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Principles of Marketing 15-21 > Chapters 15-18 > Flashcards

Chapters 15-18 Flashcards

1
Q

The Decisions and activities that make products available to customers when and where they want to purchase

A

Distribution

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1
Q

All the activities associated with the flow and transformation of products from raw materials through to the end

A

Supply chain

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2
Q

The total set of managerial activities used by an organization to transform resource inputs into products, services, or both

A

Operations management

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3
Q

Planning, implementing, an controlling the efficient and effective flow and storage of products and information from the point of origin to consumption to meet customers’ needs and wants

A

Logistics management

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4
Q

In it broadest form, refers to the processes that enable the progress of value from raw material to final customer and back to redesign and final disposition

A

Supply management

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5
Q

A set of approaches used to integrate the functions of operations management, logistics management, supply management, and marketing channel management so products are produced and distributed in the right quantities, to the right locations, and at the right time

A

Supply-chain management

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6
Q

A group of individuals and organizations that direct the flow of products from producers to customers within the supply chain

A

Marketing channel

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7
Q

Middlemen that link producers to other intermediaries or ultimate consumers through contractual arrangements or through the purchase and resale of products

A

Marketing intermediaries

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8
Q

An independent business organization that takes title to industrial products and carries inventories

A

industrial distributor

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9
Q

The use of two or more marketing channels to distribute the same products to the same target market

A

dual distribution

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10
Q

An agreement whereby the products of one organization are distributed through the marketing channels of another

A

strategic channel alliance

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11
Q

Using all available outlets to distribute a product

A

intensive distribution

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12
Q

Using only some available outlets in an area to distribute a product

A

selective distribution

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13
Q

Using a single outlet in a fairly large geographic area to distribute a product

A

exclusive distribution

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14
Q

The dominant leader of a marketing channel or a supply channel

A

channel captain

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15
Q

The ability of one channel member to influence another member’s goal achievement

A

channel power

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16
Q

Combing two or more stages of the marketing cannel under one management

A

vertical channel integration

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17
Q

A marketing channel managed by a single channel member to achieve efficient, low-cost distribution aimed at satisfying target market customers

A

vertical marketing system (VMS)

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18
Q

Combining organizations at the same level of operation under one management

A

horizontal channel integration

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19
Q

Activities used to move products from producers to consumers and other end users

A

*physical distribution

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20
Q

the time needed to complete a process

A

cycle time

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21
Q

The receipt and transmission of sales order information

A

order processing

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22
Q

A computerized means of integrating order processing with production, inventor, accounting, and transportation

A

electronic data interchange (EDI)

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23
Q

enveloping and maintaining adequate assortments of products to meet customers’ needs

A

inventory management

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24
Q

An inventory management approach in which supplies arrive just when needed for production or resale

A

just-in-time (JIT)

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25
Q

physical handling of tangible goods, supplies, and resources

A

materials handling

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26
Q

The design and operation of facilities for storing and moving goods

A

warehousing

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27
Q

company-operated facilities for storing and shipping products

A

private warehouses

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28
Q

storage space and related physical distribution facilities that can be leased by companies

A

public warehouses

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29
Q

Large, centralized warehouses that focus on moving rather than storing goods

A

distribution centers

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30
Q

The movement of products from where they are made to intermediaries and end users

A

transportation

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31
Q

Two or more transportation modes used in combination

A

intermodal transportation

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32
Q

Organizations that consolidate shipments from several firms into efficient lot sizes

A

freight forwarders

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33
Q

Freight transportation firms that provide several mods of shipment

A

megacarriers

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34
Q

An agreement in which a supplier furnishes a product to a channel number with the stipulation that the channel member must purchase other products as well

A

*tying agreement

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35
Q

A situation in which a manufacturer forbids an intermediary from carrying products of competing manufacturers

A

exclusive dealing

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36
Q

All transactions in which the buyer intends to consume the product through personal, family, or household use

A

retailing

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37
Q

An organization that purchases products for the purpose of reselling them to ultimate consumers

A

retailer

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38
Q

A retail establishment that offers a variety of product lines that are stocked in considerable depth

A

general-merchandise

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39
Q

Large retail organizations characterized by a wide product mix and organized into separate departments to facilitate marketing efforts and internal management

A

department stores

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40
Q

Self-service, general-mechandise stores that offer brand-name and private-brand products at low prices

A

discount stores

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41
Q

A small self-service store that is open long hours and carries a narrow assortment of products, usually convenience products

A

convenience store

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42
Q

Large, self-service stores that carry a complete line of food products, along with some nonfood products

A

supermarkets

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43
Q

Giant retail outlets that carry food and nonfood products found in supermarkets, as well as most routinely purchased consumer products

A

superstores

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44
Q

Stores that combine supermarket and discount store shopping in one location

A

hypermarkets

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45
Q

Large-scale, members-only establishments that combine features of cash-and-carry wholesaling with discount retailing

