For those involved in the Marketing world the following dictionary is essential:
AAIC = Australian Advertising Industry Council
AANA = Australian Association (of) National Advertisers
above the line (ATL) = anything that is used to calculate gross profit (or margin) on the product; includes product specific advertising (not general or company-based advertising) such as product based adverts, billboards, brochures, TV ads, radio ads etc.; also includes unit based sales commission
advertising effects = see effects
AFA = Advertising Federation (of) Australia
ACCC = Australian Competition (and) Consumer Commission
agency (Cth) = bodies subject to section 47A of the CAC Act or prescribed by the FMA Act for the purposes of procurement
agency agreement = agreements that assign one the right to act on behalf of another; such as an outside professional performing the role of seller or sales department under contract
AIEA = Advertising Industry Employers Association
ANZ = Australian (and) New Zealand
ANZCERTA = Australia (and) New Zealand Closer Economic Relations Trade Agreement
ANZGPA = Australian (and) New Zealand Government Procurement Agreement
ANZSIC = Australian (and) New Zealand Standard Industrial Classification (Codes)
Annual Procurement Plan (APP) = a (Cth) government planning tool providing a short summary of the procurement strategy of the department for the coming year. APPs are published on AusTender before 1 July each year
anonymity = condition/assurance that the respondent?s identity is unknown and cannot be associated with their behaviours or responses that serves as data for research
APB = Australian Publishers' Bureau
APP = Annual Procurement Plan (Cth)
appendix (govt) = a section at the end of a report with supplemental information such as data collection instruments and technical information
approach to the market (govt) = any govt notice inviting potential suppliers to participate in a procurement. This may include a request for tender (RFT), request for expression of interest (REOI), or request for application for inclusion on a multi-use list
archives = Collection of secondary source records of past documents
ASX = Australian Stock Exchange
ATL = above the line
ATL advertising = advertising costs that need to be borne by the product itself not by other products or by the company overall; ATL advertising promotes the product directly and could include billboards, TV ads, radio ads, newspaper/magazine ads that promote the product
attitude = mental state involving a learned consistent reaction to an idea, object or information
audience = (numbers) exposed to a particular performance (see readership)
audience (actual) = (numbers) tuned in to a particular medium at a given (test) time/period
audience (cumulative) = (numbers) the results of a number of (tests) added over time
audience (potential/total) = (numbers) with medium access; TV sets owned at test time; cell phones owned at test time; etc.
audience (share) = (numbers) actual tuned in to a particular performance as a proportion of potential (total) audience
AUSFTA = Australia-United States Free Trade Agreement
Aust. = Australia
AUSTEL = Australian Telecommunications Authority
B2B = business to business
B2B market research = research into the markets for products sold by one business to another, rather than to wholesalers or retailers
baby boomer = an Australian born 1945-60 a particular increase in the birth rate and representing particular identifiable segment of the population/market
bad debts = balances in the accounts receivable that will not be received in subsequent period(s); this can be dealt with in two ways: by writing off the balance to Bad & Doubtful Debts Written Off (for fraudulent transactions, insolvent debtors or amounts which we are certain are not recoverable) or retaining the balance and making a corresponding entry in the Provision for Bad and Doubtful Debts (for debts that appear to still recoverable but are obviously doubtful)
bad and doubtful debts written off = an entry in the General Ledger at balance date following analysis of accounts receivable for debts that will not be received in subsequent period(s); the entry transfers the amount from the debtors ledger to the Profit & Loss Account as an expense or a charge
basis for differentiation = conscious, analysed and known basis for perceived difference in the marketplace
BCA = Business Council (of) Australia
BD = business development
BDP = business development programme
below the line (BTL) = costs borne by product that are not included in gross profit margin calculations; could include general advertising (company based, market positioning, etc.) but also showroom, sales staff, anything that is borne also by other products
bill of lading = document specifying goods being shipped
brand = a means for differentiation; a name, image, symbol, or concept that is translated into a generally perceived identity and known to have been supplied by this supplier
brand awareness = awareness of product by potential customer; an important element of creating a brand
brand attitude = a basic calculation of brand loyalty = (positive company image - negative company image) where company is synonymous with brand; or (positive brand image - negative brand image) where company is associated with more than one brand
brand equity = the value of an established brand, based on some form of calculation of brand loyalty, such as brand name awareness, brand perceived quality, brand association, patent ownership, trademark ownership, channel relationship
brand loyalty = products in a particular brand that is generally perceived to be "better" for some reason and known to be preferred by the customer because of its association with the brand
brand recognition = recognition of product by potential customer; an important element of brand awareness and proving the existence of a brand
brand strategy = strategic plan for introducing a brand into the marketplace, removing a brand from the marketplace, repositioning the brand or particular brand decisions such as line extension, brand extension, multi-brands, etc.
