Term
| advertising appropriation |
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Definition
| The advertising budget for a specific time period |
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Term
|
Definition
| Paid nonpersonal communication about an organization and its products transmitted to a target audience through mass media |
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Term
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Definition
| The creation and execution of a series of advertisements to communicate with a particular target audience |
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Term
|
Definition
| Basic issues or selling points to be included in an advertising campaign |
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Term
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Definition
| Advertising that promotes a company's position on a public issue |
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Term
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Definition
| A posttest that asks respondents to identify recent ads and provides clues to jog their memories |
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Term
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Definition
| Budgeting for an advertising campaign as specified by a high-level executive in the firm |
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Term
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Definition
| An advertisement's illustrations and layout |
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Term
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Definition
| A photograph with a brief description of its contents |
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Term
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Definition
| Advertising that compares two or more brands on the basis of one or more product characteristics |
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Term
| competition-matching approach |
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Definition
| Determining an advertising budget by trying to match competitors' advertising outlays |
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Term
|
Definition
| A panel of a product's existing or potential buyers who pretest ads |
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Term
|
Definition
| The verbal portion of advertisements |
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Term
| cost comparison indicator |
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Definition
| A means of comparing the costs of advertising vehicles in a specific medium in relation to the number of people reached |
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Term
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Definition
| A manuscript of up to 3,000 words prepared for a specific publication |
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Term
|
Definition
| Photos, drawings, graphs, charts, and tables used to spark audience interest in an advertisement |
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Term
| institutional advertising |
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Definition
| Advertising that promotes organizational images, ideas, and political issues |
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Term
|
Definition
| The physical arrangement of an advertisement's illustration and copy |
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Term
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Definition
| A plan that specifies the media vehicles to be used and the schedule for running advertisements |
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Term
| objective-and-task approach |
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Definition
| Budgeting for an advertising campaign by first determining its objectives and then calculating the cost of all the tasks needed to attain them |
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Term
| percent-of-sales approach |
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Definition
| Budgeting for an advertising campaign by multiplying the firm's past and expected sales by a standard percentage |
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Term
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Definition
| Advertising that tries to stimulate demand for a product category rather than a specific brand by informing potential buyers about the product |
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Term
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Definition
| Evaluation of advertising effectiveness after the campaign |
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Term
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Definition
| A meeting used to announce major news events |
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Term
|
Definition
| Evaluation of advertisements performed before a campaign begins |
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Term
|
Definition
| Advertising that promotes the uses, features, and benefits of products |
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Term
|
Definition
| Communication efforts used to create and maintain favorable relations between an organization and its stakeholders |
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Term
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Definition
| A news story type of communication about an organization and/or its products transmitted through a mass medium at no charge |
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Term
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Definition
| A posttest in which respondents are shown the actual ad and asked if they recognize it |
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Term
|
Definition
| Versions of a magazine that differ across geographic regions |
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Term
| reinforcement advertising |
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Definition
| Advertising that assures users they chose the right brand and tells them how to get the most satisfaction from it |
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Term
|
Definition
| Advertising used to remind consumers about an established brand's uses, characteristics, and benefits |
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Term
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Definition
| A blueprint combining copy and visual material to show the sequence of major scenes in a commercial |
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Term
|
Definition
| The group of people at whom advertisements are aimed |
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Term
|
Definition
| A posttest in which respondents are asked to identify ads they have recently seen but are given no recall clues |
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Term
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Definition
| The manner in which a salesperson contacts a potential customer |
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Term
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Definition
| A sum of money given to a reseller for each unit bought after an initial promotion deal is over |
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Term
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Definition
| A temporary price reduction to resellers for purchasing specified quantities of a product |
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Term
|
Definition
| A gift, often part of a display, given to a retailer that purchases a specified quantity of merchandise |
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Term
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Definition
| The stage in the personal selling process when the salesperson asks the prospect to buy the product |
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Term
