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MKT 3013 - Chapter 15
Retailing, Direct Marketing, and Wholesaling
53
Marketing
10/04/2012

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Term
agents
Definition
Intermediaries that represent either buyers or sellers on a permanent basis
Term
atmospherics
Definition
The physical elements in a store’s design that appeal to consumers’ emotions and encourage buying
Term
automatic vending
Definition
The use of machines to dispense products
Term
brokers
Definition
Intermediaries that bring buyers and sellers together temporarily
Term
cash-and-carry wholesalers
Definition
Limited-service wholesalers whose customers pay cash and furnish transportation
Term
catalog marketing
Definition
A type of marketing in which an organization provides a catalog from which customers make selections and place orders by mail, telephone, or the Internet
Term
category killer
Definition
A very large specialty store that concentrates on a major product category and competes on the basis of low prices and product availability
Term
category management
Definition
A retail strategy of managing groups of similar, often substitutable products produced by different manufacturers
Term
commission merchants
Definition
Agents that receive goods on consignment from local sellers and negotiate sales in large, central markets
Term
community shopping centers
Definition
Shopping centers with one or two department stores, some specialty stores, and convenience stores
Term
convenience store
Definition
A small self-service store that is open long hours and carries a narrow assortment of products, usually convenience items
Term
department stores
Definition
Large retail organizations characterized by a wide product mix and organized into separate departments to facilitate marketing efforts and internal management
Term
direct marketing
Definition
The use of the telephone, Internet, and nonpersonal media to introduce products to customers, who can then purchase them via mail, telephone, or the Internet
Term
direct selling
Definition
Marketing products to ultimate consumers through face-to-face sales presentations at home or in the workplace
Term
direct-response marketing
Definition
A type of marketing in which a retailer advertises a product and makes it available through mail or telephone orders
Term
discount stores
Definition
Self-service, general-merchandise stores that offer brand name and private brand products at low prices
Term
drop shippers
Definition
Limited-service wholesalers that take title to goods and negotiate sales but never actually take possession of products
Term
franchising
Definition
An arrangement in which a supplier (franchiser) grants a dealer (franchisee) the right to sell products in exchange for some type of consideration
Term
full-service wholesalers
Definition
Merchant wholesalers that perform the widest range of wholesaling functions
Term
general-merchandise retailer
Definition
A retail establishment that offers a variety of product lines that are stocked in considerable depth
Term
general-merchandise wholesalers
Definition
Full-service wholesalers with a wide product mix but limited depth within product lines
Term
hypermarkets
Definition
Stores that combine supermarket and discount store shopping in one location
Term
lifestyle shopping center
Definition
A type of shopping center that is typically open air and features upscale specialty, dining, and entertainment stores
Term
limited-line wholesalers
Definition
Full-service wholesalers that carry only a few product lines but many products within those lines
Term
limited-service wholesalers
Definition
Merchant wholesalers that provide some services and specialize in a few functions
Term
mail-order wholesalers
Definition
Limited-service wholesalers that sell products through catalogs
Term
manufacturers’ agents
Definition
Independent intermediaries that represent two or more sellers and usually offer customers complete product lines
Term
merchant wholesalers
Definition
Independently owned businesses that take title to goods, assume ownership risks, and buy and resell products to other wholesalers, business customers, or retailers
Term
neighborhood shopping centers
Definition
Shopping centers usually consisting of several small convenience and specialty stores
Term
nonstore retailing
Definition
The selling of products outside the confines of a retail facility
Term
off-price retailers
Definition
Stores that buy manufacturers’ seconds, overruns, returns, and off-season merchandise for resale to consumers at deep discounts
Term
online retailing
Definition
Retailing that makes products available to buyers through computer connections
Term
power shopping center
Definition
A type of shopping center that combines off-price stores with category killers
Term
rack jobbers
Definition
Full-service, specialty-line wholesalers that own and maintain display racks in stores
Term
regional shopping center
Definition
A type of shopping center with the largest department stores, widest product mixes, and deepest product lines of all shopping centers
Term
retail positioning
Definition
Identifying an unserved or underserved market segment and serving it through a strategy that distinguishes the retailer from others in the minds of consumers in that segment
Term
retailer
Definition
An organization that purchases products for the purpose of reselling them to ultimate consumers
Term
retailing
Definition
All transactions in which the buyer intends to consume the product through personal, family, or household use
Term
sales branches
Definition
Manufacturer-owned intermediaries that sell products and provide support services to the manufacturer’s sales force
Term
sales offices
Definition
Manufacturer-owned operations that provide services normally associated with agents
Term
selling agents
Definition
Intermediaries that market a whole product line or a manufacturer’s entire output
Term
specialty-line wholesalers
Definition
Full-service wholesalers that carry only a single product line or a few items within a product line
Term
supermarkets
Definition
Large, self-service stores that carry a complete line of food products, along with some nonfood products
Term
superregional shopping center
Definition
A type of shopping center with the widest and deepest product mixes that attracts customers from many miles away
Term
superstores
Definition
Giant retail outlets that carry food and nonfood products found in supermarkets, as well as most routinely purchased consumer products
Term
telemarketing
Definition
The performance of marketing-related activities by telephone
Term
television home shopping
Definition
A form of selling in which products are presented to television viewers, who can buy them by calling a toll-free number and paying with a credit card
Term
traditional specialty retailers
Definition
Stores that carry a narrow product mix with deep product lines
Term
truck wholesalers
Definition
Limited-service wholesalers that transport products directly to customers for inspection and selection
Term
warehouse clubs
Definition
Large-scale, members-only establishments that combine features of cash-and-carry wholesaling with discount retailing
Term
warehouse showrooms
Definition
Retail facilities in large, low-cost buildings with large on-premises inventories and minimal services
Term
wholesaler
Definition
An individual or organization that sells products that are bought for resale, for making other products, or for general business operations
Term
wholesaling
Definition
Transactions in which products are bought for resale, for making other products, or for general business operations