MAR3023 Ch 16
Category Management
A retail strategy of managing 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
Power Shopping Center
A type of shopping center that combines off-price stores with category killers
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
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 grants a dealer the right to sell products in exchange for some type of consideration
Wholesalers
An individual or organization that sells products that are bought for resale for making other products, or for general business operations
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
General Merchandise Wholesalers
Full-service wholesalers with a wide product mix but limited depth within product lines
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
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 wide product mixes and organized into separate departments to facilitate marketing 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 sales but never actually take possession of products
Sales Offices
Manufacturer-owned operations that provide services normally associated with agents
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
Community shopping centers
Shopping center with one or two department stores, some specialty stores, and convenience stores
Traditional Specialty Retailers
Stores that carries a narrow product mix with deep product lines
Hypermarkets
Stores that combine supermarket and discount store shopping in one location
Off-price retailers
Stores that purchase manufacturers' seconds, overruns, returns, and off-season merchandise for resale to consumers at deep discounts
Direct Selling
The marketing of products to ultimate consumers through face-to-face sales presentations at home or in the workplace
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
Direct Marketing
The use of the telephone, Internet, and non-personal media to introduce products to customers, who can then purchase them via mail, telephone, or the Internet.
Wholesaling
Transactions in which products are bought for resale, for making other products, or for general business operations
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
Specialty-line wholesalers
a full-service wholesaler that carries only a single product line or a few items within a product line
Cash-and-carry wholesalers
a limited-service wholesaler whose customers pay cash and furnish transportation
General Merchandise Retailer
a retail establishment that offers a variety of product lines that are stocked in considerable depth
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
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
Commission Merchants
agents that receive goods on consignment from local sellers and negotiate sales in large, central markets
Rack jobbers
full-service, specialty-line wholesalers that own and maintain display racks in stores
Manufacturers' Agents
independent intermediaries that represent two or more sellers and usually offers customers complete product lines
Truck wholesalers
limited-service wholesalers that transport products directly to customers for inspection and selection
Sales Branches
manufacturer-owned intermediaries that sell products and provide support services to the manufacturer's sales force
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
Discount Stores
self-service, general merchandise stores offering brand name and private brand products at low prices
Neighborhood shopping centers
shopping centers usually consisting of several small convenience and specialty stores.
Non-store retailing
the selling of products outside the confines of a retail facility
Automatic Vending
the use of machines to dispense products