A

warehouse clubs

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46
Q

Retail facilities in large, low-cost buildings with large on -premises inventories and minimal services

A

warehouse showrooms

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47
Q

Stores that carry a narrow product mix with deep product lines

A

traditional specialty retailers

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48
Q

A very large specialty store that concentrates on a major product category and competes on the basis of low prices and product availability

A

*category killer

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49
Q

Stores that buy manufacturers’ seconds, overruns, returns, and off-season merchandise for resale to consumers at deep discounts

A

off-price retailers

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50
Q

A type of shopping center usually consisting of several small convenience and specialty stores

A

neighborhood shopping center

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51
Q

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

A

community shopping center

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52
Q

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

A

regional shopping center

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53
Q

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

A

super regional shopping centers

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54
Q

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

A

lifestyle shopping center

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55
Q

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

A

power shopping center

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56
Q

Identifying an unserved or undeserved market segment and serving it through a strategy that distinguishes the retail from others in the minds of consumers in that segment

A

*retail positioning

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57
Q

The physical elements in a store’s design that appeal to consumers’ emotions and encouraging buying

A

atmospherics

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58
Q

A retail strategy of managing groups of similar, often substitutable products produced by different manufactures

A

category management

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59
Q

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

A

direct marketing

60
Q

The selling of products outside the confines of a retail facility

A

nonstore retailing

61
Q

A type of marketing in which an organization provided a catalog from which customers make selections and place orders by mail, telephone, or the internet

A

catalog marketing

62
Q

A type of marketing in which a retailer advertises a product and makes it available through mail or telephone orders

A

direct-response marketing

63
Q

The performance of marketing-related activities by telephone

A

telemarketing

64
Q

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

A

television home shopping

65
Q

Retailing that makes products available to buyers through computer connections

A

online retailing

66
Q

Marketing products to ultimate consumers through face-to-face sales presentations at home or in the workplace

A

direct selling

67
Q

The use of machines to dispense products

A

automatic vending

68
Q

An arrangement in which a supplier (franchiser) grants a dealer (franchisee) the right to sell products in exchange for some type of consideration

A

franchising

69
Q

Transactions in which products are bought for resale, for making other products, or for general business operations

A

wholesaling

70
Q

An individual or organization that sells products that are bought for resale, for making other products, or for general business operations

A

wholesaler

71
Q

Independently owned businesses that take title to goods, assume ownership risks, and buy and resell products to other wholesalers, business customers, or retailers.

A

merchant wholesalers

72
Q

Merchant wholesalers that perform the widest range of wholesaling functions

A

full-service wholesalers

73
Q

Full-service wholesalers with a wide product mix but limited depth within product lines

A

general-merchandise wholesalers

74
Q

Full-service wholesalers that carry only a few product lines but many products within those lines

A

limited-line wholesalers

75
Q

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

A

specialty-line wholesalers

76
Q

Full-service, specialty-line wholesalers that own and maintain display racks in stores

A

rack jobbers

77
Q

Merchant wholesalers that provide some services and specialize in a few functions

A

limited-service wholesalers

78
Q

Limited-service wholesalers whose customers pay cash and furnish transportation

A

cash-and-carry wholesalers

79
Q

Limited-service wholesalers that transport products directly to customers for inspection and selection

A

truck wholesalers

80
Q

Limited-service wholesalers that take title to goods and negotiate sales but never actually take possession of products

A

drop shippers

81
Q

Limited-service wholesalers that sell products through catalogs

A

mail-order wholesalers

82
Q

Intermediaries that represent either buyers or sellers on a permanent basis

A

agents

83
Q

Intermediaries that bring buyer and sellers together temporarily

A

brokers

84
Q

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

A

manufacturers’ agents

85
Q

Intermediaries that market a whole product line or a manufacturer’s entire output

A

selling agents

86
Q

Agents that receive goods on consignment from local sellers and negotiate sales in large, central market

A

commission merchants

87
Q

Manufacturer owned intermediaries that sell products and prove support services to the manufacturer’s sales force

A

sales branches

88
Q

Manufacturer owned operations that provide services normally associated with agents

A

sales offices

89
Q

Coordination of promotion and other marketing efforts for maximum informational and persuasive impact

A

*Integrated marketing communications

90
Q

A person, group, or organization with a meaning it tries to share with a receiver or an audience

A

source

91
Q

The individual, group, or organization that decodes a coded message

A

receiver

92
Q

Converting meaning into a series of signs or symbols

A

coding process

93
Q

The medium of transmission that carries the coded message from the source to the receiver

A

*Communications channel

94
Q

Converting signs or symbols into concepts and ideas

A

decoding process

95
Q

Anything that reduces a communication’s clarity and accuracy

A

noise

96
Q

The receiver’s response to a decoded message

A

feedback

97
Q

The limit on the volume of information a communication channel can handle effectively

A

channel capacity

98
Q

communication to build and maintain relationships by informing and persuading one or more audiences

A

promotion

99
Q

Demand for a product category rather than for a specific brand

A

primary demand

100
Q

Promotion that informs consumers about a new product

A

pioneer promotion

101
Q

Demand for a specific brand

A

selective demand

102
Q

A combination of promotional methods used to promote a specific product

A

*promotion mix

103
Q

Communicating through the movement of head, eyes, arms, hands, legs, or torso.