| combination compensation plan |
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Definition
| Paying salespeople a fixed salary plus a commission based on sales volume |
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Term
|
Definition
| Sales promotion methods in which individuals compete for prizes based on their analytical or creative skills |
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Term
|
Definition
| Sales promotion method in which individuals compete for prizes based primarily on chance |
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Term
| consumer sales promotion methods |
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Definition
| Sales promotion techniques that encourage consumers to patronize specific stores or try particular products |
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Term
|
Definition
| A sales promotion in which entrants submit their names for inclusion in a drawing for prizes |
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Term
|
Definition
| An arrangement in which a manufacturer agrees to pay a certain amount of a retailer's media costs for advertising the manufacturer's products |
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Term
|
Definition
| A written price reduction used to encourage consumers to buy a specific product |
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Term
|
Definition
| An advertisement that promotes a product and identifies the names of participating retailers that sell the product |
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Term
|
Definition
| A gift, often part of a display, given to a retailer that purchases a specified quantity of merchandise |
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Term
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Definition
| A sales promotion method a manufacturer uses temporarily to encourage trial use and purchase of a product or to show how a product works |
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Term
|
Definition
| A manufacturer's reward given to resellers that purchase a stated quantity of products |
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Term
|
Definition
| A sample of a product given out to encourage trial and purchase |
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Term
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Definition
| A manufacturer's agreement to pay resellers certain amounts of money for providing special promotional efforts, such as setting up and maintaining a display |
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Term
|
Definition
| Support salespeople, usually employed by a manufacturer, who assist the producer's customers in selling to their own customers |
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Term
|
Definition
| A sales promotion technique offering consumers a specified amount of money when they mail in a proof of purchase, usually for multiple product purchases |
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Term
|
Definition
| A salesperson who sells to new customers and increases sales to current customers |
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Term
|
Definition
| A salesperson who primarily seeks repeat sales |
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Term
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Definition
| Paid personal communication that attempts to inform customers and persuade them to buy products in an exchange situation |
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Term
| point-of-purchase (P-O-P) materials |
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Definition
| Signs, window displays, display racks, and similar devices used to attract customers |
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Term
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Definition
| An item offered free or at a minimal cost as a bonus for purchasing a product |
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Term
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Definition
| Extra compensation to salespeople for pushing a line of goods |
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Term
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Definition
| Developing a list of potential customers |
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Term
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Definition
| A sales promotion technique in which a consumer receives a specified amount of money for making a single product purchase |
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Term
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Definition
| Developing a list of qualified applicants for sales positions |
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Term
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Definition
| The building of mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time |
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Term
|
Definition
| An activity and/or material intended to induce resellers or salespeople to sell a product or consumers to buy it |
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Term
|
Definition
| A manufacturer's reward to retailers based on the number of pieces scanned |
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Term
| straight commission compensation plan |
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Definition
| Paying salespeople according to the amount of their sales in a given time period |
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Term
| straight salary compensation plan |
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Definition
| Paying salespeople a specific amount per time period, regardless of selling effort |
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Term
|
Definition
| Sales staff members who facilitate selling but usually are not involved solely with making sales |
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Term
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Definition
| The use of a team of experts from all functional areas of a firm, led by a salesperson, to conduct the personal selling process |
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Term
|
Definition
| Support salespeople who give technical assistance to a firm's current customers |
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Term
| trade sales promotion methods |
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Definition
| Methods intended to persuade wholesalers and retailers to carry a producer's products and market them aggressively |
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Term
|
Definition
| Salespeople involved mainly in helping a producer's customers promote a product |
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Term
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Definition
| A concession in price to achieve a desired goal |
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Term
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Definition
| The fixed cost per unit produced |
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Term
|
Definition
| The sum of the average fixed cost and the average variable cost |
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Term
|
Definition
| The variable cost per unit produced |
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Term
|
Definition
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Term
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Definition
| Geographic pricing that combines factory price and freight charges from the base point nearest the buyer |
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Term
|
Definition
| The point at which the costs of producing a product equal the revenue made from selling the product |
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Term
|
Definition
| A price reduction given to buyers for prompt payment or cash payment |
