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Retail Marketing - Test 1
COFC Kaplan
135
Marketing
Undergraduate 4
10/11/2015

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Term
Providing Assortments
Definition
offering an assortment enables customers to choose from a wide selection of products, brands, sizes, and prices at one location
Term
Breaking Bulk
Definition
to reduce transportation costs, manufacturers and wholesalers typically ship cases of product to retailers where they then offer the products in smaller quantities tailored to individual consumers' and households' consumption patterns
Term
Holding Inventory
Definition
retailers do this so consumers can keep a smaller inventory of products at home because they know local retailers will have the products available when they need more
Term
Providing Services
Definition
retailers do this to make it easier for customers to buy and use products
Term
Wholesalers
Definition
companies that buy and store merchandise in large quantities from manufacturers and then resell the merchandise (usually in smaller quantities) to retailers
Term
Vertical Integration
Definition
a firm performs more than one set of activities in the channel, as occurs when a retailer engages in wholesaling activities by operating its own distribution centers to supply its stores
Term
Backward Integration
Definition
arises when a retailer performs some wholesaling and manufacturing activities, such as operating warehouses or designing private-label merchandise
Term
Forward Integration
Definition
occurs when a manufacturer undertakes retailing and wholesaling activities, such as Apple operating its own retail stores
Term
Stages To Integrate CSR Into Their Strategy
Definition
1. Engage only in CSR activities required by law
2. Companies engage in CSR activities that provide a short-term financial benefit to the company
3. Companies operate responsibly because it's the "right thing" to do
4. Companies operate responsibly because they believe these activities must be done for the "well-being" of everyone
Term
Base/Bottom of the Pyramid (BoP)
Definition
consumers at the lowest end of the income distribution
Term
Retail Strategy
Definition
identifies (1) the target market, or markets, tower which the retailer will direct its efforts; (2) the nature of the merchandise and serves the retailer will offer to satisfy the needs of the target market; and (3) how the retailer will develop unique assets that enable it to achieve long-term advantage over its competitors
Term
Retail Mix
Definition
a set of decisions retailers make to satisfy customer needs and influence their purchase decisions
Term
North American Industry Classification System (NAICS)
Definition
a classification scheme to collect data on business activity in each country
Term
Variety/Breadth of Merchandise
Definition
the number of merchandise categories a retailer offers
Term
Assortment/Depth of Merchandise
Definition
the number of different items offered in a merchandise category
Term
Stock-Keeping Unit (SKU)
Definition
each different item of merchandise
Term
Conventional Supermarket
Definition
a large, self-service retail food store offering groceries, meat, and produce, as well as some nonfood items, such as health and beauty aids and general merchandise
Term
"Power Perimeter"
Definition
the areas around the outer walls of a supermarket and include the dairy, bakery, meat, florist, produce, deli, and coffee bar.
Term
Fair Trade
Definition
the practice of purchasing from factories that pay workers a living wage, considerably more than the prevailing minimum wage, and offer other benefits such as onsite medical treatment
Term
Locavore Movement
Definition
focuses on reducing the carbon footprint caused by the transportation of food throughout the world
Term
Hypermarkets
Definition
large (160,000 to 200,000 square feet), combination food (60-70%) and general merchandise (30-40%) stores
Term
Warehouse Clubs
Definition
retailers that offer a limited and irregular assortment of food and general merchandise with little service at low prices for ultimate consumers and small businesses
Term
Convenience Stores
Definition
stores that provide a limited variety and assortment of merchandise at a convenient location in 3,000-5,000 square foot stores with speedy checkout
Term
Department Stores
Definition
retailers that carry a broad variety and deep assortment, offer customer services, and organize their stores into distinct departments for displaying merchandise
Term
Soft Goods
Definition
nondurable or consumable goods which have a shorter lifespan
Term
Hard/Durable Goods
Definition
manufactured items that are expected to last several years
Term
Full-Line Discoutn Stores
Definition
retailers that offer a broad variety of merchandise, limited service, and low prices
Term
Category Specialists
Definition
big-box stores that offer a narrow but deep assortment of merchandise
Term
Category Killers
Definition
by offering a complete assortment in a category, category specialists can "kill" a category of merchandise for other retailers
Term
Specialty Stores
Definition
stores that concentrate on a limited number of complementary merchandise categories and provide a high level of service
Term
Thrift Store
Definition
a special type of resale store where merchandise is donated an proceeds go to charity
Term
Consignment Shop
Definition
