R
Browse A-Z
Select a letter to find terms listed alphabetically.
Viewing terms beginning with 'Rr'
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R and D
abbrev. Research and Development. more...
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RDC
abbrev. Regional Distribution Centre. more...
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RLSA
abbrev. Remarketing List for Search Ads. Is a feature that lets you customise more...
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ROAM
abbrev. Return on Assets Managed. more...
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ROI
abbrev. Return on Investment. more...
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RPM
abbrev. Resale Price Maintenance. more...
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Rack-Jobber
a specialised form of merchant wholesaler supplying non-general lines to supermarkets, pharmacies, hardware more...
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Radio Wrap-Around
The radio equivalent of a video news release, a radio story lasting 90 more...
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Radio-Frequency Technology (RF)
A specific information technology application that allows the positive identification of merchandise both more...
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Raincheck
A promise given to customers when merchandise is out of stock to sell more...
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Random Digit Dialing
A technique used in studies employing telephone interviews in which the numbers to more...
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Randomized Response Model
An interviewing technique in which potentially embarrassing and relatively innocuous questions are paired, more...
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Range
The maximum distance a consumer is ordinarily willing to travel for a good more...
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Rank
How well positioned a particular web page or web site appears in search more...
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Rapport
A close, harmonious relationship between a salesperson and customer. more...
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Rate
1. (advertising definition) The cost of a unit of space or time in more...
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Rate Differential
The difference between the local advertising and national advertising rates charged by a more...
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Rate Regulation
The process by which rates are administered. In a highly regulated economy, this more...
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Rate of Return Pricing
A method of determining prices by adding a markup that will produce a more...
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Rating
The percentage of the total potential audience who are exposed to a particular more...
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Rational Appeals in Advertising
advertising messages, usually product-feature based, in which advertisers attempt to achieve their objectives more...
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Rational Buying Motives
reasons for buying that are based on logic or judgement rather than on more...
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Rationalization
An ego defense in which unattainable goals are perceived to be undesirable (sour more...
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Rationing
A system of allocating goods and services that are in short supply, other more...
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Raw Materials
a classification of industrial goods that are basic materials which become part of more...
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Reach
the percentage of the target audience which will be exposed to at least more...
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Reactive Marketing Control Systems
evaluation and control systems in which management finds that marketing performance is not more...
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Reactive Marketing Strategies
marketing activities forced upon an organisation by competitive action; defensive strategies. more...
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Readership Test
A test of advertising effectiveness of print media in which a sample of more...
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Readiness-To-Buy Stage
see Buyer Readiness Stage more...
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Real Cost
The cost of a product or service adjusted for changes in purchasing power more...
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Real Income
The power of one's income to command other goods in the market. more...
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Real Positioning
the modification of a product offering so that it delivers more satisfactorily the more...
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Real Self Concept
The knowledge, attitudes, and perceptions people have about themselves as they actually are. more...
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Rebate
a temporary price reduction to encourage immediate purchase. more...
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Recall
see Product Recall. more...
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Recall Loss
A type of error caused by a respondent forgetting that an event happened. more...
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Recall Tests
a means of evaluating the effectiveness of a company's recent advertising by asking more...
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Receipt-Of-Goods Dating
This denotes that the discount period does not begin until the day the more...
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Receiver
the target of a message in the communication process. more...
- Recession
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Reciprocity
a practice, which may be illegal under the Trade Practices Act, in which more...
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Recognition Tests
a means of evaluating the effectiveness of a firm's recent advertising; respondents are more...
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Recovery
A phase of the business cycle characterized by increasing gross national product, lessening more...
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Recruiting
see Sales Personnel Recruitment. more...
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Recurring revenue
Recurring revenue is the portion of a company's revenue that is highly likely more...
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Recycling
the collection and processing of used materials for reuse. more...
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Red Tape
See Bureaucratic Organisation more...
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Redemption
the conversion of a sales promotion coupon to a purchase. more...
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Redemption Rate
the number of sales promotion coupons converted to purchases expressed as a percentage more...
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Redemption Store
An establishment operated by a trading stamp company redeeming stamps for merchandise. more...
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Redlining
The arbitrary exclusion of certain classes of customers, often those from poor neighborhoods, more...
