Chapter 11 Marketing
Terms in this set (44)
All the activities involved in selling goods or services directly to final consumers for their personal, nonbusiness use.
A business whose sales come primarily from retailing
Using in-store promotions and advertising to extend brand equity to "the last mile" and encourage favorable point-of-purchase decisions
A retail store that carries a narrow product line with a deep assortment within that line. Examples REI, Radioshack
A retail store that carries a wide variety of product lines, each operated as a separate department managed by specialist buyers or merchandisers. Examples Macy's, Sears
A large, low cost, low margin, high-volume, self-service store that carries a wide variety of grocery and household products. Examples QFC, Safeway
A small store, located near a residential area, that is open long hours seven days a week and carries a limited line of high-turnover convenience goods. Examples 7-Eleven
A store much larger than a regular supermarket that offers a large assortment of routinely purchased food products, nonfood items, and services. Examples Walmart Superstore, Staples
A giant specialty store that carries a very deep assortment of a particular line
A retailer whose product line is actually a service: examples include hotels, airlines, banks, colleges, and many others
A retail operation that sells standard merchandise at lower prices by accepting lower margins and selling at higher volume. Examples Target, Walmart
A retailer that buys at less-than-regular wholesale prices and sells at less than retail. Examples Costco, Sam's Club
Independent off-price retailer
An off-price retailer that is either independently owned and run or is a division of a larger retail corporation
An off-price retailing operation that is owned and operated by a manufacturer and normally carries the manufacturer's surplus, discontinued, or irregular goods.
An off-price retailer that sells a limited selection of brand name grocery items, appliances, clothing, and other goods at deep discounts to members who pay annual membership fees.
Two or more outlets that are commonly owned and controlled
A contractual association between a manufacturer, wholesaler, or service organization (a franchisor) and independent businesspeople (franchises) who buy the right to own and operate one or more units in the franchise systems
A group of retail businesses built on a site that is planned, developed, owned, and managed as a unit
Regional Shopping Center
Has from 50-100 stores including two or more full-line department stores.
Community Shopping Center
Contains between 15 and 50 retail stores, normally contains branch department store, supermarket, specialty store, and sometimes a bank.
Neighborhood Shopping Center
Generally contain between 5 and 15 stores and are close and convenient for customers and contains service stores.
Huge unenclosed shopping centers consisting of a long strip of retail stores, including large, free standing anchors such as Walmart.
Smaller, open-air malls with upscale stores, convenient locations, and nonretail activities such as a playground.
The shopping practice of coming into a retail store showrooms to check out merchandise and prices but instead buying from an online-only rival, sometimes while in the store.
All the activities involved in selling goods and services to those buying for resale or business use.
A firm engaged primarily in wholesaling activities.
An independently owned wholesale business that takes title to the merchandise it handles
A wholesaler who does not take title to goods and whose function is to bring buyers and sellers together and assist in negotiation
A wholesaler who represents buyers or sellers on a relatively permanent basis, performs only a few functions, and does not take title goods.
Manufacturers' and retailers' branches and offices
Wholesaling by sellers or buyers themselves rather than through independent wholesalers.
Selling and Promoting
Wholesalers' sales forces help manufacturers reach many small customers at a low cost.
Buying and Assortment Building
Wholesalers can select items and build assortments needed by their customers, thereby saving much work
Wholesalers save their customers money by buying in carload lots and breaking bulk
Wholesalers hold inventories, thereby reducing the inventory costs and risks of suppliers and customers
Wholesalers can provide quicker delivery to buyers because they are closer to buyer than are producers
Wholesalers finance their customers by giving credit, and they finance their suppliers by ordering early and paying bills on time.
Wholesalers absorb risk
Wholesalers give information to suppliers and customers about competitors, new products, and price developments
Management services and advice
Wholesalers often help retailers train their salesclerks, improve store layouts and displays, and set up accounting and inventory control systems.
Serve customers who are willing to perform their own locate-compare-select process to save time or money. Is the basis of all discount operations and is typically used by retailers selling convenience goods (supermarkets).
Provide more sales assistance because they carry more shopping goods about which customers need information. Examples Sears, JCPenney.
High end specialty stores that assist customers in every phase of the shopping process. Examples Nordstrom, Tiffany.
Wholesaler sponsored group of independent retailers engaged in group buying and merchandising.
Example True Value
Group of independent retailers who jointly establish a central buying organization and conduct joint promotion efforts. Example ACE Hardware