Chapter 16: Retailing, Direct Marketing, and Wholesaling

Television Home Shopping

A form of selling in which products are presented to television viewers, who can buy them by calling a toll-free number and paying with a credit card

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, often substitutable products produced by different manufacturers

Convenience Stores

A small self-serivce store that is open long hours and carries a narrow assortment of products usually convenience items

Lifestyle Shopping Center

A type fo shopping center that is typically open air and features upscale specialty, dining, and entertainment stores

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 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

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 consumers from many miles away

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 Merchants

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

Franchising

An arrangement in which a supplier (franchiser) 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 general business purposes

Retailer

An organization that purchases products for the purpose of reselling them to ultimate consumers

Limited-Line Wholesalers

Full service wholesalers that carry only a few product lines but many products within those 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 limited 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, as 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 that segment

Manufacturer's Agents

Independent intermediaries that represent two or more sellers and usually offers 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 wide 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 non-food products

Warhouse 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 sales 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 manufacturer's sales force

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 few functions

Warehouse Showrooms

Retail facilities in large, low cost buildings with large on-premises inventories and minimal services

Online Retailing

Retailing that makes products available to buyers through computer connections

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 manufacturers' 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 deep product lines

Hypermarkets

Stores that combine supermarket and discount store shopping in one location

Telemarketing

The performance of marketing-related activities by phone

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

Automatic Vending

The use of machines to dispense products

Direct Marketing

The use of the telephone, interent, and nonpersonal media to introduce products to customers, who can then purchase them via email, telephone, or the internet

Wholesaling

Transactions in which products are bought for resale, for making other products, or for general business operations

Sales Offices

manufacturer-owned operations that provide services normally associated with agents