Chapter 14- Retailing and direct marketing
television home shopping
A form of selling in which products are presented to televi- sion viewers, who can buy them by calling a toll-free number and paying with a credit card
general merchandise retailers
A retail establish- ment that offers a variety of product lines that are stocked in considerable depth
category management
A retail strategy of manag- ing groups of similar, often 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 retailer advertises a product and makes it available through mail or telephone orders
catalog marketing
A type of marketing in which an organization providesa catalog from which customers make selections and place orders by mail, telephone, or the Internet
community shopping center
A type of shop- ping center with one or two department stores, some specialty stores, and convenience stores
super regional shopping center
A type of shop- ping center with the wid- est and deepest product mixes that attracts custom- ers from many miles away
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 stores, dining, and entertainment
regional shopping center
A type of shopping center with the largest department stores, widest product mixes, and deep- est product lines of all shopping centers
category killer
A very large specialty store that concentrates on a major product category and competes on the basis of low prices and product availability
commission markets
Agents that receive goods on consignment from local sellers and negotiate sales in large, central markets
retailing
All transactions in which the buyer intends to consume the product through personal, family, or household use
franchasing
An arrange- ment in which a supplier (franchisor) grants a dealer (franchisee) the right to sell products in exchange for some type of consideration
wholesaler
An individual or organization that sells products that are bought for resale, for making other products, or for gen- eral business operations
retailer
An organization that purchases products for the purpose of reselling them to ultimate consumers
multichannel retailing
Employing multiple distribution channels that complement brick- and-mortar stores with websites, catalogs, and apps where consumers can research products, read other buyers' reviews, and make actual purchases
limited-line wholesalers
Full service wholesal-ers that carry only a few product lines but many products within those lines
speciality 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 limited depth within product lines
jack robbers
Full service, specialty-line wholesalers that own and maintain display racks in stores
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 that segment
manufactures agents
Independent intermediar- ies that represent two or more sellers and usually offer customers complete product lines
merchant wholesallers
Independently owned businesses that take title to goods, assume owner- ship risks, and buy and resell products to other wholesalers, business customers, or retailers
brokers
Intermediaries that bring buyers and sell- ers together temporarily
selling agents
Intermediaries that market a whole product line or a manufacturer's entire output
agents
Intermediaries that represent either buy- ers or sellers on a permanent basis
department stores
Large retail organizations charac- terized by a wide product mix and organized into separate departments to facilitate marketing efforts and internal management
drop shippers
Limited- service wholesalers that take title to goods and negotiate sales but never actually take possession of products
mail-order wholesalers
Limited-service whole- salers that sell products through catalogs
cash and carry wholesalers
Limited-service whole- salers whose customers pay cash and furnish transportation
truck wholesalers
Limited-service wholesalers that transport products directly to customers for inspection and selection
sales office
Manufacturer- owned operations that provide services normally associated with agents
sales branches
Manufacturer-owned intermediaries that sell products and provide support services to the manufacturer's sales force
automatic vending
Marketing products to ultimate consumers through face- to-face sales presentations at home or in the workplace
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 inven- tories and minimal services
extreme value stores
Retailers that are a fraction of the size of conventional discount stores and typi- cally offer very low prices on smaller size name- brand nonperishable household items
online retailing
Retailing that makes products avail- able to buyers through Internet connections
discount stores
Self- service, general-merchan- dise stores that offer brand-name and private-brand products at low prices
neighborhood shopping
Stores that buy manufacturers' seconds, overruns, returns, and off-season merchan- dise for resale to consum- ers at deep discounts
off-price retailers
Stores that buy manufacturers' seconds, overruns, returns, and off-season merchan- dise for resale to consum- ers at deep discounts
traditional specialty retailers
Stores that carry a narrow product mix with deep product lines
telemarketing
The performance of marketing- related activities by telephone
atmospherics
The physical elements in a store's design that appeal to consumers' emotions and encourage buying
non-store retailing
The selling of products outside the confines of a retail facility
direct marketing
The use of the telephone, Internet, and nonpersonal mediato introduce products to customers, who can then purchase them via mail, telephone, or the Internet
wholesaling
Transac- tions in which products are bought for resale, for making other products, or for general business operations
