Chapter 17 Outlet Selection and Purchase

Multiple Choice Questions

1. IBM has developed the Shopping Buddy, which is a _____.
A) full-body scanne that collects full body !easue!ents in 1" seconds
B) co!putei#ed touchsceen $% that can be attached to shopping cats
%) syste! in which consu!es egiste thei fingepint and then pay by having thei
finge scanned at chec&out
') a shopping (bot) that seaches the Intenet fo the lowest pices fo consu!es
*) co!putei#ed shopping list of favoite and fe+uently puchased ite!s
Answe, B $age, -./ 'ifficulty, !odeate
0. 1hich of the following is a eco!!ended stategy fo etailes when consu!es select
the outlet fist and the band second2
A) appopiate picing
B) band availability advetising
%) band i!age !anage!ent
') pice special on bands
*) co-op ads featuing bands
Answe, A $age, -.. 'ifficulty, had
3. 1hich of the following is a eco!!ended stategy fo !anufactues when consu!es
select the outlet fist and the band second2
A) etaile i!age advetising
B) !oe e4clusive distibution
%) point-of-puchase displays
') pice special on bands
*) band availability advetising
Answe, % $age, -.. 'ifficulty, had
5. Any souce of poducts o sevices fo consu!es is efeed to as a _____.
A) etail outlet
B) contact point
%) tansaction point
') distibution outlet
*) channel outlet
Answe, A $age, 6"" 'ifficulty, !odeate
1/3
Chapter 17 Outlet Selection and Purchase
-. %onsu!es ac+uiing poduct though !ail, telephone, o co!pute odes is efeed
to as _____.
A) outsoucing
B) outlet shopping
%) non-taditional shopping
') in-ho!e shopping
*) all of the above
Answe, ' $age, 6"" 'ifficulty, !odeate
6. 7ane was loo&ing though the $ottey Ban catalog and saw so!e la!ps she li&ed.
Instead of calling the toll-fee nu!be to puchase the la!ps, she went to $ottey
Ban8s 1eb site and odeed the!. 9his is an e4a!ple of _____.
A) altenative shopping
B) outsoucing
%) !ulti-level !a&eting
') non-taditional shopping
*) in-ho!e shopping
Answe, * $age, 6"" 'ifficulty, !odeate
/. It is pedicted that total :S etail e4penditues online will be _____ in 0"";
A) <13" !illion
B) <3; billion
%) <1.0 billion
') <.5 billion
*) <030 billion
Answe, * $age, 6"" 'ifficulty, had
;. 1hich of the following is a categoy of poducts and sevices based on thei puchase
chaacteistics elative to Intenet shopping identified by =oeste >eseach2
A) (high-touch) goods
B) seach goods
%) eplenish!ent goods
') adventuous goods
*) tangible goods
Answe, % $age, 6"1 'ifficulty, !odeate
1/5
Chapter 17 Outlet Selection and Purchase
.. 1hich of the following categoy of poducts and sevices identified by =oeste
>eseach based on thei puchase chaacteistics elative to Intenet shopping consists
of !odeate cost, high-fe+uency puchases2
A) eplenish!ent goods
B) eseached ite!s
%) convenience ite!s
') shopping goods
*) selective ite!s
Answe, A $age, 6"1 'ifficulty, !odeate
1". Shelly odes he disposable contact lenses online, and she is sent two bo4es evey si4
wee&s. Based on =oeste >eseach8s categoies of poducts and sevices, which does
this epesent2
A) eplenish!ent goods
B) eseached ite!s
%) convenience ite!s
') shopping goods
*) selective ite!s
Answe, A $age, 6"1 'ifficulty, easy
11. $aul was seaching the Intenet fo info!ation egading the puchase of a digital
video ecode ?'@>). Based on =oeste >eseach8s categoies of poducts and
sevices elative to Intenet shopping, which categoy does this epesent2
A) eplenish!ent goods
B) eseached ite!s
%) convenience ite!s
') shopping goods
*) selective ite!s
Answe, B $age, 6"1 'ifficulty, !odeate
10. 1hich of the following categoy of poducts and sevices identified by =oeste
>eseach based on thei puchase chaacteistics elative to Intenet shopping consists
of low-is& discetionay ite!s2
A) eplenish!ent goods
B) eseached ite!s
%) convenience ite!s
') shopping goods
*) selective ite!s
Answe, % $age, 6"1 'ifficulty, !odeate
1/-
Chapter 17 Outlet Selection and Purchase
13. 1hich of the following state!ents is =AAS* egading Intenet etailing2
A) Intenet etailing is a boo!ing and inceasingly co!petitive business.
B) Appael is one of the lagest sales categoies on the Intenet and one of the fastest
gowing.
%) >eseach has shown that consu!es shop online fo easons diffeent to those fo
shopping fo! catalogs.
') %atalogs and the Intenet appea to wo& in a co!ple!entay fashion.
*) 1ith espect to appael, lac& of touch can be a !aBo baie fo nonstoe etailes.
