F
Browse A-Z
Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Ff'
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FABS
acronym for Features and Benefits Selling. more...
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FACTS
abbrev. Federation of Australian Commercial Television Stations. more...
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FAMI
abbrev. Fellow of the Australian Marketing Institute. more...
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FAQ (Frequently Asked Questions)
FAQ is a commonly used abbreviation for "Frequently Asked Questions." Most Internet sites more...
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FARB
abbrev. Federation of Australian Radio Broadcasters. more...
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FAS
abbrev. Free-alongside-Ship (at port of export). more...
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FAS Pricing
see Free-alongside-Ship Pricing. more...
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FIS
abbrev. Free-in-Store. more...
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FIS Pricing
see Free-in-Store Pricing. more...
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FMCG
abbrev. Fast Moving Consumer Goods. more...
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FOB
abbrev. Free-on-Board. more...
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FOB Pricing
see Free-on-Board Pricing. more...
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FOC
abbrev. Front-of-Counter. more...
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FTP
abbrev. File Transfer Protocol. Top level access required to make changes and code more...
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Face Validity
the apparent plausibility of the results of marketing research, which on the basis more...
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Face Value
The printed financial value of a coupon (actual savings). The face value can more...
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Face-to-Face Selling
selling situations in which salesperson and buyer meet together (rather than use telephone more...
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Facial coding
Facial coding is software that measures facial expressions such as smiling, surprise etc. more...
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Facilitating Agent
A business firm that assists in the performance of distribution tasks other than more...
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Facilitating Channel Institution
an agency or organisation, such as a bank, transport company or insurance agency, more...
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Factor Analysis
a statistical procedure for trying to discover the basic factors that may underlie more...
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Factoral Design
An experimental design that is used when the effects of two or more more...
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Factoring
A specialized financial function whereby manufacturers, wholesalers, or retailers sell accounts receivable to more...
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Factors of Production
The productive resources of an economy, usually classified as land, labor, and capital. more...
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Factory Outlet
a retail store that sells the products of one manufacturer, usually at very more...
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Factory Outlet Center
A shopping center that specializes in manufacturers' outlets that dispose of excess merchandise more...
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Factory Pack
The multiple packaging of one product, or of one product and another product more...
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Fad
a product, especially a fashion, that comes quickly to the attention of an more...
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Fair Trade Laws
Federal and state statutes permitting suppliers of branded goods to impose resale price more...
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Fake Interview
a job interview held when a company advertises a non-existent position in its more...
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False Objection
see Hidden Objection; Objections. more...
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Familiarity Scale
a scaling device for measuring a target audience's awareness and knowledge of a more...
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Family Brand
a brand name used for a number of products in the same line, more...
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Family Decision Making
The processes, interactions, and roles of family members involved in making decisions as more...
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Family Life Cycle
a series of stages through which the typical family passes, including bachelor stage, more...
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Family Packaging
The use of one design or other key packaging element to integrate the more...
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Fashion
a product that is popular at the moment; fashions tend to follow recurring more...
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Fashion Cycle
The process by which a particular design, activity, color, etc., comes into some more...
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Fashion Product
A subcategory of a shopping product. This subcategory contains items that are wanted more...
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Fast Food Outlet
A food retailing institution featuring a very limited menu, precooked or quickly prepared more...
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Fast Moving Consumer Goods
a term used in reference to frequently purchased consumer goods, such as foodstuffs, more...
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Favorability Scale
a scaling device for measuring a target audience's feelings or attitudes towards a more...
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Fear Appeals in Advertising
advertising messages which use fear as their focus; often employed in public service more...
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Feature
The use of advertising, displays, or other activity, generally by a retailer, to more...
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Feature Modification
a change made to any feature of a product in order to make more...
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Feature Story
A type of publicity material that can be used by the media at more...
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Features
prominent or distinctive characteristics of a product's use, construction or design; also referred more...
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Features and Benefits Selling
a selling style in which a salesperson is careful to relate each feature more...
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Federation of Australian Commercial Television Stations
an association of Australian commercial television stations responsible for the control of television more...
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Federation of Australian Radio Broadcasters
an association of Australian commercial radio stations responsible for the control of radio more...
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Fee Method of Compensation
The compensation method whereby advertising agencies are paid by their clients on the more...
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Feedback
the mechanism in the communication process which allows the sender to monitor and more...
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Feel-Felt-Found Method
A method used by salespeople to helpfully respond to prospect objections by showing more...
