WGU D077 Concepts in Marketing, Sales, and Customer Contact
Study online at https://quizlet.com/_dgg02n
1. A/B testing A marketing ex-
periment where
two variants of a
campaign are test-
ed to see which
one is most effec-
tive
2. Accommodation Style of handling
conflict focused
on empathy over
self-interest
3. Adaptive selling Using social styles
to customize a
sales approach to
the specific cus-
tomer
4. administered vertical marketing system Cooperation be-
tween levels of a
distribution chan-
nel where one
member sets the
terms due to its
size and influence
5. advertising Paid form of non-
personal promo-
tion
6. amiable People with this
social style want to
know "why"
7. analytical People with this
social style want to
know "how"
8. artificial intelligence
, WGU D077 Concepts in Marketing, Sales, and Customer Contact
Study online at https://quizlet.com/_dgg02n
Intelligent ma-
chines (comput-
ers) capable of
learning and inter-
acting
9. attitudes Positive, nega-
tive, or ambivalent
evaluation of peo-
ple, objects, event,
activities, ideas, or
anything else in
the environment
10. attributes Characteristics
that define a
product and will
influence the
customer's
purchase decision
11. Avoidance Style of handling
conflict with little
empathy or self-in-
terest
12. B2B sales Sales to another
company that con-
sumes the product
or services as part
of operating the
business or uses
the product in the
assembly of the fi-
nal product it sells
to consumers
13. Bait and switch Fraudulent prac-
tice where an ad-
vertised product is
, WGU D077 Concepts in Marketing, Sales, and Customer Contact
Study online at https://quizlet.com/_dgg02n
unavailable so a
customer is guid-
ed to a more ex-
pensive one
14. Bargaining power of buyers One of Porter's
Five Forces—the
power of cus-
tomers to drive
down prices if sup-
ply exceeds de-
mand
15. Bargaining power of suppliers One of Porter's
Five Forces—the
power of suppli-
ers when there
are few alterna-
tive sources for
the products' com-
ponents
16. Bargaining The fourth phase
in the negotiation
process, where
the parties seek
an agreement
17. BCG Matrix Planning tool
which uses a
quadrant to map
the strategic posi-
tion of a business
brand based on
the brand's mar-
ket share and the
market's growth
potential
18. behavioral observation
, WGU D077 Concepts in Marketing, Sales, and Customer Contact
Study online at https://quizlet.com/_dgg02n
Primary market-
ing research tech-
nique involving
formal or infor-
mal observation
of customers and
noncustomers
19. boycott Voluntary and in-
tentional refusal to
buy products from
a certain person,
company, or coun-
try for ethical or
political reasons
20. brand equity One of the drivers
of customer equi-
ty, based on how
the customer as-
sesses the value
of the brand
21. brand loyalty The faithfulness of
customer's to a
particular compa-
ny and its products
22. brand The unique iden-
tity and associa-
tions of a com-
pany, often cap-
tured in a design,
sign, symbol, or
words that identi-
fy a product and
differentiate it from
competitors
23. Bundling
Study online at https://quizlet.com/_dgg02n
1. A/B testing A marketing ex-
periment where
two variants of a
campaign are test-
ed to see which
one is most effec-
tive
2. Accommodation Style of handling
conflict focused
on empathy over
self-interest
3. Adaptive selling Using social styles
to customize a
sales approach to
the specific cus-
tomer
4. administered vertical marketing system Cooperation be-
tween levels of a
distribution chan-
nel where one
member sets the
terms due to its
size and influence
5. advertising Paid form of non-
personal promo-
tion
6. amiable People with this
social style want to
know "why"
7. analytical People with this
social style want to
know "how"
8. artificial intelligence
, WGU D077 Concepts in Marketing, Sales, and Customer Contact
Study online at https://quizlet.com/_dgg02n
Intelligent ma-
chines (comput-
ers) capable of
learning and inter-
acting
9. attitudes Positive, nega-
tive, or ambivalent
evaluation of peo-
ple, objects, event,
activities, ideas, or
anything else in
the environment
10. attributes Characteristics
that define a
product and will
influence the
customer's
purchase decision
11. Avoidance Style of handling
conflict with little
empathy or self-in-
terest
12. B2B sales Sales to another
company that con-
sumes the product
or services as part
of operating the
business or uses
the product in the
assembly of the fi-
nal product it sells
to consumers
13. Bait and switch Fraudulent prac-
tice where an ad-
vertised product is
, WGU D077 Concepts in Marketing, Sales, and Customer Contact
Study online at https://quizlet.com/_dgg02n
unavailable so a
customer is guid-
ed to a more ex-
pensive one
14. Bargaining power of buyers One of Porter's
Five Forces—the
power of cus-
tomers to drive
down prices if sup-
ply exceeds de-
mand
15. Bargaining power of suppliers One of Porter's
Five Forces—the
power of suppli-
ers when there
are few alterna-
tive sources for
the products' com-
ponents
16. Bargaining The fourth phase
in the negotiation
process, where
the parties seek
an agreement
17. BCG Matrix Planning tool
which uses a
quadrant to map
the strategic posi-
tion of a business
brand based on
the brand's mar-
ket share and the
market's growth
potential
18. behavioral observation
, WGU D077 Concepts in Marketing, Sales, and Customer Contact
Study online at https://quizlet.com/_dgg02n
Primary market-
ing research tech-
nique involving
formal or infor-
mal observation
of customers and
noncustomers
19. boycott Voluntary and in-
tentional refusal to
buy products from
a certain person,
company, or coun-
try for ethical or
political reasons
20. brand equity One of the drivers
of customer equi-
ty, based on how
the customer as-
sesses the value
of the brand
21. brand loyalty The faithfulness of
customer's to a
particular compa-
ny and its products
22. brand The unique iden-
tity and associa-
tions of a com-
pany, often cap-
tured in a design,
sign, symbol, or
words that identi-
fy a product and
differentiate it from
competitors
23. Bundling