Answe, % $age, 6""-6"1 'ifficulty, had
15. 1hich of the following is the !aBo eason consu!es give fo shopping online2
A) want poduct deliveed
B) uni+ue !echandise
%) pice
') i!pulse
*) convenience
Answe, * $age, 6"1 'ifficulty, !odeate
1-. Sales fo which poduct o sevice classified as (eseached ite!s) ae the highest2
A) food C beveage
B) tavel
%) auto!otive pats
') co!pute hadDsoftwae
*) event tic&ets
Answe, B $age, 6"0 'ifficulty, had
16. 9he !aBo eason people give fo not shopping on the Intenet is _____.
A) lac& of (touch)
B) secuity concens
%) too difficult
') unfa!ilia !echants
*) none of the above
Answe, B $age, 6"3 'ifficulty, !odeate
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Chapter 17 Outlet Selection and Purchase
1/. 1hich of the following baies to online puchasing is elated to consu!e feas
egading how pesonal info!ation about the! that is gatheed online !ight be used2
A) lac& of (touch)
B) online pivacy concens
%) econo!ic costs
') oppotunity costs
*) dispesion concens
Answe, B $age, 6"3 'ifficulty, easy
1;. Eow can fi!s enhance consu!es8 contol with egad to online pivacy concens2
A) don8t as& fo info!ation
B) use bots
%) use blogs
') use (opt in) appoach
*) use seach engine opti!i#ation appoaches
Answe, ' $age, 6"3 'ifficulty, !odeate
1.. Saah Bust puchased so!e casual twill pants fo! A.A.Bean. 1hen she was chec&ing
out, she was as&ed fo he e-!ail addess. Below that bo4 was a bo4 that was chec&ed
that indicated she would li&e to eceive po!otion !essages and have he info!ation
shaed with si!ila !a&etes. She unchec&ed that bo4 because she did not want to
eceive these po!otional offes and did not want he info!ation shaed. 9his is an
e4a!ple of which appoach online etailes ae using to enhance consu!es8 contol2
A) (opt-in) appoach
B) behavioal tageting
%) seach engine opti!i#ation
') bots
*) blogs
Answe, A $age, 6"3 'ifficulty, !odeate
0". M@M ?My @itual Model) helps consu!es shopping online oveco!e which baie2
A) secuity
B) info!ation +uantity
%) lac& of touch
') flow
*) difficulty
Answe, % $age, 6"3 'ifficulty, !odeate
1//
Chapter 17 Outlet Selection and Purchase
01. 1hich of the following is an online shoppe seg!ent2
A) Shopping Aoves
B) Adventuous *4ploes
%) Suspicious Aeanes
') =un See&es
*) all of the above
Answe, * $age, 6"5-6"- 'ifficulty, easy
00. 1hich of the following is FG9 an online shoppe seg!ent2
A) 9echnocats
B) Adventuous *4ploes
%) Suspicious Aeanes
') =un See&es
*) all of the above ae online shoppe seg!ents
Answe, A $age, 6"5-6"- 'ifficulty, !odeate
03. %indy did al!ost all of he %hist!as shopping on the Intenet last yea. She enBoys
buying online and does so fe+uently. She8ll tell anybody who will listen how
wondeful it is to shop online, especially since she lives in a s!all city that does not
have all the wondeful etail stoes she li&es. %indy would be categoi#ed as which
seg!ent of online shoppe2
A) >etaile8s 'ea!
B) Shopping Aoves
%) =un See&es
') Adventuous *4ploes
*) %ybe Shoppe
Answe, B $age, 6"5 'ifficulty, !odeate
05. Ean& is seen by othes as the guy to go to if they have +uestions elated to the Intenet.
Ee ecently helped his fiend download !usic fo! i9unes fo his new i$od M$3
playe. Ean& also li&es to shop online because, to hi!, it8s !oe fun than going to a
stoe. 9o which seg!ent of online shoppes does Ean& belong2
A) >etaile8s 'ea!
B) Shopping Aoves
%) =un See&es
') Adventuous *4ploes
*) %ybe Shoppe
Answe, ' $age, 6"5 'ifficulty, !odeate
1/;
Chapter 17 Outlet Selection and Purchase
0-. 1hich seg!ent of online shoppes, while open to new ways of doing things, ae
eluctant to puchase online because of thei lac& of co!pute taining2
A) Suspicious Aeanes
B) Business :ses
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, A $age, 6"5-6"- 'ifficulty, !odeate
06. 1hile 7ohn is open to new ways of doing things and he8s not afaid of giving a
co!pute his cedit cad nu!be, he is eluctant to puchase online due to his lac& of
confidence in using a co!pute. Ee has neve had any taining on using a co!pute.
9o which seg!ent of online shoppes does 7ohn belong2
A) Suspicious Aeanes
B) Business :ses
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, A $age, 6"5-6"- 'ifficulty, !odeate
0/. 1hich online shoppe seg!ent is the !ost co!pute liteate, does not view online
shopping as novel, and aen8t usually cha!pions of the pactice2
A) Suspicious Aeanes
B) Business :ses
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, B $age, 6"- 'ifficulty, !odeate
1/.
