Markting-Final Set1

Front 1

retailing

Back 1

covers all activities invovled in sale of products to final consumers-->3/4 of new retailing venture fail during first year.

Front 2

retailer's whole offering

Back 2

assortment of goods and services, advice from salesclerks, conveninence, and the like = "Product"

Front 3

convenience retailer

Back 3

available hours, findin needed products, fast checkout, location, parking

Front 4

product selection

Back 4

width and depth of assortmnet, quality

Front 5

special services

Back 5

special orders, home delivery, gift wrap, entertainment

Front 6

faireness in dealing

Back 6

honesty, correcting problems, return priviliees, purchase risks

Front 7

helpful info

Back 7

courteous sales hlep, displays, demonstrations, product info

Front 8

prices

Back 8

value, credit, special discounts, taxes or extra charges

Front 9

social image

Back 9

stauts, prestige, "fittingin " with other shopers

Front 10

shopping atmosphere

Back 10

comfort, safety, excitement, relaxation, sounds, smells

Front 11

single-line or limited-line stores

Back 11

stroes that specialize in certain lines of related products rather than a wide assortment

Front 12

main advantage of limited-line retailers

Back 12

can satisfy some target markets better

Front 13

speciality shop

Back 13

type of conventiaonl limited-line store, usually small nad has a distinct "personality" -->aim at carefully defined target market by offering a unique product assortment, knowledagble salesclerks, and better service -->simiplifes buying, speeds turnover, and cuts costs

Front 14

departmenet stores

Back 14

organized into many separte deparmtments and offer many product lines, like a separate limited-line stores; mass-merchandising retailers=bigger threat

Front 15

mass-merchandising concept

Back 15

says that retailers should offer low prcies to get faster turnover and greater sales volumes by appealing to larger markets ;

Front 16

supermarkets

Back 16

must have annual sales of at least $2million. ; have to offer lots of choices, low costs; survival depends on efficiency-->profits=one percent or less.

Front 17

discount houses

Back 17

"hard goods" cameras, TVs, appliances; big price cuts. no warranty available

Front 18

mass-merchandisers

Back 18

large, self-service stores w/ "soft goods" housewares, clothing, fabrics and "staples" (health and beauty aids), like Wal-mart and target.

Front 19

supercenters (hypermarkets)

Back 19

very larges tores that try to carry not only food and drug items but all goods and services taht consumers purchases routinely (meijer, super target, wal-mart)

Front 20

warehouse club

Back 20

sam's club and costco. when 1/2 or more of firm's sales are to final consumers-->classified as retailer, not wholesaler

Front 21

conveninence (food) stores

Back 21

convenincne-orientated variation of the conventional limited-line food stores-->7-11, fill needs b/t trips to a upermarket -->compete w/ fast food

Front 22

automatic vending

Back 22

selling and delivering products through vending machines.

Front 23

door-to-door selling

Back 23

sales peron going directly to consumer's home. --> convenient personal attention

Front 24

telephone and direct-mailing retailing

Back 24

allows consuemrs to shopat home; time-pressured, dual-career families; reduce costs by using ocompute rmailig lists to target specific customers and by using warehouse-type buildings and limited sales hlep; no shoplifting

Front 25

promotion

Back 25

communication info b/t seller and potentail buyer or others in the channel to influence attitudes and behavior

Front 26

personal selling

Back 26

direct spoken communication b/t sellers and potential customers

Front 27

firms spend less money on

Back 27

advertising than on personal selling or slaes promotion

Front 28

sales managers/advertising managers/public relations/ sales promotion managers

Back 28

manging personal selling; bulding good distribution channels/ manage company's mass-selling efforts (in TV, news)/communication w/ noncustomres(labor, public interest grps, stockholders, and gov't)/ manage their companyh's sales promotion effort

Front 29

integrated marketing communications

Back 29

interntional coordination of every communication from a firm to a target customer to convey a consistent and complete message

Front 30

promotion's goals

Back 30

reinforce present attitudes or relationships that might lead to favorable behavior 2. actually change the attitudes and behavior of the firm's target market

Front 31

promotion objectives

Back 31

informing, persuading, reminding; firm will try to develop a favorable set of attitudes so customers will buy, and keep buying its product

Front 32

AIDA model

Back 32

1 to get attention; 2 to hold interest; 3 to arouse Desire; 4 to obtain Action

Front 33

pushing (a product through a channel)

Back 33

means using normal promotion effort-personal selling, advertising, and sales promotion to help sell the whole marketing mix to possible channel members. ; producers usually take on most reponsibility for pushing effort

Front 34

sales promtoin targeted at middlemen

Back 34

focus on short-term arrangements that will improve the middleman's profits-->trade ads; some firms use promotion to motivate employees to provide customer service oar achieve higher sales

Front 35

Pulling

Back 35

customers to ask middlemen for the product; highly agressive promtion to final consumers or uses-perhaps using coupons or samples-temporarily bypassing middlemen. -->middlemen forced to carry the stock; should tell middlemen so can carry stock before consumers lose interest

Front 36

adoption curve

Back 36

shows when different groups accept ideas

Front 37

innovators

Back 37

first to adopt, eager to try new idea, take risks, young and welleducated

Front 38

early adopters

Back 38

opinion leaders tend to be younger, more mobile, and more creative-->greatest contact w/ salespeople

Front 39

early majoirty

Back 39

avoid risk, great deal of contact w/ mass media, salespeople, early adopter opinion leaders

Front 40

late majority

Back 40

cautious about new ideas, older, strong social pressure, little use of marketing srouces of information

Front 41

laggards or nonadopters

Back 41

very suspicious of new ideas, older, less well educated

Front 42

primary demand

Back 42

market introduction-->product is really new idea, needs primary demand--<>demand for genearl product idea, not just for company's own brand.

Front 43

market growth stage, selective demand

Back 43

demand for a company's own brand

Front 44

market maturity stage, selling->

Back 44

aggressive personal selling

Front 45

sales decline-->

Back 45

promotion usually decreases

Front 46

method for budgeting for promotion expenditures

Back 46

compute a percentage of either past sales or sales expected in the future

Front 47

task method

Back 47

basing the budget on the job to be done

Front 48

sales promotion focuses on

Back 48

short-term promotion