D
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Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Dd'
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DAGMAR
acronym for Defining Advertising Goals for Measured Advertising Results, after the title of more...
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DAGMAR Approach
an approach to measuring advertising effectiveness in which advertising objectives are turned into more...
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DIY Goods
goods produced for the 'do-it-yourself' market. more...
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DMA
See Designated Marketing Area. more...
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DPI
abbrev. Disposable Personal Income. more...
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DSS
abbrev. Decision Support System. more...
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Daily Activities Report
a record of a salesperson's activities on a day-by-day basis, showing clients visited, more...
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Daily Sales Plan
a record of a salesperson's intended sales calls on a day-by-day basis, listing more...
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Dark Social
Dark Social is a phrase coined by Alexis Madrigal that refers to web more...
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Dark social
Dark Social is a term coined by Alexis C. Madrigal that refers to more...
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Data
facts or information gathered in a marketing research study. more...
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Data Analysis
the processing of marketing research findings to summarise a situation, discover relationships between more...
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Data Coding
grouping information gathered in a survey or by some other marketing research instrument more...
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Data Collection
the activity of gathering facts or information about a subject in a marketing more...
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Data Editing
the process of checking responses to a survey, questionnaire or other research instrument more...
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Data Enhancement
The addition of new information to, or the partitioning of existing information in, more...
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Data Entry
the tasks involved in the input of responses gathered in a survey into more...
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Data Field
a basic characteristic such as age, gender and geographic location of a respondent more...
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Data Mining
searching through collected research data or other textual material to identify patterns and more...
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Data Source
searching through collected research data or other textual material to identify patterns and more...
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Data Tabulation
the process of counting the number of observations or cases, by category, in more...
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Data Validation
the process of checking collected data to determine whether it has been correctly more...
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Data Warehouse
a very large collection of stored data from different sources but all relating more...
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Database
information arranged in such a way that it can be stored in, and more...
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Database Marketing
the use of large collections of computer-based information in marketing; the database listings more...
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Database Mining
see Data Mining. more...
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Date Code
a date on a package indicating either the date by which the product more...
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Date Stamping
See Open Dating. more...
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Date of Substantial Completion
Date certified by the project architect on which the project building (or a more...
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Dating
1. (sales promotion definition) A type of trade sales promotion in which the more...
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Deal
An inducement such as a price reduction, free goods offer, or other special more...
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Deal Merchandise
A product that a seller may offer at a reduced price or that more...
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Deal Prone
a term used to describe a group or segment of customers who are more...
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Dealer Listing
the naming in a product advertisement of certain retailers who have stocks; the more...
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Dealer Loader
a gift given to a retailer who purchases a specified quantity of a more...
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Dealer Tie-in
The local support by a retailer for an advertiser's promotional program through use more...
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Death of Salesman
a play by the U.S. playwright, Arthur Miller, set in the 1930s, the more...
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Debriefing
the interrogation or questioning of a person about a completed undertaking in order more...
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Debriefing Analysis
the comparison of insights, impressions and perceptions of moderator and the organisations' observers more...
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Debt
money or other item that is owed; an obligation. more...
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Decentralised Exchange System
any system for the exchange of goods or services which does not utilise more...
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Decentralised Management
The practice of delegating decision-making authority to lower levels of management and, in more...
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Deceptive Advertising
advertising intended to deceive consumers with false or misleading claims. more...
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Deceptive Packaging
packaging intended to deceive the purchaser; excessive ullage creates the impression that the more...
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Deceptive Pricing
the pricing of goods and services in such a way as to cause more...
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Decider
the person who actually makes the decision in the organisational buying process; the more...
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Decision Flow Diagram
see Decision Tree. more...
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Decision Making
choosing between alternative courses of action using cognitive processes - memory, thinking, evaluation, more...
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Decision Matrix
a tool used in decision making in which the various dimensions of a more...
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Decision Problem
in marketing research, the basic question to which a client organisation seeks an more...
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Decision Support System
any computerised system of changing raw data (sales, stock levels, etc) into information more...
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Decision Tree
a decision-making tool in which alternative options are portrayed graphically as branches on more...
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Decision-Making Intelligence
business data that is sought, gathered, analysed and distributed to assist managers to more...
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Decision-Stage Model
in new product development, a technique used at pre-set points in which evaluation more...
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Decline Stage
the final stage of the product life cycle (after introductory stage, growth stage more...
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Declining Demand
the falling away of customer demand for a particular good or service, caused more...
