1.
Advergaming: Brand placement in video games
2.
Advertising: Nonpersonal communication an identified sponsor pays for that uses mass media to inform an audience
3.
Advertising Appeal: The central idea or theme of an advertising message
4.
Advertising Campaign: A coordinated, comprehensive plan that carries out promotion objectives and results in a series of advertisement placed in the media over a period of time
5.
Advertising Exposure: The degree to which the target market will see an advertising message placed in a specific vehicle
6.
Advocacy Advertising: A type of public service advertising an organization provides that seeks to influence public opinion on an issue because it has some stake in the outcome
7.
AIDA Model: The communication goals of attention, interest, desire, and action
8.
Aided Recall: A research technique that uses clues to prompt answers from people about ads they might have seen
9.
Aperture: The best place and time to reach a person in the target market group
10.
Approach: The first step of the actual sales presentation in which the salesperson tries to learn more about the customers needs, create a good impression and build a good rapport
11.
Atmospherics: The use of color, lighting, scents, and other design elements to create a desired store image
12.
Attitudinal Measures: A research technique that probes a consumers beliefs or feelings about a product before and after being exposed to messages about it
13.
Banners: Internet advertising in the form of rectangular graphics at the top or bottom of web pages
14.
Bottom-Up Budgeting Techniques: Allocation of the promotional budged based on identifying promotion goals and allocating enough money to accomplish them
15.
Branded Entertainment: A form of advertising in which marketers integrate products into entertainment venues
16.
Breaking Bulk: Dividing larger quantities of goods into smaller lots in order to meet the needs of buyers
17.
Business-to-Consumer (B2C) E-Commerce: Online exchanges between companies and individual consumers
18.
Buttons: Small banner type ads that can be placed anywhere on a web page
19.
Buzz: Word of mouth communication that consumers view as authentic
20.
Buzz Marketing: Using high-profile entertainment or news to get people to talk about your brand
21.
Case Allowance: A discount to the retailer or wholesaler based on the volume of product ordered
22.
Catalog: A collection of products offered for sale in a book form, usually consisting of product descriptions accompanied by photos of the ithem
23.
Central Business District (CBD): The traditional downtown business area found in a town or city
24.
Channel Leader: A firm at one level of distribution that takes a leadership role, establishing operating norms and processes based on its power relative to other channel members
25.
Channel Levels: The number of distinct categories of intermediaries that populate a channel of distribution
26.
Channel of Distribution: The series of firms or individuals that facilitates the movement of a product from the producer to the final consumer
27.
Channel of Intermediaries: Firms or individuals such as wholesalers, agents, brokers, or retailers who help move a product from the producer to the consumer or business user
28.
Close: The stage in the selling process in which the salesperson actually asks the customer to buy the product
29.
Co-Op Ads: A sales promotion where the manufacturer and the retailer share the cost
30.
Communication Model: The process whereby meaning is transferred from a source to a receiver
31.
Competitive-Parity Method: A promotion budgeting method in which an organization matches whatever competitors are spending
32.
Consumer-generated Media (CGM): The online consumer generated comments, opinions, and product related stories available to other consumers through digital technology
33.
Convenience Stores: Neighborhood retailers that carry a limited number of frequently purchased items and cater to consumers willing to pay a premium for the ease of buying close to home
34.
Conventional Marketing System: A multiple-level distribution channel in which channel members work independently of one another
35.
Corrective Advertising: Advertising that clarifies or qualifies previous deceptive advertising claims
36.
Cost Per Thousand (CPM): A measure used to compare the relative cost-effectiveness of different media vehicles that have different rates; cost to deliver message to 1,000 people or homes
37.
Creating Assortments: Providing a variety of products in one location to meet the needs of buyers
38.
Creative Selling Process: The process of seeking out potential customers, analyzing needs, determining how product attributes might provide benefits for the customer, and then communicating that information
39.
Creative Strategy: The process that turns a concept into an advertisement
40.
Database Marketing: The creation of an ongoing relationship with a set of customers with an identifiable interest in a good or service and who's responses are to promotional efforts become part of future communication attempts
41.
Decoding: The process by which a receiver assigns meaning to the message
42.
Department Stores: Retailers that sell a broad range of items and offer a good selection within each product line
43.
Direct Mail: A brochure or pamphlet that offers a specific good or service at one point in time
44.
