Chapter 15
general-merchandise retailer
A retail establishment that offers a variety of product lines that are stocked in considerable depth.
category management
A retail strategy of managing groups of similar, ofter substitutable products produced by different manufacturers.
convenience store
A small, self-service store that is open long hours and carries a narrow assortment of products, usually convenience items.
direct-response marketing
A type of marketing in which a retailers advertises a product and makes it available through mail or telephone orders.
catalog marketing
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.
power shopping center
A type of shopping center that combines off-price stores with category killers.
lifestyle shopping center
A type of shopping center that is typically open air and features upscale specialty, dining, and entertainment stores.
regional shopping center
A type of shopping center with the largest department stores, widest product mixes, and deepest product lines of all shopping centers.
superregional shopping center
A type of shopping center with the widest and deepest product mixes that attracts customers from many miles away.
category killer
A very large store that concentrates on a major product category and competes on the basis of low prices and product availability.
commission merchants
Agents that receive goods on consignment from local sellers and negotiate sales in large, central markets.
limited-line wholesalers
Full-service wholesalers that carry only a few product lines but many products within these lines.
specialty-line wholesalers
Full-service wholesalers that carry only a single product line or a few items within a product line.
general-merchandise wholesalers
Full-service wholesalers with a wide product mix but limits depth within product lines.
rack jobbers
Full-service, specialty-line wholesalers that own and maintain display racks in stores.
superstores
Giant retail outlets that carry food and nonfood products found in supermarkets are well as most routinely purchased consumer products.
retail positioning
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 the segment.
manufacturers' agents
Independent intermediaries that represent two or more sellers and usually offer customers complete product lines.
merchant wholesalers
Independently owned businesses that take title to goods, assume ownership risks, and buy and resell products to other wholesalers, business customers, or retailers.
brokers
Intermediaries that bring buyers and sellers together temporarily.
selling agents
Intermediaries that market a whole product line or a manufacturer's entire output.
agents
Intermediaries that represent either buyers or sellers on a permanent basis.
department stores
Large retail organizations characterized by a wise product mix and organized into separate departments to facilitate marketing efforts and internal management.
supermarkets
Large, self-service stores that carry a complete line of food products, along with some nonfood products.
warehouse clubs
Large-scale, members-only, establishments that combine features of cash-and-carry wholesaling with discount retailing.
mail-order wholesalers
Limited-service wholesalers that sell products through catalogs.
drop shippers
Limited-service wholesalers that take title to goods and negotiate sale, but never actually take possession of products.
truck wholesalers
Limited-service wholesalers that transport products directly to customers for inspection and selection.
cash-and-carry wholesalers
Limited-service wholesalers whose customers pay cash and furnish transportation.
sales branches
Manufacturer-owned intermediaries that sell products and provide support services to the manufacturers sales force.
sales offices
Manufacturer-owned operations that provide serves normally associated with agents.
direct selling
Marketing products to ultimate consumers through face-to-face sales presentations at home or in the workplace.
full-service wholesalers
Merchant wholesalers that perform the widest range of wholesaling functions.
limited-service wholesalers
Merchant wholesalers that provide some services and specialize in a few functions.
warehouse showrooms
Retail facilities in large, low-cost buildings with large on-premises inventories and minimal services.
discount stores
Self-service, general-merchandise stores that offer brand name and private brand products at low prices.
neighborhood shopping centers
Shopping centers usually consisting of several small convenience and specialty stores.
community shopping centers
Shopping centers with one or two department stores, some specialty stores, and convenience stores.
off-price retailers
Stores that buy manufacturer' seconds, overruns, returns, and off-season merchandise for resale to consumers at deep discounts.
traditional specialty retailers
Stores that carry a narrow product mix with a deep product lines.
hypermarkets
Stores that combine supermarket and discount store shopping in one location.
atmospherics
The physical elements in a store's design that appeal to consumers' emotions and encourage buying.
nonstore retailing
The selling of products outside the confines of a retail facility.
direct marketing
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.
