Chapter 15

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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.


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