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Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Ii'
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Iceberg Principle
a theory that suggests that aggregated data can hide information that is important more...
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Idea Generation
the first stage in the new product development process - the sourcing of more...
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Idea Marketing
activities associated with the marketing of a cause or idea. more...
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Idea Screening
see Screening. more...
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Ideal Brand Model
a model used to study consumer evaluation of alternative products; the consumer compares more...
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Ideal Self Concept
The knowledge, attitudes, and perceptions people have about the self they would be more...
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Identifiability
see Measurability. more...
- Image
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Image Analysis
see Favorability Analysis. more...
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Image Differentiation
as a source of competitive advantage, a company may differentiate itself from its more...
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Image Oriented Change Strategy
an advertising plan or tactic intended to change a brand's image (rather than more...
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Image Oriented Maintenance Strategy
an advertising plan or tactic intended to maintain a brand's position over time more...
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Image Persistence
the idea that images may persist long after an organisation has changed; for more...
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Image Pricing
see Psychological Pricing; Prestige Pricing. more...
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Image Utility
the value given to a product by virtue of the fact that it more...
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Imagery
the symbols, images or graphic representations used in advertising to suggest a particular more...
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Imitative Strategy
An imitative strategy relies on the designs of other companies in creating its more...
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Impact
the force that an advertisement or message will have on a target consumer; more...
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Impact Evaluation
In social marketing, the evaluation of program outcomes in terms of original objectives. more...
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Implementation
the stage in the marketing management process when plans are put into action. more...
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Implicit Alternative
An alternative answer to a question that is not expressed in the options. more...
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Implicit Cost
The use value of an economic resource that is not explicitly charged on more...
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Implicit Lead Scoring
There are two difference types of Lead Scoring - Explicit lead scoring and more...
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Implied Warranty
the notion, upheld by courts in recent years in response to mounting consumer more...
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Import License
An instrument of government control that regulates access to foreign exchange and the more...
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Import Quota
a government-imposed limit on the number, quantity or value of a product to more...
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Impression
One view or display of an ad. Ad reports list total impressions per more...
- Impression Management
- Improved Services Strategy
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Impulse Buying
unplanned consumer buying of attractively presented or conveniently located products. more...
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Impulse Goods
goods which are purchased quickly because of a sudden urge to have them. more...
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In-Home Shopping
see Home Shopping. more...
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In-Magazine Recognition Tests
to test the effectiveness of advertising, individuals selected from the target market are more...
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In-Pack Premium
a type of sales promotion in which a small gift is included inside more...
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In-Store Coupon
A certificate redeemable only at one specific retail store or chain. The coupon more...
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In-Store Marketing
The marketing dollars spent inside the store in the form of store design, more...
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In-Store Media
in-house media, usually radio or TV networks, inside department or variety stores to more...
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In-Suppliers
suppliers who are already well known to an organisation and from whom they more...
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Inbound Marketing
Inbound marketing is used as a lead generation strategy to drive sales where more...
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Inbound Telemarketing
telemarketing in which a company receives telephone orders and enquiries from customers; often, more...
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Incentive
an inducement to buy; incentives include special price deals, premiums, contests, etc. more...
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Incentive Marketing
the offering of gifts, rewards, premiums, etc to motivate the sales team, to more...
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Incentive Pay
Any compensation plan other than straight salary wherein the salesperson is given encouragement more...
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Incentive Plan
An event offering rewards or inducements to stimulate the salesforce or channel members more...
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Incentive Travel
A form of sales promotional activity in which large companies reward their salespeople, more...
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Incentives
(i)in learning theory, an object, person or situation that an individual believes will more...
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Income
A flow of money, goods, and benefits to a person or an organization. more...
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Income Maintenance
The policies designed to raise or maintain the income levels of designated groups more...
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Income Sensitivity of Demand
The relationship between a real increase in disposable personal income and the corresponding more...
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Incremental Approach (to Calculating Salesforce Size)
an approach used in determining the ideal size of a sales force based more...
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Incremental Sales
Units of the product sold to retailers or consumers through a sales promotion more...