A

kinesic communication

104
Q

Communication by varying the physical distance in face-to-to face interactions

A

proxemic communication

105
Q

Communicating through touching

A

tactile communication

106
Q

Promoting a product only to the next institution down the marketing channel

A

push policy

107
Q

Promoting a product directly to consumers to develop strong consumer demand that pulls products through the marketing channel

A

pull policy

108
Q

Personal informal exchanges of communication that customers share with one another about products, brands, and companies

A

word-of-mouth communication

109
Q

An attempt to incite publicity and public excitement surrounding a product through a creative event

A

buzz marketing

110
Q

A strategy to get consumers to share a marketer’s message, often through e-mail or online videos, in a way that spreads dramatically and quickly

A

viral marketing

111
Q

The strategic location of products or product promotions within entertainment media content to reach the product’s target market

A

*Product placement

112
Q

Paid non personal communication about an organization and its products transmitted to a target audience through mass media

A

advertising

113
Q

Advertising that promotes organizational images, ideas, and political issues

A

*Institutional advertising

114
Q

Advertising that promote a company’s position on a public issue

A

advocacy advertising

115
Q

Advertising that promotes the uses, features, and benefits of products

A

product advertising

116
Q

Advertising that tries to stimulate demand for a product category rather than a specific brand by informing potential buyers about the product

A

pioneer advertising

117
Q

Tries to stimulate demand for a specific brand by promoting its features, uses, and advantages relative to competing brands

A

*competitive advertising

118
Q

Compares the sponsored brand with one or more identified brands on the basis of one or more product characteristics

A

*comparative advertising

119
Q

Advertising used to remind consumers about an established brand’s uses, characteristics, and benefits

A

reminder advertising

120
Q

Advertising that assures users they chose the right brand and tells them how to get the most satisfaction from it

A

reinforcement advertising

121
Q

The creation and execution of a series of advertisements to communicate with a particular target audience

A

advertising campaign

122
Q

the group of people at whom advertisements are aimed

A

target audience

123
Q

Basic issues or selling points to be included in an advertising campaign

A

advertising platform

124
Q

The advertising budget for a specific time period

A

advertising appropriation

125
Q

Budgeting for an advertising campaign by first determine its objectives and then calculating the cost of all the tasks needed to attain them

A

objective-and-task approach

126
Q

Budgeting for an advertising campaign by multiplying the firm’s past an expected sales by a standard percentage

A

percent-of-sales approach

127
Q

Determining an advertising budget by trying to match competitor’s advertising outlays

A

competition-matching approach

128
Q

Budgeting for an advertising campaign as specified by a high-level executive in the firm

A

arbitrary approach

129
Q

A plan that specifies the media vehicles to be used and the schedule for running advertisements

A

media plan

130
Q

A means of comparing the costs of advertising vehicles in a specific medium in relation to the number of people reached

A

cost comparison indicator

131
Q

Versions of a magazine that differ across geographic regions

A

regional issues

132
Q

The verbal portion of advertisements

A

copy

133
Q

A blueprint that combines copy and visual material to show the sequence of major scenes in a commercial

A

storyboard

134
Q

An advertisements illustrations and layout

A

artwork

135
Q

Photos, drawings, graphs, charts, and tables used to spark audience interest in an advertisement

A

illustrations

136
Q

The physical arrangement of an advertisement’s illustration and copy

A

layout

137
Q

Evaluation of advertisements performed before a campaign begins

A

pretest

138
Q

A panel of a products existing or potential buyers who pretest ads

A

consumer jury

139
Q

evaluation of advertising effectiveness after the campaign

A

posttest

140
Q

A posttest in which respondents are shown the actual ad and are asked if they recognize it

A

recognition test

141
Q

A posttest in which respondents are asked to identify advertisements they have seen recently but are not given any recall clues

A

unaided recall test

142
Q

A posttest that asks respondents to identify recent ads and provides clues to jog their memories

A

aided recall test

143
Q

Communication efforts used to create and maintain favorable relations between an organization and its stakeholders

A

public relations

144
Q

A news story type of communication about an organization and/or its products transmitted through a mass medium at no charge

A

publicity

145
Q

A short piece of copy publicizing an event or a product

A

news release

146
Q

a manuscript of up to 3,000 words prepared for a specific publication

A

feature article

147
Q

A photograph with a brief description of its content

A

captioned photograph

148
Q

A meeting used to announce major news events

A

press conference

Principles of Marketing 15-21 (3 decks)

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