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Fictitious Pricing
the unethical, possibly illegal, practice of announcing a price reduction (eg. 'now $20, more...
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Field Observations
See Behavioral Analysis more...
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Field Research
see Primary Research. more...
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Field Sales Manager
a sales manager whose prime responsibility is for the supervision of the sales more...
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Field Salesperson
A salesperson who is responsible for contacting and selling goods and services to more...
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Field Selling
face-to-face sales calls made by company representatives on customers in their homes or more...
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Fighting Brand
a low-priced manufacturer's brand sold with minimal advertising and promotional expenditure; the brand more...
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Financial Leverage
a measure of the extent to which a firm uses debt in its more...
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Financial Quota
A quota that focuses on financial criteria such as gross margin or contribution more...
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Financial Resources
the availability of money in the form of cash, securities, creditors, loan facilities, more...
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Financial Risk
concern in the buyer's mind that the product being considered for purchase is more...
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Firmographics
Firmographics refers to the company attributes of a prospect such as the size more...
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First Call Resolution
Attending to a customer's needs the first time they call. more...
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First Moment of Truth (FMOT)
This term was coined by P&G in 2005. FMOT refers to the 3 more...
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Fishyback
a term used in the physical distribution of goods to refer to a more...
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Fixed Cost
Fixed costs are business expenses that are not dependent on the level of goods or services more...
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Fixed Exchange Rate
An exchange rate that is fixed by government policy and that is not more...
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Fixed-Sum-Per-Unit
an approach to promotional budget setting in which the total to be spent more...
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Flag
an area on a product label which interrupts the design to announce a more...
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Flagging
The use of special graphic techniques on the product package or store shelf more...
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Flagship Store
In a local department store organization, the main or downtown store, especially when more...
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Flanker Brand
a brand introduced into a market by a company which already has an more...
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Flanking Attack
a competitive marketing strategy in which one company attacks another in a weak more...
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Flanking Defence
a competitive marketing strategy in which the market leader attempts to identify and more...
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Flanking Strategy
see Flanking Attack; Flanking Defence. more...
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Flash Mob
A flash mob is a large group of people who assemble suddenly in more...
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Flat Organisation
An organisational structure in which most middle-management levels and their functions have been more...
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Flexible Pricing
a pricing method in which the price charged for some consumer shopping goods more...
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Flighting
scheduling advertising campaigns in irregular bursts followed by periods of relative or complete more...
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Floor Price
see Price Floor. more...
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Fluctuating Demand
demand in the industrial sector which rises and falls sharply in response to more...
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Flyer
a promotional leaflet or mailing piece. more...
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Focus Group
a qualitative marketing research technique in which an independent moderator interviews a small more...
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Follow-Up
the vital final stage in the selling process; the salesperson's call-back upon a more...
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Follow-the-Leader Pricing Strategy
a pricing strategy adopted by firms which copy the market leader's prices. more...
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Follow-the-Leader Strategy
decisions and actions taken by a firm which chooses to follow the market more...
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Follower Role
see Market Follower. more...
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Foot-in-door
A technique used to gain confidence in preparation for a larger or more more...
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Foothold Firm
see Market Nicher. more...
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Forced Sale
A sale of products at less than market price due to the urgent more...
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Forecasting
predicting future variables, such as the level of sales in a given period, more...
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Foreground Radio
a term used in reference to pre-recorded or live radio programs featuring music more...
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Foreign Currency Exchange Rate
the price of one country's currency expressed in terms of the currency of more...
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Foreign Direct Investment
Investing in a country with control or influence over the direction of the more...
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Foreign Exchange
Any currency that is purchased or sold in the foreign exchange market. more...
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Foreign Exchange Market
The buyers and sellers of currencies that are traded for both spot and more...
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Foreign Market Entry
expansion by entering an overseas market; the four possible ways of entry an more...
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Foreign Marketing
The phenomenon of marketing in an environment different from that of the home more...
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Foreseeability Doctrine
the notion under product liability laws that a manufacturer has an onus to more...
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Form Utility
the value given to a product by virtue of the fact that the more...
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Formal Product
see Actual Product. more...
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Formal Training
training given in a classroom setting as opposed to that given in the more...
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Formula Approach
an approach to selling in which the salesperson uses a formula such as more...
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Formula Marketing
a term used to describe an approach to marketing practice which relies heavily more...
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Forum
An online community where visitors may read and post topics of common interest. more...
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Forward Buy
the placement of an inventory purchase order earlier than required in order to more...