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Incremental Value Added
A measurement technique IEG uses with corporate clients which compares the return a more...
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Incremental-Cost Pricing
an approach in which the price of all additional units produced after the more...
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Incrementalism
The notion that strategies are the outcome of a series of piecemeal and more...
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Independent Sector
Collectively, all private nonprofit marketers. more...
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Independent Store
A retail outlet owned individually; not a chain store or branch store. more...
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Index
A search engineâÂ(TM)s âÂoeindexâ refers to the amount of documents found by a more...
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Indirect Channel
A channel whereby goods and services are sold indirectly from producer through independent more...
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Indirect Competition
a product that is in a different category altogether but which is seen more...
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Indirect Competitive Advertising
advertising intended to stimulate purchase of a particular brand at some future time. more...
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Indirect Costs
costs that cannot be traced directly to a particular product; commonly called Overheads. more...
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Indirect Denial Method
handling a buyer's objection by initially admitting the validity of the objection in more...
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Indirect Traceable Costs
Costs that are not incurred solely for a particular activity but, through reasonably more...
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Individual Brand
a brand name used for a single product within a product line. more...
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Individual Brand Name
the part of the brand name which identifies a particular product when it more...
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Individual Product
see Product Item. more...
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Industrial Buyer Behaviour
the study of the motives and actions of, and the influences upon, industrial more...
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Industrial Buyers
individuals who purchase goods and services on behalf of the organisations by which more...
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Industrial Distributor
a marketing intermediary, roughly equivalent to a wholesaler in consumer markets, who purchases more...
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Industrial Goods
goods and services purchased by industrial buyers for use in the production of more...
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Industrial Market
The industrial market (also called the producer market or business market) is the more...
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Industrial Market Segmentation
The process of separating an industrial market (business market) into groups of customers more...
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Industrial Marketing
the marketing of goods and services to business organisations for use in the more...
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Industrial Packaging
the protective wrapping and boxing of finished industrial goods for shipment. more...
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Industrial Product Classes
categories of goods and services bought by organisations for use in production or more...
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Industrial Selling
all forms of personal selling to organisational and industrial buyers of products for more...
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Inelastic Demand
A situation in which the demand for a product does not increase or decrease correspondingly with a more...
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Inelasticity of Demand
demand which is not greatly affected by a change in the price of more...
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Inept Set
brands that a buyer is aware of when considering a purchase, thinks poorly more...
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Inert Set
brands that a buyer is aware of when considering a purchase but has more...
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Inertia Buying
consumer buying, of unimportant items, which is done frequently and in which the more...
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Inertia Selling
a selling practice in which unsolicited goods and services are sent to consumers more...
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Infant Industry
An industry that justifies a national policy of protection from global competition on more...
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Inferior Goods
The less expensive substitutes for products that consumers prefer. more...
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Inflation
an economic situation in which rising prices result in a fall in the more...
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Infomercial
a word coined to describe a particular type of commercial, for print, TV, more...
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Informal Marketing Organisation
the part of a marketing organisation made up of the many working relationships more...
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Information Flow
the information about products, potential customers, consumer needs and wants, etc. that is more...
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Information Oriented Change Strategy
an advertising plan or tactic intended to change a brand's image (rather than more...
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Information Oriented Maintenance Strategy
an advertising plan or tactic intended to maintain a brand's image over time more...
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Information Search
1. (industrial definition) The process by which a buyer seeks to identify the more...
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Information Utility
the value given to a product by virtue of the fact that it more...
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Informational Influence
one of three types of influence (with comparative influence and normative influence) exerted more...
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Informational Label
a label which carries information including use instructions, precaustions and warnings, etc. more...
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Informative Advertising
advertising intended to inform rather than to persuade or remind. more...
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Informed Judgement Techniques
the use of the opinions of knowledgeable people to forecast demand and sales. more...
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Inner-Directed Consumers
one of three broad groups of consumers (with Need-Directed Consumers and Outer-Directed consumers) more...
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Innovation
the introduction of a product which is new to both the company and more...
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Innovativeness
1. (product development definition) When applied to a buyer, the extent to which more...