Chapter 17 Outlet Selection and Purchase
0;. Bay is consideably co!pute liteate, and he uses it all the ti!e in his pofession.
Ee8s a fee-lance wite and uses the Intenet to seach fo info!ation, and !ost of his
wo& is sent bac& and foth to his editos via the Intenet. 1hile Bay does shop
online, it8s nothing novel to hi!. 9o which seg!ent of online shoppes does Bay
belong2
A) Suspicious Aeanes
B) Business :ses
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, B $age, 6"- 'ifficulty, !odeate
0.. %histine has neve puchased anything fo! the Intenet. She li&es to loo& at ite!s
on the Intenet, but she doesn8t want to give he cedit cad nu!be o pay shipping
chages. 9o which seg!ent of online shoppes does %histine belong2
A) Suspicious Aeanes
B) Business :ses
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, % $age, 6"- 'ifficulty, !odeate
3". 1hich seg!ent of online shoppes has an appealing inco!e, but they don8t puchase
fo! the Intenet because they don8t li&e to wait fo poducts to be shipped to the!,
and they li&e seeing !echandise in peson befoe buying2
A) Suspicious Aeanes
B) Business :ses
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, * $age, 6"- 'ifficulty, !odeate
1;"
Chapter 17 Outlet Selection and Purchase
31. 9asha doesn8t undestand all the hype about Intenet shopping. 1hen she shops, she
wants to pesonally see the ite!, and she wants it ight then, not --. business days
latte. 9asha belongs to which seg!ent of online shoppes2
A) Suspicious Aeanes
B) Business :ses
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, * $age, 6"- 'ifficulty, !odeate
30. *ven though Sa! has a co!pute and online access, he doesn8t spend !uch ti!e using
it. Ee heas how his fiends puchase ite!s online, but he eally has no inteest in that
aea. Sa! belongs to which seg!ent of online shoppes2
A) Suspicious Aeanes
B) Business :ses
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, ' $age, 6"- 'ifficulty, !odeate
33. 1hich seg!ent of online consu!es ae the least wealthy and least educated, sees
entetain!ent value in the Intenet, but buying things online fightens the!2
A) Suspicious Aeanes
B) =un See&es
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, B $age, 6"- 'ifficulty, !odeate
35. Scott is twenty yeas old and has a high school education. Ee li&es to go on the
Intenet to play ga!es, but he8s afaid to buy things online. *ven if this was not so, he
doesn8t !a&e enough !oney fo hi! to be able to buy !uch anyway. Scott belongs to
which seg!ent of online shoppes2
A) Suspicious Aeanes
B) =un See&es
%) =eaful Bowses
') 9echnology Muddles
*) Shopping Avoides
Answe, B $age, 6"- 'ifficulty, !odeate
1;1
Chapter 17 Outlet Selection and Purchase
3-. 1hich of the following is FG9 a eason consu!es gave fo why they don8t li&e
shopping in stoes2
A) don8t li&e shopping
B) dealing with cowds
%) salespeople ae pooly info!ed
') pa&ing and taffic
*) all of the above wee easons why consu!es don8t li&e shopping in stoes
Answe, * $age, 6"- 'ifficulty, had
36. 1hat was the MAIF eason consu!es gave in a suvey fo why they don8t li&e
shopping in stoes2
A) don8t li&e shopping
B) dealing with cowds
%) salespeople ae pooly info!ed
') pa&ing and taffic
*) the ti!e it ta&es to shop
Answe, % $age, 6"- 'ifficulty, had
3/. Su#y is having he 6
th
bithday paty at %lub Aibby Au at a depat!ent stoe in the
!all. She and si4 of he fiends will get a co!plete (!a&e-ove) with glittey !a&eup
and shiny e4tensions added to thei hai. 9his is an e4a!ple of which appoach
etailes ae ta&ing to i!pove the shopping e4peience2
A) &ios&s
B) !ini-stoes
%) lifestyle centes
') band stoes
*) (destination aeas) within stoes
Answe, * $age, 6"6 'ifficulty, !odeate
3;. %onsu!es who bowse andDo puchase in !oe than one channel ae &nown as
_____.
A) cos!opolitan
B) !ulti-channel shoppes
%) !ulti-tas&es
') !a&et !avens
*) opinion leades
Answe, B $age, 6"; 'ifficulty, !odeate
1;0
Chapter 17 Outlet Selection and Purchase
3.. 1hich of the following affects consu!es8 etail outlet selection2
A) outlet i!age
B) etaile bands
%) etail advetising
') outlet location and si#e
*) all of the above
Answe, * $age, 6";-615 'ifficulty, easy
5". 1hich of the following is FG9 a facto affecting consu!es8 etail outlet selection2
A) outlet i!age
B) etaile bands
%) etail advetising
') outlet location and si#e
*) nu!be of levels of distibution
Answe, * $age, 6";-615 'ifficulty, !odeate
51. A given consu!e8s o taget !a&et8s peception of all the attibutes associated with a
etail outlet is geneally efeed to as the _____.