branding = strategic plan for developing or applying a new brand to an existing product
breakeven pricing = setting a price so that no gross profit is earned from the sale of this particular product
bundle = two or more products sold together as a single product for a single price
bundling = marketing two or more products together for a special result or price
business development programme (BDP) = marketing plan focussing on 'new business' (which = 'new products & services' in a professional firm environment)
BTL = below the line
BTL advertising = advertising costs that don't need to be borne by the product itself but by the company as a whole; BTL ads promote the position of the company, brand, positioning, inter-company competition, market share, etc.
buy-side = the company's gross profit performance is split into two key performance measures (the buy-side and the sales-side); the buy-side is anything associated with controlling the COGS (Cost of Goods Sold) in the period
buyer = a person (or department) who (as a result of his/her position or as Officer of the Corporation or formal authority assigned by the Board) selects a product or supplier
CAC = Commonwealth authorities (and) companies
CAC Act = Commonwealth Authorities and Companies Act 1997 (Cth)
CAC Regulations = Commonwealth Authorities and Companies Regulations 1997 (Cth)
cargo = goods on board
Carriage Paid To (CPT) = export contract main carriage paid;
Carriage (and) Insurance Paid (CIP) = export contract main carriage paid;
CBD = central business district
CEIs = Chief Executive's Instructions
census = collecting and compiling data from a target region and from every member within that region (when it is impossible to get a census, one conducts a sample)
CIF = Cost, Insurance (and) Freight
circulation = distribution (number)
circulation, net paid = distribution (number) sold at sale price
circulation, net = distribution (number) sold plus distribution (number) free
CIP = Carriage (and) Insurance Paid
clusters = allocation unit, containing a few members that are randomly sampled
co-branding = strategic plan for developing or applying the brands of two different corporations to a single existing product
coding = assigning values and marking data collection from a survey or data collection
COGS = Cost of Goods Sold
collateral = See marketing collateral
combined readership = see readership, combined
Commonwealth Procurement Guidelines (CPG) = the principal policy document for Australian Government procurement
Competition and Consumer Act 2010 (Cth)
constructs = hypothetical concepts with composed behaviours that are thought to be related
conscientious consumerism = campaign for consumers to limit their purchases based on ethical concerns such as problems with pesticides, antibiotics, chemicals, hormones, genetically engineered products and the effects of products on greenhouse gas emissions and global warming; see also virtue purchase; ethical eating
content editor = a technical writer engaged to take first draft content and bring it to final and/or publication level, taking responsibility for compliance with (for example) the law, international standards, national standards, company policy, etc. and readability as required by the needs of the relevant audience(s)
content writer, marketing = a technical writer called upon to develop, proof, edit and implement marketing content which might include: product profiles, brand profiles, bundling profiles, project profiles, skills profiles, capability statements, standard paragraphs for bid submissions, presentation materials, brochure materials, award submissions, advertisements, advertorials, etc.
