Deck 17: Outlet Selection and Purchase

Question 1

Which online shopping segment found by Experian is less likely than average to have bought online in the past 12 months and enjoys shopping?

A) Mall Maniacs
B) Virtual Shoppers
C) Status Strivers
D) Shopping Lovers
E) Mall Rats

Answer 1

A
Explanation: Mall Maniacs are middle income and like to try new things.

Question 2

Which of the following is TRUE regarding Internet shopping?

A) Most future growth will come from new users.
B) Most future growth will come from existing buyers.
C) Annual growth in the number of Internet users is low.
D) B and C
E) A and C

Answer 2

D
Explanation: Annual growth in the number of Internet users is low, with increases in the amount of online spending coming from existing shoppers buying more.

Question 3

Brick-and-mortar stores with the goal to design environments that are emotionally engaging, entertaining, and memorable are using a strategy known as

A) visual inventory.
B) social media engagement.
C) push and pull technology.
D) shoppertainment.
E) all of the above.

Answer 3

D
Explanation: Shoppertainment is the use of engaging, entertaining, and memorable store environments that are emotionally engaging.

Question 4

It is predicted that the total Web-influenced in-store sales is _____.

A) $217 million
B) $38 billion
C) $1.2 billion
D) $232 billion
E) $1,543 billion

Question 5

Greg is a carpenter and his wife, Marsha, is a second-grade teacher. They use their computer to keep in touch with their children and rarely shop online. In which online shopping segment do they belong?

A) Virtual Shoppers
B) Status Strivers
C) Just the Essentials
D) Original Traditionalists
E) Shopping Lovers

Question 6

Which online shopping segment found by Experian is the highest catalog shopper?

A) Virtual Shoppers
B) Status Strivers
C) Just the Essentials
D) Original Traditionalists
E) Shopping Lovers

Question 7

Which online shopping segment found by Experian buys in stores and does heavy online research prior to buying?

A) Upscale Clicks and Bricks
B) Business Users
C) Fearful Browsers
D) Virtual Shoppers
E) Original Traditionalists

Question 8

Which online shopping segment found by Experian is 10 percent more likely on average to have shopped online in the past 12 months looking for good deals?

A) Virtual Shoppers
B) Status Strivers
C) Mall Maniacs
D) Fun Seekers
E) Mall Rats

Question 9

Jane was looking through the Pottery Barn catalog and saw some lamps she liked. Instead of calling the toll-free number to purchase the lamps, she went to Pottery Barn's website and ordered them. This is an example of _____.

A) alternative shopping
B) outsourcing
C) multi-level marketing
D) nontraditional shopping
E) in-home shopping

Question 10

Which of the following is the major reason consumers give for shopping online?

A) want product delivered
B) unique merchandise
C) price
D) impulse
E) convenience

Question 11

Jessica and Marty know how to shop online, but they prefer to go to the mall where they meet their friends for coffee in the food court. Jessica and Marty represent which online shopper segment?

A) Mall Maniacs
B) Virtual Shoppers
C) Status Strivers
D) Shopping Lovers
E) Mall Rats

Question 12

Any source of products or services for consumers is referred to as a _____.

A) retail outlet
B) contact point
C) transaction point
D) distribution outlet
E) channel outlet

Question 13

Paul's grandchildren gave him a computer for Christmas, but he seldom uses it to shop. He only goes to the grocery store to restock his pantry once a month. In which online shopping segment does Paul belong?

A) Virtual Shoppers
B) Status Strivers
C) Just the Essentials
D) Original Traditionalists
E) Shopping Lovers

Question 14

Which of the following statements is FALSE regarding Internet retailing?

A) The Internet is a major influence on in-store sales.
B) Annual growth in online sales remains steady at 12 percent.
C) Research has shown that consumers shop online for reasons different from those for shopping from catalogs.
D) Catalogs and the Internet appear to work in a complementary fashion.
E) Online sales are only about 15 percent of retail sales.

Question 15

Which online shopping segment found by Experian is older, middle income, and only looking for functional necessity?

A) Virtual Shoppers
B) Status Strivers
C) Just the Essentials
D) Original Traditionalists
E) Shopping Lovers

Question 16

Which online shopping segment found by Experian is younger, heavily female, and sees shopping as fun?

A) Virtual Shoppers
B) Status Strivers
C) Mall Maniacs
D) Fun Seekers
E) Mall Rats

Question 17

Which of the following is NOT an online shopper segment?

A) Upscale Clicks and Bricks
B) Adventurous Explorers
C) Status Strivers
D) Just the Essentials
E) All of the above are online shopper segments.

Question 18

Hank is seen by others as the go-to if they have questions related to finding good deals on the Internet. He likes to shop online because, to him, it's more fun than going to a store. To which online shopping segment does Hank belong?

A) Virtual Shoppers
B) Status Strivers
C) Mall Maniacs
D) Fun Seekers
E) Mall Rats

Question 19

The process of consumers acquiring product through mail, telephone, or computer orders is referred to as _____.