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Term
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Definition
| A quantity discount aggregated over a stated period |
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Term
|
Definition
| A graph of the quantity of products expected to be sold at various prices if other factors remain constant |
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Term
|
Definition
| A comparison price provided by others |
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Term
|
Definition
| A price indicating the producer is absorbing shipping costs |
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Term
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Definition
| The price of merchandise at the factory, before shipment |
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Term
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Definition
| Costs that do not vary with changes in the number of units produced or sold |
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Term
| freight absorption pricing |
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Definition
| Absorption of all or part of actual freight costs by the seller |
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Term
|
Definition
| Reductions for transportation and other costs related to the physical distance between buyer and seller |
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Term
|
Definition
| A price developed in the buyer's mind through experience with the product |
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Term
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Definition
| The extra cost incurred by producing one more unit of a product |
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Term
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Definition
| A one-time price reduction based on the number of units purchased, the size of the order, or the product combination purchased |
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Term
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Definition
| Emphasizing factors other than price to distinguish a product from competing brands |
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Term
|
Definition
| Drawn to products that signify prominence and status |
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Term
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Definition
| The value exchanged for products in a marketing exchange |
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Term
|
Definition
| Emphasizing price as an issue and matching or beating competitors' prices |
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Term
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Definition
| Striving to pay low prices |
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Term
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Definition
| Employing price differentials that injure competition by giving one or more buyers a competitive advantage |
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Term
| price elasticity of demand |
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Definition
| A measure of the sensitivity of demand to changes in price |
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Term
|
Definition
| A deduction from list price for purchasing in large quantities |
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Term
|
Definition
| A price reduction given to buyers for purchasing goods or services out of season |
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Term
|
Definition
| The sum of average fixed and average variable costs times the quantity produced |
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Term
| trade (functional) discount |
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Definition
| A reduction off the list price a producer gives to an intermediary for performing certain functions |
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Term
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Definition
| Prices charged in sales between an organization's units |
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Term
| uniform geographic pricing |
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Definition
| Charging all customers the same price, regardless of geographic location |
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Term
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Definition
| Concerned about price and quality of a product |
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Term
|
Definition
| Costs that vary directly with changes in the number of units produced or sold |
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Term
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Definition
| Pricing based on transportation costs within major geographic zones |
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Term
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Definition
| The physical elements in a store's design that appeal to consumers' emotions and encourage buying |
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Term
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Definition
| The use of machines to dispense products |
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Term
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Definition
| 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 |
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Term
|
Definition
| A warehouse showroom in which consumers use catalogs to place orders for products, which are then filled directly in the warehouse area and picked up by buyers in the showroom |
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Term
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Definition
| A very large specialty store that concentrates on a major product category and competes on the basis of low prices and enormous product availability |
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Term
|
Definition
| Category management is a retail strategy of managing groups of similar, often substitutable products produced by different manufacturers. |
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Term
| community shopping center |
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Definition
| A shopping center with one or two department stores, some specialty stores, and convenience stores |
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Term
|
Definition
| A small self-service store that is open long hours and carries a narrow assortment of products, usually convenience items |
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Term
|
Definition
| A large retail organization characterized by a wide product mix and organized into separate departments to facilitate marketing efforts and internal management |
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Term
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Definition
| 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 |
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Term
|
Definition
| Marketing products to ultimate consumers through face-to-face sales presentations at home or in the workplace |
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Term
| direct-response marketing |
|
Definition
| A type of marketing in which a retailer advertises a product and makes it available through mail or telephone orders |
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Term
|
Definition
| A self-service, general-merchandise store offering brand name and private-brand products at low prices |
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Term
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Definition
| An arrangement in which a supplier (franchiser) grants a dealer (franchisee) the right to sell products in exchange for some type of consideration |
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Term
