P
Browse A-Z
Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Pp'
-
PDF
Abbreviation. Portable Document Format. more...
-
PDM
abbrev. Physical Distribution Management; Product-Differentiated Marketing. more...
-
PERT
acronym for Progam Evaluation and Review Technique; a quantitative technique used as a more...
-
PLA
abbrev. Product-Listing-Ads. Image Ads associated with Google Shopping or Bing Shopping campaigns that more...
-
PLC
abbrev. Product Life Cycle more...
-
POP
abbrev. Point of Purchase. more...
-
POSSLQ
abbrev. Persons of Opposite Sex Sharing Living Quarters; sometimes written as POSLSQ - more...
-
PPC
abbrev. Pay-Per-Click. Driving traffic by leveraging paid ads with your own capital. Pay-Per-Click more...
-
PR
abbrev. Public Relations. more...
-
Package
the wrapping, packet, carton, bottle, box, etc, used for containment, protection or promotion more...
-
Package Modification
making any change to the attributes (shape, colour, size, graphics, lettering, etc.) of more...
-
Packaged Goods
a sub-category of consumer non-durable goods; toothpaste, shampoo and soap powder are packaged more...
-
Packaging
the materials (glass, aluminium, cardboard, etc) originally intended merely to contain and protect more...
-
Paid Media
Advertising or purchasing exposure from any media created and controlled by people or more...
-
Palletisation
the packing of goods on to small wooden platforms, or pallets, for ease more...
-
Panel Test
a technique used to pre-test advertising, new products, etc; a group of individuals more...
-
Parasitic Advertising
advertising by one group which has an adverse effect upon another group. For more...
- Pareto's Principle
-
Paretopoly
a market situation in which there are a few large sellers and many more...
-
Paretopsony
a market situation in which there are a few large buyers and many more...
- Parity Product
-
Pass-Along Deal
A seller's offer in which an item of value such as a price more...
-
Pass-Up Method
handling a buyer's objection by attempting to ignore or 'pass off' the buyer's more...
-
Payback Period
the time taken for a new product to recover its investment cost and more...
- Penetrated Market
-
Penetration Pricing
see Market Penetration Pricing. more...
-
People-Based Services
services in which people, rather than equipment or machinery, play the major role more...
-
Per Capita Income
average income per person in a population. more...
-
Per Diem Expense Plan
the payment of travel and accommodation expenses to a salesperson at a fixed more...
-
Perceived Risk
see Risk. more...
-
Percentage-of-Sales Method
a method of setting a budget for promotion in which the sum to more...
-
Perception
the way in which an individual interprets stimuli received by the senses. more...
-
Perceptual Mapping
a tool or process used in marketing research for charting the way individuals more...
-
Perfect Competition
see Pure Competition. more...
-
Performance Allowance
a discount or price reduction given to a wholesaler or retailer who promises more...
-
Performance Appraisal
an evaluation of the activities and effectiveness of a salesperson, marketing officer, etc more...
-
Performance Price
the value to a consumer of the time saved by using a new more...
-
Performance Risk
concern in the buyer's mind that the product being considered for purchase will more...
-
Perishability
one of the four characteristics (with inseparability, intangibility and variability) which distinguish a more...
-
Person Marketing
marketing activity aimed at creating target market awareness, and a favourable opinion, of more...
-
Personal Income
the wages, salary, etc. earned by an individual. more...
-
Personal Interview
a face-to-face meeting with a client, job applicant, buyer, marketing research respondent, etc. more...
-
Personal Selling
a form of promotion utilising the services of a sales team; one of more...
-
Personality
the distinctive character of an individual; used as a basis for the psychographic more...
-
Personality Segmentation
the division of a heterogeneous market into homogeneous groups on the basis of more...
-
Persuasive Advertising
advertising intended to persuade (rather than to inform or remind). more...
-
Phantom Freight
a freight charge imposed upon a customer in excess of the true freight more...
-
Phygital
Phygital is the concept of using technology to bridge the digital world with more...
-
Physical Distribution
the storage, handling and movement of goods within an organisation and their shipment more...
-
Physical Distribution Management
the management and control of the activities involved in the storage, handling and more...
-
Physical Risk
concern in the buyer's mind that the product being considered for purchase will more...
-
Physiological Needs
innate human feelings of deprivation related to an individual's biological well-being. more...
-
Piggyback
a system of transportation requiring the transfer of containers from truck to rail. more...
-
Piggybacking
a low-cost market entry tactic in which manufacturers of products arrange for manufacturers more...
