Stanley J. Shapiro
Kenneth B. Wong,
Queens School of Business
William D. Perreault,
University of North Carolina
E. Jerome McCarthy,
Michigan State University
| Contract manufacturing | Turning over production to others while retaining the marketing process.
(See Refer to page(s) 615)
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| Exporting | Selling some of what the firm produces to foreign markets.
(See Refer to page(s) 612)
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| Factor | A variable that shows the relationship of some other variable to the item being forecast.
(See Refer to page(s) 601)
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| Factor method | An approach to forecast sales by finding a relationship between the company's sales and some other factor (or factors).
(See Refer to page(s) 601)
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| Indices | Statistical combinations of several time series, used to find some time series that will lead the series to be forecast.
(See Refer to page(s) 603)
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| Joint venturing | In international marketing, a domestic firm entering into a partnership with a foreign firm.
(See Refer to page(s) 615)
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| Jury of executive opinion | Forecasting by combining the opinions of experienced executives, perhaps from marketing, production, finance, purchasing, and top management.
(See Refer to page(s) 603)
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| Leading series | A time series that changes in the same direction but ahead of the series to be forecast.
(See Refer to page(s) 603)
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| Licensing | Selling the right to use some process, trademark, patent, or other right for a fee or royalty.
(See Refer to page(s) 615)
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| Management contracting | The seller provides only management skills-others own the production and distribution facilities.
(See Refer to page(s) 615)
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| Market potential | What a whole market segment might buy.
(See Refer to page(s) 599)
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| Multinational corporations | Firms that have a direct investment in several countries and run their businesses depending on the choices available anywhere in the world.
(See Refer to page(s) 616)
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| S.W.O.T. analysis | Identifies and lists the firm's strengths and weaknesses and its opportunities and threats.
(See Refer to page(s) 591)
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| Sales forecast | An estimate of how much an industry or firm hopes to sell to a market segment.
(See Refer to page(s) 599)
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| Spreadsheet analysis | Organizing costs, sales, and other information into a data table to show how changing the value of one or more numbers affects the other numbers.
(See Refer to page(s) 606)
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| Time series | Historical records of the fluctuations in economic variables.
(See Refer to page(s) 603)
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| Trend extension | Extends past experience to predict the future.
(See Refer to page(s) 600)
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| Wholly owned subsidiary | A separate firm owned by a parent company.
(See Refer to page(s) 616)
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2002 McGraw-Hill Higher Education