher levels of management, particularly more...
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Centre-of-Influence Method
a prospecting method based on referrals; a salesperson uses influential people (bankers, solicitors, more...
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Cents-Off Deal
see Price Packs. more...
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Chain Store
a group of retail stores, centrally owned and managed, generally carrying the same more...
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Chain of Distribution
see Distribution Chain; Distribution Channel. more...
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Chain-Ratio Method
a method of calculating total market demand for a product in which a more...
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Channel
see Marketing Channels. more...
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Channel Captain
a member of a marketing channel assuming a leadership role in organising the more...
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Channel Conflict
discord among members in a marketing channel. more...
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Channel Design
the way in which the network is constructed to perform product distribution and more...
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Channel Efficiency
A measure of channel performance in relation to efficiency and cost. more...
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Channel Flows
the flow of physical goods and services, title, promotion, information and payment along more...
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Channel Leadership
see Channel Captain. more...
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Channel Length
the number of levels of marketing intermediaries used in the channel of distribution. more...
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Channel Levels
see Channel Length. more...
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Channel Mix
the degree of intensiveness selected for the distribution of a product. more...
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Channel Partnership
the close linking of two or more members of a distribution channel to more...
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Channel Power
the circumstances - economic or social that allow one channel member to control more...
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Channel Strategy
decision-making related to the selection of the most appropriate method of controlling the more...
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Channel Structure
the way in which a network of participating intermediaries is constructed in the more...
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Channel System
a method of linking customers and intermediaries by means of an integrated communication more...
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Channel of Distribution
see Marketing Channels. more...
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Charm Pricing
Charm Pricing refers to the setting of prices for goods/services that end in more...
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Checkout Scanner
an electronic device which scans customer purchases at point of sale and provides more...
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Chlorofluorocarbons
chemical substances believed to deplete the protective ozone layer of the earth's upper more...
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Choice Set
the final set of brands from which a consumer makes a purchase choice more...
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Circular Routing
A method for scheduling sales calls that involves circular patterns. more...
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Citizen Action Public
one of the several types of public which may influence an organisation's decision-making; more...
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Class Rate
the standard charge for the shipment of goods by a carrier. more...
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Classical Conditioning
a phenomenon described by Ivan Pavlov (1849-1936), in which a significant stimulus which more...
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Classified Advertising
print media advertising in which similar goods and services are grouped together in more...
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Click Through Rate (CTR)
Click Through Rate is the percentage of delivered emails that received at least more...
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Click To Open Rate (CTOR)
Click To Open Rate is the percentage of opened emails that received at more...
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Clicksteam Analysis
the analysis of statistical data provided by the path and pattern of visitors more...
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Clickstream
the path taken by website visitors as they move from one page or more...
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Clincher
an additional inducement offered to a potential buyer by a salesperson in order more...
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Close
the critical final stage in the selling process in which the salesperson attempts more...
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Closed Promotion
a sales promotion which is available only to a specific, high-potential target; for more...
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Closed Territory
an exclusive territory assigned by a manufacturer to a particular reseller; the reseller more...
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Closed-End Question
a question which allows a respondent to choose an answer from a given more...
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Closing
the act of gaining a commitment from a buyer to a purchase. more...
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Closing Signals
see Buying Signals. more...
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Closing Skill
the ability of a salesperson to obtain a buyer's commitment to the purchase. more...
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Closing Techniques
methods employed by a salesperson when asking a buyer for an order and more...
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Club Marketing Program
a marketing program designed specifically for regular and frequent purchasers of a company's more...
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Cluster Analysis
a multivariate statistical technique used to identify entities with similar characteristics from those more...
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Cluster Sample
a form of probability sample where respondents are drawn from a random sample more...
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Clutter
All non-programming time on radio and TV; this includes time given to advertsing more...
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Clutter Level
see Audience Tune-Out; Clutter; Customer Wearout. more...
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Co-Branding
a brand management strategy in which two or more well-established brand names of more...
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Cocooning
a cultural or lifestyle trend characterised by the tendency of some people, greatly more...
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Cognitive Dissonance
a doubt that surfaces when a buyer becomes aware that an alternative product more...
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Cold Calling
making a sales call on a client without an appointment. more...
