E
Browse A-Z
Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Ee'
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E-Business
A term referring to a wide variety of Internet-based business models. Typically, an more...
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E-Commerce
A term referring to a wide variety of Internet-based business models. Typically, an more...
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E-mail Marketing
Marketing via email. more...
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EEC
abbrev. European Economic Community. more...
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EFTPOS
abbrev. Electronic Funds Transfer at Point of Sale. more...
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ENP
abbrev. Expected Net Profit. more...
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EOQ
abbrev. Economic Order Quantity. more...
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EOY
abbrev. End of Year. A company must its records in order by the more...
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ESP
Email service provider more...
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Early Adopters
the group in a market second only to innovators in the speed with more...
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Early Majority
the group in a market who are more deliberate than the innovators and more...
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Early Markdown
A markdown taken early in the season or while the demand for the more...
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Earned Income
The income resulting from work or services performed as contrasted with income from more...
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Earned Media
Earning recognition, kudos or exposure from any media that gains recognition or exposure more...
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Economic Concept of Rent
A term reflecting the maximum amount that can be spent by a retail more...
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Economic Determinism
A philosophy, perspective, or belief that economic forces ultimately are determinants of social more...
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Economic Environment
factors in the economy, such as inflation, unemployment, interest rates, etc., that influence more...
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Economic Forecast
a prediction of the likely impact on the business environment of factors such more...
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Economic Goods
The goods that are so scarce relative to human wants that human effort more...
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Economic Indicator
The data collected over time that reflect economic activity and general business conditions. more...
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Economic Infrastructure
The internal facilities of a country available for con-ducting business activities, especially the more...
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Economic Man
A model of human behavior assumed by economists in analyzing market behavior. The more...
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Economic Order Quantity
the optimum quantity of each product that must be ordered to balance the more...
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Economic Organization
The way in which the means of production and distribution of goods are more...
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Economic Shoppers
The shoppers who try to maximize the ratio of total utility and dollars more...
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Economic Utility
the ability of a good or service to satisfy a customer's needs or more...
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Economics
1. The science that deals with human wants and satisfaction. 2. The science more...
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Economies of Scale
reductions in the price per unit of marketing or manufacturing a product as more...
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Economy Pack
A merchandising phrase pointing out savings by including several products as one item more...
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Ecosystem
The complex of interactions of all the organisms with their environments and with more...
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Editing
The inspection and correction, if necessary, of each questionnaire or observation form. more...
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Editorial Coverage
Exposure that is generated by media coverage of the sponsored property that includes more...
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Editorial Review Process
A review process for potential advertiser listings conducted by search engines, which check more...
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Effective Buying Income
an individual's disposable income, consisting of salary and wages, dividends, interest, profits, etc., more...
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Effective Frequency
An advertiser's de-termination of the optimum number of exposure opportunities required to effectively more...
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Efficient Market Hypothesis
In its so--called "semi-strong" form, this hypothesis states that in setting security prices more...
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Ego
According to Freudian Theory, the ego is one prong of the three parts more...
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Ego States
a proposition in transactional analysis that every person has three mental conditions - more...
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Ego-Defenses
The tools the ego has avail-able to defend the individual from psychological stresses more...
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Ego-Defensive Function of Attitudes
The protection of the individual self pro-vided by attitudes. The ego-defensive function protects more...
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Ego-Drive
the need of one individual to persuade another to a particular point of more...
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Eighty-Twenty Principle
see Pareto's Principle. more...
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Elaboration Probes
questions posed by salespeople when positively encouraging prospects to provide additional information about more...
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Elastic Demand
Demand that increases or decreases as the price of an item goes down or up. more...
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Elastic Supply
1. A situation in which a percentage increase in price attracts a greater more...
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Elasticity Coefficient
1. A measure of the responsiveness of the quantity of a product taken more...
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Elasticity of Demand
a measure of the degree to which any change in the price of more...
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Elasticon
A conjoint analysis-based model for estimating self- and cross-price elasticity. Subjects are asked more...
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Electroencephalogram (EEG)
Electroencephalography is a technique used to study changes in electrical impulses coming from more...
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Electronic Funds Transfer at Point of Sale
a system commonly used in retailing in which a consumer pays for purchases more...
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Electronic Retailing
the use by customers of computer terminals in conveniently located shopping kiosks to more...
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Electronic Shelf-Talkers
see Shelf-Talkers more...
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Elimination-By-Aspects Model
A brand choice model that represents the ultimate selection decision as a series more...
