Method of data collection, often associated with Qualitative Research, that watches customers as they perform activities either in a laboratory or in a natural setting (e.g., shopping in a retail store, using products at home).

A type of psychological pricing where price is set based on customers’ perception of a significant difference in cost between products priced at a whole number value and products priced slightly below this whole number.

In marketing this is web-based technology that allows real-time communication between customers and company personnel through the exchange of text messaging within a web browser.

A concept in consumer buying behavior which relates to people or organizations within a group who a consumer looks to for advice or direction and, consequently, may hold influence on what a consumer purchases.

A category within personal selling that includes salespeople who actively engage in obtaining orders from customers and includes sub-categories of New Business Development and Account Management.

A category within personal selling that includes salespeople who primarily concentrate on selling activities targeted to those who influence others to purchase the product of which is the Missionary Selling is most predominant example.

A category within personal selling that includes salespeople who primarily assist customers with a purchase in ways that are much less assertive than salespeople who serve as Order Getters and includes sub-categories Clerks (retail and industrial) and Customer Service Personnel.

Groups outside an organization that provide services, support or, in other ways, impact the company.

Move by companies to locate certain business functions, such as customer service, outside of either their home country or the country in which their customers reside.

Information included within a package that is used to communicate with customers after they open the product package such as instruction manuals, promotional incentives and information on other company products.

A competitive pricing method in which initial price is set at levels that are the same as competitors’ prices.

Research companies that offer expertise addressing a specific part of the research plan, such as developing methods to collect data (e.g., design surveys) locating research participants or undertaking data analysis.

The internal processing of stimuli (e.g., advertisements) that shapes how a person sees themselves and the world they live in.

A component of the internal influences on consumer buying behavior that affects, through both conscious and subconscious processes, how a consumer perceives the world.

Represent groups, such religious organizations, community activists, and cause supporters, that are part of a marketing organization’s external forces but that may not routinely impact the marketer unless specific issues arise.