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Cold Canvassing
see Cold Calling more...
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Collusion
agreement between a group of companies to fix a common price. more...
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Collusion Pricing
see Collusion. more...
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Combination Branding
emphasising a corporate or family name as well as an individual brand name more...
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Combination Store
a retail outlet which sells a mix of product types, such as groceries more...
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Command System
see Planned Economy; Controlled Allocation System. more...
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Commercial
a television advertisement . more...
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Commercial Data
information which can be purchased from marketing research firms which specialise in the more...
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Commercial Traveller
a late nineteenth century term of American origin for a salesperson. more...
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Commercialisation
the final stage of the new product development process in which the decision more...
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Commission
a payment made to a salesperson based on a percentage of the value more...
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Commission Override
a commission paid to a sales manager based on a percentage of his more...
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Commodity
see Commodity Product; Commodity Markets. more...
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Commodity Markets
markets typified by the homogeneity of products and a virtual irrelevance of branding. more...
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Commodity Product
a product that cannot be significantly differentiated from competitors' products. more...
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Commodity Rate
a rate which is applied in any situation where freight is product specific more...
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Common Carrier
regular, scheduled transportation services such as railways, airlines and trucking lines, available to more...
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Common Costs
The common or general costs that support a number of activities or profit more...
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Common Market
a group of geographically associated countries limiting trade barriers among member nations and more...
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Communicability
the extent to which the benefits of a new product are likely to more...
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Communication Effect of Advertising
the influence that an advertisement or some other form of promotional activity might more...
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Communication Process
the process by which a message, encoded by a sender, is transmitted through more...
- Communications
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Community Service
as part of their public relations programs, organisations will sometimes engage in community more...
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Community Shopping Centre
a group of independently-owned retail stores, 15 to 50 in number; a community more...
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Company Brand Strength
an indicator of the success of an organisation, often measured by the proportion more...
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Company Culture
see Organisational Culture. more...
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Company Demand
the demand for a specific firm's product as a proportion of the total more...
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Company Mission
see Corporate Mission. more...
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Company Sales Potential
the maximum level of sales a company can expect to achieve in the more...
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Company Survival
the major objective of a business firm or organisation; a powerful influence on more...
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Comparative Advertising
advertising in which a firm names a competitor's product and compares it with more...
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Comparative Influence
one of three types of influence exerted on consumers (with informational influence and more...
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Comparison Advertising
see Comparative Advertising. more...
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Comparison Pricing
a pricing method in which the price for a new product is set more...
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Compatibility
the extent to which a new product requires consumers to adjust to unfamiliar more...
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Compensation
remuneration for work done on behalf of another. more...
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Compensation (in International Markets)
a situation in which an organisation sells plant, equipment or other technologies to more...
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Compensation Method
handling a buyer's objection by admitting the validity of the objection but pointing more...
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Compensation Systems
schemes for remunerating salespeople for tasks performed; commonly used systems include straight salary, more...
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Competition
see Competitors. more...
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Competition-Based Pricing
see Competition-Oriented Pricing. more...
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Competition-Oriented Pricing
a method of pricing in which a manufacturer's price is determined more by more...
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Competitive Advantage
that which one firm can do better than another to satisfy consumer needs more...
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Competitive Advertising
advertising which points out features of a brand which may not be available more...
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Competitive Analysis
the assessment of the strengths and weaknesses of competing firms. more...
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Competitive Attack Strategies
options available for attacking a competitor; these include a frontal attack (head-on), a more...
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Competitive Bidding
a process in which buyers request potential suppliers to submit quotations or tenders more...
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Competitive Depositioning
attempting to change the beliefs of buyers about the attributes of a competitor's more...
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Competitive Environment
that part of the company's external environment which consists of other firms vying more...
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Competitive Equilibrium
a market situation of relatively stable competitive position and activity. more...
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Competitive Myopia
marketing short-sightedness in regard to the activity of competitors. more...
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Competitive Niche
a segment in a market in which a company can compete effectively. more...
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Competitive Parity Budgeting
a method of allocating a promotion budget based on matching the activity of more...
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Competitive Parity Pricing
a method of pricing in which an organisation's prime focus is the prices more...
