Chapter 16 Marketing

Front 1

big box retailers

Back 1

Discount stores that offer a narrow but deep assortment of merchandise; see category killer.

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category killers

Back 2

A specialist that offers an extensive assortment in a particular category, so overwhelming the category that other retailers have difficulty competing.

Front 3

category specialist

Back 3

A retailer that offers a narrow variety but a deep assortment of merchandise

Front 4

cooperative (co-op) advertising

Back 4

An agreement between a manufacturer and retailer in which the manufacturer agrees to defray some advertising costs.

Front 5

convenience stores

Back 5

Type of retailer that provides a limited number of items at a convenient location in a small store with speedy checkout.

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conventional supermarket

Back 6

Type of retailer that offers groceries, meat, and produce with limited sales of nonfood items, such as health and beauty aids and general merchandise, in a self-service format.

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department stores

Back 7

A retailer that carries many different types of merchandise (broad variety) and lots of items within each type (deep assortment); offers some customer services; and is organized into separate departments to display its merchandise.

Front 8

distribution intensity

Back 8

The number of supply chain members to use at each level of the supply chain.

Front 9

drugstores

Back 9

A specialty store that concentrates on health and personal grooming merchandise, though pharmaceuticals may represent more than 60 percent of its sales.

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exclusive co-brand

Back 10

Developed by national brand vendor and retailer and sold only by that retailer.

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exclusive distribution

Back 11

Strategy in which only selected retailers can sell a manufacturer's brand.

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full-line discount stores

Back 12

retailers that offer low prices, limited service, and a broad variety of merchandise.

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intensive distribution

Back 13

A strategy designed to get products into as many outlets as possible.

Front 14

limited assortment supermarkets

Back 14

Retailers that offer only one or two brands or sizes of most products (usually including a store brand) and attempt to achieve great efficiency to lower costs and prices.

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mobile commerce (M-commerce)

Back 15

Communicating with or selling to consumers through wireless handheld devices such as cellular phones.

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multichannel strategy

Back 16

Selling in more than one channel (e.g., stores, Internet, catalog).

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off-price retailers

Back 17

A type of retailer that offers an inconsistent assortment of merchandise at relatively low prices.

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online chats

Back 18

Instant messaging or voice conversation with an online sales representative.

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retailing

Back 19

The set of business activities that add value to products and services sold to consumers for their personal or family use; includes products bought at stores, through catalogs, and over the Internet, as well as services like fast-food restaurants, airlines, and hotels.

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selective distribution

Back 20

Lies between the intensive and exclusive distribution strategies; uses a few selected customers in a territory.

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Term: service retailers

Back 21

Def: A firm that primarily sells services rather than merchandise.

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share of wallet

Back 22

The percentage of the customer's purchases made from a particular retailer.

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Term: stock keeping units (SKUs)

Back 23

Individual items within each product category; the smallest unit available for inventory control.

Front 24

supercenters

Back 24

Large stores combining full-line discount stores with supermarkets in one place.

Front 25

warehouse clubs

Back 25

Large retailers with an irregular assortment, low service levels, and low prices that often require membership for shoppers.