Marketing dictionary -Q
Qangos
acronym for Quasi-autonomous Non-government Agencies.
Qualified Available Market
the individuals and organisations in a particular market who are interested in a product, can afford it, and who are not prevented from purchasing by any access barrier or legal restriction.
Qualifying the Prospect
asking questions to discover whether a prospective buyer has a need for the product, can afford it, and has the authority to buy.
Qualitative Marketing Research
marketing research which is not generally quantifiable; research which seeks insights into a marketing situation but which does not require statistical accuracy. Qualitative research techniques include focus groups, depth interviews and projection techniques such as free associations, psychodrawing and psychodrama. See Quantitative Marketing Research.
Qualitative Objectives
objectives which cannot be expressed in quantifiable terms; for example, a salesperson might set as an objective in a specific period the acquisition of certain product knowledge, or the forming of a close business relationship with the buyer from a major account. See Quantitative Objectives.
Quality Circles
a management technique with its origin in Japanese industry, developed as a means of increasing productivity; groups of autonomous workers, responsible for their own output, meet together voluntarily to plan their work so that a better quality product results and so that the work of other autonomous groups further down the production line is not delayed.
Quality Controls
measures taken by organisations to ensure that all legal requirements, and consumer expectations, of their products are met; good product performance, achieved by efficient quality control, helps to ensure that consumers will become repeat purchasers.
Quality Creep
a phenomenon which, in a counter-productive way, impels a manufacturer to enhance a product over time, increasing its price and thereby diminishing its appeal to the market segment for which it was originally intended.
Quality Modification
any change made to the quality of a product.
Quantitative Marketing Research
marketing research that can be quantified; the collection of data that can be expressed in numerical terms.
Quantitative Objectives
objectives which can be expressed in specific numerical terms; for example, a salesperson might set as an objective for his or her territory "to increase sales revenue of Product X by 10% in 1991".
Quantity Adjuster
see Price-Taker.
Quantity Discount
a price reduction made to encourage a purchaser to order a larger quantity than would otherwise have been purchased.
Question Marks
a classification of products or strategic business units used in the Boston Consulting Group Product Portfolio Analysis. Question Marks are products characterized by low market share in a high growth market; also called Problem Children.
Question Method
handling a buyer's by making the prospect answer his or her own objection. If, for example, the buyer objects that the item being considered for purchase is excellent but that the price of $500 is too high, the salesperson responds by asking, "Why do you feel that way?" or "Are you willing to invest $500 in an asset that will return you 100% per annum?"
Questionnaire
an instrument used for soliciting responses in a marketing research survey; a list of questions.
Questionnaire Pre-testing
the trialling of a questionnaire to be used in a marketing research study on a small sample of respondents from the target group prior to its full-scale use in order to eliminate ambiguities and other design problems.
Quick Ratio
one of three financial ratios commonly used to evaluate a firm's liquidity; calculated by dividing current assets less stock on hand by current liabilities. See Acid-Test Ratio; Current Ratio.
Quota
any restriction imposed by law on the quantity of a product which can be produced or imported; a form of protectionism. See Protectionism; Sales Quota.
Quota Sample
a non-probability sample, chosen without regard to location, representativeness, etc. from individuals who meet certain specified criteria.
acronym for Quasi-autonomous Non-government Agencies.
Qualified Available Market
the individuals and organisations in a particular market who are interested in a product, can afford it, and who are not prevented from purchasing by any access barrier or legal restriction.
Qualifying the Prospect
asking questions to discover whether a prospective buyer has a need for the product, can afford it, and has the authority to buy.
Qualitative Marketing Research
marketing research which is not generally quantifiable; research which seeks insights into a marketing situation but which does not require statistical accuracy. Qualitative research techniques include focus groups, depth interviews and projection techniques such as free associations, psychodrawing and psychodrama. See Quantitative Marketing Research.
Qualitative Objectives
objectives which cannot be expressed in quantifiable terms; for example, a salesperson might set as an objective in a specific period the acquisition of certain product knowledge, or the forming of a close business relationship with the buyer from a major account. See Quantitative Objectives.
Quality Circles
a management technique with its origin in Japanese industry, developed as a means of increasing productivity; groups of autonomous workers, responsible for their own output, meet together voluntarily to plan their work so that a better quality product results and so that the work of other autonomous groups further down the production line is not delayed.
Quality Controls
measures taken by organisations to ensure that all legal requirements, and consumer expectations, of their products are met; good product performance, achieved by efficient quality control, helps to ensure that consumers will become repeat purchasers.
Quality Creep
a phenomenon which, in a counter-productive way, impels a manufacturer to enhance a product over time, increasing its price and thereby diminishing its appeal to the market segment for which it was originally intended.
Quality Modification
any change made to the quality of a product.
Quantitative Marketing Research
marketing research that can be quantified; the collection of data that can be expressed in numerical terms.
Quantitative Objectives
objectives which can be expressed in specific numerical terms; for example, a salesperson might set as an objective for his or her territory "to increase sales revenue of Product X by 10% in 1991".
Quantity Adjuster
see Price-Taker.
Quantity Discount
a price reduction made to encourage a purchaser to order a larger quantity than would otherwise have been purchased.
Question Marks
a classification of products or strategic business units used in the Boston Consulting Group Product Portfolio Analysis. Question Marks are products characterized by low market share in a high growth market; also called Problem Children.
Question Method
handling a buyer's by making the prospect answer his or her own objection. If, for example, the buyer objects that the item being considered for purchase is excellent but that the price of $500 is too high, the salesperson responds by asking, "Why do you feel that way?" or "Are you willing to invest $500 in an asset that will return you 100% per annum?"
Questionnaire
an instrument used for soliciting responses in a marketing research survey; a list of questions.
Questionnaire Pre-testing
the trialling of a questionnaire to be used in a marketing research study on a small sample of respondents from the target group prior to its full-scale use in order to eliminate ambiguities and other design problems.
Quick Ratio
one of three financial ratios commonly used to evaluate a firm's liquidity; calculated by dividing current assets less stock on hand by current liabilities. See Acid-Test Ratio; Current Ratio.
Quota
any restriction imposed by law on the quantity of a product which can be produced or imported; a form of protectionism. See Protectionism; Sales Quota.
Quota Sample
a non-probability sample, chosen without regard to location, representativeness, etc. from individuals who meet certain specified criteria.
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