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1

Types of vertical marketing channels

corporate channel system (vertical integration; independently run but owned by one), administered, contractual

2

Market exposures

Intensive, selective, exclusive

3

Load truck trailers on railcars

Piggyback service

4

Two kinds of retailing chains

Big chains (one company owns all), franchise (same strategy but individually owned)

5

Kinds of mass merchandisers

Supermarket/grocery store, mass merchandizer, hypermarkets/supercenters

6

Kinds of merchant wholesalers (do all functions)

general merchant, single/general-line, specialty

7

Kinds of limited functioned wholesalers

cash and carry wholesaler, drop shippers, truck wholesalers, rack jobbers (assortments), catalog

8

Two ways of setting promotion budget

Sales revenue percentage, task method

9

Two big types of advertising

institutional, product

10

Three kinds of product advertising

pioneering, competitive (direct, indirect, comparative), product reminder

11

Delivers ads to consumers based on where they've been on the web (browsed but not yet purchased)

retargeting

12

use of software to automate placing online advertising on websites/social media

programmatic delivery/advertising

13

advertising designed not to look like an ad

native advertising

14

Three ways customers stain information

search engine optimization (help website be high in ranking), pass-along (viral promotion), branded services (stations with Samsung signage)

15

Types of compensating

straight commission, straight salary, combination plan

16

Types of presenting

prepared, consultative, selling formula

17

3 kinds of pricing objectives

profit-oriented (target return, profit maximization), sales oriented (market share, dollar in sales growth), status quo (meeting competition - stabilize market prices; non-price competition - price high luxury and compete with other Ps)

18

Consciously set prices so that down the channel, the price is how channel member wanted it to be

administered prices

19

Two kinds of pricing (giving same price or changing prices)

one price, flexible price

20

Pricing products at a customer's ability to pay (airlines)

dynamic pricing

21

Type of skimming pricing (give pricing incentive to come back for higher price)

Introductory price dealing

22

Kinds of allowances

advertising, push money, stocking, trade-in (price reduction when they buy similar new products)

23

Three kind of geographic pricing

zone, uniform delivered, freight-absorption

24

Illegal to communicate with competitor

price fixing/collusion

25

price products of like grade/quality

price discrimination

26

Gifts for $10

price lining

27

shrink sizes of package

demand-backward

28

price high for luxury

prestige

29

$19.99

odd-even

30

Buy this more expensive one

bait