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CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
1
Chapter 1 – Introduction to the World of Retailing
Debate: Is Walmart good for society?
Format/Procedure
Break into 6 teams, 3 on each side of the issue.
Teams will have 10 minutes to prepare Opening Statements.
5 minute Opening Statements from each side. State your position and give
supporting arguments.
Group Assignment
In-Class Debate Yes No
Opening 1 2
Rebuttal 3 4
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
Chapter 2 – Types of Retailers
What retailers or types of retailers are characterized as follows:
1. Offer a broad variety and deep assortment, with customer service.
______________________________________________________________
5. Offer an inconsistent assortment of brand name merchandise at low prices.
__________________________________________________________________
6. Large stores that combine a supermarket with a full-line discount store.
__________________________________________________________________
7. Not popular in U.S., but popular in Europe
______________________________________
11. One of the fastest growing segments in retailing.
___________________________________
12. Carry a larger proportion of food items than supercenters.
___________________________
13. Large stores located in low-rent areas
___________________________________________
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
3
14. 30% of sales are made through a party plan system.
________________________________
18. Prices are 40% lower than conventional supermarkets
______________________________
19. Known as “Category Killers”
_________________________________________________
20. Pharmaceuticals represent over 50% of their sales.
________________________________
24. Target low-income customers with smaller packages.
_______________________________
25. Most significant trend is conversion into supercenters.
_______________________________
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
28. Concentrate on health and personal grooming.
_____________________________________
31. Buy opportunistically
__________________________________________________________
32. Discount store that offers a deep, but narrow assortment of merchandise.
__________________
__________________________________________________________________
35. Type of off-price retailer that sells broad but inconsistent merchandise, apparel, and
soft home goods.
__________________________________________________________________
36. Known as “Discount Specialty Stores”
_____________________________________________
37. Offer limited, irregular assortment of food and general merchandise with little service
and low prices
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
41. Over ½ items bought are consumer within 30 minutes.
________________________________
_______________________
45. By opportunistically from other retailers and manufacturers.
____________________________
46. Organize stores into separate departments for displaying merchandise
_____________________
47. Off-price retailer owned by a manufacturer.
50. Fastest growing retail category
____________________________________________________
51. Also called extreme value food retailers and only stock about 1,250 SKUs
_________________
52. Gas accounts for 66% of sales
____________________________________________________
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
55. Tailor retail mix to a very specific target market.
_____________________________________
56. Small, full-line discount stores that offer a limited merchandise assortment at very
low prices
__________________________________________________________________
57. Small stores that offer limited variety and assortment of merchandise at a convenient
location for higher prices
________________________________________________________
Answers:
1. Offer a broad variety and deep assortment, with customer service. DEPT. STORE
2. Target low-income customers, but higher-income customers are increasingly
patronizing these stores. EXTREME VALUE RET.
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
24. Target low-income customers with smaller packages. EXTREME VALUE RET.
25. Most significant trend is conversion into supercenters. FULL-LINE DISC.
26. Offer a limited number of complementary merchandise categories, high level of
service, and small stores. SPECIALTY STORE
34. Retail format in which salespeople contact customers directly in a convenient
location, demonstrate merchandise or explain a service, take an order, and then
deliver or perform. DIRECT SELLING
35. Type of off-price retailer that sells broad but inconsistent merchandise, apparel, and
soft home goods. CLOSEOUT RETAILER
36. Known as “Discount Specialty Stores” CATEGORY SPECIALIST
43. Receive deliveries every day CONVENIENCE
44. Traditional services, such as free bags and credit, are not provided. LIMITED ASST.
SM (WAREHOUSE)
45. By opportunistically from other retailers and manufacturers. OFF-PRICE RET
(WAREH FROM MANUF)
46. Organize stores into separate departments for displaying merchandise
DEPARTMENT
47. Off-price retailer owned by a manufacturer. FACTORY OUTLET
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
8
51. Also called extreme value food retailers and only stock about 1,250 SKUs LIMITED
ASST
52. Gas accounts for 66% of sales CONV. STORES
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
9
Chapter 2 – Retail Formats
Chapter 2 discusses several types of retail formats. After reviewing this section of your
text, complete the table below by listing the key issues impacting each retail format. Be
prepared to discuss your responses with the entire class.
Retail Format
Key Issues
Food Retailers
Category
Specialists
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
10
Retail Formats with Answers
Chapter 2 discusses several types of retail formats. After reviewing this section of your
text, complete the table below by listing the key issues impacting each retail format. Be
prepared to discuss your responses with the entire class.
Retail Format
Key Issues
Food Retailers
- Increasing competition from other types of retailers
Discount Stores
- Push to carry more grocery items
- Intense competition from other formats
- Creating a more attractive place to shop with more apparel and
strong private label merchandise
Category
Specialists
- Regional roots, now expanding
- Competition is intense and focused on price, therefore the result
is thin margins and little differentiation
- Stress decreasing costs through efficient operations and
economies of scale
- Service level may be used for brand differentiation
Department
Stores
- Overall sales are stagnant and market share has fallen in recent
years
CLASSROOM EXERCISES AND ACTIVITIES
Retailing Management 9th Edition
11
Chapter 3 - Segmentation Characteristics of Online
Shoppers
Describe the segmentation characteristics of consumers comfortable with using the
Internet channel for shopping in the table below. Be prepared to discuss in class.
Segmentation
Bases
Characteristics of Consumers Shopping Online
Geographic
Age
Usage rate