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Email Marketing
Email marketing is a tool used to reach consumers via electronic mail. Low more...
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Embargo
a total restriction on a particular good leaving or entering a county; any more...
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Embedding
a form of subliminal advertising; the concealing of imagery in various products and more...
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Emblem
A graphic symbol unique to a property. Source: IEG more...
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Emergency Goods
a category of consumer goods consisting of items purchased quickly in necessity. more...
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Emergency Product
See Emergency Goods more...
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Emotional Appeals in Advertising
advertising messages, usually based on imagery rather than information, which attempt to achieve more...
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Emotional Close
a closing technique in which the salesperson attempts to get a favourable response more...
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Emotional Risk
the concern or uncertainty felt by a prospective buyer that he or she more...
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Empathy
the ability of an individual to project his or her own personality into more...
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Employee Discount
A certain discount from retail price offered by most general merchandise retailers to more...
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Employee Poaching
the act of enticing key employees from one competing firm to another. more...
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Employee Publics
the part of a company's public consisting of its employees. more...
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Empty Nesters
those in the stage of the family life cycle where the children have more...
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Emulative Product
A new product that imitates another product already on the market. It is more...
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Encirclement Attack
a competitive strategy used by a strong challenger to attack the market leader; more...
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Encoding
the translation of a message into code by a sender so that it more...
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Encouragement Probes
question posed by salespeople to get additional information from a prospective buyer. more...
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End User
A person or organization that consumes a good or service that may consist more...
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End of Month Dating (EOM)
The cash discount and the net credit periods be-gin on the first day more...
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End-Aisle Display
An exhibit of a product set up at the end of the aisle more...
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Endless Chain Method
a prospecting method in which a salesperson asks each customer called upon to more...
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Endorsements
recommendations to purchase a particular brand of product made in advertisements by well-known more...
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Enduring Involvement
The general, personal relevance of a product or activity. more...
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Enterprise Competitors
firms of similar type vying for a consumer's business. more...
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Entertainment Marketing
promotion of a product by means of movie tie-ins, endorsement by entertainment industry more...
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Entry Barrier
see Market Entry Barrier. more...
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Envelopes and Stubby Pencil
a rough method of calculating the size of the market for a given more...
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Environment
The complex set of physical and social stimuli in the external world of more...
- Environmental Assessment -
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Environmental Forecasting
attempting to predict the nature and intensity of the microenvironmental and macroenvironmental forces more...
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Environmental Impact Analysis
The assessment of the impact of a strategy or decision on the environment, more...
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Environmental Management
see Megamarketing. more...
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Environmental Monitoring
The activities aimed at keeping track of changes in external factors that are more...
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Environmental Scanning
the process of examining the internal and external factors which influence the firm's more...
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Environmentalism
1. (legislation definition) This refers to public concern over protecting, enhancing, and improving more...
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Episodic Knowledge
The mental representations of the specific events in a person's life. more...
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Equalized Workload Method
A method of determining sales force size that is based on the premise more...
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Equilibrium Point
A situation in which the quantity and price offered by sellers equals the more...
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Equilibrium Price
A price that equates supply and demand, i.e., the price at which the more...
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Equipment
The durable goods used to support manufacturing, logistics, administrative, and other business processes. more...
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Equipment-Based Services
Services in which machinery or equipment plays a significant role in delivering; for more...
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Erratic Demand
A pattern of demand for a product that is varied and unpredictable - more...
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Error Rate
the percentage of errors (wrong items, wrong quantity, wrong address, etc.) made in more...
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Escalator Clause
a clause in a contract which allows a tenderer to adjust the final more...
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Esteem Needs
the desire to feel important in the eyes of others. more...
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Ethics
see Marketing Ethics. more...
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Ethnocentric Orientation
A home country orientation or an unconscious bias or belief that the home more...
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Ethnography
Ethnography is a qualitative research design aimed at exploring cultural phenomena. The resulting more...
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European Economic Community
a group of European nations acting as a trading block, limiting trade barriers more...
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Evaluative Criteria
features of a supplier, product, etc. considered by a buyer when choosing between more...
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Evaluative Probes
questions posed by salespeople to help their understanding of a prospective customer's feelings more...
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Event Creation
The use of communication techniques such as news releases, press conferences, etc., to more...
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Event Marketing
Promotional strategy linking a company to an event (sponsorship of a sports competition, more...
