- Study guides, Class notes & Summaries

Marketing - -the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large -2 Facets of Marketing - -1. A philosophy, an attitude, a perspective, or a management orientation that stresses customer satisfaction. 2. An organization function and a set of processes used to implement this philosophy.

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13 pages

Written in 2022/2023

Grade A+

LiamXavier

market - -people or organizations with needs or wants and the ability and willingness to buy -market segment - -a subgroup of people or organizations sharing one or more characteristics that cause them to have similar product needs -market segmentation - -the process of dividing a market into meaningful, relatively similar, and identifiable segments or groups

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7 pages

Written in 2022/2023

Grade A+

LiamXavier

Marketing 361 | Questions with 100% Verified Answers | Latest Update 2026|2027

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19 pages

Written in 2026/2027

Grade A+

Joshuaalbert

Mkt 361 Final Exam Sg Questions With Correct Answers...

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10 pages

Written in 2025/2026

Grade A+

Evergreenview

Mkt 361- Final Exam With Complete Solutions...

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8 pages

Written in 2025/2026

Grade A+

Zayla

MKT 361: Chapter 11 questions well answered graded A+

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14 pages

Written in 2024/2025

Grade A+

BravelRadon

From the seller's perspective, what is the main benefit of planning a sales call? - -Helps meet call objectives -From the buyer's perspective, what is the main benefit to having the salesperson plan their sales call? - -Helps gain respect and confidence for the salesperson -What are the 3 steps of the Sales Call Planning Process? - --Step 1: Gathering info on the prospect and firm

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10 pages

Written in 2022/2023

Grade A+

LiamXavier

independent retailer - -a retailer owned by a single person or partnership and not operated as part of a larger retail institution -chain store - -a store that is part of a group of the same stores owned and operated by a single organization -franchise - -a relationship in which the business rights to operate and sell a product are granted by the franchisor to the franchisee

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10 pages

Written in 2022/2023

LiamXavier

market - -people or organizations with needs or wants and the ability and willingness to buy -market segment - -a subgroup of people or organizations sharing one or more characteristics that cause them to have similar product needs -market segmentation - -the process of dividing a market into meaningful, relatively similar, and identifiable segments or groups -geography - -segmenting markets by region of a country or the world, market size, market density, or climate

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8 pages

Written in 2022/2023

LiamXavier

Customer lifetime value (CLV) - -Combined total of all future sales ($1,000 vs. $20); If the salespersons thinks in terms of just one sale, however, the customer is worth no more than $5,000 -Even in industries where purchase decisions are made infrequently - -Strong relationships with customers are a source of competitive advantage • some customers are worth more in terms of revenue • Eventually , when buying decisions need to be made, those customers look to people they know and trust...

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25 pages

Written in 2022/2023

Grade A+

LiamXavier

product - -everything, both favorable and unfavorable, that a person receives in an exchange -convenience product - -a relatively inexpensive item that merits little shopping effort -shopping product - -a product that requires comparison shopping because it is usually more expensive than a convenience product and is found in fewer stores -specialty product - -a particular item for which consumers search extensively and are very reluctant to accept substitutes

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8 pages

Written in 2022/2023

Grade A+

LiamXavier

marketing sourcing of influence - -advertising, promotion, events, direct mail, salesperson, etc. -non marketing source of influence - -entities that are not working for marketing companies and deliver messages; ex. news, reviews, WOM -How do the marketing and non marketing sources differ? - -by reach and credibility -social influence from one person - -is an opinion leader

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6 pages

Written in 2022/2023

LiamXavier

What are individual variables? - -ways in which people differ from each other -Why do we care about individual variables? - -It is important for managers to understand individual differences because they influence the feelings, thoughts, and behavior of employees. -What is personality? - -A set of thoughts, emotions, intentions, tendencies and behaviors that a person exhibits consistently as he or she adapts to the environment. -Personality is - -unique and stable

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10 pages

Written in 2022/2023

Grade A+

LiamXavier

Individual difference variables - -individual consumers differ in specific traits and behaviors -Personality - -a set of thoughts, emotions, intentions, tendencies, and behaviors that a person exhibits consistently (as they adapt to their environment) -Five-factor model approach - -a way to measure personality - combination of 5 traits - extroversion - agreeableness

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9 pages

Written in 2022/2023

Grade A+

LiamXavier

Perception - =consumers awareness and interpretation of reality, its subjective - in order to learn, we must perceive - awareness or understanding of sensory information -bias in perception - =belief that red heating pad works better tan blue, food taste better in McDonalds logo

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15 pages

Written in 2022/2023

Grade A

LiamXavier

Perception - -consumers awareness and interpretation of reality, its subjective - in order to learn, we must perceive - awareness or understanding of sensory information -bias in perception - -belief that red heating pad works better tan blue, food taste better in McDonalds logo

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14 pages

Written in 2022/2023

Grade A

LiamXavier