Direct Marketing: Any direct communication to a consumer or business recipient designed to generate a response in the form of an order, a request for further information, and/or a visit to a store or other place of business for purchase of a product
45.
Direct Selling: An interactive sales process in which a salesperson presents a product to one person or a group, takes orders, and delivers the merchandise
46.
Direct-response Advertising: A direct marketing approach that allows the customer to respond to a message by immediately contacting the provider to ask immediate questions or order the product
47.
Disintermediation: The elimination of some lawyers of the channel of distribution in order to cut costs and improve the efficiency of the channel
48.
Encoding: The process is translating an idea into a form of communication that will convey meaning
49.
Enterprise Resource Planning (ERP) System: A software system that integrates information from across the entire company, including finance, order fulfillment, manufacturing, and transportation and then facilitates sharing of the data through the firm
50.
Exclusive Distribution: Selling a product only through a single outlet in a particular region
51.
Experiential Marketing: Marketing activities that attempt to give customers an opportunity to interact with brands, thus enabling them to make more intelligent and informed decisions
52.
Experiential Shoppers: Consumers who engage in online shopping because of the experiential benefits they receive
53.
Facilitating Functions: Functions of channel intermediaries that make the purchase process easier for customers and manufacturers
54.
Factory Outlet Store: A discount retailer, owned by a manufacturer, that sells off defective merchandise and excess inventory
55.
Feedback: Receivers reaction to the message
56.
Follow-up: Activities after the sale that provide important services to customers
57.
Frequency: The average number of time a person in the target group will be exposed to the message
58.
Frequency Program: Consumer sales promotion programs that offer a discount or free product for multiple purchases over time; also referred to as loyalty or continuity programs
59.
Full-Service Agency: An agency that provides most or all of the services needed to mount a campaign, including research, creation of ad copy and art, media selection, and production of the final message
60.
General Merchandise Discount Store: Retailers that offer a broad assortment of items at low prices with minimal service
61.
Gross Rating Points (GRPs): A measure used for comparing the effectiveness of different media vehicles: Average reach x frequency
62.
Guerrilla Marketing: Marketing in which the firm ambushes the consumer with promotion content in places they are not expecting to encounter this kind of activity
63.
Hierarchy of Effects: A series of steps prospective customers move through, from initial awareness to product brand loyalty
64.
Horizontal Marketing System: An arrangement within a channel of distribution in which two or more firms at the same channel level work together for a common purpose
65.
Hybrid Marketing System: A marketing system that uses a number of different channels and communication methods to serve a target market
66.
Hypermarkets: Retailers with the characteristics of both warehouse stores and supermarkets; larger than other stores and offer everything from groceries to electronics
67.
Impressions: The number of people who will be exposed to a message placed in one or more media vehicles
68.
Independent Intermediaries: Channel intermediaries that are not controlled by any manufacturer but instead do business with many different manufacturers and many different customers
69.
Infomercials: Half-hour of hour-long commercials that resemble a talk show but actually are sales pitches
70.
Insourcing: A practice in which a company contracts with a specialist firm to handle all or part of its supply chain operations
71.
Institutional Advertising: An advertising message that promotes the activities, personality, or point of view of an organization or company
72.
Integrated Marketing Communication (IMC): A strategic business process that marketers use to plan, develop, execute, and evaluate coordinated, measurable, persuasive brand communication programs over time to targeted audiences
73.
Intensive Distribution: Selling a product through all suitable wholesalers of retailers that are willing to stock and sell the product
74.
Inventory Control: Activities to ensure that goods are always available to meet customer's demands
75.
Just-in-Time (JIT): Inventory management and purchasing processes that manufacturers and resellers use to reduce inventory to very low levels and ensure that deliveries from suppliers arrive only when needed
76.
Knowledge Management: A comprehensive approach to collecting, organizing, storing, and retrieving a firm's information assets
77.
Limited Service Agency: An agency that provides one or more specialized services, such as media buying or creative development
78.
Lobbying: Talking with and providing information to government officials in order to influence their activities relating to an organization
79.
Logistics: The process of designing, managing, and improving the movement of products through the supply chain. Includes purchasing, manufacturing, storage and transport.
80.
Materials Handling: The moving of products into, within, and out of warehouses
81.
Media Planning: The process of developing media objectives, strategies, and tactics for use in an advertising campaign
82.
