Time-lagged calculations (usually averages of one sort or another) which provide a basis for making comparisons of past performance to current performance. Baselines can also be forward-looking, such establishing a goal and seeking to determine whether the trends show the likelihood of meeting that goal. They become an essential piece of a Key Performance Indicator (KPI). Source: SEMPO
basement storeA formerly typical department store division (not necessarily located in a basement) that is organized separately from the main store departments. It handles merchandise in lower price lines, features frequent bargain sales, purchases and offers considerable distress or job lot merchandise, and usually offers a much more limited range of services and breadth of assortment than main store departments.
basic low stockThe lowest level of inventory judged permissible for an item. It indicates a conception of the smallest number of units that could be on hand without losing sales at the lowest sales period of the year or season.
basic stock listAn assortment plan for staple merchandise that is continuously maintained in stock, usually for a period of a year or more.
basing-point pricingA variation of delivered pricing. The delivered price is the product's list price plus transportation from a basing point to the buyer. The basing point is a city where the product is produced. But, in basing-point pricing, the product may be shipped from a city other than the basing point.
multiple basing point pricing system
basis of segmentationRefer to "See Also" column to the right.
market segmentation
batting averageRefer to "See Also" column to the right.
hit rate
Bayesian probabilityA probability based on a person's subjective or personal judgments and experience.
BCGRefer to "See Also" column to the right.
growth-share matrix
BDIRefer to "See Also" column to the right.
brand development index
behaviorThe overt acts or actions of consumers that can be directly observed.
consistency theory and Wheel of Consumer Analysis
behavior modelingRefer to "See Also" column to the right.
sales training
behavior monitoringRefer to "See Also" column to the right.
behavioral self-management
behavioral analysisA sales management evaluation and control method for monitoring sales force performance. A behavioral analysis involves evaluating the actual behavior of salespeople as well as their ultimate performance in terms of sales volume. Examples of behavioral analysis techniques include self-rating scales, supervisor ratings, and field observations.
behavioral intentionA cognitive plan to perform a behavior or action ("I intend to go shopping later"), created through a choice/decision process that focuses on beliefs about the consequences of the action.
purchase intention and Theory of Reasoned Action
behavioral self-managementA process by which a salesperson adopts certain procedures to control his or her behavior in order to achieve favorable results (such as improved performance). Examples of behavioral self management techniques include salespeople's monitoring their own behavior (e.g., recording the amount of time spent calling on customers), setting personal goals (e.g., determining the number of new accounts to open), and rehearsing the desired behavior (e.g., practicing a sales presentation). Use of behavioral self-management affords sales managers additional time to engage in particularly important managerial activities and provides sales personnel opportunity to practice successful time management.
Behavioral TargetingThe practice of targeting and serving ads to groups of people who exhibit similarities not only in their location, gender or age, but also in how they act and react in their online environment. Behaviors tracked and targeted include web site topic areas they frequently visit or subscribe to; subjects or content or shopping categories for which they have registered, profiled themselves or requested automatic updates and information, etc. Source: SEMPO
belief1. (consumer behavior definition) A cognition or cognitive organization about some aspect of the individual's world. Unlike an attitude, a belief is always emotionally or motivationally neutral. Krench and Crutchfield define belief as a generic term that encompasses knowledge, opinion, and faith an enduring organization of perceptions and cognition about some aspect of the individual's world. It is the pattern of the meanings of a thing, the cognition about that thing. 2. (consumer behavior definition) The perceived association between two concepts. A belief is synonymous with knowledge or meaning in that all refer to consumers' interpretations of important concepts.
belongingnessRefer to "See Also" column to the right.
hierarchy of needs
Maslow\'s need hierarchy
psychological drives
below-the-line costAny cost in the advertising production process that is not specifically itemized in the production budget.
above-the-line cost
Ben Franklin methodRefer to "See Also" column to the right.
balance sheet method
benchmarkingA point of reference for measurement, often against other companies.