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Everyday Low Price (EDLP)
1. (retailing definition) A policy or strategy of retail pricing whereby presumably low more...
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Evoked Set
brands that a buyer is aware of, and thinks well of, when considering more...
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Exchange
the transfer of an object, idea, service, etc. from one person or organisation more...
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Exclusive Agreements
agreements between manufacturers and middlemen in which the latter are granted sole rights more...
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Exclusive Assortment
an assortment strategy in which a reseller decides to carry the product line more...
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Exclusive Dealing Agreement
an arrangement in which a manufacturer prohibits a marketing intermediary from carrying competitors' more...
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Exclusive Distribution
restricting the availability of a product to one particular outlet. more...
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Exclusive Sales Territory
a region in which a distributor has been given sole rights to a more...
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Exclusivity
see Exclusive Agreements; Exclusive Distribution. more...
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Executive Summary
An Executive Summary is an overview of the essential information comprising a report. more...
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Exempt Carrier
A transportation provider not subject to direct regulation regarding operating rights or pricing more...
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Expectancy
A salesperson's estimate of the likelihood that if he or she increases his more...
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Expectancy-Value Model (of Brand Evaluation)
a model used in the study of consumer decision processes to evaluate alternative more...
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Expected Return Model
a forecasting technique used to predict future profits where firms bid for business more...
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Expected Value Analysis
see Expected Return Model. more...
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Expected Value Method
see Expected Return Model. more...
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Expense Account
a budgeted amount of money advanced to a salesperson for food, travel, accommodation, more...
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Expense Quota
the amount budgeted for a salesperson for expenses associated with making sales in more...
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Experience Curve
see Learning Curve. more...
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Experience Curve Pricing
the pricing of a product at a lower than average-cost level on the more...
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Experience Service
An experience service is a service that you can evaluate confidently because you more...
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Experience Survey
A series of interviews with people knowledgeable about the general subject being investigated. more...
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Experiment
A scientific investigation in which an investigator manipulates and controls one or more more...
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Experimental Demand Curve
A price volume relationship estimated by simulating actual market conditions in an experiment more...
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Experimental Design
A research investigation in which the investigator has direct control over at least more...
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Experimental Group
A group of subjects in an experiment who are exposed to an experimental more...
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Experimental Research Method
a systematic and scientific approach to marketing research in which the research manipulates more...
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Experimental Variables
the variables a researcher manipulates in conducting an experiment; also called Explanatory Variables. more...
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Expert Forecasting Survey
a sales forecasting method in which outside specialists or industry experts - economists, more...
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Explanatory Variables
see Experimental Variables. more...
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Explicit Costs
The costs that are generally of a contractual or definite nature, including expenses more...
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Explicit Lead Scoring
There are two difference types of Lead Scoring - Explicit lead scoring and more...
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Exploratory Research
desk research undertaken before primary research is commenced in a marketing research study, more...
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Exponential Smoothing
a quantitative technique for sales forecasting using historical data weighted to favour the more...
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Export Marketing
The integrated marketing of goods and services that are produced in a foreign more...
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Export Selling
Selling to a foreign country with the focus on the product and the more...
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Export-Import Agent
an independent marketing intermediary bringing together buyers and sellers from different countries and more...
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Exposure
Any opportunity for a reader, viewer, or listener to see and/or hear an more...
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Express Warranty
a manufacturer's guarantee, stated in written or spoken words, that the product offered more...
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Expressive (Social Style)
one of four social styles (with Amiable, Analytical and Expressive) commonly used to more...
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Extension Approach to Pricing
an approach to global pricing in which a firm sets the same price more...
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Extensive Decision Making
see Extensive Problem Solving. more...
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Extensive Problem Solving
buying situations which require considerable effort because the buyer has had no previous more...
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External Data
Data that originate outside the organization for which the research is being done. more...
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External Marketing Environment
relatively uncontrollable factors outside the firm which influence its decision making. more...
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External Stimuli
advertisements, posters, coupons, point-of-purchase materials, store displays, etc which give rise to a more...
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Extinction
The process by which a learned response or learned behavior pattern is extinguished more...
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Extra Dating
A form of deferred dating. The purchaser is allowed a specified number of more...
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Extrinsic Rewards
rewards for doing a job which are external to the individual, such as more...
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Eye Pupil Dilation Test
a physiological method of objectively pre-testing advertisements in which involuntary eye pupil dilation more...
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Eye tracking
Eye tracking is a technique used to measure, moment to moment, the location more...