| Term | Definition |
|---|
| advertising | a paid nonpersonal message communicated to a select audience through a mass medium |
| advertising agency | an independent firm that plansproduces, and places advertising for its clients |
| agent | a middleman that expedites exchanges, represents a buyer or a seller, and often is hired permanently on a commission basis |
| automatic vending | the use of machines to dispense products |
| brand advertising | advertising that is used to sell a particular brand of product; same as selective-demand advertising |
| broker | a middleman that specializes in a particular commodity, represents either a buyer or a seller, and is likely to be hired on a temporary basis |
| buying allowance | a temporary price reduction to resellers for purchasing specified quantities of a product |
| captioned photograph | a picture accompanied by a brief explanation |
| carrier | a firm that offers transportation services |
| catalog marketing | marketing in which an organization provides a catalog from which customers make selections and place orders by mail or telephone |
| category killer | a very large specialty store that concentrates on a single product line and competes on the basis of low prices and product availability |
| chain retailer | a company that operates more than one retail outlet |
| channel of distribution | a sequence of marketing organizations that directs a product from the producer to the ultimate user; same as marketing channel |
| community shopping center | a planned shopping center that includes one or two department stores and some specialty stores, along with convenience stores |
| consumer sales promotion method | a sales promotion method designed to attract consumers to particular retail stores and to motivate them to purchase certain new or established products |
| convenience store | a small food store that sells a limited variety of products but remains open well beyond normal business hours |
| cooperative advertising | an arrangement whereby a manufacturer agrees to pay a certain amount of the retailer's media cost for advertising the manufacturer's product |
| coupon | reduces the retail price of a particular item by a stated amount at the time of purchase |
| creative selling | selling products to new customers and increasing sales to present customers |
| department store | a retail store that (1) employs 25 or more persons and (2) sells at least home furnishings, appliances, family apparel, and household linens and dry goods, each in a different part of the store |
| direct marketing | the use of computers, telephones, and nonpersonal media to show products to customers, who can then purchase them by mail, telephone, or online |
| direct selling | the marketing of products to ultimate consumers through face-to-face sales presentations at home or in the workplace |
| direct-response marketing | marketing that occurs when a retailer advertises a product and makes it available through mail or telephone orders |
| discount store | a self-service general merchandise outlet that sells products at lower-than-usual prices |
| exclusive distribution | the use of only a single retail outlet for a product in a large geographic area |
| feature article | a piece (of up to 3,000 words) prepared by an organization for inclusion in a particular publication |
| frequent-user incentive | a program developed to reward customers who engage in repeat (frequent) purchases |
| full-service wholesaler | a middleman that performs the entire range of wholesaler functions |
| functional middleman | a middleman that helps in the transfer of ownership of products, but does not take title to the products |
| general merchandise wholesaler | a middleman that deals in a wide variety of products |
| independent retailer | a firm that operation only one retail outlet |
| institutional advertising | advertising designed to enhance a firm's image or reputation |
| integrated marketing communications | coordination of promotion efforts for maximum informational and persuasive impact on customers |
| intensive distribution | the use of all available outlets for a product |
| inventory management | the process of managing inventories in such a way as to minimize inventory costs, including both holding costs and potential stock-out costs |
| lifestyle shopping center | an open air environment shopping center with upscale chain specialty stores |
| limited-line wholesaler | a middleman that stocks only a few product lines, but carries numerous product items within each line |
| limited-service wholesaler | a middleman that assumes responsibility for a few wholesale services only |
| marketing channel | a sequence of marketing organizations that directs a product from the producer to the ultimate user; same as channel of distribution |
| marketing intermediary | a marketing organization that links a producer and user within a marketing channel; same as middleman |
| materials handling | the actual physical handling of goods, in warehousing as well as during transportation |
| merchant middleman | a middleman that actually takes title to products by buying them |
| merchant wholesaler | a middleman that purchases goods in large quantities and then sells them to other wholesalers or retailers and to institutional, farm, government, professional, or industrial users |
