Stanley J. Shapiro
Kenneth B. Wong,
Queens School of Business
William D. Perreault,
University of North Carolina
E. Jerome McCarthy,
Michigan State University
| Agent intermediaries | Wholesalers who do not own (take title to) the products they sell.
(See Refer to page(s) 405)
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| Auction companies | Agent intermediaries who provide a place where buyers and sellers can come together and complete a transaction.
(See Refer to page(s) 408)
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| Automatic vending | Selling and delivering products through vending machines.
(See Refer to page(s) 384)
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| Brokers | Agent intermediaries who specialize in bringing buyers and sellers together.
(See Refer to page(s) 407)
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| Cash-and-carry wholesalers | Like service wholesalers, except that the customer must pay cash.
(See Refer to page(s) 404)
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| Catalogue selling | Involves mailing catalogues describing products for sale to potential or previous customers with executed orders then being mailed back to the retailer to be filled. Both advertising and ordering can now be done via the Internet.
(See Refer to page(s) 384)
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| Co-operative chains | Retailer-sponsored groups, formed by independent retailers, to run their own buying organizations and conduct joint promotion efforts.
(See Refer to page(s) 383)
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| Combination export manager | A blend of manufacturers' agent and selling agent, who handles the entire export function for several producers of similar but non-competing lines.
(See Refer to page(s) 407)
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| Commission merchants | Handle products shipped to them by sellers, complete the sale, and then send the money collected less their commission to the original producer. They are most commonly found serving agricultural markets.
(See Refer to page(s) 407)
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| Corporate chain | A firm that owns and manages more than one store-and often it's many.
(See Refer to page(s) 383)
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| Direct-mail retailing | Involves approaching prospective purchasers either through addressed promotional pieces or flyers delivered to their homes.
(See Refer to page(s) 384)
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| Door-to-door selling | Going directly to the consumer's home.
(See Refer to page(s) 384)
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| Drop-shippers | Wholesalers who own (take title to) the products they sell, but do not actually handle, stock, or deliver them.
(See Refer to page(s) 404)
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| Electronic commerce | The exchange of valuable information, goods, and services. It includes but is not limited to the actual sale of merchandise.
(See Refer to page(s) 387)
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| Export agents | Manufacturers' agents who specialize in export trade.
(See Refer to page(s) 407)
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| Export and import brokers | Brokers who specialize in bringing together buyers and sellers from different countries.
(See Refer to page(s) 407)
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| Export commission houses | Represent relatively small Canadian producers in foreign markets in return for receiving a commission on each sale made.
(See Refer to page(s) 407)
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| Franchise operation | A franchiser develops a good marketing strategy and the retail franchise holders carry out the strategy in their own units.
(See Refer to page(s) 383)
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| General merchandise wholesalers | Service wholesalers who carry a wide variety of nonperishable items such as hardware, electrical supplies, plumbing supplies, furniture, drugs, cosmetics, and automobile equipment.
(See Refer to page(s) 403)
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| Import agents | Manufacturers' agents who specialize in import trade.
(See Refer to page(s) 407)
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| Import commission houses | Represent foreign producers in Canada in return for receiving a commission on each sale made.
(See Refer to page(s) 407)
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| Limited-function wholesalers | Merchant wholesalers who provide only some wholesaling functions.
(See Refer to page(s) 403)
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| Mail-order wholesalers | Sell out of catalogues that are distributed widely to smaller industrial customers or retailers unlikely to be called upon by other market intermediaries.
(See Refer to page(s) 405)
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| Manufacturers' agents | Agents who sell similar products for several non-competing producers for a commission on what is actually sold.
(See Refer to page(s) 406)
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| Manufacturers' sales branches | Separate warehouses that producers set up away from their factories.
(See Refer to page(s) 408)
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| Merchant wholesalers | Wholesalers who own (take title to) the products they sell.
(See Refer to page(s) 402)
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| Producers' co-operatives | Operate essentially as full-service wholesalers with the profits going to the co-operative's customer-members. Sunkist, Sunmaid Raisin Growers Association, and B.C. Hothouse are examples of such organizations.
(See Refer to page(s) 405)
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| Rack jobbers | Merchant wholesalers who specialize in hard-to-handle assortments of products that a retailer doesn't want to manage-and who often display the products on their own wire racks.
(See Refer to page(s) 405)
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| Retailing | All of the activities involved in the sale of products to final consumers.
(See Refer to page(s) 378)
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| Selling agents | Agent intermediaries who take over the whole marketing job of producers, not just the selling function.
(See Refer to page(s) 407)
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| Service wholesalers | Merchant wholesalers who provide all the wholesaling functions.
(See Refer to page(s) 403)
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| Single-line (or general-line) wholesalers | Service wholesalers who carry a narrower line of merchandise than general merchandise wholesalers.
(See Refer to page(s) 403)
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| Specialty wholesalers | Service wholesalers who carry a very narrow range of products and offer more information and service than other service wholesalers.
(See Refer to page(s) 403)
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| Television retailing | Involves either the use on regular channels of commericals encouraging immediate purchase or the promotion of items over home shopping networks.
(See Refer to page(s) 384)
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| Truck wholesalers | Wholesalers who specialize in delivering products that they stock in their own trucks.
(See Refer to page(s) 404)
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| Voluntary chains | Wholesaler-sponsored groups that work with independent retailers.
(See Refer to page(s) 383)
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| Wholesalers | Firms whose main function is providing wholesaling activities.
(See Refer to page(s) 400)
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| Wholesaling | The activities of those persons or establishments that sell to retailers and other merchants, and/or to industrial, institutional, and commercial users, but who do not sell in large amounts to final consumers.
(See Refer to page(s) 400)
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2002 McGraw-Hill Higher Education