| general-merchandise retailer |
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Definition
| A retail establishment that offers a variety of product lines that are stocked in considerable depth |
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Term
|
Definition
| A store that combines supermarket and discount store shopping in one location |
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Term
| lifestyle shopping center |
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Definition
| A type of shopping center that is typically open-air and features upscale specialitty, dining, and entertainment stores. |
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Term
|
Definition
| The selling of products outside the confines of a retail facility |
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Term
|
Definition
| A store that buys manufacturers' seconds, overruns, returns, and off-season merchandise for resale to consumers at deep discounts |
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Term
|
Definition
| Retailing that makes products available to buyers through computer connections |
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Term
|
Definition
| A type of shopping center that features discount and factory outlet stores carrying manufacturer brands |
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Term
|
Definition
| A type of shopping center with large department stores, the wide product mix, and the deepproduct lines of all shopping centers |
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Term
|
Definition
| 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 |
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Term
|
Definition
| An organization that purchases products for the purpose of reselling them to ultimate consumers |
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Term
|
Definition
| All transactions in which the buyer intends to consume the product through personal, family, or household use |
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Term
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Definition
| The addition of unrelated products and product lines to an existing product mix, particularly fast-moving items that can be sold in volume |
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Term
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Definition
| A large, self-service store that carries a complete line of food products, along with some nonfood products |
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Term
| superregional shopping center |
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Definition
| A type of shopping center with the largest department stores, the widest product mix, and the deepest product lines of all shopping centers |
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Term
|
Definition
| A giant retail outlet that carries food and nonfood products found in supermarkets, as well as most routinely purchased consumer products |
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Term
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Definition
| The performance of marketing-related activities by telephone |
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Term
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Definition
| A form of selling in which products are presented to television viewers, who can buy them by calling a toll-free number and paying with a credit card |
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Term
| traditional specialty retailers |
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Definition
| A store that carries a narrow product mix with deep product lines |
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Term
|
Definition
| A large-scale, members-only establishment that combines features of cash-and-carry wholesaling with discount retailing |
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Term
|
Definition
| A retail facility in a large, low-cost building with large on-premise inventories and minimal services |
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Term
|
Definition
| A hypothesis holding that new retailers usually enter the market as low-status, low-margin, low-price operators but eventually evolve into high-cost, high-price merchants |
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Term
|
Definition
| All transactions in which the buyer intends to consume the product through personal, family or household use |
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Term
|
Definition
| An organization that purchases products for the purpose of reselling them to ultimate customers |
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Term
| General-Merchandise Retailer |
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Definition
| A retailed establishment that offers a variety of product lines that are stocked in considerable depth |
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Term
|
Definition
| A large retail organization characterized by a wide product mix and organized into separate departmetsn to facilitate marketing efforts and internal management |
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Term
|
Definition
| A small self-service store that is open long hours and carries a narrow assortment of products, usually convenience items |
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Term
|
Definition
| A large, self-service store that carries a compete line of food products, along with some nonfood products |
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Term
|
Definition
| A giant retail outlet that carries food and nonfood products found in supermarkets, as well as most routinely purchased consumer products |
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Term
|
Definition
| A store that combines supermarket and discount store shopping in one location |
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Term
|
Definition
| A large-scale members-only establishment that combines features of cash and carry wholesaling with discount retailing |
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Term
|
Definition
| A warehouse showroom in which consumers use catalogs to place orders for products, which are then filled directly in the warehouse area and picked up by buyers in the showroom |
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Term
|
Definition
| A retail facility in a large, low-cost building with large on-premise inventories and minimal services |
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Term
| Traditional specialty retailer |
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Definition
| A store that carries a narrow product mix with deep product lines |
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Term
|
Definition
| A store that buys manufactures' seconds, overruns, returns and off-season merchandise for resale to consumers at deep discounts |
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Term
|
Definition
| The use of the telephone, internet and non-personal media to introduce products to customers, who can then purchase them via mail, telephone or the internet |
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Term
|
Definition
| The selling of products outside the confines of a retail facility |
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|
Term
|
Definition
| 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 |
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|
Term
| Direct-response marketing |
|
Definition
| A type of marketing in which a retailer advertises a product and makes it available through mail or telephone orders |
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Term
|
Definition
| Transactions in which products are bought for resale, for making other products, or for general business operations. |
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Term
|
Definition
