KC Group: General

Method of data collection often associated with Quantitative Research, where the behavior of customers is monitored as they engage in regular purchase or information gathering activities in either an online or offline setting.

A type of account management selling where salespeople sell products to be used by a business and do so with the intention of being involved in additional transactions as the relationship between the buyer and seller grows.

A type of dependent channel arrangement where a single channel member, such as a leading brand manufacturer or large retailer, has achieved a significant power position and dominates the decisions that occur within the channel.

Retail format represented by general merchandise retailers that offer very limited product selection and relatively high prices but offer easy purchase experience through accessible store locations, small store size for quick shopping and fast checkout.

Wholesale format represented by distributors, carrying either broad or narrow product lines, that primarily distribute to business customers (i.e., businesses use the product) rather than selling to other resellers (i.e., those would resell what is purchased).

A smaller part of a larger market consisting of customers grouped (i.e., segmented) by characteristic shared by others in their group.

A component of the internal influences on consumer buying behavior that represents the strength of a persons desire to achieve a certain outcome.

Method of data collection, often associated with Qualitative Research, that allows researchers to talk one-on-one with a respondent thus providing the opportunity to dig deeper and find out additional details that may not be available through other methods.

A direct distribution system where customers place orders either through information gained from non-personal contact with the marketer (e.g., marketer’s website or print catalog) or through personal communication with a company representative who is not a salesperson (e.g., placing order by telephone).

An important component in determining the cost of a product, these represent costs the marketing organization incurs for a product regardless of level of production or sales.