Chp 3

Front 1

The Multichannel Retailer (omniretailer)

Back 1

Aretailer that sells merchandise or service through more than one channel. By using a combination of channels, retailerscan exploit the unique benefits provided by each channel.

Front 2

catalog retailing

Back 2

•Nonstoreretail format in which the retail offering is communicated to a customerthrough a catalog.

Front 3

channel migration

Back 3

Whenconsumers’ collect information about products on one company’s channel and thenbuys the product from another competitor.

Front 4

direct selling

Back 4

•Aretail format in which a salesperson, frequently an independent distributor,contacts a customer directly in a convenient location (either at a customer’shome or at work), demonstrates merchandise benefits, takes an order, anddelivers the merchandise to the customer.

Front 5

disintermediation

Back 5

•Whena manufacturer sells directly to consumers, thus competing directly with itsretailers.

Front 6

electronic retailing

Back 6

•Aretail format in which the retailers communicate with customers and offerproducts and services for sale over the Internet.

Front 7

multichannel retailer

Back 7

Retailerthat sells merchandise or services through more than one channel.