Retailers selling to customers through physical retail outlets.

A type of business purchase decision that involves routine order placement that often leads to buyers buying the same product and not evaluating other product options or other brands.

The planned direction the marketing effort takes over some period of time that serves as a general guide to decision-making.

Found within the Culture component of the external influences on consumer buying behavior, this concept represents smaller groups sharing similar values such as ethnicity, geographic location, and special interests.

Consists of organizations engaged in activities, either formally or informally, that provide the necessary links between the beginning of product creation and the delivery of product to customers.

Method of data collection, often associated with Quantitative Research, that captures information through the input of responses to a research instrument containing questions (i.e., questionnaire).

A form of sales promotion, mainly used in the consumer market, that awards something of value to winners not based on skill but rather based on luck and, in general, through random selection.

Actionable steps or decisions made in order to follow the strategies established.

A strategic approach in which an organization attempts to get the most from its resources by following a planned procedure for identifying customers who possess the greatest potential to respond to the marketer’s efforts and help the marketer meet objectives.

Key component of the marketers toolkit that represents decisions on the strategies and methods needed to select customers who will be the focus of an organizations marketing efforts.

A sub-category of the sales support sales classification that consists of those who offer expertise to assist other salespeople in the selling process.

Represents the sum of all tangible and intangible offerings and benefits a customer obtains from a product and includes three key elements: core benefits, actual product and augmented product.

Method of data collection often associated with Quantitative Research, where the behavior of customers is monitored as they engage in regular purchase or information gathering activities in either an online or offline setting.

A form of trade sales promotion offering channel partners short-term price breaks or other guarantees (e.g., buy back unsold product) for stocking product and, in many cases, for agreeing to promote the product such as placing product in a specific store location (i.e., display allowance) or highlighting the product in company-produced promotions (i.e., advertising allowance).

Generally membership-supported organizations whose mission is to offer assistance (e.g., market research) and represent the interests of those operating in a specific industry.