DECA Travel and Tourism

Administered VMS

A vertical marketing system that coordinates successive stages of production and distribution, not through common ownership or contractual ties, but through size and power of one of the parties

Advertising

Any paid form of nonpersonal presentation and promotion of ideas, goods, or services by an identified sponsor

Agent

A wholesaler who represents buyers or sellers on a more permanent basis, performs only a few functions, and does not take title to goods

Alliances

Alliances are developed to allow two organization to benefit from each other's strengths

Allocating

Sales reps decide on which customers to allocate scarce products to

Allocentrics

Persons with a need for new experiences, such as backpackers and explorers

Ansoff product-market expansion grid

A matrix developed by cell, plotting new products and existing products with new products and existing products. The grid provides strategic insights into growth opportunities

Aspirational group

A group to which a person wishes to belong

Atmosphere

Designed environments that create or reinforce a buyer's leanings toward consumption of a product

Attitude

A person's enduring favorable or unfavorable cognitive evaluations, emotional feelings, and action tendencies toward some object or idea

Augmented products

Additional consumer services and benefits built around the core and actual products

Aural

The dimension of atmosphere relating to volume and pitch

B2B (business to business) e-commerce

Using B2b trading networks, auction sites, spot exchanges, online product catalogs, barter sites, and other online resources to reach new customers, serve current customers more effectively, and obtain buying effectiveness and better prices

B2C (business to consumer) e-commerce

The online selling of goods and services to final consumers

Backward integration

A growth strategy by which companies acquire businesses supplying them with products or services, for example, a restaurant chain purchasing a bakery.

Behavioral segmentation

Dividing a market into groups based on consumers' knowledge, attitude, use, or response to a product

Belief

A descriptive thought that a person holds about something

Benefit segmentation

Dividing the market into groups according to the different benefits that consumers seek from the product

Brand image

The set of beliefs consumers hold about a particular brand

Brand

A name, term, symbol, design, or a combination of these elements that is intended to identify the goods or services of a seller and differentiate them from competitors

Broker

A wholesaler who does not take title to goods and whose function is to bring buyers and seller together and assist in negotiations

Buying center

All those individuals and groups who participate in the purchasing and decision-making process and who share common goals and the risks arising from the decisions

C2B (consumer to business) e-commerce

Online and exchanges in which consumers search out sellers, learn about their offers, and initiate purchases, sometimes even driving transaction terms

C2C (consumer to consumer) e-commerce

Online exchanges of goods and information between final consumers

Cast members

A term used for employees. It implies that employees are part of a team that is performing for their guests

Causal research

Marketing research to test hypotheses about cause-and-effect relationships

Channel conflict

Disagreement among marketing channel members on goals and roles--who should do what and for what rewards

Channel level

A level of middleman that performs some work in bringing the product and its ownership closer to the final buyer

Cognitive dissonance

Buyer discomfort caused by post-purchase conflict

Communicating

Sales reps communicate information about the company's products and services

Competencies scope

The range of technological and other core competencies that the company will master and leverage

Competitive advantage

An advantage over competitors gained by offering consumers greater value either through lower prices or by providing more benefits that justify higher prices

Competitive analysis

An analysis of the primary strengths and weaknesses, objectives, strategies, and other information relative to competitors

Competitors' strategies

When competitors use segmentation, undifferentiated marketing can be suicidal. Conversely, when competitors use undifferentiated marketing, a firm can gain an advantage by using differentiated or concentrated marketing

Concentric diversification strategy

A growth strategy whereby a company seeks new products that have technological or marketing synergies with existing product lines

Confused positioning

Leaving buyers with a confused image of a company

Conglomerate diversification strategy

A product growth strategy in which a company seeks new businesses that have no relationship to the company's current product line or markets

Consumption phase

Takes place when a customer consumes the service

Contests, sweepstakes, and games

Give consumers a chance to win something, such as cash or a trip

Contractual VMS

A vertical marketing system in which independent firms at different levels of production and distribution join together through contracts to obtain more economies or sales impact than they could achieve alone

Convention

A specialty market requiring extensive meeting facilities. It is usually the annual meeting of an association and includes general sessions, committee meetings, and special-interest services

Core product

Answers the question of what the buyer is really buying. Every product is a package of problem-solving services

Corporate communications

This activity covers internal and external communications and promotes understanding of an organization

Corporate meeting

A meeting held by a corporation for its employees

Corporate mission statement

A guide to provide all the publics of a company with a shared sense of purpose, direction, and opportunity, allowing all to work independently, yet collectively, toward the organization's goals

Corporate VMS

A vertical marketing system that combines successive stages of production and distribution under single ownership. Channel leadership is established through common ownership

