Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
22 Cards in this Set
- Front
- Back
|
Components of B2B marketing |
Commercial market Trade industries Government Public and private institutions |
|
|
Factors marketers face in external environment |
Competitive Political-legal Economic Technological Social-cultural |
|
|
Differences between consumer markets and business markets |
Intended use |
|
|
Components of marketing mix |
Advertising Public relations Sales promotion Personal selling |
|
|
Brand |
Name, term, symbol, design or some combination that identifies the products of one firm |
|
|
Family brand |
Uses a single brand name for the sale of 2 or more related products |
|
|
Private brand |
A product that is exclusively manufactured for a retailer |
|
|
Four types of utility |
Form Time Place Ownership |
|
|
Stages of brand loyalty |
Brand recognition Brand preference Brand insistence |
|
|
Maslows hierarchy |
Self-actualization Esteem Social Safety Psychological |
|
|
Types of sales promotion tools |
Coupon Discount Contests Premium offers Samples |
|
|
Product's life cycle |
Introduction Growth Maturity Decline |
|
|
Objectives of social media |
Build relationships with customers Strengthen brands Launch new products Enter new markets Boost sales |
|
|
Porters 5 forces |
The potential of new entrants The bargaining power of buyers The bargaining powerof suppliers Threat of substitute products Rivalry among competitors |
|
|
Criteria for market segmentation |
Substantiality Identifiable and measurable Accesaibility Responsiveness |
|
|
AIDA |
Attention Interest Desire Action |
|
|
Objectives of pricing |
Profit oriented Sales oriented Status quo |
|
|
Levels of distribution intensity |
Intensive Selective Exclusive |
|
|
Distributon discrepancies |
Quantity Assortment Time Place |
|
|
5 steps necessary to complete an exchange |
At least 2 parties Something of value Able to communicate and deliver Freedom to accept or reject the offer Desire to deal with other party |
|
|
Transportation alternatives |
Rail Water Pipeline Air Truck |
|
|
Characteristics of personal selling |
Personal form Quick solution of queries Real sale Oral communication Receipt of additional information Development of relationship |
