This is completed downloadable of Test Bank for Preface to Marketing Management, 12 Edition : J. Paul Peter
Product Details:
- ISBN-10 : 0071221115
- ISBN-13 : 978-0071221115
- Author: J. Paul Peter
“Preface to Marketing Management, 12e”, by Peter and Donnelly, is praised in the market for its organization, format, clarity, brevity and flexibility. The text serves as an overview for critical issues in marketing management. Its brief, inexpensive, paperback format makes it a perfect fit for instructors who assign cases, readings, simulations or offer modules on marketing management for MBA students. The text also works in courses that implement a cross-functional curriculum where the students are required to purchase several texts.
Table of Content:
SECTION I ESSENTIALS OF MARKETING MANAGEMENT
1(1)
PART A INTRODUCTION
1(26)
Strategic Planning and the Marketing Management Process
2(25)
The Marketing Concept
2(1)
What is Marketing?
3(1)
What is Strategic Planning?
4(10)
Strategic Planning and Marketing Management
4(1)
The Strategic Planning Process
5(9)
The Complete Strategic Plan
14(1)
The Marketing Management Process
14(5)
Situation Analysis
14(3)
Marketing Planning
17(1)
Implementation and Control of the Marketing Plan
18(1)
Marketing Information Systems and Marketing Research
19(1)
The Strategic Plan, the Marketing Plan, and Other Functional Area Plans
19(1)
Marketing’s Role in Cross-Functional Strategic Planning
19(1)
Conclusion
20(7)
Portfolio Models
23(4)
PART B MARKETING INFORMATION, RESEARCH, AND UNDERSTANDING THE TARGET MARKET
27(50)
Marketing Research: Process and Systems for Decision Making
28(12)
The Role of Marketing Research
28(1)
The Marketing Research Process
29(9)
Purpose of the Research
29(1)
Plan of the Research
30(5)
Performance of the Research
35(1)
Processing of Research Data
35(1)
Preparation of the Research Report
36(1)
Limitations of the Research Process
36(2)
Marketing Information Systems
38(1)
Conclusion
39(1)
Consumer Behavior
40(13)
Social Influences on Consumer Decision Making
41(2)
Culture and Subculture
41(1)
Social Class
42(1)
Reference Groups and Families
43(1)
Marketing Influences on Consumer Decision Making
43(2)
Product Influences
43(1)
Price Influences
43(1)
Promotion Influences
44(1)
Place Influences
44(1)
Situational Influences on Consumer Decision Making
45(1)
Psychological Influences on Consumer Decision Making
45(1)
Product Knowledge
45(1)
Product Involvement
46(1)
Consumer Decision Making
46(6)
Need Recognition
47(1)
Alternative Search
48(1)
Alternative Evaluation
49(1)
Purchase Decision
49(1)
Postpurchase Evaluation
50(2)
Conclusion
52(1)
Business, Government, and Institutional Buying
53(11)
Categories of Organizational Buyers
53(1)
Producers
53(1)
Intermediaries
54(1)
Government Agencies
54(1)
Other Institutions
54(1)
The Organizational Buying Process
54(1)
Purchase-Type Influences on Organizational Buying
55(1)
Straight Rebuy
55(1)
Modified Rebuy
55(1)
New Task Purchase
55(1)
Structural Influences on Organizational Buying
56(2)
Purchasing Roles
56(1)
Organization-Specific Factors
57(1)
Purchasing Policies and Procedures
57(1)
Behavioral Influences on Organizational Buying
58(2)
Personal Motivations
58(1)
Role Perceptions
58(2)
Stages in the Organizational Buying Process
60(3)
Organizational Need
61(1)
Vendor Analysis
61(1)
Purchase Activities
61(1)
Postpurchase Evaluation
61(2)
Conclusion
63(1)
Market Segmentation
64(13)
Delineate the Firm’s Current Situation
64(1)
Determine Consumer Needs and Wants
65(1)
Divide Markets on Relevant Dimensions
65(8)
A Priori versus Post Hoc Segmentation
66(1)
Relevance of Segmentation Dimensions
66(1)
Bases for Segmentation
67(6)
Develop Product Positioning
73(1)
Decide Segmentation Strategy
74(1)
Design Marketing Mix Strategy
75(1)
Conclusion
76(1)
PART C THE MARKETING MIX
77(94)
Product and Brand Strategy
78(18)
Basic Issues in Product Management
78(10)
Product Definition
78(1)
Product Classification
79(1)
Product Quality and Value
80(1)
Product Mix and Product Line
81(1)
Branding and Brand Equity
82(4)
Packaging
86(2)
Product Life Cycle
88(3)
Product Adoption and Diffusion
91(1)
The Product Audit
91(2)
Deletions
91(2)
Product Improvement
93(1)
Organizing for Product Management
93(2)
Conclusion
95(1)
New Product Planning and Development
96(14)
New Product Strategy
97(2)
New Product Planning and Development Process
99(6)
Idea Generation
99(2)
Idea Screening
101(1)
Project Planning
102(1)
Product Development
103(1)
Test Marketing
103(1)
Commercialization
104(1)
The Importance of Time
104(1)
Some Important New Product Decisions
105(2)
Quality Level
105(1)
Product Features
106(1)
Product Design
106(1)
Product Safety
107(1)
Causes of New Product Failure
107(2)
Need for Research
