DECA 4 (large)

DECA

Administered VMS

A vertical marketing system that coordinates successive stages of production and distribution

Advertising

Any paid form of nonpersonal presentation and promotion of ideas

Agent

A wholesaler who represents buyers or sellers on a more permanent basis

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

Ansoff product-market expansion grid

A matrix developed by cell

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

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

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

Behavioral segmentation

Dividing a market into groups based on consumers' knowledge

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

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

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

Competitors' strategies

When competitors use segmentation

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

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

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

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

Customer centered

Companies that deliver superior value to their target customers

Customer database

An organized collection of comprehensive data about individual customers or prospects

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

adjoining rooms

two hotel rooms that are located next to each other

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

air/sea package

a tour package that includes travel by air and travel by land

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

all inclusive

describes a vacation that includes room. meals

all-suite hotel

a hotel in which every room is a suite

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

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

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

cash-qualify

A way for a customer to rent a car if he or she does not have a credit card

charter tour

A travel package in which a number of people are going to the same destination

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

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

client profile

A record

club car

On a passenger train

coach car

On a passenger train

coach class

The rear section of the airplane

commercial hotel

Usually a large hotel designed for business travelers

commercial travel

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