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Reduced Price Pack
a type of consumer sales promotion in which two or more units of more...
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Reference Groups
all of those whose influence plays some part in the buying behaviour of more...
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Reference Price
The price that buyers use to compare the offered price of a product more...
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Referral
A lead for a prospect given to the salesperson by an existing customer more...
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Referral Approach
A method used by salespeople to approach prospects in which the salesperson uses more...
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Referral Selling
selling to customers whose names have been suggested by previous satisfied customers. more...
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Referrer
A referrer is the term used to describe the URL a user most more...
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Reflective Probes
neutral statements of the salesperson reaffirming or repeating a customer's comment in order more...
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Regiocentrism Orientation
An attitude or orientation toward internationalization with the focus on regional orientation. more...
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Regional Brands
manufacturers' brands sold only in certain regions. more...
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Regional Edition
The subdivision of a national magazine's circulation into geographic regions, so that advertisers more...
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Regional Marketing
The use of different marketing mixes to accommodate unique preferences and competitive conditions more...
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Regional Shopping Centre
a major retail shopping complex serving a distinct geographic area of a city more...
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Registered Design
a form of legal protection against the copying by a competitor of the more...
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Regression Analysis
A statistical technique used to derive an equation that relates a single, continuous more...
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Regressive Commission
a sales commission system in which the rate of commission paid decreases with more...
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Regulation
The efforts by governmental units to create and enforce conditions that specify acceptable more...
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Regulatory Environment
that part of the firm's external marketing environment on which legal and political more...
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Reinforcement
the reward or punishment delivered by a particular response to a stimulus. more...
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Reinforcement Advertising
advertising intended to reassure purchasers, to tell them that they have done the more...
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Relationship Marketing
Marketing with the conscious aim to develop and manage long-term and/or trusting relationships more...
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Relationship Selling
selling in which the primary objective is the building of long-term relationships with more...
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Relationship Value
The bonds, both actual and perceptual, that are created between the customer, the more...
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Relative Advantage
the degree to which a new product is superior to an existing one; more...
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Relative Market Share
the size of a company's share of the market compared to that of more...
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Relevancy Bullseye
Marketing and/or promoting to a relevant audience, at a relevant location and time. more...
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Reliability
the accuracy with which data in a marketing research study has been collected; more...
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Remarketing
marketing activity intended to encourage renewed use of a product in which market more...
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Reminder Advertising
advertising aimed at reminding a target market that a product is available as more...
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Reorder Frequency
see Economic Order Quantity. more...
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Reorder Level
see Economic Order Quantity. more...
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Repeat Sale
The subsequent sale of a product after the initial purchase. The level of more...
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Replacement Sale
A sale that takes place when a product becomes physically or economically obsolete. more...
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Replenishment Cycle
A term used in inventory management that describes the process by which stocks more...
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Repositioning
arranging for a product or brand to occupy some other clear and distinctive more...
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Repossession
The recovery of merchandise by the store after delivery, owing to a customer's more...
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Representative
see Sales Representative. more...
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Representativeness
the degree to which a sample of consumers in a marketing research study more...
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Repression
See Ego-Defenses more...
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Repurchase Rate
The volume of purchase and the amount of time that typically occur between more...
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Resale Price Manintenance
a practice, now illegal in Australia, in which the manufacturer fixes the price more...
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Research Design
the controlling plan for a marketing research study in which the methods and more...
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Research Objectives
see Marketing Research Objectives. more...
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Research Process
A sequence of steps in the design and implementation of a research study, more...
- Research and Development (R&D)
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Researcher-Controlled Sampling
a form of nonprobability sampling in which the researcher selects the respondents in more...
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Reseller
a middleman; one who buys merchandise to resell it at a profit. more...
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Reseller Market
the market consisting of wholesalers and retailers who buy products for resale purposes. more...
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Residual Market Value
The image enhancing communication about the product or service that remains with the more...
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Resource Allocation Models
Models for guiding the allocation of marketing resources. Mathematical programming, decision calculus models, more...
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Respect Needs
See Maslow's Hierarchy of Needs more...
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Respondent
A person in a survey who is asked for information using either written more...
- Response Bias
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Response Elasticity
a measure of the degree to which individuals or groups respond to a more...