Cost of Goods Sold (COGS) = see Average Cost method, FIFO method, LIFO method, Retail Inventory method
CSR = corporate social responsibility
Cost (and) Freight (CFR) = export contract (similar to CIF) main carriage paid; a terms of trade that places responsibility on the exporter to arrange for the whole delivery to be picked up by the importer from the shipper/carrier at the other end; the exporter nominates the transport/ship/plane, pays for shipping, including package, freight, and duties but not insurance; insurable interest passes to the importer at the moment of delivery to the shipper/carrier and from that moment on insurance is the responsibility of the importer
Cost, Insurance (and) Freight (CIF) = export contract main carriage paid; a terms of trade that places responsibility on the exporter to deliver the goods to the ship and obtain a bill of lading, insure the goods for the whole journey in the interests of the importer and send forward an invoice with all costs and the bill of lading and the insurance policy; the exporter nominates the transport/ship/plane, pays for shipping, including package, freight, and duties; when the importer is in possession of the documents ownership passes to the importer and the importer can trade in the goods
coverage = physical area covered by medium such as TV or radio, depends on type of signal, location of source, geography, strength
CPG = Commonwealth Procurement Guidelines
CPG = consumer packaged goods
CPGs = Commonwealth Procurement Guidelines
CPM = Cost Per Thousand
CPT = Carriage Paid To
credit adjustment = also called a credit note; record of credit adjustment to the debtor's account in the form of a tax invoice issued to the debtor
credit note = record of credit adjustment to the debtor's account in the form of a tax invoice issued to the debtor
creditor = a particular liability; short term (current) (usually) (accounts payable = trade creditors) or long term; an external party to whom something of value is owing at balance date
CRM = customer relationship management
CRM = Customer Relationship Manager
CSIRO = Commonwealth Scientific (and) Industrial Research Organisation
Cth = Commonwealth
CTTT = Consumer Trader (and) Tenancy Tribunal
curbstoning = cheating during the collection of data by means of the interviewer falsely filling out a portion (or the entire survey) himself/herself
DAF = Delivered At Frontier
DDP = Delivered Duty Paid
DDU = Delivered Duty Unpaid
debt recovery = legal process
debtor = a particular asset; short term (current) (usually) (accounts receivable = trade debtors) or long term; an external party owing something of value at balance date
debtor friendly reminder = a first letter of notice to a debtor (accounts receivable)
debtor letter of demand = a letter of demand to a debtor (accounts receivable)
debtor legal process (State specific) = a number of steps to take action against a debtor (accounts receivable)
Delivered At Frontier (DAF) = export contract transfer on arrival;
Delivered Duty Paid (DDP) = export contract transfer on arrival;
Delivered Duty Unpaid (DDU) = export contract transfer on arrival;
Delivered Ex Ship (DES) = export contract transfer on arrival;
Delivered Ex Quay (DEQ) = export contract transfer on arrival;
DCITA = Dept (of) Communications, Information, Technology (and the) Arts (Cth)
Dept = department
DEQ = Delivered Ex Quay
DES = Delivered Ex Ship
differentiation = perceived difference in the marketplace
direct marketing (DM) = focussed messages received by a targeted audience
direct marketing campaign (DMC) = a strategic plan with focussed messages to be received by a target audience, a start date, a finish date, resources, a budget, etc.
direct sourcing = a govt agency may contact a single potential supplier or suppliers of its choice and for which only a limited set of mandatory procurement procedures apply; available only under certain defined circumstances,
Discounted Special Price (DSP) = the final price calculated from applying an SDP (Special Discount Percentage) to the book price, usually under special arrangements, say, under a special agency arrangement
DM = direct marketing
DMC = direct marketing camapaign
DMO = direct mail-out
DSP = Discounted Special Price
DTC = direct to consumer
duplicated readership = readership of (all of) the number of different publications
effects (of advertising) = DTC/OTC research methods: Prevalence (of OTC/DTC advertising in the media and message content); Awareness (of advertising in consumer base); Attitude (relationship between OTC/DTC advertisements and audience attitudes); and Behavior (cause (of ads) and effect (consumer audience behavior)
EFTPOS = electronic funds transfer (at the) point of sale
empirical testing = collecting data and performing set of test cases and then analysing your results in order to support or disprove a hypothesis
Endorsed Supplier Arrangement (ESA) = a Commonwealth govt multi-use list which pre-qualifies (for FMA Act agencies) suppliers in the IT, major office machine, commercial office furniture, and auctioneering industries
ESA = Endorsed Supplier Arrangement (Cth)
estimated standard error of the sample statistic = a statistical measurement of error between the values of the sampling unit?s distributions and the samples statistical value
ethical eating = conscientious consumerism; virtue purchase;
ethics dictionary = some important words for corporate ethics
EXW = Ex Works
Ex Works (EXW) = export contract upon departure; a terms of trade that places responsibility on the exporter to deliver the goods at the exporter's factory, yard or place of delivery; thereafter the ownership and insurable risk transfers to the importer; the importer accepts full responsibility for shipping, obtaining a bill of lading, freight, export duties, nominates the transport/ship/plane, pays for shipping, including port charges, stowage, freight charges from port to destination, and import duties.
