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