| A | B |
|---|
| Business consumers | persons, companies, and organizations that buy products for the operation of a business, for incorporation into other products and services, or for resale to their customers. |
| Buying motives | the reasons consumers decide what products and services to purchase. |
| Consumer decision-making process | the specific sequence of steps consumers follow to make a purchase. |
| Distribution | the locations and methods used to make a product or service available to the target market; determining the best ways for customers to locate, obtain, and use the products and services of an organization. |
| Emotional buying motives | reasons consumers decide what products and services to purchase based on feelings, beliefs, and attitudes. |
| Final consumers | persons who buy products and services mostly for their own use. |
| Financial analysis | budgeting for marketing activities, obtaining the necessary funds needed for operations, and providing financial assistance to customers so they can purchase the business' products and services. |
| 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. |
| Marketing mix | the blending of four marketing elements? products, distribution, price, and promotion. |
| Marketing orientation | an approach that considers the needs of customers when developing a marketing mix. |
| Marketing strategy | a company's plan that identifies how it will use marketing to achieve its goals. |
| Marketing-information management | obtaining, managing, and using market information to improve business decision- making and the performance of marketing activities. |
| Pricing | setting and communicating the value of products and services. |
| Product and service management | designing, developing, maintaining, improving, and acquiring products and services that meet consumer needs. |
| Promotion | any form of communication used to inform, persuade, or remind |
| Rational buying motives | reasons consumers decide what products and services to purchase based on facts and logic. |
| Selling | communicating directly with potential customers to determine and satisfy their needs. |
| Target market | a specific group of customers that have similar wants and needs. |