a store that accepts used merchandise from people and pays them after it is sold
Term
Drugstores
Definition
specialty store that concentrate on health and beauty care (HBC) products
Term
Extreme-Value Retailers/Dollar Stores
Definition
small discount stores that offer a broad variety but shallow assortment of household goods, health and beauty care (HBC) products, and groceries
Term
Off-Price Retailers
Definition
a retailer that offers an inconsistent assortment of brand-name merchandise at a significant discount off the manufacturers' suggested retail price (MSRP)
Term
Closeouts
Definition
end-of-season merchandise that will not be used in following seasons
Term
Irregulars
Definition
merchandise with minor mistakes in construction
Term
Outlet Stores
Definition
off-price retailers owned by manufacturers or retailers
Term
Service Retailers
Definition
firms that primarily del services rather than merchandise, are a large and growing part of the retail industry
Term
Retail Chain
Definition
a company that operates multiple retail units under common ownership and usually has centralized decision making for defining and implementing its strategy
Term
Franchising
Definition
a contractual agreement in which the franchisor (the company) sells the rights to use its business trademark, service mark, or trade name, or another commercial symbol of the company, to the franchisee for a one-time franchise fee and an ongoing royally fee, typically expressed as a percentage of gross monthly sales
Term
Retail Channel
Definition
the way a retailer sells and delivers merchandise and services to its customers
Term
Multichannel Retailing
Definition
using more than one channel to sell and deliver merchandise and services to consumers
Term
Omniretailing
Definition
used when discussing multichannel retailing; it refers to a coordinated multichannel retail offering that provides a seamless customer experience when using all of the retailer's shopping channels
Term
Internet Retailing
Definition
the fastest growing channel involving retailers interacting with consumers via the Internet, whether they use a traditional computer or a laptop, a variety of sizes of tablets or a smartphone
Term
Mobile Retailing
Definition
involves accessing the Internet using a smartphone
Term
Catalog Channel
Definition
a non store retail channel in which the retail offering is communicated to customers through a catalog mailed to customers
Term
Direct-Response TV (DRTV) Channel
Definition
a retail channel in which customers watch a TV ad that demonstrates merchandise and then place orders for that merchandise
Term
Infomercial
Definition
a long form of DRTV advertisement typically 30 t0 60 minutes long, that mixes entertainment with product demonstrations,
Term
Television Home Shopping
Definition
a retail channel in which customers watch a TV network with programs that demonstrate merchandise and then place orders for that merchandise, usually by telephone or via the Internet
Term
Direct Selling
Definition
a retail channel in which salespeople interact with customers face-to-face in a convenient location
Term
Multilevel System
Definition
independent businesspeople serve as master distributors, recruiting other people to become distributors in their network
Term
Pyramid Scheme
Definition
develops when the firm and its program are designed to sell merchandise and services to other distributors, rather than to end-users
Term
Automated Retailing
Definition
a retail channel in which merchandise or services are stored in a machine and dispensed to customers when they deposit cash or use a credit card
Term
Vending Machines
Definition
automated retailing machines placed at convenient, high-traffic locations
Term
Store Benefits
Definition
1. Touching and Feeling Products
2. Personal Service
3. Risk Reduction
4. Immediate Gratification
5. Entertainment and Social Experience
6. Browsing
7. Cash Payment
Term
Benefits of Internet Channels
Definition
1. Deeper and Broader Selection
2. More Information for Evaluating Merchandise
3. Personalization
4. Expand Market Presence
5. Provide Information to Improve Shopping Experience Across Channels
Term
Channel Migration
Definition
when customers gather information from one channel, then buy from a channel hosted by a competitor
Term
Showrooming
Definition
when a consumer goes into a store to learn about different brands and products and then searches the Internet for the same product sold at a lower price
Term
Three Approaches to Reduce Showrooming
Definition
1. Providing better customer service
2. Offering uniquely relevant information based on proprietary data the retailer has collected about the customers
3. Promoting private-label merchandise that can be purchased only from the retailer
Term
Buying Process
Definition
the steps consumers go through when buying a product or service
Term
Unsatisfied Need
Definition
when customers' desired level of satisfaction differs from their present level of satisfaction
Term
Utilitarian Need
Definition
needs that accomplish a specific task
Term
Hedonic Needs
Definition
needs for entertaining, emotional, and recreational experiences
Term
Cross-Shopping
Definition
the pattern of buying both premium and low-priced merchandise or patronizing both expensive, status-oriented retailers and price-oriented retailers
Term
Internal Sources
Definition
