Term
| full-service merchant wholesalers |
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Definition
| Perform a full range of distribution tasks. They provide trade credit, store and deliver products, offer merchandising and promotion assistance, have a a personal sales force, offer research and planning support, pass along information to suppliers and customers, and give installation and repair services. |
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Term
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Definition
| Full-service merchant wholesalers that furnish the racks or shelves on which products are displayed. They own the products on the racks, selling them on a consignment basis. |
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Term
| drop shippers (desk jobbers) |
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Definition
| Limited-service merchant wholesalers that buy gods from manufacturers or suppliers and arrange for their shipment to retailers or industrial users. They have legal ownership, but do not take physical possession of products and have no storage facilities. |
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Term
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Definition
| A retail store that is usually well situated and food-oriented, with long hours and a limited number of items, Consumers shop there for fill-in merchandise, often at off-hours. |
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Term
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Definition
| A section of a retail store rented to an outside party. The lessee operates a department-under the store's rules-and pays a percentage of sales as rent. |
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Definition
| An especially large specialty store that features an enormous selection in its product category and relatively low prices. |
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Definition
| A retail location that consists of centrally owned or managed facilities. It is planned and operated as an entity, ringed by parking, and based on balanced tenancy. The three types of planned center are regional, community, and neighborhood. |
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Term
| integrated marketing communications (IMC) |
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Definition
| Recognizes the value of a comprehensive plan that evaluates the strategic roles of a variety of communication disciplines-advertising, public relations, personal selling, and sales promotion-and combines them to provide clarity, consistency, and maximum communication impact. |
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Term
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Definition
| The time it takes for a message to lose its effectiveness. |
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Term
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Definition
| Highly controversial kind of promotion because it does no enable the audience to consciously decode a message. |
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Term
| objective-and-task method |
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Definition
| A promotional budget method in which a firm sets promotion goals, determines the activities needed to satisfy them, and then establishes the proper budget. |
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Term
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Definition
| Refers to the number of viewers, readers, or listeners in a medium;s audience. For TV and radio, it is the total number of people who watch or listen to an ad. For print media, it has two aspects: circulation and passalong rate. |
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Definition
| The part of a medium's audience not in a firm's target market. |
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Definition
| Involves the number of ads found in a single program, issue, and so forth, of a medium. |
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Term
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Definition
| A type of salesperson who processes routine orders and reorder. The order taker typically handles goods and services that are pre-sold. |
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Term
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Definition
| A type of salesperson who generates customer leads, provides information, persuades customers, and closes sales. |
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Term
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Definition
| The stage in the selling process that generates a list of customer leads. It is common with outside selling, an can be blind or lead in orientation. |
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Term
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Definition
| The stage in the selling process that involves getting a person to agree to a purchase. The salesperson must be sure no major questions remain before trying to close a sale. |
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Definition
| A pricing strategy in which sellers downplay price as a factor in consumer demand by creating a distinctive good or service via promotion, packaging, delivery, customer service, availability, and other marketing factors. |
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Term
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Definition
| Prohibits manufacturers and wholesalers from price discrimination in dealing with different channel-member purchasers of products with "like quality" if the effect of such discrimination is to injure competition. |
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Definition
| An illegal practice in which large firms cut prices on products to below their cost in selected geographic areas so as to eliminate small, local competitors. |
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Term
| bait-and-switch advertising |
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Definition
| An illegal practice whereby customers are lured to a seller that advertises items at very low prices and then told the items are out of stock or of poor quality. There is no intent to sell advertised items. |
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Term
| market-controllers price enviroment |
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Definition
| Characterized by a high level of competition, similar goods, and services, and little control over prices by individual firms. |
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Definition
| Uses high prices to attract the market segment more concerned with product quality uniqueness or status than price. |
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Term
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Definition
| A form of cost-based pricing whereby a firm determines the lowest price at which it is worthwhile to increase the amount of goods or services it makes available for sale. |
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Term
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Definition
| The maximum amount customers will pay for a given good or service. |
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Term
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Definition
| Lets a firm charge the same price to all customers seeking to purchase a good or service under similar conditions. |
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Term
| price-quality association |
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Definition
| A concept stating that consumers may believe high prices represent high quality and low prices represent low quality. |
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