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Retailer

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-Any organization that purchases products for the purpose of reselling them to ultimate consumers -examples: walmart, macy's, nordstroms -Direct selling, direct marketing, and vending machines -transactions in which the buyer intends to consume the product through personal, family, or household use -provides the environment in which exchanges with ultimate consumers occur

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By locating in the same general vicinity as other car dealerships

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facilitate comparison shopping.

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general merchandise retailer offers

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general merchandise that is stocked in depth

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Supermarkets, discount stores, and hypermarkets can all be classified

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General merchandise retailer

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Compared with other types of retailers, department stores compete mainly on the basis of

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customer services

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Department store

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-store has areas for men's apparel, women's apparel, housewares, cosmetics, and jewelry and competes mostly on the basis of service -compete mainly on the basis of customer service

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Discount Store

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-type of retailer generally accepts lower margins than traditional retailers in exchange for higher sales volume -Self-service, general merchandise stores such as Kmart -Walmart and Target

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Connivence store

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-A small self-service store that is open long hours and carries a narrow product assortment in convenient locations -developed in 1927 to supply milk, eggs, and other products for customers replenishing their ice boxes

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Supermarkets

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-Large, self-service stores that carry a complete line of food products and some nonfood products -Kroger, safeway, publics

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Super Stores

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-can have up to 200,000 square feet -A large retailer selling food and most routinely purchased consumer products

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Primary distinction between superstores and hypermarkets:

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Hypermarkets are larger and have more types of products than superstores

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Warehouse Club

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large-scale, members-only, retailer that combines cash-and-carry wholesaling with discount retailing -Retailers that sell only to members and feature discount retailing combined with cash-and-carry wholesaling -concrete floor, white isles -Sams, Cosco

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warehouse showrooms

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Retail facilities located in big, low-cost buildings with large on-premise inventories and minimal services are called -Levitz Furniture locates in huge, low-cost buildings, maintains large, on-premises inventories, and offers minimum service

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Specialty Retailers

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-a narrow product mix with a deep product line -stores that offer a wide variety of shoes for men and women and children -off price retailers and category killers -more sales expertise and better selections -primary competitor: Department stores

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Traditional Specialty

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store that provides the best possible selection of sweaters -stores that carry a narrow product mix with deep product lines -limited line retailer: -single line retailer: if they carry unsual depth in one main product catagorie -the limited, radio shack, pet smart

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Off-price retailers

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-deep discounts, few customer services, and central checkouts -as T.J. Maxx, Burlington Coat Factory, and Marshalls buy manufacturers' seconds, overruns, returns, and off-season production runs at below wholesale prices -obtain too much in-season, high-quality merchandise, tension between them and department store builds -manufacturers outlet mall

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Category Killers

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-compete primarily on the basis of low prices and enormous product availability -Toys R Us, Petsmart, michaels, staples

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Consumer products are often purchased because of

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social influences

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Location

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-The kinds of products being sold and the availability of public transportation are both factors that influence a retailer's decision -least flexible -location determines the trading area from which the store must draw its customers

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Free-standing structure

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Greg chooses to have his hunting equipment stored in a location away from the main part of town so that he can have a large parking lot and an outdoor range for customers to test out his merchandise -shop has lots of parking and great visibility from Harper Avenue, and his nearest business neighbors are several hundred feet away.

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Traditional Business districts

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-building new civic structures, passing ordinances that encourage the restoration of historic buildings, and developing mixed-use structures that include retail, residential, and other uses -type of retail location that is commonly being preserved and revitalized in many cities

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Shopping centers include

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outlet, power, lifestyle, superregional, regional, neighborhood, and community. -150,000 people

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Neighborhood shopping center

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a type of shopping center usually consisting of several connivence and specialty stores

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community shopping center

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a type of shopping center with one or two department stores, some specialty stores, and convenience stores

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regional shopping center

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a type of shopping center with the largest department stores, widest product mixes, and deepest product lines of all shopping centers

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supperregional shopping center

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a type of shopping center with the widest and deepest product mix that attracts customers from many miles away

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lifestyle shopping center

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a type of shopping center that is typically open air and features upscale specialty, dining, and entertainment stores

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power shopping center

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a type of shopping center that combines off-price stores with category killers

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retail positioning

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identifying an unserved or undeserved market segment and serving it through a strategy that distinguishes the retailer from others in the minds of consumers in the segment -Identifying an unserved or underserved market segment and serving it through a strategy that is distinguished in the mind of the consumer

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Outlet shopping center

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shopping center that contains stores owned by manufacturers who make a special effort not to conflict with traditional retailers -have been successful because consumers are willing to drive significant distances to save money buying manufacturers' closeouts and irregulars.