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Competitive Position
an organisation's ranking in its industry by size and business strength; hypothetically, each more...
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Competitive Scope
the breadth or narrowness of an organisation's focus as measured horizontally by the more...
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Competitive Situation
the standing of an organisation in its markets, relative to its competitors, when more...
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Competitive Strategy
planning and actions intended to give a company an advantage over its competitors. more...
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Competitor-Centred Company
a company that makes its operational and marketing decisions based primarily on reactions more...
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Competitors
firms vying for patronage of the same market. more...
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Complaint System
any organised and efficient method of handling complaints to enhance customer satisfaction and more...
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Complementary Product Pricing
the pricing of one product at the optimum level, regardless of cost or more...
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Complete Segmentation
the division of a market into segments consisting of individual customers and tailoring more...
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Complex Decision Making
in consumer behaviour, buying which is associated with the purchasing of high-involvement products more...
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Complexity
the degree of difficulty which a purchaser of a new product has in more...
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Computer Modelling
constructing and manipulating computer-based simulations of marketing situations to examine the consequences of more...
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Computer-Aided Design
the use of computer technologies to plan and design products for manufacture to more...
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Computer-Aided Manufacturing
the use of computer technologies to manufacture products to increase productivity. more...
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Computer-Assisted Telephone Interviewing
in marketing research, the use of computers to manage the selection of respondents, more...
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Computer-Assisted Telephone Surveys
See Computer-Assisted Telephone Interviewing. more...
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Concentrated Marketing
a marketing segmentation strategy in which the firm concentrates its entire efforts and more...
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Concentrated Segmentation Strategy
one of four possible segmentation strategies (with market segment expansion strategy, product line more...
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Concentric Diversification
a growth strategy in which a company seeks to grow and develop by more...
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Concentric Zone Theory
A theory of urban land-use patterns, developed by William Burgess, that states that more...
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Concept Development and Testing
a two-phase stage in the development of a new product in which potential more...
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Conference Selling
a selling situation in which a salesperson enlists the assistance of other people more...
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Conglomerate Diversification
a growth strategy in which a company seeks to develop by adding totally more...
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Conjoint Analysis
a statistical technique used to determine the optimal combination of variables. more...
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Conjunctive Model (of Brand Evaluation)
the idea that consumers establish minimum attribute levels which acceptable brands must possess; more...
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Consequence Probes
verbal tactics used by a salesperson to illustrate the disadvantages to a buyer more...
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Consideration Set
alternatives which consumers actively consider before making their final purchase decision; also referred more...
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Consultative Selling
an approach to personal selling emphasising the role of the salesperson as consultant; more...
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Consumables
see Consumer Non-Durables. more...
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Consumer Attitudes
see Attitudes. more...
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Consumer Behaviour
the behaviour of individuals when buying goods and services for their own use more...
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Consumer Credit
finance made available by leading companies to consumers for purchases with arrangements having more...
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Consumer Durables
a classification of consumer products consisting of goods with a long useful life, more...
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Consumer Franchise
the understanding consumers have of a brand. more...
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Consumer Generated Media
consumer-created advertising space on the internet. more...
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Consumer Goods
items purchased by consumers for personal and household use; consumer goods are classified more...
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Consumer Market
buyers and potential buyers of goods and services for personal and household use. more...
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Consumer Needs
Forces directed to specific goals that can be achieved by purchase behaviour. The more...
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Consumer Non-Durables
a classification of frequently purchased consumer goods; non-durables are items which are consumed more...
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Consumer Product Classes
categories of goods and services bought by consumers for their personal use; classes more...
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Consumer Research
marketing research into the requirements, opinions, attitudes, etc. of consumers. more...
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Consumer Rights
fair entitlements due to consumers when buying from producers and resellers. more...
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Consumer Sales Promotion
promotional activity - excluding advertising, personal selling and publicity - intended to motivate more...
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Consumer Sovereignty
the principle that holds that production and supply are driven by the purchasing more...
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Consumer Subjectivity
The beliefs or opinions of a consumer relating the product or service on more...
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Consumer Wearout
a decrease in the effectiveness of an advertisement or promotional campaign due to more...
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Consumerism
a social movement intended to safeguard the rights of consumers. more...