| middleman | a marketing organization that links a producer and user within a marketing channel; same as marketing intermediary |
| missionary salesperson | a salesperson—generally employed by a manufacturer—who visits retailers to persuade them to buy the manufacturer's products |
| neighborhood shopping center | a planned shopping center consisting of several small convenience and specialty stores |
| news release | a typed page of about 300 words provided by an organization to the media as a form of publicity |
| nonstore retailing | a type of retailing whereby consumers purchase products without visiting a store |
| off-price retailer | a store that buys manufacturers' seconds, overruns, returns, and off-season merchandise for resale to consumers at deep discounts |
| online retailing | presenting and selling products through computer connections |
| order getter | a salesperson who is responsible for selling a firm's products to new customers and increasing sales to present customers |
| order processing | activities involved in receiving and filling customers' purchase orders |
| order taker | a salesperson who handles repeat sales in ways that maintain positive relationships with customers |
| personal selling | personal communication aimed at informing customers and persuading them to buy a firm's products |
| physical distribution | all those activities concerned with the efficient movement of products from the producer to the ultimate user |
| point-of-purchase display | promotional material placed within a retail store |
| premium | a gift that a producer offers the customer in return for buying its product |
| press conference | a meeting at which invited media personnel hear important news announcements and receive supplementary textual materials and photographs |
| primary-demand advertising | advertising whose purpose is to increase the demand for all brands of a product within a specific industry |
| promotion | communication about an organization and its products that is intended to inform, persuade, or remind target market members |
| promotion mix | the particular combination of promotion methods a firm uses to reach a target market |
| public relations | communication activities used to create and maintain favorable relations between an organization and various public groups, both internal and external |
| publicity | communication in news-story form about an organization, its products, or both |
| rebate | a return of part of the purchase price of a product |
| regional shopping center | a planned shopping center containing large department stores, numerous specialty stores, restaurants, movie theaters, and sometimes even hotels |
| retailer | a middleman that buys from producers or other middlemen and sells to consumers |
| sales promotion | the use of activities or materials as direct inducements to customers or salespersons |
| sales support personnel | employees who aid in selling but are more involved in locating prospects, educating customers, building goodwill for the firm, and providing follow-up service |
| sample | a free product given to customers to encourage trial |
| selective distribution | the use of only a portion of the available outlets for a product in each geographic area |
| selective-demand advertising | advertising that is used to sell a particular brand of product; same as brand advertising |
| specialty-line wholesaler | a middleman that carries a select group of products within a single line |
| supermarket | a large self-service store that sells primarily food and household products |
| superstore | a large retail store that carries not only food and nonfood products ordinarily found in supermarkets, but also additional product lines |
| supply-chain management | long-term partnership among channel members working together to create a distribution system that reduces inefficiencies, costs, and redundancies while creating a competitive advantage and satisfying customers |
| technical salesperson | a salesperson who assists a company's current customers in technical matters |
| telemarketing | the performance of marketing-related activities by telephone |
| television home shopping | selling in which products are displayed to television viewers, who can then order them by calling a toll-free number and paying by credit card |
| trade sales promotion method | a sales promotion method designed to encourage wholesalers and retailers to stock and actively promote a manufacturer's product |
| trade salesperson | a salesperson—generally employed by a food producer or processor—who assists customers in promoting products, especially in retail stores |
| trade show | an industry-wide exhibit at which many sellers display their products |
| traditional specialty store | a store that carries a narrow product mix with deep product lines |
| warehouse club | a large-scale members-only establishment that combines features of cash-and-carry wholesaling with discount retailing |
| warehouse showroom | a retail facility in a large, low-cost building with large on-premises inventories and minimal service |
| warehousing | the set of activities involved in receiving and storing goods and preparing them for reshipment |
| wholesaler | a middleman that sells products to other firms |
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