KC Group: General

A direct distribution system involving a person whose main responsibility is to create and manage sales (e.g., salesperson) generally by persuading the buyer to place an order.

Benefits a customer perceives to receive (e.g., status within a group, risk reduction) when using a product though these are often difficult to measure and may vary by customer.

A component of the internal influences on consumer buying behavior that represents the position a person feels they hold or others feel they should hold within a particular group environment.

Wholesale format represented by distributors that require buyers visit the wholesaler’s facility, physically select their order, pay in cash (i.e., credit purchases not permitted), and then handle their own delivery (i.e., carry).

A type of dependent channel arrangement where a product provider operates its own distribution system in a manor that produces an integrated channel such as a supplier operating its own chain of retail stores.

A direct distribution system where a product marketer also operates their own retail outlets.

Method of data collection, often associated with Qualitative Research, in which a group of respondents (generally numbering 8-12) are guided through discussion by a moderator in the hope that group interaction will stimulate comments that may not otherwise be elicited.

Represent characteristics of a market that allow marketers to create customer grouping (i.e., market segments) and range from broad characteristics, such as demographics, to individually specific characteristics, such as personal product usage.

Retail format represented by retailers that provide product information to customers within a mailed catalog or website, and allow customers to place orders via phone, through regular mail or online, and then deliver orders via a third-party shipper.

A distribution channel concept which suggests that the growth of the Internet as a communication and distribution channel will lead to a flattening of the layers of distribution resulting in fewer resellers (e.g., wholesalers) as manufacturers and final buyers learn to transact directly.