47) ________ are combating competitive pressures by offering fresh food and healthy fast food,
tailoring assortments to local markets, opening locations closer to where consumers work and
shop, and adding new services.
A) Warehouse clubs
B) Supercenters
C) Convenience stores
D) Department stores
E) Extreme value retailers
48) Brian, an industrial equipment sales rep, purchases a quick snack to eat on the way to work.
He buys lunch while on the road visiting customers, and grabs bread and milk on the way home
when he stops to buy gas. Brian probably does the majority of this shopping at a
A) convenience store.
B) warehouse club.
C) conventional supermarket.
D) drugstore.
E) category specialist.
49) If you walk into a(n) ________, you will likely find a broad variety of merchandise, deep
assortment, and customer service, with everything organized into distinct departments for
displaying merchandise.
A) department store
B) off-price retailer
C) discount store
D) specialty store
E) category specialist
50) Macy’s, Kohl’s, JCPenney, and Nordstrom are examples of
A) department stores.
B) off-price retailers.
C) discount stores.
D) extreme value stores.
E) category specialist stores.
51) ________ are combating competitive pressures by providing better value with private-label
merchandise; adding new value-added services such as online ordering and delivery options; and
providing a better shopping experience.
A) Convenience stores
B) Department stores
C) Full-line discount stores
D) Extreme value stores
E) Conventional supermarkets
52) Retailers that offer a broad variety of merchandise, limited services, and low prices are
known as
A) full-line discount stores.
B) convenience stores.
C) home improvement stores.
D) category specialists.
E) department stores.
53) If you’re a manufacturer, and you want to showcase your product in a store that has a narrow
but deep selection of merchandise and where expert sales associates can assist customers with
their selections, you’d most likely choose a(n)
A) category specialist.
B) specialty store.
C) department store.
D) extreme value retailer.
E) warehouse club.
54) If you are a marketer for a manufacturer, and the marketing mix for your product focuses on
very specific market segments, you’d like to sell your product through
A) department stores.
B) category specialist stores.
C) extreme value retailers.
D) specialty stores.
E) convenience stores.
55) Of the following retailers, the best example of a category killer is
A) Dollar General.
B) Staples.
C) Kohl’s.
D) Target.
E) Costco.
56) As a type of retailer, category specialists offer
A) a broad assortment of merchandise.
B) highly trained personnel throughout the stores.
C) a narrow but deep assortment of merchandise.
D) highly attractive loyalty programs.
E) a limited, but complementary merchandise assortment.
57) ________ offer a limited assortment of general merchandise at very low prices.
A) Department stores
B) Off-price retailers
C) Discount stores
D) Extreme-value retailers
E) Category specialists
58) ________ reduce costs and maintain low prices by buying opportunistically from
manufacturers with excess inventory, offering limited assortments of household goods and
groceries, as well as health and beauty aids.
A) Category killers
B) Specialty stores
C) Factory outlets
D) Extreme-value retailers
E) Convenience stores
59) ________ are likely to target low-income consumers who demand national brands, but
cannot afford to buy large-sized packages.
A) Category killers
B) Department stores
C) Extreme-value retailers
D) Specialty stores
E) Warehouse club stores
60) ________ can purchase merchandise at substantial discounts from the original wholesale
prices because they do not ask the suppliers for advertising allowances or markdown
adjustments.
A) Department stores
B) Specialty stores
C) Category specialists
D) Drugstores
E) Off-price retailers
61) ________ offer an inconsistent assortment of brand-name merchandise at low prices.
A) Department stores
B) Specialty stores
C) Category killers
D) Off-price retailers
E) Full-line discount stores
62) Because of the way ________ buy merchandise, customers can never be confident that the
same merchandise will be in stock each time they visit the store.
A) department stores
B) off-price retailers
C) discount stores
D) services retailers
E) category specialist stores
63) Higher-income consumers visiting ________ feel like they are on a treasure hunt, searching
for a bargain.
A) department stores
B) extreme-value retailers
C) big-box retailers
D) services retailers
E) category specialist stores
64) If you were a marketer for a clothing manufacturer and you wanted to improve revenues
from irregulars, production overruns, and returns, you would be attracted to using
A) department stores.
B) specialty stores.
C) category specialists.
D) off-price retailers.
E) supercenters.
65) Considering what you know about their target markets and merchandise, which of the
following retailers is least likely to have an online presence?
A) department stores
B) convenience stores
C) category specialists
D) off-price retailers
E) full-line discount stores
66) One of the most fundamental activities of retailers is to provide ________, satisfying the
needs of their target market.
A) wholesaling opportunities
B) persuasive advertising
C) the right mix of merchandise and services
D) corrective price controls
E) category killing profitability
67) Retailers address the conflict between consumers wanting or needing only one item and
manufacturers wanting to produce and ship in quantity by providing
A) reciprocity.
