A target marketing strategy that attempts to appeal to specific targeted customers with individualized marketing programs.

Type of consumer purchase decision that involves the purchase of something new to a consumer but in the customer ’s mind is not a very important purchase in terms of need, money or other reason.

Type of consumer purchase decision in which purchases are routine and often the consumer purchases the same product without consideration for other product or brand options.

A sub-category of the order influencer sales classification in which salespeople make sales calls to those who influence others, through advice or requirements, to make purchases the most common of which are found in the pharmaceutical and higher education textbook industries.

A type of business purchase decision in which a buyer, who previously gave little consideration for alternatives when purchasing a certain type of product, has now decided to consider other options thus increasing the chances of purchasing from a new supplier.

Retail format represented by a small, individually or family owned and operated outlet that generally services a local community often with a high level of service but relatively small product selection.

A component of the internal influences on consumer buying behavior that represents the strength of a persons desire to achieve a certain outcome.

The price set by a consumer products manufacturer suggesting a price level for a product at the retail level, though depending on the demand for the product such pricing may be adjusted (mostly lower) by the marketer and others in the channel of distributions.

A distribution design where a marketer uses a combination of direct and indirect distribution systems.

A category within the products carried classification of retailers that includes retailers that carry a limited number of product lines but within these product lines they offer an extensive selection.

An indirect distribution system where the marketer involves two or more resellers who aid in selling and distributing to the final customer.

A sub-category of the order getter sales classification in which salespeople locate and sell to new customers then once a sale is made pass this customers on to others in their organization who handle account maintenance.

A type of business purchase decision faced by buyers considering an important purchase but one the buyer has never or rarely made before and, consequently, will devote considerable time evaluating alternatives.

A target marketing strategy that uses a single marketing strategy to appeal to one or more small sub-segments within a larger market segment.

Retailers selling to customers through means other than a physical outlet including online, direct marketing and vending.