Media Schedule: The plan that specifies that exact media to use and when to use it
83.
Medium: A communication vehicle through which a message is transmitted to a target audience
84.
Merchandise Agents or Brokers: Channel intermediaries that provide services in exchange for commission but never take title to the product
85.
Merchandise Assortment: The range of products a store sells
86.
Merchandise Breath: The number of different product lines available
87.
Merchandise Depth: The variety of choices available for each specific product line
88.
Merchandise Mix: The total set of all products offered for sale by a retailer, including all product lines sold to all customer groups
89.
Merchandising Allowance: Reimburses the retailer for in-store support of the product
90.
Merchant Wholesalers: Intermediaries that buy goods from manufacturers and sell to retailers and other business-to-business customers
91.
Message: The communication in physical form that goes from a sender to a receiver
92.
Missionary Salesperson: A salesperson who promotes the firm and tries to stimulate demand for the product but does not actually compete a sale
93.
Multilevel Network: A system in which a master distributor recruits other people to become distributors, sells the company's product to the recruits, and receives and commission on all the merchandise sold by the recruits
94.
New-Business Salesperson: The person responsible for finding new customers and calling on them to present the company's products
95.
Noise: Anything that interferes with effective communication
96.
Objective-task Method: A promotional budgeting method in which an organization first defines the specific communication goals it hopes to achieve and then tries to calculate what kind of promotional efforts it will take to meet these goals
97.
Off-Price Retailers: Retailers that buy excess merchandise from well-known manufacturers and pass the savings onto the customers
98.
Order Getter: A salesperson who works to develop long-term relationships with particular customers or to get new sales
99.
Order Processing: The series of activities that occur between the time an order comes into the organization and the time a product goes out the door
100.
Order Taker: A sales person whose primary function is to facilitate transactions that the customer initiates
101.
Out-of-Home Media: A communication medium that reaches people in public places
102.
Party Plan Systems: A sales technique that relies heavily on people getting caught up in the group spirit, buying things they would not normally
103.
Percentage-of-Sales Method: A method for promotion budgeting that is based on a certain percentage of either last year's sales or on estimates for the present year's sales
104.
Permission Marketing: Email advertising in which online consumers have the opportunity to accept or refuse the unsolicited email
105.
Physical Distribution: The activities that move finished goods from manufacturers to the final customers, including order processing, warehousing, materials handling, transport and inventory control
106.
Place-Based Media: Advertising media that transmit messages in public places, such as doctor's offices and airports, where certain types of people congregate
107.
Point-of-Purchase (POP) Displays: In-store displays and signs
108.
Point-of-Sale Systems: Retail computer systems that collect data and are hooked directly into the companies inventory-control system
109.
Pop-up Retailing: A retail strategy in which a firm deliberately opens and then closes after a short period of time
110.
Posttesting: Research conducted on consumer's responses to actual advertising messages they have seen or heard
111.
Pre-approach: A part of the selling process that includes developing information about prospective customers and planning the sales interview
112.
Premiums: Items offered free to people who have purchased a product
113.
Press Release: Information that an organization distributes to the media intended to win publicity
114.
Pretesting: A research method which seeks to minimize mistakes by getting consumer reactions to ad messages before they appear in the media
115.
Product Advertising: An advertising message that focuses on a specific good or service
116.
Product/Brand Placement: Marketing communication activity in which companies have their products embedded in movies, TV shows, and other entertainment vehicles
117.
Promotion: Coordination of a marketer's communication efforts to influence attitudes or behavior
118.
Promotion Mix: The major elements of marketer-controlled communication, including advertising, sales promotion, public relations, personal selling, and direct marketing
119.
Prospecting: Part of the selling process that includes identifying and developing a list of potential or prospective customers
120.
Public Relations (PR): Communication function that seeks to build good relationships with an organization's publics, including consumers, stockholders, and legislators
121.
Public Relations Campaign: A coordinated effort to communicate with one or more of the forms publics
122.
Public Service Advertisements (PSAs): Advertising run by media without charge for not-for-profit organizations or to champion a particular cause
123.
Publicity: Unpaid communication about an organization that appears in the mass media
124.
Puffery: Claims made in advertising of product superiority that cannot be proven true or untrue
125.
Pull Strategy: The company tries to move its products through the channel by building desire for the products among consumers, thus convincing retailers to respond to this demand by stocking these items
126.