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Decoding
the step in the communication process in which the receiver accepts and interprets more...
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Deep Assortment
an assortment strategy in which a reseller decides to carry many variants of more...
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Defence Strategies
the means used by companies in market leadership positions to defend their market more...
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Defender
A model representing customers' brand choice decisions as a function of brand attributes. more...
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Defensive Advertising
advertising intended to combat the effects of a competitor's promotion. more...
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Deferred value
the value which a good or service will deliver at some future time; more...
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Deficient Product
a term used in a classification of products by societal marketers to describe more...
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Defined Target Population
in marketing research, a subset of the total population singled out for specific more...
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Deflation
a slowing of the economy characterised by falling prices and wages; the reverse more...
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Delayed Quotation Pricing
an industrial pricing method in which the seller delays quoting a price until more...
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Delayed Reward
in sales promotion, a purchase incentive such as a cash-back offer, for which more...
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Delivered Pricing
a pricing method in which the final price to the buyer is adjusted more...
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Delivered email
Delivered email metric is the number of emails that were sent and not more...
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Delivery-Based Classification
an approach to product classification which utilises the delivery method as its basis. more...
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Delphi Technique
a forecasting method in which a cordinator seeks predictions from experts who revise more...
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Demand
a measure of those in a market who wish to buy a product more...
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Demand Analysis
the measurement of the demand for a particular good or service./td> more...
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Demand Backward Pricing
a pricing method in which an estimation is made of the price that more...
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Demand Chain
the network of intermediaries between a manufacturer and the consumers of its product. more...
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Demand Chain Management
the selection, support and control of the network of intermediaries that comprise an more...
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Demand Curve
a line drawn on a graph to represent the number of units of more...
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Demand Elasticity
see Elasticity of Demand. more...
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Demand Fluctuation
see Fluctuating Demand. more...
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Demand Forecasting
all of the tasks involved in determining the volume and profitability of sales more...
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Demand Function
the demand for a particular product as a function of total market demand more...
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Demand Inelasticity
see Inelasticity of Demand. more...
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Demand Management
the way in which marketing managers deal with varying demand states, such as more...
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Demand Measurement
estimation of the current and/or future size of the market for a particular more...
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Demand Schedule
a hypothetical but systematic rating of the relationship between price and quantity sold more...
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Demand-Backward Pricing
a method of pricing in which prices are set by determining what consumers more...
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Demand-Pull Approach
In new product development, the creation of new products on the basis of more...
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Demand-Related Attractiveness
an approach to evaluating the attractiveness of market segments in which the segment more...
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Demand-Side Market Failure
the effect that occurs when marketing research tools and techniques such as focus more...
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Demarketing
marketing aimed at limiting market growth; for example, some governments practice demarketing to more...
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Democratic Leadership Style
a style of leadership characterised by group participation in decision-making. more...
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Demographic Characteristics
variables within a nation's population, such as age, gender, income level, marital status, more...
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Demographic Dividend
the economic benefit which a nation receives from a favourable age structure. more...
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Demographic Factors
see Demographic Characteristics. more...
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Demographic Lead Scoring
This is a technique used in marketing and sales to identify prospects who more...
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Demographic Segmentation
the division of the heterogeneous population of a country into relatively homogeneous groups more...
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Demographic Variables
see Demographic Characteristics. more...
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Demographics
the range of physical, social and economic characteristics that exist within a population. more...
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Demography
the study of the range of physical, social and economic characteristics that exist more...
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Department Store
a large retail store offering a wide variety of goods in different departments. more...
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Dependent Variable
a variable in a research experiment which is affected by manipulation of the more...
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Deployment
the configuration or arrangement of a sales force into territories on some logical more...
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Depreciation
an allowance made in a balance sheet for wear and tear; a measure more...
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Depression
A phase of the business cycle characterized by a rapid decline in gross more...
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Depth Interviews
a qualitative marketing research approach in which interviews are conducted by a trained more...
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Depth Selling
see Problem-Solving Approach. more...
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Depth of Product Line
see Product Line Length. more...
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Deregulation
the complete or partial removal of government control and restrictions relating to a more...
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Derived Demand
demand for raw materials in a producer market which is based on the more...
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Descriptive Label
a label on a product which announces the size, net weight, ingredients, composition, more...
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Descriptive Research
marketing research that is aimed at understanding problems or marketing situations in greater more...
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Descriptive Research Design
The determining of the kinds of data needed for a descriptive research project more...
