Diccionario De Marketing (Inglés)

Marketing dictionary - Aa
A Priori Segmentation A segmentation approach in which segmentation variables, such as age or income, are selected first and then customers are classified accordingly; the reverse of this is Post Hoc Segmentation in which, after data on existing customers are analysed, segments based on similarities and differences are formed. AANA abbrev. Australian Association ofNational Advertisers. AARDS abbrev. Australian Advertising Rate and Data Service. ABC Account Classification the classification of customer accounts within a sales territory or region into groups according to their size and potential, and, therefore, their importance; the classification is used primarily to determine call frequency. ABC Inventory Analysis the classification of goods held in inventoryaccording to sales volume; the classification is used primarily to determine stock location within the warehouse. ABN abbrev. Australian Business Number. Above-the-Line Advertising advertising which employs one of five main media - the press, television, radio, cinema and posters. See Below-the-Line Advertising. ABS abbrev. Australian Bureau of Statistics. Absolute Cost Advantage the costadvantage one company has over another if it has a cheaper source of raw materials, control of superior knowledge through patents, cheaper manufacturing or assembly costs, or similar benefit. Absolute Costs the minimum costs that an organisation must bear to remain in business. See Absolute Cost Advantage. Absolute Product Failure a new product introduction which does not manage to recover its productionand marketing costs; the company incurs a financial loss. ACCC Abbrev. Australian Competition and Consumer Commission. Accelerated Test Marketing market testing of consumer goods using a simulated store technique rather than an actual test market; also referred to as Laboratory Test Markets and Purchase Laboratories.

Accelerator Principle

the notion that an increase or reduction in consumerdemand will affect several layers of demand in organisational markets; for example, an increase in consumer demand for soft drinks will will lead to an increased demand by retailers for soft drinks, an increased demand by soft drink bottlers for aluminium cans, an increased demand by aluminium can manufacturers for aluminium sheet, an increased demand by aluminium sheet manufacturers foraluminium ore, and so on. See Derived Demand. Acceptable Price Range an expectation in the minds of consumers regarding price levels for a product category; consumers are reluctant to buy below the acceptable price range for fear that the product will be inferior, or above it because the expected benefit of the product is not worth the price. Access Barriers factors such as tariffs and legal restrictionswhich reduce the size of a market by preventing potential customers from purchasing a particular product. Accessibility one of the four major requirements (with actionability, measurability and substantiality) for useful market segmentation; accessibility expresses the notion that the segment targeted must be able to be reached and served adequately by the firm's promotion and distribution system.See Actionability; Measurability; Substantiality. Accessories see Accessory Equipment. Accessory Equipment goods and materials purchased by organisations for use in production, administrative, clerical or marketing activities, but not directly in the manufacture of finished products. Account Executive see Account Manager. Account Manager a sales representative responsible for a major customeraccount or group of major accounts; also referred to as an account executive. Account Objectives the specific aims and sales goals to be achieved within a specified period by a salesperson for an account for which he or she is responsible. Account Penetration Ratio a measure used to evaluate salespeople; the percentage of accounts from which orders are secured is calculated to provide a measure of...