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49 Cards in this Set

  • Front
  • Back
Retailing
All transactions in
which the buyer intends to
consume the product through
personal, family, or household use
Retailer
An organization that
purchases products for the
purpose of reselling them to
ultimate consumers
General-merchandise retailer
A retail establishment
that offers a variety of product
lines that are stocked in
considerable depth
Department stores
Large
retail organizations characterized
by a wide product mix and
organized into separate
departments to facilitate
marketing efforts and internal
management
Discount stores
Self-service,
general-merchandise stores that
offer brand name and private
brand products at low prices
Convenience store
A small
self-service store that is open
long hours and carries a narrow
assortment of products, usually
convenience items
Supermarkets
Large, self-
service stores that carry a
complete line of food products,
along with some nonfood
products
Superstores
Giant retail
outlets that carry food and
nonfood products found in
supermarkets, as well as most
routinely purchased consumer
products
hypermarkets
Stores that
combine supermarket and
discount store shopping in one
location
Warehouse clubs
Large-scale,
members-only establishments
that combine features of cash-
and-carry wholesaling with
discount retailing
Warehouse showrooms
Retail facilities in large, low-cost
buildings with large on-premises
inventories and minimal services
Traditional specialty retailers
Stores that carry
a narrow product mix with deep
product lines
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
Off-price retailers
Stores
that buy manufacturers’ seconds,
overruns, returns, and off-season
merchandise for resale to
consumers at deep discounts
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
Regional shopping centers
A type of shopping
center with the largest
department stores, widest
product mixes, and deepest
product lines of all shopping
centers
Superregional shopping centers
A type of shopping
center with the widest and
deepest product mixes that
attracts customers from many
miles away
Lifestyle shopping centers
A type of shopping center that
is typically open air and features
upscale specialty, dining, and
entertainment stores
power shopping center
A type of shopping center that
combines off-price stores with
category killers
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
Atmospherics
The physical
elements in a store’s design that
appeal to consumers’ emotions
and encourage buying
Category management
A retail strategy of managing
groups of similar, often
substitutable products produced
by different manufacturers
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
Nonstore retailing
The
selling of products outside the
confines of a retail facility
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
Direct response marketing
A type of
marketing in which a retailer
advertises a product and makes
it available through mail or
telephone orders
Direct selling
Marketing
products to ultimate consumers
through face-to-face sales
presentations at home or in the
workplace
Automatic vending
The use
of machines to dispense product
Wholesaling
Transactions
in which products are bought
for resale, for making other
products, or for general business
operations
Wholesaler
An individual or
organization that sells products
that are bought for resale, for
making other products, or for
general business operations
Merchant wholesaler
Independently owned businesses
that take title to goods, assume
ownership risks, and buy
and resell products to other
wholesalers, business customers,
or retailers
Full-service wholesaler
Merchant wholesalers that
perform the widest range of
wholesaling functions
general- merchandise wholesalers
Full-service
wholesalers with a wide product
mix but limited depth within
product lines
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
rack jobbers
Full-service,
specialty-line wholesalers that
own and maintain display racks
in stores
Limited service wholesalers
Merchant wholesalers that
provide some services and
specialize in a few functions
Cash & carry wholesaler
Limited-service wholesalers
whose customers pay cash and
furnish transportation
Truck wholesalers
Limited-
service wholesalers that
transport products directly to
customers for inspection and
selection
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 wholesalers that
sell products through catalogs
agents
Intermediaries that
represent either buyers or sellers
on a permanent basis
brokers
Intermediaries
that bring buyers and sellers
together temporarily
Manufacturers' agents
Independent intermediaries that
represent two or more sellers
and usually offers customers
complete product lines
Selling agent
Intermediaries
that market a whole product line
or a manufacturer’s entire output
Commission merchants
Agents that receive goods on
consignment from local sellers
and negotiate sales in large,
central markets
Sales branch
Manufacturer-
owned intermediaries that sell
products and provide support
services to the manufacturer’s
sales force
Sales offices
Manufacturer-
owned operations that provide
services normally associated
with agents