Push Money: A bonus paid by a manufacturer to a salesperson, customer, or distributor for selling its product
127.
Push Strategy: The company tries to move its products through the channel by convincing channel members to offer them
128.
Reach: The percentage of the target market that will be exposed to the media vehicle
129.
Rebates: Sales promotion that allow the customer to recover part or all of the products cost from the manufacturer
130.
Receiver: The organization or individual that intercepts and interprets the message
131.
Relationship Selling: A form of personal selling that involves securing , developing, and maintaining long-term relationships with profitable customers
132.
Retail Life Cycle: A theory that focuses on the various stages that retailers pass through from introduction to decline
133.
Retailing: The final stop in the distribution channel in which organizations sell goods and services to consumers for their personal use
134.
Sales Management: The process of planning, implementing, and controlling the personal selling function of an organization
135.
Sales Presentation: The part in the selling process in which the salesperson directly communicates the value proposition to the customer and invites two-way communication
136.
Sales Promotion: Programs designed to build interest in or encourage purchase of a product during a specific period
137.
Sales Territory: A set of customers, often defined by geographic boundaries, for whom a particular salesperson is responsible
138.
Selective Distribution: Distribution using fewer outlets than intensive distribution but more than exclusive
139.
Shopping Center: A group of commercial establishments owned and managed as a single property
140.
Shrinkage: Loses experienced by retailers due to shoplifting, employee theft, and damage to merchandise
141.
Slotting Allowance: A fee paid in exchange for agreeing to place a manufacturer's product on a retailer's valuable shelf space
142.
Source: An organization or individual that sends a message
143.
Specialty Stores: Retailers that carry only a few product lines but offer good selection withing the lines that they sell
144.
Sponsorship: PR activities through which companies provide financial support to help fund an event in return for publicized recognition of the companies contribution
145.
Store Image: The way the marketplace perceives a retailer relative to the competition
146.
Supermarkets: Food stores that carry a wide selection of edibles and related products
147.
Supply Chain: All the activities necessary to turn raw materials into a good or service and put it in the hands of the consumer or business customer
148.
Supply Chain Management: The management of flows among firms in the supply chain to maximize total profitability
149.
Take Title: To accept legal ownership of a product and assume the accompanying rights and responsibilities of ownership
150.
Team Selling: A sales function when handled by a team that may consist of a salesperson, a technical specialist, and others
151.
Technical Specialist: A sales support person with a high level of technical expertise who assists in product demonstrations
152.
Top-Down Budgeting Techniques: Allocation of the promotion budget based on management's determination of the total amount to be devoted to marketing communication
153.
Trade Promotion: Promotions that focus on members of the trade, which include distribution channel members, such as retail salespeople or wholesale distributor's, that a firm must work with in order to sell its product
154.
Traffic Flow: The direction in which shoppers will move through the store and which areas they will pass or avoid
155.
Transactional Selling: A form of personal selling selling that focuses on making an immediate sale with little or no attempt to develop a relationship with the customer
156.
Transportation: The mode by which products move
157.
Unaided Recall: A research technique conducted by phone survey or personal interview that asks whether a person remembers seeing an ad during a specific period without giving the person the name of the brand
158.
Unique Selling Proposition (USP): An advertising appeal that focuses on one clear reason why a particular product is superior
159.
Value chain: A series of activities involved in designing, producing, marketing, delivering, and supporting any product. Each link in the chain has the potential to either ass or remove value from the product the customer eventually buys.
160.
Vertical Marketing System (VMS): A channel of distribution in which there is formal cooperation among members at the manufacturing, wholesaling, and retailing levels
161.
Viral Marketing: creating entertaining or informative messages that are designed to be passed along in an exponential fashion, often electronically or by email
162.
Warehouse Clubs: Discount retailers that charge a modest membership fee to consumers who buy a broad assortment of food and nonfood items in bulk and in a warehouse environment
163.
Warehousing: Storing goods in anticipation of sale or transfer to another member of the channel of distribution
164.
Wheel-of-Retailing Hypothesis: Firms must change, becoming more upscale as they go through their life cycle
165.
Wholesaling Intermediaries: Firms that handle the flow of products from the manufacturer to the retailer or business user
166.
Word of Mouth (WOM): Consumers provide information about a product to other consumers