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Descriptor
in market segmentation, a single factor or variable such as age, gender, income more...
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Design
a general arrangement, layout or scheme to accomplish a project. more...
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Designated Marketing Area
See Area Of Influence. more...
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Desirable Product
a term used in a classification of products by societal marketers to describe more...
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Desire
an unsatisfied longing; a strong urge to acquire something. more...
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Desire Competitors
all companies and organisations offering a product that the consumer desires immediately. more...
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Desk Jobber
see Drop Shipper. more...
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Desk Research
see Secondary Research. more...
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Desk-to-Desk Direct Marketing
a form of business-to-business selling in which firms purchase and use computer databases more...
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Destination Store
a retail store which shoppers purposely plan to visit; some major retail chains more...
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Detailer
a salesperson, especially in the pharmaceutical drug industry, whose primary task is to more...
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Determinance Model (of Brand Evaluation)
a model used in the study of consumer decision processes to evaluate alternative more...
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Deterministic Models
a statistical tool used in sales forecasting in which marketing variables, such as more...
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Developing Nation
a country in which a large percentage of the population is poor, has more...
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Developmental Marketing
marketing activity intended to increase demand for a product that appears to meet more...
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Dialectic Process
An evolutionary theory based on the premise that retail institutions evolve. The theory more...
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Dichotomous Question
a closed-ended question in a marketing research questionnaire in which the respondent must more...
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Difference-Testing
in marketing research, the measurement of the difference between means of variables using more...
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Differential Advantage
the element or factor in a firm's product or strategy which makes it more...
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Differential Pricing
a pricing strategy in which a company sets different prices for the same more...
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Differentiated Marketing
the division of a heterogeneous market into relatively homogeneous segments so that the more...
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Differentiated Oligopoly
An oligopoly that produces and markets products that consumers consider close, but less more...
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Differentiated Segmentation Strategy
one of four possible approaches (with concentrated segmentation strategy, market segment expansion strategy more...
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Differentiated Strategy
see Differentiated Marketing; Differentiated Segmentation Strategy. more...
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Differentiation
an approach to competitive advantage in which a company attempts to outperform its more...
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Differentiation Focus
an approach to competitive advantage in which a company attempts to outperform its more...
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Diffusion Process
the manner in which an innovative technology spreads across a market group by more...
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Diffusion of Innovation
the idea that some groups within a market are more ready and willing more...
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Digital Economy
a term coined to describe the omnipresence and importance of microprocessor chips in more...
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Digitisation
the development, manufacture and use of goods and services with microprocessor chip componentry. more...
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Direct Accounts
large accounts serviced by head office personnel or company executives rather than by more...
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Direct Advertising
advertising aimed narrowly at single businesses or individuals by means of leaflets, brochures, more...
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Direct Channel
a channel of distribution in which the producer sells directly to the end-user; more...
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Direct Close
the most straight-forward closing approach; the salesperson simply asks the buyer for an more...
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Direct Competition
a product or brand which competes in the same product category. more...
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Direct Competitive Advertising
advertising intended to stimulate immediate purchase of a particular brand. more...
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Direct Costs
costs which can be attributed directly to the production of a particular product. more...
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Direct Denial Method
handling a buyer's objection by contradicting it in a 'head-on' manner. more...
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Direct Fixed Costs
Costs that are incurred by and solely for a particular product or segment more...
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Direct Foreign Investment
see Direct Investment. more...
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Direct Investment
in international marketing, a foreign-market entry strategy in which an organisation develops a more...
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Direct Mail
the posting of advertising material to a potential customer with the objective of more...
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Direct Mail Advertising
advertising direct to end-users by sending catalogues or other sales literature through the more...
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Direct Mail Survey
a questionnaire that is sent by a researcher by mail to selected respondents more...
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Direct Marketing
communications, often interactive, between an organisation and its customers to effect a measurable more...
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Direct Marketing Channel
a distribution channel in which no intermediaries are used; a manufacturer sells direct more...
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Direct Observation
a marketing research technique in which the behaviour of respondents is watched and more...
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Direct Print and Reproduction
a form of direct marketing in which a tailored offer is made to more...
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Direct Rating
a technique for pre-testing the communication effect of a planned advertisement or campaign more...
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Direct Reference Group
small informal groups with which individuals have face-to-face contact and membership, and whose more...
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Direct Retailing
a form of retailing in which goods and services are sold door-to-door, office-to-office more...
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Direct Selling
selling directly to end-users by means of a sales force. more...
