61. What is a retailer’s goal in planning a store’s layout with regard to traffic flows?
62. Slotting allowances are used to
A. encourage retailers to pay invoices on time.
B. entice customers to buy products in bulk quantities.
63. Keenan owns a retail store. He often receives payments from some of his manufacturers to ensure their products are placed
in the best location in the store or on the store shelves. These payments are referred to as
A. shelf allowances.
B. placement allowances.
64. The activities involved in acquiring particular goods and services and making them available at the places, times, prices, and
quantities that enable a retailer to achieve its goals is referred to as
A. retailing.
B. the wheel of retailing.
C. journey mapping.
65. Category management is a merchandising technique that focuses on the performance of
D. individual brands.
E. a store’s layout.
Category management is a merchandising technique that focuses on the performance of a product category rather than
individual brands.
66. Brad notices that customers at his store prefer certain types of snack foods over others. In response to his customers’
preferences, he allocates more shelf space to those types of snacks, and less shelf space to the snack items that are purchased
less frequently. In this scenario, Brad is utilizing which of the following techniques?
A. demand-driven merchandising
B. supply-driven merchandising
67. Karen has a boutique where she sells women’s fashion clothing. She recently added a line of jewelry and purses to her store
offerings in the hope that customers will spend more overall. What technique is Karen utilizing?
D. micro-merchandising
E. complementary merchandising
68. When retailers use the information gathered about their customers’ behavior in order to predict consumer trends, forecast
demand, or identify consumer interest in products, they do so by applying
A. journey mapping.
B. category management.
69. In retailing, ______ points refer to the instances when consumers interact directly with the brand on their way to purchase.
A. interaction
B. purchase
70. Journey mapping is a technique that helps companies identify
A. points in the journey of a product’s delivery that take too long or are unnecessary.
B. customers’ movements on social media.
71. David buys ski equipment from various manufacturers and resells the products to consumers that come into his store. David
is a ______.
72. _______ encompasses all of the business activities involved in the sales of goods and services to the ultimate consumer for
their personal, family, or household use.
73. The best-known framework for explaining changes in retail institutions is the _____ _____ _____.
11–25
Blooms: Remember
Difficulty: 1 Easy
Learning Objective: 11-01 Discuss the importance of retailing and the role of retail in marketing channels.
Topic: Role of Retailers
74. According to the wheel of retailing, new retailers entering the market typically price their products _____.
75. Retailers are the _____ stage in the distribution channel.
76. Offering credit to customers and accepting returned merchandise are both ______ functions of retailers.
77. Although she didn’t intend to, Caitlyn bought a copy of People magazine when she was in the checkout lane at the grocery
store. For Caitlyn, this is a(n) ______ purchase.
78. When it comes to level of service, it typically makes most sense for a retailers that sell a large percentage of low-margin
products to use ______ service.
79. In most instances, the products that ______-service retailers offer are of a higher-perceived quality or possess added or
more complex features than those in the standard offering in its class.
80. _____ _____ are two or more retail outlets that are commonly owned and controlled.
81. A group of independent retailers that band together to set up a jointly owned, central wholesale operation that also conducts
joint merchandising and promotion is a ______ ______.
82. The type of franchise arrangement that is less common but accounts for a larger percentage of franchise-based sales is a
______ ______ franchise arrangement.
83. Retailers that add goods and services that may be unrelated to each other and to the firm’s original business are looking to
increase their ______ of assortment.
11–28
Topic: Retail Outlet Classifications
84. A full-line discount store that combines a grocery store, pharmacy, and services is called a ______.
85. Barnes and Noble, because it can gain a high share of the bookstore market, is considered to be a category _____.
86. The most frequently visited type of retail store is the ______.
87. The retail trend that has been criticized on the grounds that it encourages a “throw-away” attitude that is ultimately harmful to
the environment is _____ _____.
11–29
Difficulty: 2 Medium
Learning Objective: 11-03 Describe the major types of physical-store retailers.
Topic: Types of Retailers
88. A retailer that operates a brick-and-mortar store but also sells its products through its website and catalogs is practicing
_____ channel retailing.
89. In-store banks, photo studios, hair and nail salons, and coffee shops are all types of ______ departments—a section within a
retail store that is rented to an outside party.
90. ______ retailers primarily offer mechanical or human efforts, rather than merchandise, to consumers.
91. A limitation of ______ retailing is that it does not provide the sensory elements of shopping in a store.
92. One-click ordering, which allows customers to purchase with the single press of a button, was a retail innovation introduced
by ______, a company founded by Jeff Bezos.
93. A retail sales technique in which many items are grouped together in a printed piece or an online store is referred to as
______ marketing.
94. There has been a renewed interest in ______ marketing because their definitive mail dates and customer identifiers are
easier to track.
95. Home shopping network, QVC has centered its retail strategy on the ______ ______, which is the tendency to watch TV
while also swiping and tapping on a smartphone or tablet.
96. Teri went to a store to buy a new dress but the store did not have the dress she wanted in her size. So, Teri used the kiosk
inside the store to order the dress in her size and have it shipped to her house for free. The in-store kiosk is an example of
______ ______.
97. The small space requirements and 24/7 availability make _____ _____ a cost-efficient alternative for certain products,
particularly in high-traffic areas.
98. Direct selling is also known as direct ______.
99. The business model in which a direct seller makes money by buying products from a parent organization and selling them
directly to customers is called _____ ______ marketing.
100. Low start-up costs and flexibility are two reasons ______ ______ is attractive to its independent representatives.