Below are this chapter's featured key terms. The textbook's full glossary is also available for online searching.
 

action item list	An aid to implementing a market plan, consisting of three columns: (1) the task, (2) the name of the person responsible for completing that task, and (3) the date by which the task is to be finished. (See page(s) See page 596 in your textbook.)
cost leadership strategy	Using a serious commitment to reducing expenses that, in turn, lowers the price of the items sold in a relatively broad array of market segments. (See page(s) See page 585 in your textbook.)
cost-focus strategy	Involves controlling expenses and, in turn, lowering prices, in a narrow range of market segments. (See page(s) See page 586 in your textbook.)
differentiation focus strategy	Using significant points of difference in the firm's offerings to reach one or only a few market segments. (See page(s) See page 586 in your textbook.)
differentiation strategy	Requires innovation and significant points of difference in product offerings, brand image, higher quality, advanced technology, or superior service in a relatively broad array of market segments. (See page(s) See page 586 in your textbook.)
functional groupings	Organizational groupings such as manufacturing, marketing, and finance, which are the different business activities within a firm. (See page(s) See page 596 in your textbook.)
generic business strategy	Strategy that can be adopted by any firm, regardless of the product or industry involved, to achieve a competitive advantage. (See page(s) See page 585 in your textbook.)
geographical groupings	Organizational groupings in which a unit is subdivided according to geographical location. (See page(s) See page 597 in your textbook.)
line positions	People in line positions, such as senior marketing managers, have the authority and responsibility to issue orders to the people who report to them, such as product managers. (See page(s) See page 596 in your textbook.)
market-based groupings	Organizational groupings that utilize specific customer segments. (See page(s) See page 597 in your textbook.)
marketing audit	A comprehensive, unbiased, periodic review of the strategic marketing process of a firm or a strategic business unit (SBU). (See page(s) See page 600 in your textbook.)
product (or program) champion	A person who is able and willing to cut red tape and move the program forward. (See page(s) See page 594 in your textbook.)
product line groupings	Organizational groupings in which a unit is responsible for specific product offerings. (See page(s) See page 596 in your textbook.)
profitability analysis	A means of measuring the profitability of the firm's products, customer groups, sales territories, channels of distribution, and order sizes. (See page(s) See page 599 in your textbook.)
sales analysis	A tool for controlling marketing programs using sales records to compare actual results with sales goals and to identify strengths and weaknesses. (See page(s) See page 599 in your textbook.)
sales component analysis	A tool for controlling marketing programs that traces sales revenues to their sources, such as specific products, sales territories, or customers. Also called microsales analysis. (See page(s) See page 599 in your textbook.)
sales response function	Relates the expense of marketing effort to the marketing results obtained. Measures of marketing results include sales revenue, profit, units sold, and level of awareness. (See page(s) See page 580 in your textbook.)
share points	Percentage points of market share; often used as the common basis of comparison to allocate marketing resources effectively. (See page(s) See page 582 in your textbook.)
staff positions	People in staff positions have the authority and responsibility to advise people in the line positions but cannot issue direct orders to them. (See page(s) See page 596 in your textbook.)