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Direct Traffic
Direct traffic is the term used to describe web traffic that arrives at more...
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Direct Variable Costs
Costs that vary directly with an activity level. more...
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Direct-Response
see Direct-Response Campaign; Direct-Response Marketing. more...
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Direct-Response Campaign
a planned advertising program which utilises mass media to promote a direct-response offer. more...
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Direct-Response Marketing
a form of non-store retailing in which customers order merchandise by mail or more...
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Direct-Response Radio Marketing
a planned advertising program which utilises radio to promote a direct-response offer. more...
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Direct-Response Television Marketing
a planned advertising program which utilises television to promote a direct-response offer. more...
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Direct-to-Home Retailing
see Direct-Response Selling. more...
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Direct-to-Store Delivery
the delivery of goods direct to a retailer's various premises rather than to more...
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Directed Data
comprehensive information about customers collected by organisations by means of the Internet. more...
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Directive Probes
questions posed to prospective buyers to obtain a better understanding of the customer more...
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Directories
classified lists of names and addresses of individuals and organisations used in selling more...
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Dirichlet Multinomial Model
A probability mixture model commonly used to represent patterns of brand choice behavior. more...
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Disaggregated Market
a market in which separate products must be made for each customer because more...
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Discontinuous Innovation
entirely new-to-the world products made to perform a function for which no product more...
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Discount
a reduction off the list price offered by a producer to a buyer; more...
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Discount Department Store
a retailing operation which, like conventional department stores offers a wide range of more...
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Discount House
a retailer specialising in consumer durables and soft goods, attracting customers with low more...
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Discount Pricing
a pricing strategy in which a company reduces its price to encourage bulk more...
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Discount Specialty Store
see Discount Department Store. more...
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Discount Store
see Discount House. more...
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Discrepancies
In logistics, the differences between sellers and buyers in relation to relate to more...
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Discrepancy of Assortment
the difference between the range of items carried by a supplier and the more...
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Discrepancy of Quantity
the difference between the quantity a manufacturer produces and the quantity end-users want more...
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Discrete Pricing
setting a price which will attract a particular customer type or segment. more...
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Discretionary Buying Power
The money in the hands of consumers after the payment of taxes and more...
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Discretionary Effort
in services marketing, the service that managers or employees of an organisation provide more...
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Discretionary Income
the balance of a person's income which is available for spending after payment more...
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Discriminant Analysis
a statistical technique used in the analysis of marketing research data when the more...
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Discriminant Function
the linear combination of independent variables developed by discrimination analysis that will best more...
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Discriminant Function Coefficients
the multipliers of variables in the discriminant function when the variables are in more...
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Discriminant Score
in discriminant analysis, the score of each respondent on the discriminate function. more...
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Discrimination
in consumer behaviour, the capacity of customers to recognise the differences between sets more...
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Discriminatory Power
in statistical analysis, the ability of a scale to differentiate significantly between categorical more...
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Discriminatory Pricing
see Differential Pricing. more...
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Diseconomies of Scale
see Economies of Scale. more...
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Disguised Observation
a marketing research technique in which the behaviour of unaware respondents is observed more...
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Disintermediation
the shortening of a channel of distribution by the removal of one or more...
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Disjunctive Model (of Brand Evaluation)
a model used in the study of consumer decision processes to evaluate alternative more...
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Display
A special exhibit of a product at the point of sale, generally over more...
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Display Aids
see Visual Aids. more...
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Display Allowance
a type of trade sales promotion in which buyers are given incentives in more...
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Display Centre
a complex, usually managed by an industry association, set up to display new more...
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Display Media
any form of advertising material, especially that used in retail stores, used to more...
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Disposable Income
the balance of a person's income after payment of tax liability. more...
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Disposer
the person who has to dispose of a product or its container after more...
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Disproportionate Stratified Sampling
an approach to stratified sampling in which the size of the sample from more...
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Dissociative Groups
groups with whom an individual does not wish to be associated; groups whose more...
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Dissonance
see Cognitive Dissonance. more...
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Dissonance-Reducing Buying Behaviour
in consumer behaviour, any activity that is aimed at lessening the tension or more...
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Distance Property
a measurement scheme that is capable of precisely expressing the exact or absolute more...
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Distortion
see Selective Distortion. more...
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Distress Merchandise
The goods that are (or soon will be) past the point where they more...
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Distributed Marketing Information System
an approach to the provision of marketing information and intelligence in which marketing more...