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Atmospherics

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the physical elements in a stores design that appeal to consumers emotions and encourage buying

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Store image

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a functional and psychological picture in the customers mind of a retail store

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Category Management

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a retail strategy of managing groups similar often substitutable products produced by different manufacturers

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Direct marketing

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the us of the telephone, internet, and non-personal media to introduce products to customers, who can them purchase them via mail, telephone, or the internet

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nonstore retailing

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the selling of products outside the confines of a retail facility 3 Major Types: 1. direct marketing (mail, telephone, internet) 2. direct selling (purchase telephone or mail) 3. automatic vending

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catalog marketing

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a type of marketing which an organization provides a catalog from which customers make selections and place orders by mail, telephone, or the internet -began with Montgomery Ward in the late 1800s

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Direct response marketing

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a type of marketing in which a retailer advertises a product and makes it available through mail or telephone orders -When a retailer advertises a product and makes it available for purchase through telephone or mail orders -above 20 dollars MAIL FORM OR TELEPHONE!!!!!!!!!!!!!!

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Scrambled merchandising

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added more unrelated products to their product mix, such as lawn care supplies, food items, housewares, and small appliances

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Telemarketing

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the performance of marketing related activities conducted on the telephone

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television home shopping

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a form of selling which products are presented to television viewers who can by them by calling a toll free nu,number and paying with credit card -superior ability to demonstrate the product -jewelry is the most popular

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online retailing

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retailing that makes products more available to buyers through computer connections

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direct selling

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marketing products to ultimate consumers through face to face sales presentations at home or in the work place -disadvantage: some customers view this negatively, personal attention is lacking

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"Party plan"

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A consumer acts as a host and invites friends to view merchandise in a group setting, where a salesperson demonstrates the products.

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Automatic vending

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-eliminates the need for sales personnel -type of nonstore retailing -They purchase a disposable camera at an amusement park using their credit card, but never interact with a person

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Franchising

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An arrangement in which a supplier grants a dealer the right to sell products in exchange for some type of consideration is -supply labor and daily operations -higher success rate for franchisees -soft drink- A manufacturer licenses distributors to sell a given product to retailers -disadvantage: The franchisee gives up a certain amount of control when participating in a franchise agreement

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Wholesalers

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Organizations or individuals who buy products for resale to government, reseller, producer, and institutional users. -perform physical distribution of products from manufacturers to retailers -frequently help retailers with developing a marketing strategy, especially as it relates to the DISTRIBUTION of the marketing mix

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Wholesaling

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transactions in which products are bought for resale -Wholesaling activities must be performed during distribution of all goods, whether or not a wholesaling institution is involved

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Merchant wholesaler

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independently owned business that take title to goods assume ownership risk, and buy and resell products to other wholesalers, business customers, or retailers -full and limited service wholesalers

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full-service wholesalers

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merchant wholesalers that perform the widest range of wholesaling functions (financing -general merchandise -limited line -specialty line -for product availability, breaking larger quantities into smaller ones, technical advice and service, financial assistance, and suitable assortments

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Limited service wholesalers

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-cash and carry -truck -drop shipper -mail order

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General merch wholesaler

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full service wholesaler with a wide product mix but limited depth within product lines -narrow and deep

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Limited Line Wholesalers

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full service wholesaler that carry only a few product lines but many products within those lines

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Specialty Line Wholesaler

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full service wholesalers that carry only a single product line or a few items within a product line

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Rack Jobbers

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full services specialty lines that own and maintain display racks in stores

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Limited service wholesalers

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merchant wholesalers that provide some services and specialize in few functions cash and carry -truck -drop shipper -mail order

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cash and carry wholesalers

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limited service wholesalers whose customers pay cash and furnish transportation

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truck wholesalers

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limited... that transport products directly to customers for inspection and selection

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drop shipper

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limited..that take title to goods and negotiate sales but never actually take possession of the products

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Mail-order

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limited......that sell products through catalogs

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Agents

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intermediaries that present either buyer or sellers on a permanent basis -manufacturing agents -selling agents -commision mechants

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Brokers

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intermediaries that bring buyers and sellers together temporarily -food brokers -real estate broker -other brokers (securities insurance)

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manufactures agents

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independent intermediaries that represent two or more sellers and usually offer customers complete product lines

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Selling agents

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Intermediaries that market a whole product line or a manufacturers entire output

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commission merchants

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agents that receive goods on consignment from local sellers and negotiate sales in large central markers

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Sales Branches

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manufacture owned intermediaries that sell products and provide support services to the manufacture's sales force

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sales office

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manufacturer owned operations that provide services normally associated with agents

Chapter 16 retailing, direct marketing, wholesaling – Flashcards

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