Pacific Islanders, diversity, demographics and, 78–79
Package delivery, global markets and, 555
Packaging
biodegradable/recyclable, 585, 592
deceptive, 577
gender-specific, pricing and, 313
green retailing and, 386–387
importance of, 227–228
sustainable marketing and, 575
Paid media, 441
Partner relationship management, 19, 48
Partnership, sustainability and, 600
Partnership relationship management (PRM) systems, 349, 351
Partnerships, building logistics, 358
Parts, as industrial product, 223
Patent laws, 273
Patriotism, 89
Payment
apps, mobile, 262–263, 363–364
cash transactions, international trade and, 551
global markets and, 555
Payment flow, 337
People, sustainability and, 600
People differentiation, 206–207
Perceived obsolescence, 578–579
Percentage-of-sales method, promotion budget, 414
Perception, consumer buying behavior and, 148
Perceptual positioning maps, 205
Performance quality, 225, 226
Perishability, of services, 234–235
Permission-based email marketing, 495
Personal communication channels, 411
Personal interviews, data collection and, 111
Personality, buyer behavior and, 144–145
Personality symbol messages, 437
Personal marketing, social media and, 499
Personal selling, 401, 415–416, 418–419
customer relations, 471–472
defined, 456
nature of, 456–457
salesforce, role of and, 457–458
Personal selling process
approach, 470
closing, 471
follow-up, 471
handling objections, 471
preapproach, 470
presentation/demonstration, 470–471
prospecting/qualifying, 469–470
Personal sources, buyer decision information, 152
Person marketing, 224
Persuasive advertising, 429–430
Pharmaceutical pricing, ethics, public policy and, 323–324
Phishing, 508
Physical distribution
firms, 70
supply chain management and, 352–359
Physical needs,
Piggyback transportation, 357
Pipelines, transportation logistics, 356
Place, marketing mix and, 54, 55
Place marketing, 224
Planet, sustainability and, 600
Planned obsolescence, 578–579
Planning marketing, 48–49, 56
PLC. See Product life cycle
Pleasing products, 591
Point-of-purchase (POP) promotions, 475
Polar vortex, 80
Political environment
international trade and, 549, 551
legislation regulating business, 84–86
segmenting international markets and, 196
socially responsible behavior, 85, 87
Political factors, in global market, 556
Pollution, 80–81
Pollution prevention, 585. See also Sustainable marketing
Population
age structure of, changing, 73
geographic shifts in, 77–78
See also Demographic environment
Pop-under ads, 507–508
Pop-up ads, 507–508
Pop-up stores, 382
Portals, 491
Portfolio
analysis, 43
brand, managing complex, 44–45
designing business, 42–43
product, 232–233
Positioning, 51, 189
brands, 11, 51, 53
market targeting and, 204–212
retailer, 376–377
wholesalers and, 390
Positioning maps, 205
Positioning statement, 211
Positioning strategies
communicating/delivering chosen position, 211–212
developing positioning statement, 211
less for much less, 209, 210–211
more for less, 209, 211
more for more, 208–209
more for same, 209
same for less, 209
Positive incentives, salesforce motivation ad, 465
Postpurchase behavior, 153–154
Postpurchase dissonance, 150
Poverty, international marketing and, 550–551
Power centers (shopping), 380
Power of buyers, 198
PR. See Public relations
Preapproach, selling process, 470
Predatory pricing, 324, 325
Predatory strategy practices (Google), 582–583
Premium pricing, 306–307, 329–330
Premiums, consumer promotions, 475
Presentation, selling process and, 470–471
Press agency, 447
Price
deceptive, 577
defined, 284–285
gender-specific packaging and, 313
global market and, 564–565
high, marketing cause of, 576–577
imports, duties and, 319
international, 318–319
less for much less, 288–289
marketing mix and, 54, 55
online tracking, 301–302
setting, 285
showrooming and, 318
unfair marketing and, 582
value-based v. cost-based, 286
wholesalers and, 391
See also Pricing and other Price entries
Price adjustment strategies
buyer reaction to, 320–321
competitors’ price change, 321–322
discount and allowance, 311–312
dynamic and online pricing, 316–318
geographical pricing, 315
increasing price, 320
international pricing, 318–319
promotional pricing, 314–315
psychological pricing, 313–314
real-time, 317–318
segmented pricing, 312–313
Price bundling, 311
Price changes
competitor response to, 321–322
price cuts, initiating, 320
Price confusion, 326
Price cuts, 320
Price-demand relationship, 298
Price discrimination, 324, 325
Price elasticity, demand and, 298–299
Price escalation, 564
Price-fixing, 324, 325
Price increases, 320
Price-off, trade promotions, 476
Price packs, consumer promotions, 475
Price skimming, 308–309
Price-value equation, 295–296, 299, 303–304
Pricing
competition-based, 293
decisions, market strategy, objectives, and mix, 294, 297
legislation and, 324
market/demand and, 297–299
online supremacy and, 282–283
organizations and, 297
predatory, 324, 325
premium, 306–307, 329–330
price-value equation, 295–296
public policy and, 322–326
within/across channel levels, 325–326
See also Price
Pricing strategies
cost-based, 289–292