information in a customer's memory, such as names, images, and past experiences with different stores
Term
External Sources
Definition
consist of information provided by a host of sources
Term
Conversion Rate
Definition
the percentage of customers who enter a store or access a website and then buy a product from that same store or website
Term
Limited Problem Solving
Definition
a purchase decision process involving a moderate amount of effort and time -- usually happens when customers have prior experience with the product or service and their risk is moderate
Term
Habitual Decision Making
Definition
a purchase decision process involving little or no conscious effort
Term
Brand Loyalty
Definition
customers like and consistently buy a specific brand in a product category
Term
Retailer Loyalty
Definition
customers like and habitually visit the same retailer to purchase a type of merchandise
Term
Reference Group
Definition
includes one or more people whom a person uses as a basis of comparison for beliefs, feelings and behaviors
Term
Culture
Definition
the meaning, beliefs, morals, and values shared by most members of a society
Term
Retail Market Segment
Definition
a group of customers who are attracted to the same retail mix because they have similar needs
Term
Actionable
Definition
the retailer should know what to do to satisfy the needs for the consumers in the segment
Term
Identifiable
Definition
the retailer is able to determine which customers are in the market segment
Term
Substantial
Definition
whether the market can generate sufficient profits to support the retailing mix activities based on market size and buying power
Term
Reachable
Definition
the retailer can target promotions and other elements of the retail mix to consumers in the segment
Term
Geographic Segmentation
Definition
groups customers according to where they live
Term
Demographic Segmentation
Definition
groups consumers on the basis of easily measured, objective characteristics such as age, gender, income, and education. The most common means of defining segments, because consumers in these segments can be easily identifies, their size can be determines, and the degree to which they can be reached by and are responsive to media can be easily accessed
Term
Geodemographic Segmentation
Definition
uses both geographic and demographic characteristics to classify consumers -- based on the principle that "birds of a feather flock together"
Term
Lifestyle/Psychographics
Definition
refers to how people live, how they spend their time and money, what activities they pursue, and their attitudes and opinions about the world in which they live
Term
Benefit Segmentation
Definition
group customers seeking similar benefits
Term
Composite Segmentation
Definition
uses multiple variables to identify customers in the target segment according to their benefits sought, lifestyles, and demographics
Term
Retail Strategy
Definition
a statement identifying (1) the retailer's target market, (2) the format and resources the retailer plans to use to satisfy the target market's needs, and (3) the bases on which the retailer plans to build a sustainable competitive advantage
Term
Target Market
Definition
the market segment(s) toward which the retailer plans to focus its resources and retail mix
Term
Retail Format
Definition
the nature of the retailer's operations--its retail mix--that it will use to satisfy the needs of its target market
Term
Sustainable Competitive Advantage
Definition
an advantage the retailer has over its competition that is not easily copied by competitors and thus can be maintained over a long period of time
Term
Customer Loyalty
Definition
customers are committed to buying merchandise and services from a particular retailer
Term
Positioning
Definition
the design and implementation of a retail mix to create an image of the retailer in the customer's mind relative to its competitors
Term
Perceptual Map
Definition
used to represent the customer's image and preferences for retailers
Term
Private-Label/Store/Own Brands
Definition
products developed and marketed by a retailer and available only from that retailer
Term
Customer Relationship Management (CRM) /
Loyalty / Frequent Shopper Programs
Definition
activities that focus on identifying and building loyalty with a retailer's most valued customers
Term
Retail Community
Definition
a group of consumers who have a shared involvement with a retailer
Term
Human Resource Management
Definition
research has found that highly successful retail chains invest heavily in store employees, but still have low prices, solid financial performance, and better customer service than their competitors

under-investing in employees makes their operations more inefficient and, therefore, much less profitable
Term
Two Reasons Location is so Important
Definition
1. It is the most important factor in determining which store a consumer patronizes
2. It is a sustainable competitive advantage because it is not easily duplicated
Term
Market Penetration Growth Opportunity
Definition
a growth opportunity directed toward existing customers using the retailer's present retailing format
Term
Market Expansion Growth Opportunity
Definition
involves using the retailer's existing retail format in new market segments
Term
Retail Format Development Growth Opportunity
Definition
an opportunity in which a retailer develops a new retail format with a different retail mix for the same target market