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Forward Integration
the placement of an inventory purchase order earlier than required in order to more...
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Forward to a friend (FTAF)
“Forward to a friend” more...
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Four Ps
the four major controllable variables of the marketing mix - product, price, promotion more...
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Fragmented market
A marketplace where there is no one company that can exert enough influence more...
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Framing Effect
Influencing potential customers by presenting information in a positive effect to increase sales more...
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Franchise
The privilege, often exclusive, granted to a distributor or dealer by a franchisor more...
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Franchise Extension
see Brand Extension. more...
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Franchise-Building Sales Promotions
consumer sales promotions which impart a selling message along with the deal, as more...
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Franchising
an arrangement in which a supplier grants a dealer the right to sell more...
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Free Associations
a method of collecting qualitative marketing research data in which respondents are asked more...
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Free Goods
An additional amount of product offered as a reward to the consumer or more...
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Free Market
a market place which has minimum direct involvement of government in market decisions. more...
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Free Merchandise
a type of trade sales promotion in which resellers are given a certain more...
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Free Samples
see Samples. more...
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Free Trade Area
The area of jurisdiction encompassing a group of countries that have agreed to more...
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Free-Form Presentation
a selling approach which does not rely upon any set formula or method. more...
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Free-In-The-Mail Premium
a type of sales promotion in which consumers are offered a gift which more...
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Free-Standing Inserts
brochures, leaflets and similar advertising material distributed with magazines and newspapers as loose more...
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Free-Standing Retailer
a retail store, not located in a shopping complex with other retailers, having more...
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Free-alongside-Ship Pricing
a pricing approach in which the manufacturer pays the freight cost to the more...
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Free-in-Store Pricing
a pricing method in which the producer is responsible for all freight and more...
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Free-on-Board Pricing
a pricing method in which a producer bears only the costs involved of more...
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Freight Absorption Pricing
a pricing method in which the manufacturer bears some or all of the more...
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Freight Charges
transportation costs involved in shipping goods from producer to customer. more...
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Freight Forwarders
firms specialising in the supply of transportation services; by buying large volumes of more...
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Frequency
the number of times the target consumer will be exposed to the message more...
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Frequent Shopper Program
A continuity incentive program offered by a retailer to reward customers and encourage more...
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Freudian Motivation Theory
the theory that a consumer's buying preferences are dictated by unconscious motives, and more...
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Freudian Theory
the theory that a consumer's buying preferences are dictated by unconscious motives, and more...
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Friction cost
Friction costs are small, seemingly irrelevant details that make a task more challenging more...
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Fringe Benefits
benefits enjoyed by employees as part of a total remuneration or compensation package; more...
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Fringe Sizes
The sizes that are either very large or very small, if offered at more...
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Front-of-Counter
the prime and most sought after position for impulse goods. Hence, front-of-counter (or more...
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Full Nesters
a term used to describe the stage in the typical family life cycle more...
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Full-Cost Pricing
a pricing strategy in which all relevant variable costs and a full share more...
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Full-Function Merchant Wholesaler
see Full-Service Wholesaler. more...
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Full-Line Department Store
a department store which offers many different lines of products, including clothing, sporting more...
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Full-Line Sales Organization
In this organization, each company or division salesperson sells all products to all more...
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Full-Line Strategy
the decision by a producer to offer a large number of product variations more...
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Full-Service Advertising Agency
an advertising agency offering a complete range of services including marketing research; media more...
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Full-Service Research Supplier
a marketing research firm which can offer a client a complete range of more...
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Full-Service Wholesaler
a wholesaler offering a complete range of services including buying, selling, storage, transporting, more...
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Functional Costs
costs associated with a specific business activity, such as selling, advertising, marketing research, more...
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Functional Discount
a price allowance given to a firm performing some part of the marketing more...
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Functional Middlemen
see Functional Wholesalers. more...
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Functional Modification
see Feature Modification. more...
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Functional Organisation
the organisation of a firm's business activities so that a separate division is more...
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Functional Risk
see Performance Risk. more...
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Functional Theory of Attitudes
A theory of attitudes based on the idea that attitudes develop to satisfy more...
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Functional Wholesalers
agents, brokers, commission merchants, etc. who facilitate exchanges between producers and resellers and more...
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Future Dating
A dating method that allows the buyer additional time to take advantage of more...
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Future Transaction
A commitment to take or deliver a currency at a specified future date. more...
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Futurism
A philosophy or perspective that focuses on the importance of serious thinking about more...