3 levels of Product 226

4Cs 53
4Ps 53

doption 158

Adoption process 157

African-American consumer 139
Age and life cycle segmentation 194
Age and life cycle stage 146
Asian-American consumer 139
Aspirational group 140
Attitude 151
Attraction 18
Awareness 158

2B marketing/marketer 168

Baby boomers 70
Barnacles (customer relationship) 24
Basic relationships 16
Behavioral segmentation 196
Belief 151
Benefit segmentation 196
Brand 231
Brand equity 236
Brand extension 243
Brand name selection 239
Brand personality 148
Brand positioning 238
Brand sponsorship 240
Branding strategy 236
Build customer relationships 5
Business buyer behavior 168
Business buyers 175
Business buying process 168-177
Business market 69
Butterflies (customer relationship) 24
Buyer decision process 153
Buyer decision process for new product 157
Buyers 174
Buying center 174
Buying decision behavior 152
Buzz marketing 141

all for more ethics and social

responsibility 27
Capture value from customers 5
Cause related marketing 86
Citizen-action publics 69
Club marketing programs 16
Co-branding 241
Cocooning 88
Communicability 159
Compatibility 159
Competitive advantage 210
Competitors (Microenvironment) 68
Complex buying behavior 152
Complexity 159
Concentrated (niche) marketing 204
Conformance quality 230
Consumer buyer behavior 135
Consumer generated marketing 19
Consumer interaction 18
Consumer market 69-135
Consumer product 226
Convenience product 226
Core beliefs 87
Core marketing activities 7
Create value for customers 5
Cultural environment 87
Culture/Cultural factors 137
Customer (perceived) value 13
Customer driving 11
Customer equity 23-238
Customer evangelists 13
Customer lifetime value 22
Customer relationship groups 24
Customer relationship management 13
Customer satisfaction 13
Customer value and satisfaction 7
Changing marketing landscape 25
Characteristics of Business market 169

eciders 174

Demands 6
Demarketing 9
Demographic segmentation 194

Demography/Demographic environment 70
Derived demand 169
Design 230
Developing economies 79
Differentiated (segment) marketing 202
Differentiation 191
Digital Age 25
Dissonance reducing buying behavior 152
Divisibility 159

H
I

abitual buying behavior 152

Hispanic consumer 137

ncome distribution 80

arly adopter 158

Early majority 158

Economic environment 79
Economic situation 147
Effective segmentation 200
Environmental factors (Business buyer) 175
Engels laws 81
E-procurement 180
Evaluation 158
Exchange 7
External stimuli 154

Government market 69-182

Government publics 69
Growth of not-for-profit marketing 28

actors influencing Consumer behavior

138
Family 145
Financial intermediaries 68
Financial publics 69
Fluctuating demand 169
Frequency marketing programs 16
Freuds theory 149
Full partnerships 16

atekeepers 174

Gender segmentation 195

General need description 177
General public 69
Generation X 72
Generation Y 74
Generational marketing 75
Geographic segmentation 193
Geographic shifts in population 76
Goods & services 224

Income segmentation 195

Individual factors (Business buyer) 176
Individual marketing 206
Industrial economies 79
Industrial product 227
Inelastic demand 169
Influence of product characteristics on rate of
adoption 159
Influencers 174
Innovators 158
Inseparability 245
Institutional Market 181
Intangibility 245
Integrated marketing program 12
Interactive marketing 247
Interest 158
Intermarket segmentation 200
Internal marketing 247
Internal publics 69
Internal stimuli 154
International markets 69
Interpersonal factors (Business buyer) 176
Interpretive consumer research 149
Intrusion 18

abeling 232

Laggard 158
Late majority 158
Learning 151
Legislation regulating business 84
Less for much less 215
Licensing 241
Lifestyle 147
Line extension 242

Local marketing 205

Local publics 69
Loyalty status 197

acro environment 66

Major influences on Business buyer behavior

176
Managing brand 244
Managing service differentiation 248
Managing service productivity 249
Managing service quality 248
Market 7
Market segmentation 8-49-191
Market targeting 49-191-201
Market targeting strategies 202
Marketers special aptitudes 66
Marketing concept 10
Marketing environment 66
Marketing intermediaries 67
Marketing management 8
Marketing mix 12-52
Marketing myopia 6
Marketing offerings 6
Marketing plan/program 12
Marketing process 5
Marketing services agencies 68
Maslows hierarchy of needs 149
Mass customization 206
Mass marketing 16
Mature consumer 139
Media publics 69
Micro environment 66
Micromarketing 205
Millennial 74
Model of Business buyer behavior 172
Model of buyer behavior 137
Modern marketing system 8
Modified rebuy 173
More for more 215
More for the Same 215
Motivation research 149
Motive (drive) 148
Multibrand 243

atural environment 81

Needs 6
New brand 243
New product 157
New task (Business buying situation) 173

ccasion segmentation 196

Occupation 146
Online social networks 143
Opinion leader 141
Order-routine specification 179
Organization marketing 228
Organizational factors (Business buyer) 176

ackaging 230

Partner relationship management 19

Perception 150
Performance quality 230
Performance review 179
Perishability 246
Person marketing 228
Personal factors/characteristics 146
Personality 148
Political and social environment 84
Positioning 192
Positioning map 209
Positioning statement 216
Postpurchase dissonance (after-sale
discomfort) 152
Proactive stance/approach 91
Problem recognition 176
Product 224
Product concept 10
Product features 230
Product line 234
Product line length 234
Product mix (product portfolio) 234
Product position 209
Product quality 229
Product specification 177
Product support services 233

Production concept 9
Proposal solicitation 178
Psychographic segmentation 196
Psychological factors 148
Publics (Microenvironment) 69
Physical distribution firms 68

apid globalization 26

Relationships 7
Relative advantage 159
Requirements for effective segmentation 200
Reseller 67
Reseller markets 69
Roles and status 146

econdary beliefs 87

Segmenting business markets 198

Segmenting international markets 199
Selective attention 150
Selective distortion 150
Selective relationship management 16
Selective retention 150
Self-concept 148
Selling concept 10
Service 224
Service marketing 244
Service profit chain 246
Share of customer 22
Shopping product 226
Social factors 140
Social marketing (social Ideas marketing) 229
Socially agency enforcement 84
Socially responsible behavior 85
Societal marketing concept 11
Specialty product 226
Store brand (private brand distributor brand)
240
Style 230
Straight rebuy 173
Strangers (customer relationship) 24

Subliminal advertising 150

Subsistence economies 79
Supplier development 170
Supplier search 177
Supplier selection 178
Suppliers (Microenvironment) 67
Supply chain (management) 19-21
SWOT analysis 53
System selling (solutions selling) 173

arget market 201

Target marketing 8
Technological environment 84
Total quality management 230
The company (Microenvironment) 67
The Same for Less 215
Trial 158
True friends (customer relationship) 24

ndifferentiated (mass) marketing 201

Unsought product 226

Usage rate 197
User status 197
Users 174

alue marketing 80

Value proposition 9-214

Variability 245
Variety- seeking buying behavior 153

W
Y

ants 6

Word-of-Mouth influence 141

ankelovich Monitors consumer

segments 88