-
Pioneering Advertising
advertising which is intended to create primary rather than selective demand; commonly used more...
-
Pipeline Transportation
the carriage, delivery or shipment of a gas or liquid product by pipeline. more...
-
Pipeline marketing
Pipeline marketing is a methodology that focuses on marketing activities that impact on more...
-
Place
one of the four controllable variables (with product, price and promotion) of the more...
-
Place Marketing
marketing activity intended to promote an awareness, and favourable opinion, of a particular more...
-
Place Strategy
the element of a firm's decision-making concerned with developing an efficient and effective more...
-
Place Utility
the value given to a product by virtue of the fact that it more...
-
Plain Vanilla
slang term for a product with only the most basic features. more...
-
Planned Buying vs. Unplanned Buying
Planned buying is purchasing activity undertaken with a problem previously recognized and a more...
-
Planned Cannibalisation
the expected loss of sales of a product in a line to a more...
-
Planned Economy -
also called Controlled Allocation System; Command System. more...
-
Planned Obsolescence
a tactic by which a manufacturer deliberately seeks to make earlier versions of more...
-
Planning
see Strategic Planning; Marketing Planning; Sales Planning. more...
-
Planning Horizon
the total timespan covered by a firm's marketing plans; the length of the more...
-
Point-of-Purchase Displays
a form of promotion used to support personal selling and advertising; displays, consisting more...
-
Polycentric Orientation
The unconscious bias or belief that it is necessary to adopt totally to more...
-
Polyopoly
a market situation in which there are no large sellers but many small more...
-
Polyopsony
a market situation in which there are no large buyers but many small more...
-
Population
in marketing research, the total group that a researcher wishes to study; also more...
-
Population Characteristics
variables including age, gender, income, marital status, education, nationality, race, religion, etc. upon more...
- Porter, Michael
-
Portfolio Analysis
the systematic evaluation or assessment of a company's businesses or products; two variables more...
-
Portfolio Tests
a method of pre-testing an advertisement; after looking through a portfolio of different more...
-
Position Mapping
see Perceptual Mapping. more...
-
Positioning
see Market Positioning more...
-
Possession Utility
the value given to a product by virtue of the fact that the more...
-
Post-Purchase Evaluation
the quick mental assessment of a low-involvement product by a consumer after purchase. more...
-
Post-Purchase Satisfaction
the pleasure that a carefully selected high-involvement product gives to a consumer after more...
-
Postage Stamp Pricing
see Uniform Delivered Pricing. more...
-
Poster
an outdoor advertising medium; a billboard. more...
-
Potential Market
all the individuals and organisations in a particular market who have some level more...
- Potential Product
-
Pre-Approach Stage
the first stage in the selling process; the stage in which a salesperson more...
-
Pre-Testing
the testing of a questionnaire, advertisement, etc on respondents selected from the target more...
-
Pre-Ticketing
the practice by a vendor of placing a tag on each product sold more...
-
Predatory Pricing
a pricing practice by which a company hopes to inhibit or eliminate competition more...
-
Premium Pricing
see High-Price Strategy. more...
-
Premiums
a type of sales promotion in which merchandise is given free or at more...
-
Press Conference
a meeting to which media personnel are invited by a government body, organisation more...
-
Press Party
The convening of representatives of the media at a social event to distribute more...
-
Press Release
an announcement released to the news media by a government body, organisation or more...
-
Pressure Group
any group of individuals who work together to exert an influence upon the more...
-
Pressure Selling
see High Pressure Selling. more...
-
Prestige Builder
the highest-priced item in a product line. more...
-
Prestige Pricing
a pricing strategy in which prices are set at a high level, recognising more...
-
Prestige Products
items of superior quality; high status merchandise. more...
-
Price
the value agreed upon by the buyer and the seller in an exchange; more...
-
Price Adjustments
allowances, discounts, etc. granted by a seller to meet the requirements or circumstances more...
-
Price Band
the range within which a product can be priced as dictated by competitive more...
-
Price Brand
see Fighting Brand. more...
-
Price Bundling
a pricing strategy in which various products sold to a customer together are more...
-
Price Ceiling
A price, usually imposed by law, above which market prices are not permitted more...
-
Price Competition
A price, usually imposed by law, above which market prices are not permitted more...
-
Price Cycle
the regular, periodic fluctuation in the price of a product, especially of an more...
-
Price Discounting
see Discount. more...
-
Price Discrimination
a pricing strategy, generally illegal, in which a seller charges different prices to more...