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Consummatory Advertising
advertising which stresses the benefits of taking immediate action to purchase. more...
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Consumption Drivers Principle
When the objective of the communication is to bring about a business outcome more...
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Contactual Reference Group
a group with which an individual has contact and which influences the individual's more...
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Containerisation
the transportation of unitised and palletised goods by means of large crates or more...
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Content Aggregation
Content aggregation is the process used to source content on a similar topic more...
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Content Curation
Content curation is the process used to source, collate, annotate and share quality more...
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Content Marketing
Content Marketing is the creation; curation and sharing of content on thought leadership more...
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Content Strategy
Content strategy is the process used plan for the creation, delivery and governance more...
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Content shock
Content shock is a term used to describe the situation where there is more...
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Contests
a form of sales promotion in which consumers are induced to buy earlier, more...
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Contextualisation
Contextualisation defines the digital experience that is adapted and personalised to anticipate the more...
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Contingent Method
see 'What if...' Method (of handling sales objections.) more...
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Continuity
the scheduling of media exposures of a particular advertisement or campaign evenly within more...
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Continuous Marketing Research
on-going marketing research (as opposed to that conducted for a specific purpose.) more...
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Continuum of Planning
the idea that planning is a multi-level process, beginning at the top with more...
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Continuum of Sales Jobs
the idea that all kinds of sales jobs are similar in some respects more...
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Contract Carrier
a transportation firm operating exclusively in one industry and tied to a particular more...
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Contract Law
the body of law relating to contracts. more...
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Contract Manufacturing
the production and marketing by agreement of a company's product by an overseas more...
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Contract Rate
a charge negotiated between carrier and shipper for the transportation of a commodity; more...
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Contraction Defence
a competitive strategy in which a large organisation withdraws from a market or more...
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Contractual Sales Force
salespeople who are not full or part-time paid representatives of a company but more...
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Contractual Vertical Marketing System
a form of vertical marketing system in which independent firms at different levels more...
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Control-Oriented Pricing
a system of pricing in which a product's price is controlled by government more...
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Controlled Allocation System
see Planned Economy; Command System. more...
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Controlled Variable
any other element, apart from the manipulated independent variable, which could cause a more...
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Convenience Goods
a category of consumer goods which are bought frequently, quickly and with a more...
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Convenience Product
a category of consumer product purchased frequently and with little thought and effort. more...
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Convenience Sample
a form of nonprobability sample in which the researcher selects readily available respondents. more...
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Convenience Store
a neighbourhood store which stocks frequently purchased items such as milk, bread and more...
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Convergent Diversification
diversification into related businesses. more...
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Conversion Operations
activities that include the manufacture or production of finished products from raw materials. more...
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Conversion Rate
A percentage of leads or sales achieved through advertising. (Sales divided by clicks) more...
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Conversional Marketing
marketing activity intended to get people to change their ideas and attitudes about more...
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Cookies
short pieces of text that are left on a website visitor's computer so more...
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Cooling-Off Period
a short period of time, usually a few days, in which purchasers of more...
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Cooperative Advertising
advertising sponsored by two or more organisations to promote the goods or services more...
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Copy Strategy Statement
a document prepared by advertising agency executives as a guide for their creative more...
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Copy Testing
the pre-testing of advertising copy for print advertisements, usually by giving respondents a more...
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Copycat Product
a product that has been designed, branded or packaged to look exactly like more...
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Copyright
protection in law afforded to authors, musicians, artists, etc. in respect to the more...
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Core Product
the intangible benefit or service offered by a product; for example, the core more...
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Corporate Advertising
a form of institutional advertising focussing not on a particular product or product more...
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Corporate Branding
associating the name of a corporation with the individual brand name in product more...
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Corporate Culture
the particular strategies, style, systems, environment and shared values within an organisation which more...
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Corporate Family Name
see Family Brand. more...
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Corporate Image
the identity or perception of itself that an organisation attempts to convey to more...
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Corporate Logo
a mark, design, symbol, etc. used to identify, and reflect an appropriate image more...
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Corporate Mission Statement
the answer to the question 'What business are we in?'; the corporate mission more...
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Corporate Objectives
specific, realistic and measurable goals which an organisation plans to achieve within a more...
