| Term | Definition |
|---|
| sale | price reductions may be real or may be based on inflated "original" prices |
| spiff | a bonus paid to a sales person for selling a specific merchandise |
| mark up | the difference between what the store pays for an item and what the customer pays |
| clearance sale | discounts tend to be higher than for other sales- often up to 50% |
| anchor | major department stores found at opposite ends of the mall |
| rebates | money received back from the manufacturer after purchase of an item |
| loss leader | a very low price on one or more carefully selected items designed to lead shoppers into the store |
| puffery | flattering, often exaggerated, praise and publicity used for advertising; not considered deceptive because consumers are not expected to take it seriously |
| "jump on the band wagon" | buy a product because everyone else is buying it |
| buzz words | words that stop the eye: "new, real, homemade" |
| techniques of involvement | ways to "hook" you to the ad with strong colors or visual images |
| fear | a powerful persuasive force and is often used for personal care products |
| emotional needs | ads showing that using a product can make you feel part of a community, loved, successful, admired, confident or a member or the "in" group |
| association | advertisers hire celebrities and/or famous athletes in the hopes that their fame with "rub off" on the product |
| positioning & market | placing a product for a certain group of the population |
| JCPenney or Sears | examples of anchor stores at North Hanover Mall |
| Infomercial | a televised COMMERCIAL program describing products or services (NOT a news report) |
| The purpose of advertising | to persuade customers to buy a product (NOT to deceive customers) |
Combine with other sets
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