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Distribution Centre
a short-term storage centre located close to a major market to facilitate the more...
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Distribution Channels
see Marketing Channels. more...
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Distribution Costs
costs associated with the holding of inventory and the shipment of goods to more...
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Distribution Decisions
all decisions involved in the efficient delivery of goods and services from producer more...
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Distribution Intensity
the level of availability selected for a particular product by the marketer; the more...
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Distribution Management
see Physical Distribution Management. more...
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Distribution Objectives
specific goals and targets relating to the efficient delivery of goods and services more...
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Distribution Strategy
see Place Strategy. more...
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Distribution Structure
the way in which an organisation arranges the movement or delivery of its more...
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Distribution-Based Pricing Strategies
pricing methods designed to recover or offset the costs associated with the shipment more...
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Distributor
a wholesaler, agent or other intermediary in a distribution network. more...
- Distributor's Brand
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District Sales Manager
a sales manager with responsibility for the sales activities within a particular region more...
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Divergent Acquisition
difersification into new or unrelated businesses. more...
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Diversification
introducing new offers to new markets. more...
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Diversification Risk Model
a technique for evaluating the risk involved in a diversification strategy in which more...
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Diversification Strategy
a growth strategy in which an organisation takes on new products and new more...
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Diversion
1. (physical distribution definition) The changing of the destination of a shipment while more...
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Diversionary Pricing
a pricing tactic in which an organisation sets a low price to encourage more...
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Diverting
a business practice that occurs when an organisation takes advantage of a discounted more...
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Divest Strategy
a planned decision to get out of a particular business or product line; more...
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Divisibility
Divisibility is the degree to which an innovation of new product may be more...
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Division of Labour
a common business practice in which workers in a factory or on a more...
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Divisional Marketing Manager
a marketing manager with responsibility for the marketing activities of one of the more...
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Divisional New Product Development Structure
an organisational structure in which each of the company's divisions is responsible for more...
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Divisional Organisation
A form of organisation that breaks the company into two or more business more...
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Divisional Sales Manager
a sales manager with responsibility for the sales activities of one of the more...
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Dogs
a product classification used in the Boston Consulting Portfolio Analysis Matrix; dogs are more...
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Dollar Volume Quota
a common form of sales assignment, goal or target used to measure a more...
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Domain Name Segmentation
the division of a market into segment groups on the basis of their more...
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Domain of Observables
the set of components of an abstract construct that can be identified and more...
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Dominant Design
a product configuration which endures; a particular combination of product features which appears more...
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Door-to-Door Selling
direct selling in which a salesperson calls on prospective buyers at their homes more...
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Down-Ageing
a recently-observed cultural phenomenon or cultural shift in which many people dress and more...
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Down-Market Consumers
consumers who habitually look for, and purchase, low-priced rather than more expensive products. more...
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Downside Elasticity
a term used in reference to the sensitivity of consumers to a decrease more...
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Downside Inelasticity
a term used in reference to the sensitivity of consumers to a decrease more...
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Downsizing
a business practice in which organisations restructure and reconfigure processes to enable a more...
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Downstream
the channel members between a manufacturer and its consumers. more...
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Downward Stretching
introducing a new product into a product line at the lower priced end more...
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Dramatisation of Presentation
the vitality given to a presentation or demonstration of a product by a more...
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Drip Advertising
limited expenditure on advertising over a relatively long period of time. more...
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Drive
a motivating force or need sufficiently strong to impel a person to seek more...
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Driver (Social Style)
one of the four social styles (with Amiable, Analytical and Expressive) commonly used more...
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Drop Error
a mistake made by a company in deciding to abandon a new product more...
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Drop Shipper
a marketing intermediary who receives orders from customers and forwards them to a more...
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Drop-In Product
a product that is so nearly identical to that of a competitor that more...
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Drop-Off Survey
a survey technique in which a researcher drops off questionnaires for respondents to more...
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Drugstore
A term used especially in the U.S., to describe a retail store that more...
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Drummers
a nineteenth century term of American origin for a travelling salesperson. more...
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Dual Distribution
a system of marketing channel organisation in which a manufacturer uses two approaches more...
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Dummy Media Vehicle
a mock-up of a media vehicle (magazine, etc) used to test advertising effectiveness more...
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Dummy Variable
a false or artificial variable introduced into a regression equation to represent the more...
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Dumping
a practice in which a firm sells its product cheaply into a foreign more...
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Durables
see Consumer Durables. more...