Term
Diversification Growth Opportunity
Definition
an opportunity in which a retailer introduces a new retail formate directed toward a market segment that's not currently served by the retailer
Term
Vertical Integration
Definition
diversification by retailers into wholesaling or manufacturing
Term
Unorganized Retailing
Definition
the small independent retailers
Term
Direct Investment
Definition
when a retail firm invests in and owns a retail operation in a foreign country -- highest level of investment and exposes the retailer to the greatest risks but has greatest potential returns
Term
Joint Venture
Definition
when the entering retailer pools its resources with a local retailer to form a new company in which ownership, control, and profits are shared
Term
Strategic Alliance
Definition
a collaborative relationship between independent firms
Term
Franchising
Definition
the retailer has limited control over the retail operations -- lowest risk and lowest potential return
Term
Strategic Retail Planning Process
Definition
the set of steps a retailer goes through to develop a strategy and plan

describes how retailers sect target market segments, determine the appropriate retail format, and build sustainable competitive advantaes
Term
Unplanned Locations
Definition
firms that do not have centralized management that determines what stores will be in a development, where the specific stores will be located, and how they will be operated
Term
Planned Locations
Definition
where the shopping center developer and/or manager makes and enforces policies that govern store operations, such as the hours that a store must be opened.
Term
Gross Leasable Area (GLA)
Definition
the real estate industry's term for the toto floor area designed for the retailer's occupancy and exclusive use, including any basements, mezzanines, or upper floors
Term
Trade Area
Definition
the geographic area that encompasses most of the customers who would patronize a specific retail site
Term
Freestanding Sites
Definition
retail locations for an individual, isolated store unconnected to other stores; however, they might be near other freestanding stores or a shopping center
Term
Central Business District (CBD)
Definition
the traditional downtown financial and business area in a city or town
Term
Inner City
Definition
a low-income residential area within a large city
Term
Urban Decay
Definition
the process of a previously functioning city, or part of a city, falling into disrepair
Term
Gentrification
Definition
the renewal and rebuilding of offices, housing, and retailers in deteriorating areas
Term
Main Street
Definition
refers to the traditional downtown shopping area in smaller towns and secondary shopping areas in large cities and their suburbs
Term
Shopping Center
Definition
a group of retile and other commercial establishments that are planned, developed, owned, and managed as a single property
Term
Convenience, Neighborhood, and Community Shopping Centers
Definition
attached rows of open-air stores, with onsite parking usually located in front of the stores
Term
Convenience, Neighborhood, and Community Shopping Centers
Definition
attached rows of open-air stores, with onsite parking usually located in front of the stores
Term
Power Centers
Definition
shopping centers that consist primarily of collections of big-box retail stores
Term
Shopping Malls
Definition
enclosed, climate-controlled, lighted shopping centers with retail stores on one or both sides of an enclosed walkway
Term
Regional Malls
Definition
shopping malls with less than 800,000 square feet
Term
Super-Regional Malls
Definition
shopping malls that are more than 800,000 square feet

are similar to regional centers but have more anchors, specialty stores, and recreational opportunities
Term
Lifestyle Centers
Definition
shopping centers that have an open-air configuration of specialty stores, entertainment, and restaurants, with design ambience and amenities
Term
Mixed-Use Developments (MXDs)
Definition
developments that combine several different uses into one complex including retail, office, residential, hotel, recreation, or other functions
Term
Outlet Centers
Definition
shopping centers that contain mostly manufacturers' and retailers' outlet stores
Term
Theme/Festival Centers
Definition
a center with a unifying theme reflected in each store, both in architecture and the merchandise
Term
Omnicenters
Definition
new shopping center developments communing enclosed malls, lifestyle centers, and power centers
Term
Cross-Shop
Definition
a pattern of buying both premium and low-priced merchandise
Term
Comparison Shopping
Definition
when a consumer has a general idea about the type of product or service they want, but do not have a well-developed preference for a brand or model
Term
Specialty Shopping
Definition
when consumers know what they want and will not accept a substitute
Term
Zoning
Definition
US government uses this to regulate land uses in specific areas to prevent any interference with existing uses by residents or businesses, as well as encourage the preservation of a community's sense of identity
Term
Building Codes
Definition
legal restrictions that specify the type of building, signs, size and type of parking lot, and so forth, that can be used at a particular location
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