A) stoe at!osphee
B) sevicescape
%) stoe i!age
') stoe a!biance
*) stoe pesonality
Answe, % $age, 6". 'ifficulty, !odeate
50. 9he (Mechandise) di!ension of stoe i!age includes _____.
A) +uality
B) selection
%) pice
') style
*) all of the above
Answe, * $age, 6". 'ifficulty, had
1;3
Chapter 17 Outlet Selection and Purchase
53. 9he (Sevice) di!ension of stoe i!age includes all of the following *H%*$9 _____.
A) easy etun
B) sales pesonnel
%) delivey
') cedit
*) all of the above ae included
Answe, * $age, 6". 'ifficulty, had
55. 1hich di!ension of stoe i!age consists of +uality, selection, style, and pice
co!ponents2
A) !echandise
B) sevice
%) physical facilities
') stoe at!osphee
*) institutional
Answe, A $age, 6". 'ifficulty, !odeate
5-. >ebecca is opening a wo!en8s shoe stoe. She is caefully consideing the +uality,
selection, style, and pice that she wants fo he stoe. 1hich di!ension of stoe
i!age is she concened with2
A) !echandise
B) sevice
%) physical facilities
') stoe at!osphee
*) institutional
Answe, A $age, 6". 'ifficulty, !odeate
56. 1hich of the following co!ponents epesent the sevice di!ension of a stoe8s
i!age2
A) +uality, selection, style, and pice
B) layaway plan, sales pesonnel, easy etun, cedit, and delivey
%) location and pa&ing
') congeniality, fun, e4cite!ent, and co!fot
*) stoe eputation
Answe, B $age, 6". 'ifficulty, !odeate
1;5
Chapter 17 Outlet Selection and Purchase
5/. 1endy was descibing to he fiend what the A!eican Iil stoe is %hicago is li&e.
She was telling he about all the diffeent oo!s that wee in the stoe, such as a oo!
fo each doll ?e.g., Bitty Baby, =elicity, Jit, etc.), a oo! fo funitue, a oo! fo gil-
si#ed clothing that !atched the dolls8 clothing, the tea oo!, and the auditoiu! whee
she saw a stage show. 1hich di!ension of stoe i!age was 1endy descibing2
A) !echandise
B) sevice
%) physical facilities
') convenience
*) institutional
Answe, % $age, 6". 'ifficulty, !odeate
5;. Iood poduct offes and info!ation, value, and align!ent with consu!es8 inteests
ae co!ponents of which di!ension of online etaile i!age2
A) usefulness
B) enBoy!ent
%) tustwothiness
') style
*) fa!iliaity
Answe, A $age, 6". 'ifficulty, !odeate
5.. 9he tustwothiness di!ension of an online etaile8s i!age is epesented by which
co!ponents2
A) good poduct offes and info!ation, value, aligned with inteests
B) fun, attactive, pleasant to bowse
%) easy to use and navigate, fle4ible site
') eputation, info!ation safety and secuity
*) fast and fle4ible delivey and tansactions
Answe, ' $age, 6". 'ifficulty, !odeate
-". Bands owned and sold by a specific etail outlet ae &nown as _____.
A) pi!ay bands
B) seconday bands
%) stoe bands
') intenal bands
*) li!ited distibution bands
Answe, % $age, 61" 'ifficulty, easy
1;-
Chapter 17 Outlet Selection and Purchase
-1. Jelly li&es to shop at 9aget. She eally li&es the Ache =a!s bands with the ooste
on the label, which is one of 9aget8s own bands and can only be puchased thee.
9hese types of bands ae &nown as _____.
A) pi!ay bands
B) seconday bands
%) stoe bands
') intenal bands
*) li!ited distibution bands
Answe, % $age, 61" 'ifficulty, easy
-0. 1hat is the &ey to success of stoe bands2
A) low pice
B) low +uality, but at a low pice
%) high +uality at a high pice
') high +uality at a easonable pice
*) attactive pac&aging
Answe, ' $age, 611 'ifficulty, !odeate
-3. Sales of additional ite!s to custo!es who ca!e to puchase an advetised ite! ae
efeed to as _____.
A) ince!ental sales
B) spillove sales
%) !aginal sales
') sales plus
*) i!pulse sales
Answe, B $age, 611 'ifficulty, !odeate
-5. Eaiet is vey fugal, so she egulaly co!bs the gocey ads loo&ing fo bagains.
:sually she8ll go to a paticula stoe Bust to buy an advetised ite!, but so!eti!es she
puchases othe ite!s that wee not advetised as well. 9he puchase of the
unadvetised ite!s epesent which type of sales2
A) ince!ental sales
B) spillove sales
%) !aginal sales
') sales plus
*) i!pulse sales
Answe, B $age, 611 'ifficulty, !odeate
1;6
Chapter 17 Outlet Selection and Purchase
--. 1hich of the following is FG9 a &ey decision fo etailes consideing pice
advetising2
A) Eow lage a discount to use2
B) Should a efeence pice be used2
%) 1hat vebal state!ents should be used2
') 1hat is the cost of the ite! co!paed to the total !edia cost2
*) Fone of the above ae &ey decisions.