customer-value-based, 285–286
economic conditions and, 299
external factors, 299
good-value, 287
less for much less, 288–289
new product, 308–309
premium prices, 306–307
product mix, 309–311
value-added, 287, 289
Primary data, 108–110
Principles, marketing ethics and, 590, 593–596
Privacy
consumer, online advertising and, 508–509
marketing research and, 123–124
online and digital security, 508
online tracking/targeting and, 113–114
target marketing and, 203–204
socially responsible behavior and, 85, 87
See also Children entries
Privacy Promise, 510
Private brands v. national, 243–244
Private goods, 581. See also Social criticisms of marketing
PRM. See Partnership relationship management (PRM) systems
Probability samples, 115
Product
consumer, 222
defined, 220
geographical indicators and, 250–251
individual product decisions, 225
industrial, 223–224
levels of services and, 221–222
marketing mix and, 53–54
new. See New product entries
organizations/persons/places/ideas as, 224–225
purpose and, 599–600
services, experiences and, 220–221
three levels of, 221
types of consumer, 223
wholesalers and, 391
Product adaptation, global market and, 562
Product and service attributes
branding, 226–227
features, 226
labeling/logos and, 228–229
packaging, 227–228
quality, 225–226
style/design and, 226
support services, 229, 231
Product and service decisions, 225–232
Product assortment, retailer, 377–379
Product attributes, 242
Product class, 267
Product concept, 11, 259–260
Product decisions, social responsibility and, 273–274
Product development, 47, 262. See also New product development
Product differentiation, 206
Product form, 267
Product form pricing, 312
Product image, 260
Product invention, global market and, 562
Production
cost as function of, 290–291
cost per unit and, 290
Production concept, 11
Productivity, managing service, 239–240
Product leadership, 527, 529
Product life cycle (PLC)
decline stage, 272
growth stage, 270
introduction stage, 270
managing Mattel’s, 269–270
maturity stage, 271–272
sales/profits over life, 265
stages of, 266–267
styles, fashions and fads, 268
summary of characteristics/objectives/strategies, 273
Product line
decisions, 232
pricing strategies, 309–311
in retailers, 369–371
stretching, 232
Product management organization, 58
Product/market expansion grid, 46–48
Product mix decisions, 232–233
Product mix length, 233
Product mix pricing strategies, 309, 310
Product-oriented definition, 41
Product placement advertising, branded entertainment, 435–436
Product portfolio, 232–233
Product position, 204
Product price bundling, 311
Product publicity, 447
Product review, in marketing plan, 57
Products. See also Consumer products
deficient, 591
desirable, 591
failure rate of new, 581
international marketing of, 274–275
as market offering,
physical flow of, 337
pleasing, 591
retailer assortment, 377–379
salutary, 591
societal classification of, 591
sustainability and, 600
Product safety, 228, 569, 578. See also Safety
Product sales force structure, 459
Product specification, in business buying decision process, 172
Product stewardship, sustainable marketing and, 585
Product value analysis, in business buying decision process, 172
Profit, balancing with purpose (CVS Health), 592–593
Profit and sales effects, advertising and, 444
Promoter girls, 566
Promotion
adapting for global marketplace, 562–564
cost of, 576–577
deceptive, 577
labeling/logos and, 228–229
marketing mix and, 54, 55
retailers and, 379–380
Promotional allowances, 312
Promotional pricing, 314–315
Promotional products, consumer promotions, 475
Promotion budget
affordable method, 413–414
competitive-parity method, 414
objective-and-task method of, 414–415
percentage-of-sales method, 414
Promotion clutter, 473
Promotion flow, 337
Promotion mix, 400–401
advertising, 415
digital and direct marketing, 416
integrating, 417
personal selling, 415–416
public relations, 416
sales promotion, 416
strategies, 416–417
Promotion strategy, 417
Proposal solicitation, in business buying decision process, 172
Prospecting, selling process and, 469–470
Provider–customer interaction, 235
Psychographic profiles, 509
Psychographic segmentation, 189, 191
Psychological factors of consumer buyer behavior
beliefs/attitudes, 149
learning, 149
motivation, 145, 147–148
perception, 148
Psychological pricing, 313–314
Public actions, to regulate marketing, 588–589
Public affairs, 447
Public goods, 581. See also Social criticisms of marketing
Public policy
business regulation and, 86
pricing and, 323–326, 324
Public relations (PR), 401, 416
disasters, social media marketing and, 19, 91–92, 500, 513
role/impact of, 447–448
tools for, 446–447
Public service activities, PR and, 448
Public sources, of information, buying decisions and, 152
Puffery, 577
Pull strategy, of promotion, 416–417
Purchase decision, 153
Pure competition, 297
Pure monopoly, 298
Pure services, 220
Pure tangible good, 220
Purpose, product, 223, 599–600
Purpose-driven marketing, 13
Push girls, 566
Push money, trade promotions, 476
Push strategy, of promotion, 416–417
