A concept related to carrying out research that is concerned with whether the research is really measuring what it claims to be measuring.

The collection of resellers such as retailer, wholesalers and industrial distributors, who provide services that assist the marketer in reaching their final customer.

Members of a distribution channel who purchase products from the marketing company with the intention of selling to others and includes retailers, wholesalers and industrial distributors.

A business classification that includes resellers who, in general, obtain products from suppliers in order to sell to the final consumer.

A form of contractual dependent channel arrangement where retailers work together to manage channel relationships.

A distribution channel function where organizations sell products directly to the final consumer for their own personal use.

A component of the internal influences on consumer buying behavior that represents the position a person feels they hold or others feel they should hold within a particular group environment.

Internet technology that allows a company to send information quickly and to a large number (i.e., subscribers) with little manual effort compared to traditional methods.

A person or organization exhibiting key characteristics that suggest to a salesperson that further information gathering is warranted in order to determine (i.e., qualify) whether they are a sales prospect.

Promotional methods using short-term techniques to persuade members of a target market or distribution channel, generally through an incentive, to respond or undertake certain activity.

Potential customers who meets the requirements of a qualified sales lead and who a salesperson now targets for a sales call.

A category within personal selling that includes those who primarily assist with the selling effort such as Technical Specialist and Office Support Personnel.

A form of sales promotion, used in both consumer and business markets, that gives customers the opportunity to experience products, often in small quantities or for a short duration, without purchasing the product.

For some products this level of packaging surrounds the first-level package for the purpose of added protection or to serve as the primary package.

An approach to data collection where a marketers gathers information collected by others rather than doing their own original primary research.