Answe, ' $age, 610 'ifficulty, !odeate
-6. A pice with which othe pices ae co!paed is &nown as a?n) _____.
A) efeence pice
B) co!paison pice
%) base pice
') stating pice
*) intenal pice
Answe, A $age, 613 'ifficulty, !odeate
-/. 1hen a etaile epesents a pice as (egulaly <1-..., now <....,) the <1-... is
called the _____.
A) stating pice
B) base pice
%) efeence pice
') co!paison pice
*) !a&up
Answe, % $age, 613 'ifficulty, !odeate
-;. Aeslie loves to shop at 9.7. Ma44 and feels she is saving a lot of !oney because the
pice tags usually have the !anufactue8s suggested etail pice ?MS>$) listed and
cossed off and the 9.7. Ma44 pice below !uch lowe. 9he MS>$ is being used as a
_____.
A) !a&up
B) base pice
%) efeence pice
') deceptive pice
*) peceptual pice
Answe, % $age, 613 'ifficulty, !odeate
1;/
Chapter 17 Outlet Selection and Purchase
-.. 1hich of the following ae types of efeence pices2
A) pi!ay and seconday
B) diect and indiect
%) latent and !anifest
') intenal and e4tenal
*) high and low
Answe, ' $age, 613 'ifficulty, !odeate
6". 1hich type of efeence pice is pesented by a !a&ete fo the consu!e to use to
co!pae with the cuent pice2
A) base efeence pice
B) e4tenal efeence pice
%) pivate efeence pice
') outlet efeence pice
*) public efeence pice
Answe, B $age, 613 'ifficulty, !odeate
61. 9odd owns a discount spoting goods stoe, and seveal of the ite!s in his stoe have a
!anufactue8s suggested etail pice ?MS>$) above 9odd8s lowe pice. 9odd is using
the MS>$ as a?n) _____.
A) base efeence pice
B) e4tenal efeence pice
%) peceptual efeence pice
') intenal efeence pice
*) disclosed efeence pice
Answe, B $age, 613 'ifficulty, !odeate
60. 1hich type of efeence pice o pice ange does a consu!e etieve fo! !e!oy to
co!pae with a pice in the !a&et2
A) base efeence pice
B) histoical efeence pice
%) pivate efeence pice
') intenal efeence pice
*) epeat efeence pice
Answe, ' $age, 613 'ifficulty, !odeate
1;;
Chapter 17 Outlet Selection and Purchase
63. Feil is consideing the puchase of a 5-wheele A9@. Ee visited a distibuto to loo&
at diffeent !odels, and when he loo&ed at pices he co!paed the! with a pice his
bothe told hi! he paid fo an A9@. 9he pice Feil etieves fo! !e!oy is &nown
as a?n) _____.
A) base efeence pice
B) e4tenal efeence pice
%) intenal efeence pice
') pivate efeence pice
*) pesonal efeence pice
Answe, % $age, 613 'ifficulty, !odeate
65. A <1" savings on a <0"" ite! should _____.
A) not show the egula pice
B) show the dolla savings but not the pecentage savings
%) show the pecentage savings but not the dolla savings
') show both the dolla savings and the pecentage savings
*) show neithe the dolla savings no the pecentage savings
Answe, B $age, 613 'ifficulty, had
6-. All othe things being e+ual, consu!es tend to pefe _____.
A) e4tenal efeence pices ove intenal efeence pices
B) dolla savings ove pecentage savings
%) pecentage savings ove dolla savings
') lage etail outlets ove s!alle outlets
*) s!alle etail outlets ove lage outlets
Answe, ' $age, 613 'ifficulty, had
66. 9he etail attaction !odel is also called the _____.
A) etail gavitation !odel
B) etail dispesion !odel
%) etail co!position !odel
') etail netwo& !odel
*) etail concentation !odel
Answe, A $age, 613 'ifficulty, !odeate
1;.
Chapter 17 Outlet Selection and Purchase
6/. 1hich !odel is used to calculate the level of stoe attaction based on stoe si#e and
distance fo! the consu!e2
A) etail !ultiattibute !odel
B) etail attaction !odel
%) etail attibution !odel
') etail geogaphic !odel
*) etail distibution !odel
Answe, B $age, 613 'ifficulty, !odeate
6;. 7i! is tying to dete!ine the level of his stoe8s attaction by using the s+uae footage
as a !easue of beadth of !echandise and the distance to the stoe fo! diffeent
geogaphic aeas. 1hich !odel is he using2
A) etail !ultiattibute !odel
B) etail gavitation !odel
%) etail attibution !odel
') etail geogaphic !odel
*) etail distibution !odel
Answe, B $age, 613 'ifficulty, !odeate
6.. =o which poduct ae consu!es !oe willing to tavel longe distances to shop fo2
A) toothpaste
B) wedding dess
%) bee
') laundy detegent
*) soft din&s
Answe, B $age, 615 'ifficulty, easy
/". 9he puchase of poducts involves the is& that they !ay not pefo! as e4pected,
causing which of the following to be high2
A) social cost
B) ti!e cost
%) effot cost
') physical cost
*) all of the above
Answe, * $age, 615 'ifficulty, easy
1."