-
Price Elasticity
(similar concept to Price Sensitivity) - buyers' sensitivity to price; measured by the more...
-
Price Fixing
agreement or collusion between competitors to maintain certain fixed price levels to avoid more...
-
Price Floor
A price, usually imposed by law, below which market prices are not permitted more...
-
Price Gouging
a monopolistic pricing technique in which the seller takes advantage of the lack more...
-
Price Incentives
a common form of sales promotion in which price reductions are offered to more...
-
Price Inelasticity
buyers' insensitivity to price; when the percentage change in quantity demanded is less more...
-
Price Leader
a firm whose prices set a lead for other firms in the industry more...
-
Price Leadership
a situation which occurs when one or a few companies, usually larger companies, more...
-
Price Lining
pricing different products in a product line at various price points, depending on more...
-
Price Objection
an objection raised by a prospective buyer on the grounds of price, credit more...
-
Price Packs
a type of sales promotion in which consumers are offered a reduction in more...
-
Price Sensitivity
see Price Elasticity. more...
-
Price Space
the price difference between items in a product line; having the right amount more...
-
Price Wars
a conflict situation likely to occur in industries where products cannot be greatly more...
-
Price premium
The percentage difference of the sale price in relation to the benchmark price. more...
-
Price-Elastic Segments
segments of the market which are more responsive to price changes than other more...
-
Price-Taker
any firm which is unable to influence the general level of commodity prices more...
-
Price-Value Relationship
the connection that consumers make between price and quality; products with a higher more...
-
Pricing
marketing activity concerned with the setting of prices for new products and the more...
-
Pricing Strategy
the element of a firm's decision-making concerned with the setting of prices that more...
-
Primary Advertising
advertising intended to create demand for a class or category of product rather more...
-
Primary Data
information that is obtained directly from first-hand sources by means of surveys, observation more...
-
Primary Demand
demand for a product class rather than for a particular brand within the more...
-
Primary Packaging
a product's immediate container or wrapper. more...
-
Principle of Integrating Interests
a technique used in selling in which the salesperson, knowing the buyer's personal more...
- Print Campaign
-
Private Brand
a brand owned by a wholesaler or retailer; also called a private label. more...
-
Private Carrier
any form of transport operated by an independent organisation and used for the more...
-
Private Label
see Private Brand. more...
-
Private Treaty
a market agreement arranged by a buyer and seller in private negotiation. more...
- Privatisation
-
Proactive Marketing Strategies
marketing activites which anticipate competitive action and attempt to forestall it; offensive strategies. more...
-
Probabilistic Models
a statistical tool in which the probability that an event will occur again more...
-
Probability Mixture Model
A stochastic model for representing the behavior (e.g., brand choice or media viewing) more...
-
Probability Sample
a sample in which each individual within a total population has a known more...
-
Problem Children
see Question Marks. more...
-
Problem Situation Model
a model of a problem situation faced by a decision-maker, constructed (often by more...
-
Problem-Solving Approach
an approach to selling in which the salesperson works with the buyer to more...
-
Process Materials
a classification of goods bought by organisations for incorporation into a product; the more...
- Procurement Costs
-
Product
a bundle of need-satisfying tangible and intangible attributes offered to a buyer by more...
-
Product Advertising
advertising in which a company promotes a particular good or service. more...
-
Product Attributes
distinctive tangible and intangible features of a product that give it its value more...
-
Product Audit
a systematic appraisal of a firm's product mix to evaluate its strengths and more...
-
Product Category
the specific generic to which a good or service belongs; for example, while more...
-
Product Concept
see Product Orientation. more...
-
Product Depth (of Line)
see Product Line Length. more...
-
Product Development
a growth strategy in which the firm develops new products for existing markets. more...
-
Product Development Process
System of defined steps and tasks such as strategy, organization, concept generation, marketing more...
-
Product Differentiation
a strategy which attempts (through innovative design, packaging, positioning, etc.) to make a more...
- Product Differentiation Advantage
-
Product Elimination
the decision to drop a product (for example, in the decline stage of more...
-
Product Extension
the introduction of a product that is known to the company but which more...
-
Product Failure
a product that does not meet management expectations in the marketplace. more...
-
Product Flanking
a competitive marketing strategy in which a company produces its brands in a more...
-
Product Form Competitors
firms offering slightly different variants of the same basic product. more...
-
Product Item
a product variant with its own distinctive attributes (price, packaging, etc.); also called more...
-
Product Knowledge
detailed knowledge of a product's features and benefits required by a salesperson to more...