FACTS = Federation (of) Australian Commercial Television Stations
factor = mercantile agent
FARB = Federation (of) Australian Radio Broadcasters
FAS = Free Along Side (Ship)
FAS = Free Alongside Ship
FCA = Free (to) Carrier
Free (to) Carrier (FCA) = export contract (similar to FOB and FAS) main carriage unpaid; a terms of trade that places responsibility on the exporter to deliver the goods to the shipper/carrier who acts on behalf of the importer; once the shipper/carrier has accepted the delivery the insurable risk transfers to the importer; the exporter pays for package, export duties, and freight, insurance, to the carrier; the importer nominates the transport/ship/plane, pays for shipping, including port charges, stowage, freight charges from port to destination, and import duties.
FMA Act = Financial Management and Accountability Act 1997 (Cth)
FMA agencies = departments and agencies prescribed under the FMA Act
FMA Regulations = Financial Management and Accountability Regulations 1997
FMCG = fast-moving consumer goods
FOB = Free On Board
Free Alongside Ship (FAS) = export contract (similar to FOB) main carriage unpaid; a terms of trade that places responsibility on the exporter to deliver the goods to the port within reach of the loader and obtain a bill of lading; once the shipper has accepted the delivery the insurable risk transfers to the importer; the exporter pays for package, freight, insurance, to the port; the importer nominates the transport/ship/plane, pays for export duties, shipping, including port charges, stowage, freight charges from port to destination, and import duties.
Free On Board (FOB) = export contract main carriage unpaid; a terms of trade that places responsibility on the exporter to deliver the goods on to the ship and obtain a bill of lading and thereafter the insurable risk transfers to the importer; the exporter pays for package, freight, export duties, including port charges, stowage, insurance until the goods are loaded; the importer nominates the transport/ship/plane, pays for shipping, including freight charges from port to destination, and import duties.
frequency distributions = a summary of how many points of response was recorded by a sample group to a single question
functional relationship = relationship where a change in one variable is accompanied by another variable changing
Gen X = Generation X
Gen Y = Generation Y
Gen Z = Generation Z
generalizability = the extent of which information about a group of members represents that of the entire population (from which the members were selected)
gender segmentation = dividing a market based on gender
Generation X = those born 1965 to 1979
Generation Y = those born 1980 to 1994
Generation Z = those born 1995 to present
global vendor = selling world-wide, often using the Internet as the market place with a centralised finance operation and global distribution centre
goods = products, chattels
govt = (Commonwealth or State or Territory) government (usually does not include local government)
gross profit = margin; direct sales revenue minus direct costs (per product)
Gross Profit = Sales - COGS
GRP = gross rating points
HES = household expenditure survey
hire purchase = purchase over time while in possession, ownership passing to the hirer on last payment
ICT = information (and) communications technology
Iceberg principle = understanding that marketing dangers lie in the unseen and unrecognized problems
Key Performance Indicator (KPI) = a quantitative result, the technical/mathematical/scientific formula for which has been agreed to beforehand, that will reflect the level of success or failure of a particular product, event, company, department, project, etc.
Key Success Indicator (KSI) = See KPI
knowledge level of respondent = the level of knowledge or understanding the respondent has to the survey topic
KPI = Key Performance Indicator; a performance assessment based on levels of measurable performance
KSI = Key Success Indicator; a KPI basedd on pass/fail
launch = MAP strategy; existing market, new product
market tolerance = strategic pricing: what the market will bear
marketing action plan (MAP) = strategic plan with an existing product, an assigned segment, a budget and assigned resources to carry out determined activities that will affect the market.