Chapter 17 Outlet Selection and Purchase
/1. 1hich of the following is FG9 a type of cost associated with peceived is&2
A) social cost
B) ti!e cost
%) effot cost
') physical cost
*) spatial cost
Answe, * $age, 615 'ifficulty, !odeate
/0. 9ylenol, which is an analgesic &nown as aceta!inophen, wans in so!e of its
advetising that consu!es should ead labels caefully because seveal othe types of
!edications include aceta!inophen ?e.g., 9ylenol Sinus) and consu!es could
ovedose on this !edicine and potentially suffe live da!age. 1hich type of cost is
associated with this is&2
A) social cost
B) ti!e cost
%) effot cost
') physical cost
*) !ental cost
Answe, ' $age, 615 'ifficulty, !odeate
/3. Aoi puchased new ties fo he ca, and she can bing it bac& evey -,""" !iles to
have the ties otated fo fee. Eoweve, Aoi doesn8t do it because that would e+uie
that she ta&e he ca to the shop and eithe leave it and have so!eone get he and ta&e
he bac& late o sit and wait fo the ties to be otated. 1hich type of cost does this
epesent2
A) social cost
B) ti!e cost
%) effot cost
') physical cost
*) !ental cost
Answe, B $age, 615 'ifficulty, !odeate
1.1
Chapter 17 Outlet Selection and Purchase
/5. $uchase of which poduct typically epesents low social is& and low econo!ic is&
fo consu!es2
A) deodoant
B) auto!obile
%) soc&s
') auto epais
*) hai cutDstyle
Answe, % $age, 61- 'ifficulty, !odeate
/-. A shopping style that puts paticula e!phasis on cetain activities o shopping
!otivations is called a _____.
A) shopping seg!ent
B) shopping typology
%) shopping oientation
') shopping pespective
*) stoe at!osphee
Answe, % $age, 616 'ifficulty, !odeate
/6. 1hich of the following is a seg!ent of consu!es based on shopping oientation2
A) %ha!eleons
B) Shopping Aoves
%) Adventuous *4ploes
') Shopping Avoides
*) =un See&es
Answe, A $age, 616-61/ 'ifficulty, !odeate
//. Ji! li&es to go to Sa!8s 1aehouse because she can puchase lage +uantities of
poducts such as pape and cleaning poducts. She li&es to buy lage +uantities
because she doesn8t li&e to buy these things, so she figues she won8t have to buy the!
that often if she puchases lage +uantities. 1hich shopping oientation best descibes
Ji!2
A) %ha!eleons
B) Scavenges
%) =oages
') %ollectosDIathees
*) $edatos
Answe, ' $age, 616 'ifficulty, !odeate
1.0
Chapter 17 Outlet Selection and Purchase
/;. 1hich of the following is a desciption of the shopping oientation &nown as
Predators2
A) 9hei shopping styles ae situation-specific o constantly changing.
B) 9hey ae puposive and speed oiented in thei shopping.
%) 9hey shop both to !a&e puchases and as an activity.
') 9hey li&e to shop.
*) 9hey have a popensity to stoc&pile ite!s and to puchase lage +uantities to eithe
save !oney o alleviate the need fo shopping.
Answe, B $age, 61/ 'ifficulty, !odeate
/.. 1hich of the following is a vaiable that influences band decisions inside a etail
outlet2
A) point-of-puchase !ateials
B) pice eductions
%) outlet at!osphee
') stoc&out situations
*) all of the above
Answe, * $age, 61/ 'ifficulty, easy
;". $uchases !ade in a etail outlet that ae diffeent fo! those the consu!e planned to
!a&e pio to enteing that etail outlet ae called _____.
A) ince!ental puchases
B) iational puchases
%) unplanned puchases
') e!otional puchases
*) deviant puchases
Answe, % $age, 61/ 'ifficulty, !odeate
;1. :nplanned puchases ae futhe subdivided into which two categoies2
A) pi!ay and seconday
B) diect and indiect
%) e!inde and i!pulse
') geneally planned and substitute
*) latent and !anifest
Answe, % $age, 61; 'ifficulty, !odeate
1.3
Chapter 17 Outlet Selection and Purchase
;0. 1hich of the following is a theoy poposed to e4plain why so !any etail pices end
Bust below a ound nu!be ?i.e., ..)2
A) (left-to-ight) theoy
B) sale-association theoy
%) !ultiattibute theoy
') a and b
*) a, b, and c
Answe, ' $age, 601 'ifficulty, !odeate
;3. A etaile being te!poaily out of a paticula band is called _____.