| An individual or organization that sells products that are bought for resale, for making other products, or for general bnusiness operations. |
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Term
|
Definition
| An independently owned business that takes title to goods, assumes ownership risks, and buys and resells products to other wholesalers, business customers, or retailers. |
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Term
|
Definition
| A merchant wholesaler that performs the widest range of wholesaling functions |
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Term
| General-merchandise wholesaler |
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Definition
| A full service wholesaler with a wide product mix but limited depth within product lines |
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Term
|
Definition
| A full service wholesaler that carries only a few product lines but many products within those lines |
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Term
| specialty line wholesaler |
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Definition
| A full service wholesaler that carries only a single product line or a few items within a product line. |
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Term
|
Definition
| A type of specialty line wholesaler that owns and maintains display racks in stores |
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Term
| limited service wholesaler |
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Definition
| A merchant wholesaler that provides some services and specializes in a few functions |
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Term
| cash and carry wholesaler |
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Definition
| A limited service wholesaler whose customers pay cash and furnish transportation |
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Term
|
Definition
| A limited service wholesaler that transports products directly to customers for inspection and selection |
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Term
|
Definition
| A limited service wholesaler that takes title to goods and negotiates sales but never actually takes possession of products |
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Term
|
Definition
| A wholesaler who uses catalogs instead of a sales force to sell products to retail and business buyers |
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Term
|
Definition
| An intermediary that represents either buyers or sellers on a permanent basis |
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Term
|
Definition
| An intermediary that brings buyers and sellers together temporarily |
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Term
|
Definition
| An independent intermediary that represents two or more sellers and ussually offers customers complete prodct lines |
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Term
|
Definition
| An intermediary that markets a whole product line or a manufactures entire output |
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Term
|
Definition
| An agent that receives goods on consignment from local sellers and negotiates sales in large, central markets |
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Term
|
Definition
| A manufacturer owned intermediary that sells products and provides support services to the manufactures sales force |
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Term
|
Definition
| A manufacturer owned operation that provides services normally associated with agents |
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Term
|
Definition
| Activities used to move products from producers to consumers and other end users |
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Term
|
Definition
| Contracting physical distribution tasks to third parties that do not have managerial authority within the marketing channel |
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Term
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Definition
| The time needed to complete a process. |
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Term
|
Definition
| The receipt and transmission of sales order information |
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Term
| Electronic data interchange(EDI) |
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Definition
| A computerized means of integrating order processing with production, inventory, accounting, and transportation |
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Term
|
Definition
| developing and maintaining adequate assortments of products to meet customers needs |
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Term
|
Definition
| An inventory management approach in which supplies arrive just when needed for production or resale |
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Term
|
Definition
| Physical handling of tangible goods, supplies, and resources. |
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Term
|
Definition
| The design and operation of facilities for storing and moving goods |
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Term
|
Definition
| A company operated facility for storing and shipping products |
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Term
|
Definition
| A business that leases storage space and related physical distribution facilities to other fims |
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Term
|
Definition
| A large, centralized warehouse that focuses on moving rather than storing goods |
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Term
|
Definition
| The movement of products from where they are made to where they are used |
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|
Term
| Intermodal Transportation |
|
Definition
| Two or more transportation modes used in combination |
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|
Term
|
Definition
| An organization that consolidates shipments from several firms into efficient lot sizes |
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|
Term
|
Definition
| A freight transportation firm that provides several modes of shipment |
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|
Term
|
Definition
| Paid non personal communication about an organization and its products transmitted to a target audience through mass media |
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|
Term
| institutional advertising |
|
Definition
| Advertising that promotes organizational images, ideas, and political issues |
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|
Term
|
Definition
| Advertising that promotes a company's position on a public issue |
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|
Term
|
Definition
| Advertising that promotes the uses, features, and benefits of products |
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|
Term
|
Definition
| Advertising that tries to stimulate demand for a product category rather than a specific brand by informing potential buyers about the product |
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|
Term
|
Definition
| Advertising that points out a brands special features, uses, and advantages relative to competing brands |
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|
Term
|
Definition
| Advertising that compares two or more brands on the basis of one or more product characteristics |
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|
Term
|
Definition
| Advertising used to remind consumers about an established brands uses, characteristics, and benefits |
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|
Term
| Reinforcement Advertising |
|
Definition
| Advertising that assures users they chose the right brand and tells them how to get the most stisfaction from it |
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Term
|
Definition
| The group of people at whom advertisements are aimed |
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