Last modified 8 years ago
A type of dependent channel arrangement where a single channel member, such as a leading brand manufacturer or large retailer, has achieved a significant power position and dominates the decisions that occur within the channel.
Last modified 8 years ago
A type of account management selling where salespeople sell products to be used by a business and do so with the intention of being involved in additional transactions as the relationship between the buyer and seller grows.
Last modified 8 years ago
Retail format represented by general merchandise retailers that offer very limited product selection and relatively high prices but offer easy purchase experience through accessible store locations, small store size for quick shopping and fast checkout.
Last modified 8 years ago
Wholesale format represented by distributors, carrying either broad or narrow product lines, that primarily distribute to business customers (i.e., businesses use the product) rather than selling to other resellers (i.e., those would resell what is purchased).
Last modified 8 years ago
A smaller part of a larger market consisting of customers grouped (i.e., segmented) by characteristic shared by others in their group.
Last modified 8 years ago
A component of the internal influences on consumer buying behavior that represents the strength of a persons desire to achieve a certain outcome.
Last modified 8 years ago
Method of data collection, often associated with Qualitative Research, that allows researchers to talk one-on-one with a respondent thus providing the opportunity to dig deeper and find out additional details that may not be available through other methods.
Last modified 8 years ago
A form of contractual dependent channel arrangement where retailers work together to manage channel relationships.
Last modified 8 years ago
An important component in determining the cost of a product, these represent costs the marketing organization incurs for a product regardless of level of production or sales.
Last modified 8 years ago
Refers to market conditions where a certain percentage change (positive or negative) in the price of a product results in a smaller and opposite percentage change in demand (i.e., purchases) of the product.