107(2)
Conclusion
109(1)
Integrated Marketing Communications
110(20)
Strategic Goals of Marketing Communications
110(1)
Create Awareness
110(1)
Build Positive Images
110(1)
Identify Prospects
110(1)
Build Channel Relationships
111(1)
Retain Customers
111(1)
The Promotion Mix
111(1)
Integrated Marketing Communications
112(2)
Advertising: Planning and Strategy
114(1)
Objectives of Advertising
114(1)
Advertising Decisions
114(8)
The Expenditure Questions
115(3)
The Allocation Question
118(4)
Sales Promotion
122(4)
Push versus Pull Marketing
122(1)
Trade Sales Promotions
123(1)
Consumer Promotions
124(1)
What Sales Promotions Can and Can’t Do
124(2)
Public Relations
126(1)
Direct Marketing
126(1)
Conclusion
127(3)
Major Federal Agencies Involved in Control of Advertising
129(1)
Personal Selling, Relationship Building, and Sales Management
130(16)
Importance of Personal Selling
130(1)
The Sales Process
131(8)
Objectives of the Sales Force
131(1)
The Sales Relationship-Building Process
132(6)
People Who Support the Sales Force
138(1)
Managing the Sales and Relationship-Building Process
139(5)
The Sales Management Task
139(1)
Controlling the Sales Force
140(4)
Motivating and Compensating Performance
144(1)
Conclusion
144(2)
Distribution Strategy
146(15)
The Need for Marketing Intermediaries
146(1)
Classification of Marketing Intermediaries and Functions
146(2)
Channels of Distribution
148(1)
Selecting Channels of Distribution
149(3)
Specific Considerations
149(3)
Managing a Channel of Distribution
152(3)
Relationship Marketing in Channels
152(1)
Vertical Marketing Systems
152(3)
Wholesaling
155(1)
Store and Nonstore Retailing
156(4)
Store Retailing
156(1)
Nonstore Retailing
157(3)
Conclusion
160(1)
Pricing Strategy
161(10)
Demand Influences on Pricing Decisions
161(2)
Demographic Factors
161(1)
Psychological Factors
161(1)
Price Elasticity
162(1)
Supply Influences on Pricing Decisions
163(3)
Pricing Objectives
163(1)
Cost Considerations in Pricing
163(2)
Product Considerations in Pricing
165(1)
Environmental Influences on Pricing Decisions
166(1)
Competition
166(1)
Government Regulations
166(1)
A General Pricing Model
167(3)
Set Pricing Objectives
167(1)
Evaluate Product-Price Relationships
167(1)
Estimate Costs and Other Price Limitations
168(1)
Analyze Profit Potential
169(1)
Set Initial Price Structure
169(1)
Change Price as Needed
170(1)
Conclusion
170(1)
PART D MARKETING IN SPECIAL FIELDS
171(34)
The Marketing of Services
172(16)
Important Characteristics of Services
174(4)
Intangibility
174(1)
Inseparability
175(1)
Persihability and Fluctuating Demand
176(1)
Client Relationship
176(1)
Customer Effort
177(1)
Uniformity
178(1)
Providing Quality Services
178(4)
Customer Satisfaction Measurement
180(1)
The Importance of Internal Marketing
180(2)
Overcoming the Obstacles in Service Marketing
182(2)
Limited View of Marketing
182(1)
Limited Competition
182(1)
Noncreative Management
183(1)
No Obsolescence
183(1)
The Service Challenge
184(3)
Banking
184(1)
Health Care
184(1)
Insurance
185(1)
Travel
185(1)
Implications for Service Marketers
186(1)
Conclusion
187(1)
Global Marketing
188(17)
The Competitive Advantage of Nations
189(1)
Organizing for Global Marketing
190(5)
Problems with Entering Foreign Markets
190(3)
Organizing the Multinational Company
193(2)
Programming for Global Marketing
195(5)
Global Marketing Research
195(3)
Global Product Strategy
198(1)
Global Distribution Strategy
198(1)
Global Pricing Strategy
199(1)
Global Advertising and Sales Promotion Strategy
199(1)
Entry and Growth Strategies for Global Marketing
200(3)
Conclusion
203(2)
SECTION II ANALYZING MARKETING PROBLEMS AND CASES
205(14)
A Case Analysis Framework
206(7)
Analyze and Record the Current Situation
207(4)
Analyze and Record Problems and Their Core Elements
211(1)
Formulate, Evaluate, and Record Alternative Courses of Action
212(1)
Select and Record the Chosen Alternative and Implementation Details
213(1)
Pitfalls to Avoid in Case Analysis
213(3)
Communicating Case Analyses
216(2)
The Written Report
216(2)
The Oral Presentation
218(1)
Conclusion
218(1)
SECTION III FINANCIAL ANALYSIS FOR MARKETING DECISIONS
219(10)
Financial Analysis
220(8)
Break-Even Analysis
220(2)
Net Present Value Analysis
222(2)
Ratio Analysis
224(4)
Conclusion
228(1)
SECTION IV DEVELOPING MARKETING PLANS
229(12)
A Marketing Plan Framework
230(9)
Title Page
231(1)
Executive Summary
231(1)
Table of Contents
232(1)
Introduction
232(1)
Situational Analysis
232(1)
Marketing Planning
232(2)
Implementation and Control of the Marketing Plan
234(2)
Summary
236(1)
Financial Analysis
236(3)
References
239(1)
Conclusion
239(2)
Chapter Notes
241(7)
Index
248
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