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Corporate Planning
planning at the highest level in an organisation, involving an analysis of the more...
- Corporate Social Responsibility (CSR)
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Corporate Sponsorship
a form of below-the-line advertising in which a corporation offers funding to a more...
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Corporate Strategic Planning
see Strategic Planning. more...
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Corporate Strategy
the planned means by which an organisation intends to use its resources to more...
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Corporate Umbrella
a term used in reference to the use made of the corporate name more...
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Corporate Vertical Marketing System
a system of distribution channel organisation in which the orderly flow of products more...
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Corporate-Image Advertising
advertising aimed at establishing an identity for a firm in the public mind. more...
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Corporate-Issue Advertising
advertising in which an organisation states publicly its position on a controversial issue. more...
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Corporate-Patronage Advertising
advertising which encourages customers to patronise the firm. more...
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Corrective Advertising
advertising to correct erroneous claims or misleading messages in previous promotional announcements. more...
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Correlation Analysis
A statistical technique used to measure the closeness of the linear relationship between more...
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Correlation Techniques
a range of statistical techniques used to discover relationships between diverse elements in more...
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Cost
The money expended to produce and market a product or service. more...
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Cost Advantage
the competitive edge which can be gained by one company over another by more...
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Cost Leadership Advantage
the type of competitive advantage which an organisation enjoys if its total operating more...
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Cost of Capital
The cost to borrow or invest capital. more...
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Cost of Goods Sold
the price paid by a company for the goods it sells to its more...
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Cost-Insurance-Freight Pricing
a pricing approach common in exporting; the price quoted to the buyer includes more...
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Cost-Per-Lead
How much you are paying to acquire a qualified lead that is interested more...
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Cost-Per-Thousand Criterion
a measure for comparing the cost effectiveness of media vehicles, calculated by dividing more...
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Cost-Plus Pricing
a simple method of pricing in which a specified amount or percentage, known more...
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Cost/Profit Analysis
a sales management control measure involving the calculation of expenditure incurred in making more...
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Counsellor Approach
see Adviser Close. more...
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Count and Recount Promotion
A trade sales promotion technique in which inventory is counted at the beginning more...
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Counter Advertising
advertising sponsored by pressure groups in opposition to certain products. more...
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Counter-Offensive Defence
a competitive strategy in which a strong market leader retaliates against a smaller more...
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Counter-Purchase
in international marketing, a situation where a seller receives full payment in cash more...
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Counterfeiting
the copying of a competitor's well-known products. Some counterfeit products are intended to more...
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Countermarketing
marketing activity intended to abolish interest in, and demand for, a product. more...
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Countertrade
a system of international trade based on bartering; such transactions may or may more...
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Coupon
a popular form of sales promotion, distributed on the package of the product, more...
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Created Content
Created content refers to original content authored either internally or externally on behalf more...
- Created Shared Value (CSV)
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Creative Brief
a document prepared by an organisation to inform those involved in planning and more...
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Creative Selling
an approach to selling in which salespeople aggressively seek out customers and use more...
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Creative Strategy
the planned design, content and manner of delivery of an organisation's marketing communication. more...
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Credence Service
A credence service is a service that you have difficulty evaluating because don’t more...
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Credibility
in advertising, the trustworthiness of the message; organisations often try to enhance the more...
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Credit
the allowance of time in which to pay for a purchase. more...
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Credit Card
a small card, usually of plastic, used to obtain consumer products without immediate more...
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Credit Terms
conditions negotiated between seller and buyer relating to the time within which the more...
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Critical-Path Analysis
a planning technique used to keep projects on schedule; a flowchart shows time more...
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Cross Docking
a marketing logistics technique, enabled by modern computer and communication technologies, which allows more...
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Cross Elasticity of Demand
a measure of the affect a change in the price of one product more...
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Cross-Functional Team
in integrated logistics management, a group of distribution specialists within an organisation responsible more...
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Cross-Over Selling
see Cross-Selling. more...
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Cross-Referencing (of Data)
a practice, often illegal when undertaken without permission, in which organisations exchange data more...
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Cross-Selling
selling by a salesperson of some part of the company's total product range more...
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Cue
an environmental entity (advertisement, sign, store display, etc) which results in a specific more...