Corporate web site

Web sites that seek to build customer goodwill and to supplement other sales channels rather than to sell the company's products directly

Cost-plus pricing

Adding a standard markup to the cost of a product

Counseling

Involves advising management about public issues and company positions and image

Coupons

Certificates that offer buyers savings when they purchase specified products

Create and maintain customers

The purpose of a business

Cross-selling

The company's other products that are sold to the guest

Cross-training

Training employees to do two or more jobs within an organization

Culture

The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions

Customer centered

Companies that deliver superior value to their target customers

Customer database

An organized collection of comprehensive data about individual customers or prospects, including geographic, demographic, psychographic, and behavioral data

Customer-delivered value

The difference between total customer value and total customer cost

Customization

A product designed to meet the specific needs of customers

Customized marketing

Marketing in which the company adapts its offers to the needs of specific customers or buying organizations

Data warehouse

A central repository of an organization's customer information

Decline

The period when sales fall off quickly and profits drop

Degree of product homogeneity

Undifferentiated marketing is more suited for homogeneous products. Products that can vary in design, such as restaurants and hotels, are more suited to differentiation or concentration

adjoining rooms

two hotel rooms that are located next to each other, but not connected by a door

advance purchase excursion fare (APEX)

a discount fare with several conditions such as advance purchase and length of stay

advance purchase plan

a travel insurance plan that guarantees that a traveler purchasing a short trip can get their money refunded if he or she cancels

agent's coupon

the portion of a ticket that the travek agent keeps for his or her records

air/land package

a tour package that includes travel by air and travel by land, either on a bus or car.

air/sea package

a tour package that includes travel by air and travel by land, either on a bus or car

Air Traffic Conference (ATC)

a now-defunct regulatory agency that dealt with the relationship between airline and travel agents

airline reporting corporation (ARC)

an organization that deals with the relationship between airlines and travel agents and ensures consistency in airline ticketing.

airport designator

a one-letter code in the OAG used to indicate which airport a flight will visit in a city with more than one airport

airport hotel

a hotel located near an airport, as well as meeting rooms and early checkout

all inclusive

describes a vacation that includes room. meals, beverages, entertainment, and all activities in one price.

all-suite hotel

a hotel in which every room is a suite, with a bedroom and living room. catering to business travelers

american plan

a hotel pricing plan that includes three meals with the cost of the room

amtrak

the government-funded passenger rail service that operated in the United States

ARUNK

a code for arrival unknown; describes an open jaw trip in which the travel agent does not know how the traveler is getting from one city to another

availabilty

describes tickets, fares, or rooms that may be purchases, or the time during which a certain fare, discount, or room rate is available.

baggage allowance

The amount of baggage a traveler can bring without incurring additional expense.

bed and breakfast (B&B)

an inn that is much like a private home (and is usually converted private residence). where guests receive a room and breakfast for one cost.

berth

a bed on a ship or train

boat deck

The deck of a cruise ship where sufficient lifeboats for all passengers and crew are stored.

bridge deck

The deck of a cruise ship where the captain and navigation crew control the operation of the ship and have their quarters.

business class

A section of an aircraft offering accommodations that are more comfortable than coach, but less luxurious than first class; created for business travelers.

cabin steward

The employee on a cruise ship who clean rooms; similar to a housekeeper in a hotel.

carrier

another name for an airline

carry-on baggage

Any packages or bags that a passenger takes on board with them, either on a plane or a train.

cash-qualify

A way for a customer to rent a car if he or she does not have a credit card, by proving his or her employment, address, and credit accounts.

charter tour

A travel package in which a number of people are going to the same destination, often from the same target market, usually on an airplane or bus hired especially for that purpose.

checked baggage

any packages or bags that are carried in the baggage storage area of a plane or a train.

chief purser's office

A guest services office on a cruise ship where passengers can cash checks, plan parties, and receive other assistance.

circle trip

A round trip in which the passenger takes different routes to and from his or her destination.

city pair

the departure and destination cities

Civil Aeronautics Board (CAB)

A government agency that regulated air travel from 1938 to 1978, when it was disbanded as part of the deregulation of the airline industry.

client profile

A record, usually in a computer reservation system, that shows a traveler's basic information, frequent traveler numbers, and preferences.

club car

On a passenger train, a car with fewer seats than the coach car, where fares include complimentary beverages and meals service.

coach car

On a passenger train, the main seating section, with reclining seats on either side of an aisle.

coach class

The rear section of the airplane, where most passengers sit, usually offering some amenities such as food and nonalcoholic beverages.

commercial hotel

Usually a large hotel designed for business travelers, offering dining service, and often meeting rooms, free breakfast, and other amenities.

commercial travel

Traveling for the purpose of conducting business; also known as corporate travel or business travel.