B) simplicity.
C) discounting.
D) storage.
E) extreme value labeling.
68) It is often difficult for retailers to distinguish themselves from their competitors through the
merchandise they carry because
A) they do not carry enough merchandise.
B) consumers no longer recognize brand equity.
C) big-box food retailers are shifting into specialty store product lines.
D) there is not enough merchandise to go around.
E) competitors can purchase and sell many of the same popular brands.
69) One product strategy used by retailers to differentiate themselves from competitors is
A) the use of private-label brands.
B) discount pricing.
C) removing brand labels from their merchandise offerings.
D) JIT product delivery.
E) offering brand-name merchandise.
70) ________ must always be aligned with other elements of a retailer’s strategy in order to
accurately define the value of the product and a retailer’s image.
A) Mobile commerce
B) Transportation
C) Distribution
D) Price
E) Labeling
71) For retailers, promotion refers to
A) supply chain communication.
B) the relationship between price and product.
C) the image a store attempts to maintain through its pricing strategy.
D) both their in-store environment and their media communications.
E) the seasonal discounts offered to move end-of-season items.
72) Retailers use ________ to communicate with or sell to consumers through wireless handheld
devices.
A) virtual media
B) mobile commerce
C) cooperative advertising
D) share of wallet tactics
E) social media advertising
73) Kim wants to maximize sales to the customers who walk into her store. Of the following,
Kim will most likely focus on
A) in-store promotions.
B) billboard and other outdoor advertising.
C) supply chain relationships.
D) off-price wholesaling.
E) mass media advertising.
74) ________ are subtle forms of promotion that facilitate shopping.
A) Electronic signs
B) Store credit cards and gift cards
C) Large stocks of popular national brands
D) Quick response and just-in-time delivery systems
E) Extreme value offers and specialty share of the wallet programs
75) Retailers’ coupons, rebates, and online discounts are types of
A) in-store promotions.
B) specialty product displays.
C) pricing promotions.
D) off-price wholesaling.
E) mass media advertising.
76) Unusual and exciting displays like Bass Pro Shops‘ climbing wall and stocked aquarium are
examples of
A) promotional discounts.
B) mass media gimmicks.
C) mobile marketing.
D) in-store promotions.
E) co-op advertising.
77) Many retail golf stores have driving ranges, some with backdrops showing famous golf
courses. These driving ranges allow
A) wholesalers to evaluate promotional discounts.
B) retailers to improve the shopping experience through an improved product line assortment.
C) customers to increase their share of wallet spending.
D) retailers to avoid competition from knock-off products.
E) customers to try before they buy.
78) Henri wants customers in his specialty tobacco store to feel at home, as if they were in their
personal smoking den. He uses lighting, music, and soft chairs to create a “look and feel” that
will get customers to relax and return. Henri is focusing on which aspect of the marketing mix?
A) price
B) place
C) policy
D) promotion
E) product
79) Most category specialists use a predominantly ________ approach to customer service.
A) hands-on
B) online
C) self-service
D) special attention
E) personalized
80) Personal selling is particularly important for retailers selling
A) online services.
B) discount items.
C) products that are complicated or expensive.
D) low-cost services.
E) trend or fashion items.
81) Which of the following retail stores would emphasize personal selling the most as part of the
firm’s promotional efforts?
A) jewelry store
B) convenience store
C) liquor store
D) secondhand clothing store
E) bakery
82) The knowledge retailers can gain from their store personnel and customer relationship
management databases is valuable for developing
A) supply chain relationships.
B) extreme value retailing efforts.
C) increased customer loyalty.
D) global private-label brands.
E) omnichannel retailing.
83) Retailers can gain valuable knowledge about their customers from the transaction process
and from
A) trade industry profiles.
B) store brand/private-label brand ratios.
C) omnichannel flow process.
D) the insights of store personnel.
E) end-of-aisle positioning studies.
84) Traditionally, retailers treated all their customers ________, but today, successful retailers
A) based on demographics; treat customers based on share of wallet.
B) based on share of wallet; treat all customers identically.
C) identically; base customer attention on demographics.
D) based on demographics; provide more value to mobile commerce customers.
E) identically; provide more value to their best customers.
85) The percentage of a customer’s purchases made from a particular retailer is referred to as
A) share of wallet.
B) share of market.
C) customer loyalty.
D) customer relationship management.
E) customer value ratio.
86) Benton manages a building supply company. He wants to invite 20 of his most valuable
building-contractor customers to a golf outing and party. Benton will likely use the firm’s
________ to identify these customers.
A) website
B) CRM database
C) specialty store sales
D) annual sales report
E) inventory management system