-
Product Leveraging
see Brand Leveraging. more...
-
Product Liability
the onus or responsibility imposed by legislation on a manufacturer to warn consumers more...
-
Product Life Cycle
a concept which draws an analogy between the span of a human life more...
-
Product Line
a group of products manufactured or distributed by an organisation, similar in the more...
-
Product Line Brand Name
a brand name applied to several products within a product line. more...
-
Product Line Expansion Segmentation Strategy
one of four possible segmentation strategies (with concentrated segmentation strategy, market segment expansion more...
-
Product Line Extension
adding depth to an existing product line by introducing new products in the more...
-
Product Line Featuring
a strategy in which certain items in a product line are given special more...
-
Product Line Filling
introducing new products into a product line at about the same price as more...
-
Product Line Length
the number of different products in a product line. more...
-
Product Line Manager
see Category Manager. more...
-
Product Line Modernisation
a strategy in which items in a product line are modified to suit more...
-
Product Line Pruning
reducing the depth of a product line by deleting less profitable offerings in more...
-
Product Line Retrenchment
reducing the width of a product mix by decreasing the diversity of items more...
-
Product Line Stretching
introducing new products into a product line. more...
-
Product Management System
a system which ensures that total marketing control of a product line or more...
-
Product Manager
an individual given responsibility for the planning and co-ordinating of a firm's marketing more...
-
Product Marketing
The process of getting products to consumers. Relates to Product, Pricing, Place, and more...
-
Product Mix
the variety of distinct product lines and items manufactured or distributed by an more...
-
Product Mix Consistency
the degree of closeness or relatedness between product lines in the product mix. more...
-
Product Mix Width
the number of distinct product lines manufactured or distributed by an organisation. more...
-
Product Modification
any substantial change made to the attributes (size, shape, colour, style, price, etc.) more...
-
Product Objection
an objection by a prospective buyer to the quality or characteristics of the more...
-
Product Organisation
the deployment of a firm's sales force or the organisation of its marketing more...
-
Product Orientation
a management philosophy, concept, focus or state of mind which emphasises the quality more...
-
Product Performance Metrics
Comparatively measures the total sales and margin of individual products more...
-
Product Petrification
a term used to describe the small but persistent demand by loyal customers more...
-
Product Portfolio
the mix of products manufactured or distributed by a company. more...
-
Product Portfolio Analysis
an examination of each of the products manufactured or distributed by the company more...
-
Product Position Map
a tool used in comparing consumer perception of the differences between products or more...
-
Product Positioning
see Market Positioning. more...
-
Product Positioning Strategy
marketing decisions and actions intended to create a particular place for a product more...
-
Product Recall
the advertised request by a company that a product be returned to it more...
-
Product Strategy
the element of a firm's decision-making concerned with developing the most appropriate products more...
-
Product Testing
exposing consumers to a new product, in final or prototype form, so that more...
-
Product Variant
see Product Item. more...
-
Product Warranty
see Warranty; Express Warranty; Implied Warranty. more...
-
Product-Based Competitors
see Product Form Competitors. more...
-
Product-Based Marketing Organisation
a marketing structure of an organisation in which staff specialists have responsibility for more...
-
Product-Differentiated Marketing
a marketing philosophy in which the seller views the market as a homogeneous more...
-
Product-Push Approach
an approach to the generation of new product ideas in which a company's more...
-
Production Goods
a classification of industrial goods; goods purchased by industrial firms for use in more...
-
Production Orientation
a management philosophy, concept, focus or state of mind which emphasises production techniques more...
-
Profit Centre
a division of an organisation with responsibility for generating its own income, and more...
-
Profit Maximisation
see Current Profit Maximisation. more...
-
Profit Objective in Pricing
setting prices with short-run profits rather than long-term market share in mind. more...
-
Profit Sharing
a compensation system in which employees are awarded a share of the company's more...
-
Profit and Loss Statement
an accounting statement showing income, expenditure and profit over a given period. more...
-
Profitability Control
marketing effort intended to assess the level of profitability of each product in more...
-
Progressive Commission
a sales commission system in which the commission rate increases as the salesperson more...
-
Projective techniques
Project techniques are research procedures designed to identify consumers' subconscious feelings and motivations. more...
-
Promotion
1. one of the four controllable variables (with product, price and place) of more...
-
Promotion Manager
an individual within an organisation responsible for promotional activities and campaigns. more...
-
Promotion Mix
the range of means available to an organisation for communication with its target more...
-
Promotional Adaptation
a strategy in which the same product is sold in different geographic locations more...