A) whiteouts
B) blac&outs
%) stoc&outs
') shotage
*) shin&age
Answe, % $age, 603 'ifficulty, !odeate
;5. 1hich of the following is an a!bient condition elated to stoe at!osphee2
A) custo!e chaacteistics
B) sy!bols
%) layout
') te!peatue
*) funishings
Answe, ' $age, 605 'ifficulty, had
True/False Questions
;-. Selecting a etail outlet involves a diffeent type of pocess as selecting a band.
Answe, =alse $age, -.; 'ifficulty, !odeate
;6. %atalogs have appeaed to suffe due to the gowth of the Intenet.
Answe, =alse $age, 6"1 'ifficulty, !odeate
;/. %oncen egading cedit cad secuity is the !aBo eason given a!ong those who ae
online but have neve !ade a puchase online.
Answe, 9ue $age, 6"3 'ifficulty, easy
1.5
Chapter 17 Outlet Selection and Purchase
;;. Gnline !a&etes of appael will neve be able to oveco!e the lac& of (touch) issue
with consu!es and as a conse+uence, appael is having little sales success online.
Answe, =alse $age, 6"3 'ifficulty, had
;.. =o !any people in-stoe shopping is peceived as neithe fun no an efficient use of
ti!e.
Answe, 9ue $age, 6"- 'ifficulty, !odeate
.". Multi-channel shoppes often bowseDseach in one channel and use that info!ation
to !a&e a puchase in anothe channel.
Answe, 9ue $age, 6"; 'ifficulty, easy
.1. Multi-channel shoppes geneally spend less than single-channel shoppes.
Answe, =alse $age, 6"; 'ifficulty, !odeate
.0. Band i!age and stoe i!age ae si!ila concepts.
Answe, 9ue $age, 6". 'ifficulty, !odeate
.3. Sales of additional ite!s to custo!es who co!e to puchase an advetised ite! ae
efeed to as spillove sales.
Answe, 9ue $age, 611 'ifficulty, !odeate
.5. Studies continue to show that pice is fe+uently the pi!e eason consu!es select a
etail outlet.
Answe, =alse $age, 610 'ifficulty, had
.-. $eceived is& is consideed a consu!e chaacteistic as well as a poduct
chaacteistic.
Answe, 9ue $age, 61- 'ifficulty, !odeate
.6. Foragers ae paticula and ae !otivated to puchase only the desied ite!s.
Answe, 9ue $age, 61/ 'ifficulty, had
1.-
Chapter 17 Outlet Selection and Purchase
./. Most puchases in supe!a&ets ae planned.
Answe, =alse $age, 61; 'ifficulty, !odeate
.;. :nplanned puchases can be futhe subdivided into substitute and i!pulse puchases.
Answe, =alse $age, 61; 'ifficulty, had
... Sales inceases geneated by the addition of vaious types of $-G-$ !ateials in
supe!a&ets ae called (lift.)
Answe, 9ue $age, 61. 'ifficulty, !odeate
1"". Gne souce of sales inceases in esponse to pice eductions co!es fo! consu!e
stoc&piling.
Answe, 9ue $age, 601 'ifficulty, easy
1"1. A !aBo co!ponent of stoe at!osphee is the nu!be, chaacteistic, and behavio of
othe custo!es.
Answe, 9ue $age, 600 'ifficulty, !odeate
1"0. $hysical conditions of stoe at!osphee include layout, e+uip!ent, colos, funishings,
and space.
Answe, 9ue $age, 605 'ifficulty, easy
1"3. A study by 'ouble%lic& found that the nu!be one eason consu!es abandoned thei
online shopping cats was due to changing thei !ind.
Answe, =alse $age, 60- 'ifficulty, had
1"5. >ecent eseach finds that oughly 0" pecent of online consu!es abandon thei
shopping cats without !a&ing a puchase.
Answe, =alse $age, 60- 'ifficulty, had
1.6
Chapter 17 Outlet Selection and Purchase
Essay Questions
1"-. 'iscuss the stategy i!plications fo both etailes and !anufactues if consu!es8
decision se+uence is outlet fist, band second.
$age, -.;--.. 'ifficulty, easy
Answe,
9his consu!e decision se+uence !eans that consu!es decide on the etail outlet fist
and then decide on the band once thee. Stategy i!plications fo etailes include
using etaile i!age advetising, !agin !anage!ent on shelf space and displays,
location analysis, and appopiate picing. =o !anufactues the i!plications ae
distibution in &ey outlets, point-of-puchase, shelf space, and position, and poga!s
to stengthen e4isting outlets.
1"6. 'efine stoe i!age, and discuss five of the seveal di!ensions of stoe i!age.
$age, 6". 'ifficulty, !odeate
Answe,
A given consu!e8s o taget !a&et8s peception of all the attibutes associated with a
etail outlet is geneally efeed to as the store image. Gne study found the following
nine di!ensions and co!ponents of these di!ensions of stoe i!age, and students can
discuss any five,
a. Merchandise--+uality, selection, style, and pice.
b. Serice--layaway plan, sales pesonnel, easy etun, and attactiveness.
c. Clientele--custo!es.
d. Physical !acilities--cleanliness, stoe layout, shopping ease, and attactiveness.
e. Conenience--location and pa&ing.
f. Promotion--advetising.
g. Store atmosphere--congeniality, fun, e4cite!ent, co!fot.
h. "nstitutional--stoe eputation.
i. Posttransaction--satisfaction.
