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exam 3
marketing
94
Marketing
Undergraduate 3
12/02/2012

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Term
3 types of intermediaries
Definition
retailers
wholesalers
agents/brokers
Term
retailers
Definition
direct interactions with customers
Term
whoesalers
Definition
sell to other wholesalers or retailers have warehouses
Term
agents/brokers
Definition
facilitate the sale of a product by reprsnting channel members
Term
channel functions perfomed by intermedaries
Definition
transactional
logistical
facilitating
Term
transactional functions
Definition
promotional
negotiation
risk taking
Term
logisitcal functions
Definition
physical distribution
storage
sorting
Term
discrepacies
Definition
discrepancy of quantity
dscrepancy of assortment
temporal discrepancy
spatial discrepancy
Term
specialization and division of labor
Definition
produces greater efficency
cost less
economies of scale
Term
level of distribution intensity
Definition
intensive
selective
exclusive
Term
selective intensity
Definition
select few retail outlets
Term
exclusive intensity
Definition
one retail outlets, high prices items
Term
promotional mix
Definition
advertising
public relations
personal selling
sales promotion
Term
advertising
Definition
paid form of communication
mass orientation/scale
indirect comm b/c there is a medium
Term
advantages of advertising
Definition
reach large numbr of people
average cost per contact is somewhat low
targeted comm
Term
disadvantages of advertising
Definition
total cost is high
too expensive to make national reach
Term
sales promotion
Definition
short term incentive measure to boost sales
Term
personal selling
Definition
customized presentaion
Term
communication process
Definition
sender
encoding message
message channel
decoding message
receiver
Term
noise
Definition
anything that is distracting or unintended
Term
retailing
Definition
all the activities directly related to th scale of goods and services to the ultimate consumer for personal nonbusiness
Term
department stores
Definition
a store houing several departments under one roof
Term
supermarket
Definition
large, departmentalized, self-service retailer that specializesin food and some non food items
Term
specialty stores
Definition
retail store specialing in a given type of merchandise
Term
restaurants
Definition
specialize in food
on the line b/w retail and service establishments
Term
non-store retailing
Definition
electronic retailing
auto vending
dirct marketing/retailing
Term
online retailers
Definition
website easy to use
product availaility
Term
emerging developments in retailing
Definition
interactivity
M-commerce
Term
A.I.D.A.
Definition
attention
interest
desire
action
Term
A.I.D.A.

attention
Definition
a graber, to your attention
Term
A.I.D.A.

interet
Definition
after have attention, keeping it
Term
A.I.D.A.

desire
Definition
liking it
Term
A.I.D.A.

action
Definition
sales
Term
socail media
Definition
one to one interactions
control
real time
Term
social media controls
Definition
brand
message
interaction
Term
consumers in socal media
Definition
gather info
sharing info
reveal preference
collaborate
Term
institutinal advertissing
Definition
ment to enhance a companies image rather than a partiular product
talks about entire company
Term
instituational advertising chara
Definition
corporate identity
advocacy
Term
product advertising
Definition
a foma of advertising that touts the benefits of a specific goof/service
Term
advocacy advertising
Definition
form of adertising in which an org. expresses its view on controversial issues or responds to media attacks
Term
product advetising chara
Definition
pioneering
competitive advertising
comparative
Term
competitive advertising
Definition
a point of differation that makes you "better" or more unique than other companies
Term
advertising goal/objectives
Definition
make creative decision
make media decsion
Term
make creative decision in advertising
Definition
what goes into the Ad,
is it serious,funny,happy
Term
make media decision in advertising
Definition
what kind of media source the Ad will come or be on
TV,radio,newspaper
Term
common advertising appeal
Definition
admiration
fun
emotion
informational
Term
loyalty marketing programs
Definition
ways companies have customers stick with them
way to track customers purchases and info
Term
sampling
Definition
companes spend billions sending out free samples
Term
ethical issues
Definition
extent of problems
probabliity of harm
potential consequences
number affected
social consensus
time
top management position/actions
Term
moral issues
Definition
cultural
temporal/time
Term
ethical guidelines
Definition
making decisions
control behavior
right vs wrong
Term
F.C.P.A.
Definition
foreign
corrupt
practices
act

is illegal in US and a business goes overseas, still illegal
Term
C.S.P.
Definition
corporate
social
responsibility

companies doing business in a cleaner manner- going green
Term
pre-convential morality
Definition
punishment/reward driven
(legal)
Term
conventional morality
Definition
how others view you
Term
post convential morality
Definition
what you think is right
Term
services
Definition
intangible
inseperable
hetrogenous
perishable
Term
search quality
Definition
determine quality of something through searching (read discributions)
Term
experience quality
Definition
determine quailty of somethingby using it
Term
credence quality
Definition
dont even know quality after using it
Term
B.R.I.C.
Definition
Brazil
Russia
India
China
Term
W.T.o.
Definition
world
trade
organization
Term
tariffs
Definition
tan on imports
Term
global marketing
Definition
additional markets
consumers have more options
efficiency improved
comparative advantage
Term
culture
Definition
what infuences your mindset

symbols
beliefs
religion
rituals
throught process
Term
uncontrolable xternal factors
Definition
culture
tech
economics
demogaphics
competitin
regulations
Term
standardization
Definition
same thing in all countries
Term
adaptation
Definition
changig or adapting to different cultures
Term
why adapt
Definition
local preferences
legal
standardization practices
Term
P-time
Definition
people do thigs at one at a time strict with time
Term
M-time
Definition
people who do several things at one time flexible with time
Term
sensory marketing
Definition
where marketing directly try to appeal to our 5 sences
Term
visual
Definition
most important b/c of distance

(sight)
Term
gustatory
Definition
more hardwired in brain

(taste)
Term
auditory
Definition
hear
Term
olfaction
Definition
inhances memory-can aquire

(smell)
Term
haptics
Definition
touch
Term
emerging trends in marketing
Definition
customer interactivity
control over brands
Term
discrepancy of quality
Definition
difference b/w the amount of product produced and the amount an end user wants to buy
Term
discrepancy of assortment
Definition
lack of all the items a customer needs to recieve full satisfaction from a product or products
Term
temporal discrepancy
Definition
situation that occurs when a product is produced but a customer is not ready to but it
Term
spatial discrepancy
Definition
difference b/w the location of a producer and the locatio of widely scattered markets
Term
intensive distibution
Definition
hving a product available in every outlet where targe cutomers might want to buy it
Term
public relations
Definition
evaluates public attitudes, identifies issues that may elicit public concern, and executes programs to gain public understanding an acceptance
Term
convenice store
Definition
mini supermarket carrying onle limited line if hig-turnover convenience goos
Term
drug store
Definition
retail store that stocks pharmacy-related producs and services as its main draw
Term
discount store
Definition
competes on a basis of low prices,high turnover, and hgh volume
Term
speciality discount store
Definition
offers a nearly complete selection of single-line merchandise and uses self-service, discunted prices, high volume, and high turnover
Term
supercenter
Definition
combines food and general merchandise goods with a wide rang of services
Term
franchiser
Definition
originaor of a trade name that grants operating rights to another party to sell its products
Term
franchisee
Definition
individual that is granted the rigt to sell another partys product
Term
push strategy
Definition
uses aggessive personal selling and trade advertising to convince a wholesaler or a retailer to carry and sell particular merchandise
Term
pull strategy
Definition
stimulates cnsumer demand to obtain product distribution
Term
crowdsourcing
Definition
usng consumers to develop and market products
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