Marketing_Management_14th_Edition-min

Discretionary options, 231
Discrimination, 163
Disintermediation, 13
Display ads, 542–43
Display allowance, 521
Disposal, 172–73
Disruptive technologies, 569
Dissatisfiers, 161
Dissociative groups, 153
Distribution metrics, 642
Distribution programming, 432
Distribution strategies,
global, 613
Distribution vehicle, 523
Distribution warehouses, 467
Distributors’ territorial
rights, 426
Diversification growth, 44–45
Diversification strategy, 43
Diverting, 522
Divesting older businesses, 45
Divisibility, 590
Division strategic planning,
37–47
growth opportunities, assessing,
42–47
marketing innovation and,
45–47
mission statements,
38–39
organizational culture
and, 45
organization and, 45
strategic business units,
39–42
“Do-feel-learn” sequence,
480–81
Domestic-based export
agents, 603
department or division, 604
merchants, 603
“Do Not Call” registry, 108
Down-market stretch, 340
Downsizing, 45
Dragalong income, 584
Dramatization, 491
Drifting Surfers, 545
Drive, 163
DROP-error, 578
Drug store, 449
Dual adaptation, 610
Dual branding, 344–45
Dual compensation, 437
Dumping, 612
Durability, 327, 330
Durable goods, 327
Dutch auctions, 402
Dynamic process model of
service quality, 374
Early adopters, 589
Early majority, 589
Earned media, 487, 546
Ease of use, 542
Echo Boomers, 219–21
E-commerce
brick-and-click companies,
439, 440–41
definition of, 438
marketing practices, 438–41
pure-click companies, 439–40
Econometric analysis, 91
Economic environment, 77–78
consumer psychology, 78
credit, 78
debt, 78
income, 78
income distribution, 78
savings, 78
Economics
cost of market share
expansion, 304
criteria for marketing
channels, 426–27
downturn (See Marketing in
economic downturn)
influence on consumption
patterns, 156
Editing in channel
management, 432
Editorial quality, 516
Educational groups, 77
Efficiency control, 641, 642
Efficient consumer response
(ECR) practices, 428
E-hubs, 196
Elaboration likelihood model, 173
Elasticity, advertising, 505
Electroencephalograph
(EEG), 108
Electronic shopping, 449
Elimination-by-aspects
heuristic, 170
E-mail, 543
Emergency goods, 327
Emotional branding, 290–91
Emotions, 163
Empathy, service quality
and, 372
Employee
differentiation, 290
exchange, 437
research, service quality
and, 372
satisfying customers and,
364–65
Empowering, 622
Enablers and integrators, 428
Encirclement attack, 306
Encoding, 480
End-user specialist, 309
Energized differentiation, 245
Engaging events and experiences,
492
Engineering attributes (EAs), 585
Engineering tests on
packaging, 348
English auctions, 402
Enterprise resource planning
(ERP), 418
Enthusiasm, marketing public
relations and, 528
Enthusiast, 227
Environment
consumer environmental
segments, 82
corporate environmentalism,
81
demographic, 75–77
economic, 77–78
macroenvironment analysis,
74–84
of marketing communication,
changing, 476–77
political-legal, 84
pricing, changing, 384–86
protection, 80–81
regulations, 80
of retailing, new, 451–53
sociocultural, 78–80
technological, 81, 83–84
E-procurement, 197–98
Equipment, 328
Equipment-based services, 357
Escalator clauses, 408
E-service quality, assessing, 376
Esteem, 245
Ethical behavior, 630
Ethics
in channel conflicts, 438
in choice of market targets,
235–36
in direct marketing, 539
in marketing, 113
Ethnic markets, 76–77
Ethnographic research, 101
European consumer values,
422–23
European Union, 602
Evaluating sales representatives,
559–60
formal evaluation, 559–60
form for, 560
information sources, 559
Evaluation
of advertising campaign,
506–7
in consumer-adoption
process, 589
Event creation, 525
Event marketing, 5–6
Events and experiences, 524–27
in communications mix,
478, 492
creating experiences,
526–27
events objectives, 524–25
in marketing public
relations, 529
sponsorship decisions,
525–26
Events marketing, 220
Everyday low pricing (EDLP),
400–401, 457
Excess plant capacity, 407
Exchange markets, 197
Exclusive dealing, 425, 438
Exclusive distribution,
424–25, 438
Executive summary, 54
Expansible market, 86
Expansion, facilities for
future, 361
Expectancy-value model,
169–70
Expected product, 326
Expected services, 373
Expense allowances, 556
Experience-curve pricing, 393
Experiencers, 226
Experiences. See Events and
experiences
Experiential information
sources, 167
Experiential marketing, 6
Experimental design in
advertising, 519
Experimental research, 103–4
Experiments, 523
Expert channels, 487
Expertise, 485
Expert opinion, 91
Expert power, 428
Exploratory marketing
research, 100
Exponential smoothing, 91
Export, indirect and direct,
603–4
Export department, 616
Export-management
companies, 603
Exposures, 511, 529–30
Expropriation, 204
Extended warranties, 377
External environment
analysis, 48–49
External marketing, 365
Extranet link to suppliers, 197
Extra-role behaviors, 368
Extreme value store, 449
Extrinsic rewards, 558
FABV approach, 561
Facilitating services, 377
Facilitators, definition of, 416
Facilities for future expansion,
361
Fad, 74
Fad life cycles, 311
Failures
customer, 364
frequency, 376
new-product, 570
Fair play, service quality and, 372
Family brand, 260
Family brand name, 261
Family influencing consumer
behavior, 154
Family life cycle, 155
Family of orientation, 154
I20
Index