1./
Chapter 17 Outlet Selection and Purchase
1"/. Stacy owns a etail stoe speciali#ing in ho!e deco poducts. She is consideing
using pice advetising but is not sue what all she needs to conside befoe doing so.
She &nows you ae a !a&eting !aBo and has as&ed you advice. 'iscuss thee
decisions she needs to conside when using pice advetising.
$age, 610-613 'ifficulty, had
Answe,
>etailes face thee decisions when they conside using pice advetising,
a. #o$ large a price discount should %e used&
b. Should comparison or re!erence prices %e used& Showing a co!paison pice
inceases the peceived savings significantly. Eoweve, the stength of the
peception vaies with the !anne in which the co!paison o efeence pice is
pesented. Most consu!es undestand e4tenal efeence pices ?i.e., those
pesented by the !a&ete) and ae influenced by the! but do not co!pletely
believe the! because of the peception that etailes inflate efeence pices.
c. 'hat er%al statements should accompany the price in!ormation& 9he best
appoach fo etailes see!s to be to pesent the sale pice and eithe the dolla
a!ount saved if it is lage, the pecentage saved when it is lage, o both if both ae
lage. 9he egula pice could be shown in any of these conditions. Such wods o
phases as (now only,) (co!pae at,) o (special) appea to enhance the peceived
value of a sale. Eoweve, this vaies by situation, initial pice level and discount
si#e, consu!e goup, and etail outlet.
1.;
Chapter 17 Outlet Selection and Purchase
1";. Fa!e and descibe thee of the shopping oientations.
$age, 616-61/ 'ifficulty, had
Answe,
>eseach has uncoveed si4 shopping oientations, and students can discuss any thee,
a. Chameleons--thei shopping styles ae situation-specific o constantly changing.
9hei shopping appoach is based on poduct type, shopping i!petus, and puchase
tas&.
b. Collectors/(atherers--chaactei#ed by thei popensity to stoc&pile ite!s and to
puchase lage +uantities to eithe save !oney o alleviate the need fo shopping.
9hey atte!pt to get the best pice and ta&e advantage of etaile guaantees.
c. Foragers--paticula and ae !otivated to puchase only the desied ite!s. 9hey
ae willing to seach e4tensively and have little stoe loyalty. 9hey li&e to shop
alone.
d. #i%ernants--indiffeent towad shopping. 9hei shopping pattens ae
oppotunistic athe than need diven and they will often postpone even e+uied
puchases.
e. Predators--puposive and speed oiented in thei shopping. 9hey plan befoe
shopping and li&e to shop alone. 9hey don8t enBoy shopping and tend to shop
outlets whee they ae assued of getting the ite!s they need +uic&ly.
f. Scaengers--enBoy shopping both to !a&e puchases and as an activity. 9hey li&e
to go to sales and conside shopping to be entetain!ent. 9hey !a&e nu!eous
unplanned puchases.
1..
Chapter 17 Outlet Selection and Purchase
1".. 7ac+ueline went to 1algeens to puchase so!e cold !edicine, but the band she
wanted was not on the shelf. 9hee was an e!pty space on the shelf whee it should
have been. *4plain the vaiable that !ost li&ely will influence 7ac+ueline8s band
decision ight now and the i!pact of this situation.
$age, 603-605 'ifficulty, !odeate
Answe,
9his is an e4a!ple of a stoc)out, which !eans the stoe being te!poaily out of a
paticula band. 7ac+ueline !ust now decide whethe to buy the sa!e band but at
anothe stoe, switch bands, delay the puchase and buy the desied band late at the
sa!e stoe, o fogo the puchase altogethe. In addition, he vebal behavio and
attitude !ay change. 1ith espect to vebal behavio, she !ay !a&e negative
co!!ents to pees about the oiginal stoe andDo positive co!!ents to pees about
the substitute stoe andDo band o poduct. 1ith espect to attitude, she !ay develop
a less favoable attitude towad 1algeens andDo a !oe favoable attitude towad the
substitute stoe andDo band o poduct. 9hee types of peceived costs affect the
li&ely esponse of a consu!e to a stoc&out. Substitution costs efe to the eduction in
satisfaction a consu!e believes a eplace!ent si#e, band, o poduct will povide.
9his is a function of the consu!e8s co!!it!ent o loyalty to the pefeed band and
the peceived si!ilaity of potential substitutes. Transaction costs efe to the !ental,
physical, ti!e, and financial costs of puchasing a substitute poduct o band.
Opportunity costs ae the eduction in satisfaction associated with fogoing o
educing consu!ption of the poduct. Eow these costs will be peceived and thus
which of the outco!es will occu depends on the paticula consu!e, poduct, and
situation.
0""