-
Promotional Allowance
a price reduction or discount granted by a manufacturer to a member of more...
-
Promotional Budget
the sum allocated in a particular accounting period for expenditure on promotion. more...
-
Promotional Campaign
a coordinated series of promotional efforts built around a single theme and designed more...
-
Promotional Partnership
an alliance between a manufacturer of a product and another company for the more...
-
Promotional Pricing
the temporary pricing of goods and services at lower than normal levels for more...
-
Promotional Stock
merchandise offered at a reduced price to a reseller for some special promotion more...
-
Promotional Strategy
the element of a firm's decision-making concerned with choosing the most appropriate mix more...
-
Promotional Warranty
a warranty designed to reduce the perceived financial or performance risk that a more...
-
Prospect
a potential customer. more...
-
Prospecting
the first step in the selling process; the activity of seeking out potential more...
-
Prospecting Plan
a systematic approach to finding new customers involving the setting aside of time more...
-
Prosperity
Stage in an economic cycle in which conditions of relatively low-unemployment and high total income prevail, leading to high purchasing power (if the inflation rate is kept low). more...
-
Protectionism
Trade policies of governments aimed at protecting domestic industries by limiting the volume more...
-
Protective Warranty
see Warranty; Express Warranty; Implied Warranty; Promotional Warranty. more...
-
Prototype
a sample or early version of a new product made or built specifically more...
-
Prototype Testing
the trialling of a sample of a newly developed product on selection of more...
-
Proxemic Communication
a form of nonverbal communication or body language in which messages are conveyed more...
-
Proximo Dating
This specifies the date in the following month on which payment must be more...
-
Psychoanalytic Theory
A psychological theory developed by Sigmund Freud that emphasizes unconscious motivation. more...
-
Psychodrama
a qualitative marketing research technique in which respondents are asked to engage in more...
-
Psychodrawing
a nonverbal, qualitative marketing research technique in which respondents use colours, shapes, symbols, more...
-
Psychographic Segmentation
the division of a heterogeneous market into relatively homogeneous groups on the basis more...
-
Psychography
the study of the attitudes, beliefs, opinions, personalities and lifestyles of individuals in more...
-
Psychological Discounting
the advertising of a product at a heavily reduced price, as in 'Was more...
-
Psychological Needs
innate human feelings of deprivation related to an individual's mental well-being. more...
-
Psychological Pricing
pricing intended to influence the customers' perception of the actual price of a more...
-
Psychological Repositioning
the attempt by a firm to alter the beliefs of prospective buyers about more...
-
Psychological Risk
see Risk; Emotional Risk. more...
-
Psychological Set
a consumer's mind set; his or her positive or negative feelings or predispositions more...
-
Public Policy Environment
that part of a firm's external environment which consists of controversial issues or more...
-
Public Relations
the relationship which exists between an organisation and its key publics (that is, more...
-
Public Relations Metrics
Measure views and impact of corporate communication initiatives more...
-
Publicity
corporate or product promotion that is obtained free of charge. more...
-
Publics
the various groups in a society which can influence or bring pressure to more...
-
Puffing
the legitimate practice of making obviously exaggerated claims in advertising, eg. 'cleaner than more...
-
Pull Strategy
promotion to end-users (mainly by means of advertising, sales promotion and publicity) rather more...
-
Pulsing
scheduling advertising campaigns in fairly regular bursts followed by periods of relative or more...
-
Puppy Dog Close
a closing technique in which a salesperson urges an indecisive prospect to 'take more...
-
Purchase Allowance
see Off-Invoice Allowance. more...
-
Purchase Intentions
the likelihood that a consumer will buy a particular product resulting from the more...
-
Purchase Laboratory
See Accelerated Test Marketing. more...
-
Purchase Probability Scale
a tool used in marketing research surveys of buying intentions; respondents are asked more...
-
Purchasing Officer
an individual within an organisation responsible for purchasing the goods and services it more...
-
Purchasing Performance Evaluation
the establishment of criteria by which the performance of purchasing officers can be more...
-
Pure Competition
a marketing situation in which there are a large number of sellers of more...
-
Pure Monopoly
a marketing situation in which there is only one seller of a product. more...
-
Push Money
a direct payment of money offered to the sales force of a reseller more...
-
Push Strategy
promotion to members of the marketing channel (mainly by means of personal selling) more...
-
Push-Pull Strategy
promotion of a good or service both to end-users and members of the more...
-
Pyramid Selling
a selling system, now illegal in Australia, in which members of a sales more...