Screening of Ideas – The step just prior to research and development and systems design in the product development process. It involves use of scoring models, checklists, or personal judgments and is based on information from experience and various market research studies (including concept testing). Screening calls for judgments that predict the organization’s ability to make the item and its ability to market the item successfully. It culminates in directions to guide technical personnel in their developmental efforts.
Script – A mental directory of appropriate actions in particular situations.
Scaled-Bid Pricing – A mechanism for awarding a sale or contract. Confidential bids are due at a certain time and the award is normally made to the lowest bidder if that bidder’s specifications conform to the request for quotation.
Season Dating – A form of advance dating allowed on merchandise of a seasonal nature, granted by a manufacturer to induce early buying of seasonal goods as to keep the plant occupied in slack seasons.
Seasonal Discount – A special discount to all retailers who place orders for seasonal merchandise well in advance of the normal buying period.
Seasonal Variations – The regular changes occurring in the production or sales of products due to such factors as climate, vacations, holidays, and customs.
Secondary Shopping District – A cluster of stores outside the central business district that serves a large population within a section or part of a large city. It is similar in character to the main shopping district of a smaller city.
Secondary Trade Zone – The geographic area of secondary importance in terms of customer sales, typically generating about 20 percent or so of a store’s sales.
Selective Advertising – An approach to developing advertising messages that seeks to present the unique or differentiating characteristics of a particular brand of product or service.
Selective Demand – The demand for a specific brand marketed by a firm.
Selective Distribution – A form of market coverage in which a product is distributed through a limited number of wholesalers or retailers in a given market area.
Self Concept – 1.(consumer behavior definition) The ideas, attitudes, and perceptions people have about themselves. 2. ( consumer behavior definition) The image one has of oneself. Research indicates that the self concept is a relatively important variable in how a person judges and evaluates other persons or products. For example, the person with a self concept of “upwardly mobile urban professional” may well prefer and purchase a different model or brand of automobile than the individual with a self concept of a middle-aged dowager.
Self Regulation – Control of itself by a business organization or association independent of government supervision, laws, or the like.
Self Selection – The method used in retailing by which the customer may choose the desired merchandise without direct assistance of store personnel.
Self Service – A type of operation in which the customer is exposed to merchandise that may be examined without sales assistance, unless the customer seeks such assistance. It is usually accompanied by central or area checkouts or transaction stations. This is typical of supermarkets and discount stores.
Self-Liquidator – A gift, premium, or other reward offered to consumers by the seller’s net cost, generally including postage, handling, and taxes.
Self-Regulation – An industry of profession’s internal efforts to establish standards of quality, truthfulness, and propriety for its promotional efforts.
Sell-and Lease Agreement – A term applied to an arrangement whereby a business enterprise owning and occupying real estate sells it to an investor, such as an insurance company, and makes a long-term lease on the property and often, in addition, an option or agreement whereby a business enterprise owning and occupying real estate sells it to an investor, such as an insurance company, and makes a long term lease on the property and often, in addition, an option or agreement to buy effective at the termination of the lease.
Sell-Through Analysis – A comparison between actual and planned sales to determine whether early markdowns are required or whether more merchandise is needed to satisfy demand.
Sellers Market – A combination of economic conditions that favors sellers in negotiated transactions, usually because of high levels of demand, salacity of supply, etc. It is the opposite of buyers market.
Selling – The personal or impersonal process whereby the salesperson ascertains, activates, and satisfies the needs of the buyer to the mutual, continuous benefit of both buyer or seller.
Selling Agent – An agent who operates on an extended contractual basis. The agent sells all of a specified line of merchandise or the entire output of the principal, and usually has full authority with regard to prices, terms, and other condition of sales. The agent occasionally renders financial aid to the principal