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Response Latency
An amount of time a respondent deliberates before answering a question. more...
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Response Selling
a elementary form of selling, common in retailing, in which the salesperson simply more...
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Response Time
the time taken by a firm to answer a customer inquiry about the more...
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Responsiveness
the degree to which people control their emotions when relating to others; used more...
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Restraint of Trade
any action which damages in some way another's opportunity to carry on a more...
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Retail Accordion Theory
A theory of retail institutional change that suggests that retail institutions go from more...
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Retail Advertising
advertising by retailers direct to consumers. more...
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Retail Buyer
an individual employed by a retailer primarily to buy merchandise for resale through more...
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Retail Establishment
A single or separate place of business principally engaged in the performance of more...
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Retail Image
the perception that consumers have of a particular store and of the experience more...
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Retail Inventory Method of Accounting
A type of accounting system whereby the closing inventory at cost is determined more...
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Retail Life Cycle
A theory of retail competition that states that retailing institutions, like the products more...
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Retail Mix
the mix of variables, including location, merchandise, communications, price, services, physical attributes and more...
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Retail Salesperson
A salesperson employed by a retailer who is involved in selling goods and more...
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Retail Store
A place of business (establishment) open to and frequented by the general public, more...
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Retail Structure
The spatial distribution of retail stores and store types, including the composition of more...
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Retailer Cooperative
a wholesaling operation established by a group of retailers to give themselves a more...
- Retailer's Handling Charge
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Retailers
members of the distribution channel who sell directly to the consumer. more...
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Retailing
the activity of selling to buyers who are buying for their own ultimate more...
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Retailing Mix
1. The practice of writing the unit selling prices on vendors' invoices that more...
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Retargeting
Targeting advertisements to users based on captured user data by placing cookies. more...
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Retention Rate
Retention rate is used to count customers and track customer activity irrespective of more...
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Retentive Advertising
see Reminder Advertising. more...
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Return On Sales
Return on sales (ROS) is net profit as a percentage of sales revenue. more...
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Return To Stock
When a customer returns merchandise to the store for an exchange, credit, or more...
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Return on Ad Spend
This is generally specific to paid search and the exact amount invested in more...
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Return on Assets Managed
a measure of a firm's profitability; after-tax profit expressed as a percentage of more...
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Return on Equity
a measure of a firm's profitability; profit achieved in a given period is more...
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Return on Investment
a measure of a firm's profitability in which profits are expressed as a more...
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Returns and Allowances From Suppliers
The sum of purchased goods returned to the supplier and unplanned reductions in more...
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Reusable Container
a type of consumer sales promotion in which potential customers are encouraged to more...
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Reverse Marketing
A proactive, market-oriented approach to procurement. more...
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Reverse Marketing Channel
a marketing channel in which goods (to be recycled or reprocessed) flow backward more...
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Reverse Reciprocity
a practice in which a firm gives supply preference to another from which more...
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Rich Media
New media that offers an enhanced experience relative to older, mainstream formats. more...
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Risk
the chance a purchaser takes that the product will not function as expected more...
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Risk Analysis
As a stage in the preparation of a strategic plan, internal vulnerabilities of more...
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Risk Avoidance
measures including acquiring information, seeking reassurance from family and friends, obtaining advice from more...
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Risk Reduction
See Perceived Risk more...
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Risking
See Channel Flows more...
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Rituals
Actions or behaviors performed by consumers to create or affirm desired symbolic cultural more...
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Role Playing
an exercise commonly used in sales training in which one person acts the more...
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Role Set
The set of people who have a vested interest in how the salesperson more...
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Roles
The behavior that is expected of people in standard situations. Roles are the more...
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Rollout
the launch of a new product on a region by region basis as more...
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Route Salesforce
a sales team consisting of salespeople who call on existing customers to take more...
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Routine Call Pattern
A method used by salespeople to schedule sales calls regularly on customers. more...
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Routine Rebuy
see Straight Rebuy. more...
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Routine Response Behaviour
a buying situation in which the buyer has had considerable past experience; also more...
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Routing
the planning of the best route to be followed by a sales representative more...
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Run-Out Strategy
a strategic decision to allow a product in the decline stage of its more...
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Rural Population
That part of the total population not classified as urban. more...