marketing collateral = actions, activities or requirements not central to the campaign but made necessary by the campaign, could include such promotions as: promotional fliers, web content, ads, news releases and backgrounders; could also include impact on other campaigns or adjustments to other campaigns made necessary by this campaign
market segmentation = strategic grouping: split the market into groups of potential customers who are likely to act the same in given conditions
markup = a calculation for pricing based on anticipated COGS and required gross profit
margin = gross profit (per product); direct sales revenue minus direct costs
MCA = Media Council (of) Australia
media = television, newspaper, magazine, radio, outdoor signage, poster, neon signage, cinema, direct mail, point of sale
opt in = option given to all customers allowing them to decide whether they will be sent direct mail and/or email before mail out occurs
opt out = option required to be given to customer to allow them to decide to be not sent direct mail and/or email after mail out has occurred
organic premium = prepared to pay more for non-use of pesticides, antibiotics, chemicals, hormones, and genetic engineered products; see conscientious consumer; see virtue purchaser
OTC = over the counter
penetration = percentage of potential recipients (in coverage) with access to the technology to receive; compare saturation
POS = point of sale
positioning = a marketing strategy based on other players (usually the competitors) in the marketplace
pre-MAP = a marketing strategy for which no budget and no resources have yet been assigned
pricing = methodology for setting the price of a product
procurement = acting as buyer under formal (legalistic) rules because of the significance of the purchasing process
procurement unit = a permanent team set up to act as buyer under formal (legalistic) rules because of the significance of the purchasing process to the organisation
product differentiation = marketing strategy; highlighting differences between products as a means of increasing customer brand awareness and/or customer brand loyalty and/or customer participation/purchase rates
product mix = the product lines on sale in a particular market in a particular period
product mix (seller) = the product lines on sale by a particular seller in a particular market in a particular period
PU = procurement unit
purchasing agent = an outside professional performing the role of buyer or purchasing department under contract (agency agreement)
quality =
reach = audience
rating = audience (actual) as a share of audience (potential), expressed as a percentage
readership, combined = total readership of a number of different publications = unduplicated readership + duplicated readership
readership (readers) = (numbers) readership actually reading a particular edition
readership (lookers) = (numbers) readership browsing but not reading a particular edition
S2M = source to market
SAFTA = Singapore-Australia Free Trade Agreement
SME = small (to) medium enterprise
sales-side = the company's gross profit performance is split into two key performance measures (the buy-side and the sales-side); the sales-side is anything associated with increasing the Sales Revenue in the period
sales agent = an outside professional performing the role of seller or sales department under contract (agency agreement)
Sales Day Book = a particular journal for recording all transactions of sales of goods and/or services to an external party via invoice
saturation = penetration (in coverage) approaching maximum possible; compare penetration
SDP = Special Discount Percentage
seeding = MAP strategy; new market, new product
segmentation = dividing a market based on different statistical divisions; e.g. gender, baby-boom,
seller = a person (or department) who has a result of his/her position or as Officer of the Corporation or has been given formal authority by the Board to enter into contract with the buyer
selling agent = sales agent
SME = defined by CPG as "small and medium enterprises" (an Australian or New Zealand firm with fewer than 200 full time equivalent employees), but has gained broader usage
SMEs = small (to) medium enterprises
spamming = using the Internet to send unsolicited e-mail promotions, advertisements, fraudulent scams etc. to e-mail addresses collected for the purpose;
Special Discount Percentage (SDP) = a special discount agreed to a particular agent by a principal to apply to all referees of the agent who become a customer of the principal
Special Introduction Fee (SIF) = a special fee paid to a particular agent by a principal which arises because of the quotation of the agent's UAI on enquiry by the prospective member as a result of advertising and promotion by the agent
Special Membership Fee (SMF) = usually as a result of a special introductory offer
STMRS = Stakeholder (and) Target Market Research Study
TAFTA = Thailand-Australia Free Trade Agreement
target audience = identified members of the target market capable of receiving focussed messages in a direct marketing campaign
target market = the boundary containing the target audience for direct marketing advertising
the line = gross profit (per product); margin; see below the line, above the line
Trade Practices Act = Trade Practices Act 1974 (Cth) Repealed by Competition and Consumer Act 2010 (Cth)
TMR = Target Market Research
UAI = Unique Agency Identifier
UMI = Unique Membership Identifier
Unique Agency Identifier (UAI) = a number issued by an agent to prospective members to identify the agent to the principal as the referee of the prospective member to entitle the enquirer to special membership conditions and/or first year membership fee discount and/or to give rise to a special introduction fee (SIF) for the agent
Unique Membership Identifier (UMI) = a password issued to an agent to issue to a referred customer to identify the customer to the principal as a referee of the agent to entitle the customer to special trade conditions and/or price discount and/or to give rise to a commission for the agent
unduplicated readership = total readership of a number of different publications who have read only one publication
vendor = seller
virtue purchaser = conscientious consumerism
WTO = World Trade Organization (UN)