Chapter 21

Front 1

Buyers and sellers engage in face to face exchange relationships in a material environment characterized by physical facilities.

Back 1

Market Place

Front 2

Involves two way buyer-seller electronic communication in a computer-mediated environment in which the buyer controls the kind and amount of information received from the seller.

Back 2

Interactive marketing

Front 3

An interactive, internet-enabled system that allows individual customers to design their own product and services by answering a few questions and choosing from a menu of product or service attributes, prices, and delivery options.

Back 3

Choiceboard

Front 4

A process that automatically groups people with similar buying intentions, preferences, and behaviors and predicts future purchases

Back 4

Collaborative filtering

Front 5

The consumer-initiated practice of generating content on a marketer's website that is custom tailored to an individual's specific needs and preferences.

Back 5

Personalization

Front 6

The solicitation of a consumer's consent (called opt-in) to receive e-mail and advertising based on personal data supplied by the consumer.

Back 6

Permission marketing

Front 7

Customers change the kind, amount, or timing of information sent to them.

Back 7

Opt-out

Front 8

The sum total of the interactions that a customer has with a company's website, from the initial look at a home page through the entire purchase decision process.

Back 8

Customer experience

Front 9

A website's aesthetic appeal and the functional look and feel of the site's layout and visual design.

Back 9

Context

Front 10

All digital information on a website, including the presentation form—text, video, audio, and graphics.

Back 10

Content

Front 11

The ability of a site to modify itself or be modified by and for, each individual user.

Back 11

Customization

Front 12

network of linkages between a company's site and other sites.

Back 12

Connection

Front 13

The dialogue that unfolds between the website and its users.

Back 13

Communication

Front 14

User -to-user communications hosted by the company to create virtual communities.

Back 14

Community

Front 15

The website's ability to conduct sales transactions for products and services

Back 15

Commerce

Front 16

The subsegment of all internet users who employ this technology to research products and services and make purchases.

Back 16

Online consumers

Front 17

(23% of online consumers) women who tend to browse retailer websites but actually buy products in traditional retail outlets.

Back 17

Click-and-mortar

Front 18

(20% of online consumers) married couples with children at home who use the internet like a consumer magazine to gather information and compare products and prices.

Back 18

Hunter-gatherers

Front 19

19% of online consumers) regularly visit their favorite bookmarked websites and spend the most money online.

Back 19

Brand loyalists

Front 20

(17%) regard the internet as a convenience tool for buying music, books, computer software, and electronics.

Back 20

Time-sensitive materialists

Front 21

(16%) young, affluent, and single online consumers who bank, play games, and spend more time online than any other segment.

Back 21

Hooked, online, and single

Front 22

newbies Relative newcomers to the internet who rarely spend money online but seek product information.

Back 22

E-bivalent

Front 23

Electronic shopping agents or robots that comb websites to compare prices and product or service features.

Back 23

Bots

Front 24

Customers will abandon their efforts to enter and navigate a website if download time

Back 24

Eight second rule

Front 25

The product or service offered to customers, Choice assistance

Back 25

2 dimensions of choice

Front 26

The growing practice not only customizing a product or service but also personalizing the market and overall shopping and buying interaction for each customer.

Back 26

Customerization

Front 27

Websites that allow people to congregate online and exchange views on topics of common interest.

Back 27

Web communities

Front 28

Electronic junk mail or unsolicited e-mail

Back 28

Spam

Front 29

An internet-enabled promotional strategy that encourages individuals to forward marketer-initiated messages to others via email, social networking websites, or blogs.

Back 29

Viral marketing

Front 30

When a shopper visits a retail store to inspect merchandise but then purchases the merchandise online.

Back 30

Showrooming

Front 31

The practice of changing prices for products and services in real time response to supply and demand conditions.

Back 31

Dynamic pricing

Front 32

Computer files that a marketer can download onto the computer and mobile phone of an online shopper who visit's the marketer's website.

Back 32

Cookies

Front 33

Uses information provided by cookies for directing online advertising from marketers to those online shoppers whose profiles suggest they would be interested in advertising.

Back 33

Behavioral targeting

Front 34

An online consumer who researches products online and then purchases them at a retail store.

Back 34

Cross-channel shopper

Front 35

Electronic storefronts: converting an online browser into an online, catalog, or in-store buyer using the website design elements described earlier.

Back 35

Transactional websites

Front 36

Advertise and promote a company's products and services and provide information on how items can be used and where they can be purchased.

Back 36

Promotional websites

Front 37

-an Internet-enabled digital environment characterized by face-to-screen exchange relationships and electronic images and offerings.

Back 37

Marketspace

Front 38

refers to companies listening to customers and responding to their needs.

Back 38

Interactivity

Front 39

refers to treating customers as individuals, empowering them, giving them a say in the products they buy, the prices they pay, and the timing and interactivity of the transaction.

Back 39

Individuality

Front 40

amount of time per month visits spend on the website.

Back 40

stickiness

Front 41

prouct or service selection offered to consumers.

Back 41

Choice

Front 42

interactive capabilities of internet-enabled technologies invite customers to engage in an electornic dialogue with marketers for the purpose of making imformed choices

Back 42

Choice interactive

Front 43

web page that serves as a publicly accessible personal journals for an individual or organization

Back 43

Blog

Front 44

popular term for word of mouth behavior in marketspace

Back 44

Buzz

Front 45

lower prices online.

Back 45

Cost

Front 46

gives ontrol to customers over their shopping and purchase decision process.

Back 46

Control

Front 47

blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in the traditional marketplace and online

Back 47

Multichannel marketing

Front 48

e-commerce involves a transaction between a business and a consumer

Back 48

Business to consumer (B2C)

Front 49

Business to business

Back 49

B2B e commerce

Front 50

* Virtual communities*Brand building - websites add brand value to their brands.*Selling merchandise

Back 50

B2C commerce USES Facilitating sales by serving as an information source

Front 51

asking you to send in your personal information.

Back 51

Phishing

Front 52

using the name of someone you know as if he is sending you the email.

Back 52

Spear phishing

Front 53

occurs when manufacturers sell directly to consumers and bypass retailers. Using the website to bypass intermediaries and sell directly to consumer

Back 53

Disintermediation

Front 54

M-commerce, using 3rd generation cell phones that have access to broadband internet. Using phones to buy.

Back 54

Mobile marketing