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Innovators
the small group of alert people who are the earliest to adopt a more...
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Input Evaluation Measure
An objective measure of the amount of effort or resources expended by the more...
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Inseparability
one of the four characteristics (with intangibility, perishability and variability) which distinguish a more...
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Inside Order-Taker
a salesperson who writes up sales orders at a sales counter, or those more...
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Inside Salesperson
A salesperson who performs selling activities over the telephone at the employer's location. more...
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Installations
a classification of industrial goods which includes land, buildings and major equipment. more...
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Installment Sale
A sale of real or personal property for which a series of equal more...
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Institutional Advertising
advertising intended to promote a company or organisation rather than its products; also more...
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Institutional Market
a market consisting of schools, universities, hospitals, charities, clubs and similar organisations which more...
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Instrument Variation
Any and all changes in the measuring device used in an experiment that more...
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Instrumental Function of Attitudes
A function of attitudes that provides the maximum benefits and the minimum costs more...
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Insurance
Risk-transfer mechanism that ensures full or partial financial compensation for the loss or more...
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Intangibility
one of the four characteristics (with inseparability, perishability and variability) which distinguish a more...
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Intangible Product
see Actual Product. more...
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Intangible Product Attributes
the unobservable characteristics which a physical good possesses, such as style, quality, strength, more...
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Intangible Property
Assets held by a company for its own use and not for resale more...
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Intangibles
see Services. more...
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Integrated Marketing Communication (IMC)
a strategic process used to plan, develop, execute and evaluate coordinated, measurable, persuasive more...
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Integrated Marketing Communication (IMC) Mix
advertising, sales promotion, direct response, public relations, personal selling and social - the more...
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Integrative Growth
a strategy for growth in which a firm acquires some other element of more...
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Intellectual Property
Abstract forms of "property" such as patents, copyrights, and trademarks, as distinct from more...
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Intensive Distribution
making a product available in as many outlets as are willing to stock more...
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Intensive Growth
growth opportunities related to a company's current operations; intensive growth opportunities are market more...
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Intention
1. (marketing research definition) Anticipated or planned future behavior. 2. (industrial definition) The more...
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Inter-type Channel Conflict
discord among members of different types at the same level of a marketing more...
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Intermediate Sellers
seeMarketing Intermediaries. more...
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Intermodal Transportation
a shipping method in which two or more modes of transport are used; more...
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Internal Data
information recorded and stored by an organisation as it completes it normal transactions more...
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Internal Information Search
a stage in the consumer buying process for a low-involvement product; past experiences more...
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International Corporation
An early stage in the development of a global/ transnational corporation. An international more...
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International Marketing
marketing actvities intended to facilitate the exchange or transfer of goods between nations. more...
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Internet of Things (IoT)
The internet of things refers to wearable devices available to consumers today with more...
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Interview Study
a common technique for gathering primary data in marketing research. Respondents in an more...
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Interviewer Bias
intentional or unintentional prompting by a marketing researcher which affects the interviewee's response. more...
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Intraorganisational Environment
an organisation's internal environment; the forces arising from the organisation's formal structure and more...
- Intrapreneur
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Introductory Allowance
see Slotting Allowance. more...
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Introductory Stage of Product Life Cycle
the first stage in the life cycle of a successful product; the product more...
- Intrusive Media
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Invalid Objection
an excuse offered by a prospective buyer to cover some hidden objection to more...
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Inventory
finished goods stored in a warehouse. more...
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Inventory Carrying Costs
see Holding Costs. more...
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Inventory Management
activities involved in maintaining the appropriate level of stock in a warehouse. more...
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Inventory Remarketing
an innovative strategy for reducing the risks of introducing a new product. Prior more...
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Inventory Turnover
the ratio of dollar or unit sales or gross profit to average inventory; more...
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Invisible Assets
Assets that are hard to copy, very time-consuming to develop, capable of many more...
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Involvement
The degree of personal relevance a consumer perceives a product, brand, object, or more...
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Isolation Effect
the notion that a price will appear more attractive if the product is more...
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Item Merchandising
The special planning and control effort employed to discover and take advantage of more...