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Cultural Diversity
the range of different value systems existing in a multicultural society. more...
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Cultural Values
ideas, beliefs, attitudes, opinions, principles, etc long cherished by members of a society. more...
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Culture
the basic beliefs and values cherished by a society as a whole and more...
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Cumulative Quantity Discount
a price reduction offered to a purchaser in which the amount of the more...
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Curated Content
Refers to the portions of third party content published on your digital property more...
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Curbside Sales Training
informal coaching or training of a sales representative by a supervisor in the more...
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Current Market Demand
the maximum level of sales available to all the firms in a market more...
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Current Profit Maximisation
a price setting objective in which organisations set a price for a product more...
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Current Ratio
the commonest of three financial ratios used to evaluate a firm's liquidity; current more...
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Curve Fitting
a method of analysing associative data in which a number of possible curve more...
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Custom Marketing
marketing activity in which a company attempts to satisfy the unique needs of more...
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Custom Publishing
the publishing of a magazine by an organisation wishing to strengthen its bonds more...
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Customary Price
the traditional price; the price that consumers expect to pay for a certain more...
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Customary Pricing
Is a technique used to determine the price for a product and/or service more...
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Customer Acquisition Cost (CAC)
The Customer Acquisition Cost (CAC) is the dollar allocation from the marketing budget more...
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Customer Database
an organised collection containing comprehensive information about individual customers and/or potential customers, including more...
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Customer Delight
a stage of pleasure with a product's features and performance over and above more...
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Customer Delivered Value
the difference between total customer value, or the value a customer places on more...
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Customer Engagement
Customer Engagement reflects the qualitative experience of what consuming the product means for more...
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Customer Fulfilment
the delivery of a product to the customer who has placed an order; more...
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Customer Intimacy
the notion that organisations should get to understand customers so well that they more...
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Customer Lifetime Value (CLTV)
Customer Lifetime Value (CLTV) is the amount of revenue that a typical customer more...
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Customer Loyalty
the level of faithfulness shown by a customer in continuing to purchase a more...
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Customer Marketing Channels
channels of distribution in consumer markets; these channels may differ from industrial marketing more...
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Customer Need Management
The management of customer demand to ensure efficient and reliable supply of an more...
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Customer Orientation
see Customer-Oriented Management. more...
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Customer Panels
see Focus Group. more...
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Customer Philosophy
see Marketing Philosophy. more...
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Customer Profitability
Lifetime value of an incremental customer more...
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Customer Record
a card, slip or computer file on which is recorded pertinent facts about more...
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Customer Relations Department
a division of an organisation with responsibility for ensuring that customers are satisfied more...
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Customer Relationship
the trust, bond or connection, if any, that exists between an organisation and more...
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Customer Retention
maintaining the existing customer base by establishing good relations with all who buy more...
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Customer Retention Rate (CRR)
Customer Retention Rate is the number of customers you have at the end more...
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Customer Salesforce Structure
A salesforce which is organised in such a way that its members sell more...
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Customer Satisfaction
1. the degree to which customers are pleased with the product and are more...
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Customer Satisfaction Survey
the systematic measuring of the level of customer satisfaction with a product or more...
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Customer Service
a wide variety of activities intended to ensure that customers receive the goods more...
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Customer Surveys
see Customer Satisfaction Survey. more...
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Customer Training
training in the proper and efficient use of equipment given by a vendor more...
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Customer Value
the difference between the benefits and satisfaction derived by customers from the products more...
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Customer Value Analysis
an organisation's rating of the value it provides to its customers relative to more...
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Customer Value Building
to develop stronger bonds with customers, many organisations attempt to provide greater satisfaction more...
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Customer-Centred Company
a company that has its customers as its primary focus when designing its more...
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Customer-Driven Distribution Systems
a system of distribution designed with customer requirements rather than a company's convenience more...
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Customer-Oriented Management
a management philosophy or state-of-mind in which it is recognised that the effective more...
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Customised Marketing Mix
in international marketing, a marketing program uniquely designed for a particular country. more...
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Cybernet Cafe
a shop or retail store that provides internet-access for customers for a fee, more...
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Cycle-Time Reduction
seeking a competitive advantage, many firms invest in a range of techniques, processes more...