A) outsourcing
B) outlet shopping
C) nontraditional shopping
D) in-home shopping
E) all of the above

Question 20

Kim did much of her Christmas shopping on the Internet last year. She enjoys buying online and does so frequently. She also likes going to the mall so she can see and try on the latest fashions. Kim represents which online shopper segment?

A) Virtual Shoppers
B) Status Strivers
C) Mall Maniacs
D) Fun Seekers
E) Mall Rats

Question 21

John can afford the finer things, and often goes to boutiques to make his purchases. He does, however, research brands and prices online before doing so. To which online shopping segment does John belong?

A) Upscale Clicks and Bricks
B) Business Users
C) Fearful Browsers
D) Virtual Shoppers
E) Original Traditionalists

Question 22

Which of the following is NOT a reason consumers give for why they don't like shopping in stores?

A) don't like shopping
B) dealing with crowds
C) poorly informed salespeople
D) parking and traffic
E) All of the above are reasons consumers don't like shopping in stores.

Question 23

The top barrier(s) to Internet shopping is(are) ______.

A) lack of touch
B) privacy concerns
C) difficult returns
D) A and B
E) B and C

Question 24

Consumers who browse and/or purchase in more than one channel are known as _____.

A) cosmopolitan
B) multi-channel shoppers
C) multi-taskers
D) market mavens
E) opinion leaders

Question 25

Sarah just purchased some casual twill pants from L.L.Bean. When she was checking out, she was asked for her e-mail address. Below that box was a box that was checked that indicated she would like to receive promotion messages and have her information shared with similar marketers. She unchecked that box because she did not want to receive these promotional offers and did not want her information shared. This is an example of which approach online retailers are using to enhance consumers' control?

A) "opt in" approach
B) behavioral targeting
C) search engine optimization
D) bots
E) blogs

Question 26

Which of the following affects consumers' retail outlet selection?

A) outlet image
B) retailer brands
C) retail advertising
D) outlet location and size
E) all of the above

Question 27

Shoppers who browse and/or purchase in more than one channel simultaneously are known as _____.

A) channel shoppers
B) super shoppers
C) omni-channel shoppers
D) mobile shoppers
E) none of the above

Question 28

MVM (My Virtual Model) helps consumers shopping online overcome which barrier?

A) security
B) information quantity
C) lack of touch
D) flow
E) difficulty

Question 29

Suzy is having her sixth birthday party at Club Libby Lu at a department store in the mall. She and six of her friends will get a complete "make-over" with glittery makeup and shiny extensions added to their hair. This is an example of which approach retailers are taking to improve the shopping experience?

A) kiosks
B) mini-stores
C) lifestyle centers
D) brand stores
E) "destination areas" within stores

Question 30

Which of the following barriers to online purchasing is related to consumer fears regarding how personal information about them that is gathered online might be used?

A) lack of "touch"
B) online privacy concerns
C) economic costs
D) opportunity costs
E) dispersion concerns

Question 31

In order for online retailers to convert website visitors to buyers they must _____.

A) design appropriate landing pages
B) offer deep discounts
C) offer free merchandise
D) advertise with videos
E) use pop-ups to get their attention

Question 32

The "merchandise" dimension of store image includes _____.

A) quality
B) selection
C) price
D) style
E) all of the above

Question 33

Tasha loves to shop at Macy's. She can scan Jessica Simpson bar codes with her BlackBerry app and check prices and availability in Macy's and other stores at the same time. To which shopping segment does Tasha belong?

A) channel shoppers
B) super shoppers
C) omni-channel shoppers
D) mobile shoppers
E) none of the above

Question 34

Financial cost, time cost, and effort cost are examples of _____.

A) economic risk
B) social risk
C) physical risk
D) actual risk
E) all of the above

Question 35

What was the MAIN reason consumers gave in a survey for why they don't like shopping in stores?

A) don't like shopping
B) dealing with crowds
C) poorly informed salespeople
D) parking and traffic
E) the time it takes to shop

Question 36

Which of the following is FALSE regarding shopping cart abandonment?

A) Roughly 70 percent of all shopping carts consumers start are abandoned before purchase.
B) Those who abandon carts cannot be reengaged.
C) Even with targeted e-mail campaigns, 90 percent of abandoned carts will stay that way.
D) Marketers see opportunities to turn abandoned carts into sales.
E) A and C

Question 37

Omni-channel shoppers _____.

A) rely on mobile and mobile shopping apps
B) belong to Gen Y
C) belong to Gen X
D) A and B
E) all of the above

Question 38

A given consumer's or target market's perception of all the attributes associated with a retail outlet is generally referred to as the _____.

A) store atmosphere
B) servicescape
C) store image
D) store ambiance
E) store personality

Question 39

How can firms enhance consumers' control with regard to online privacy concerns?

A) don't ask for information
B) use bots
C) use blogs
D) use "opt in" approach
E) use search engine optimization approaches

Question 40

Which of the following is NOT a factor affecting consumers' retail outlet selection?

A) outlet image
B) retailer brands
C) retail advertising
D) outlet location and size
E) number of levels of distribution

Question 41

Which of the following is NOT a key decision for retailers considering price advertising?

A) How large a discount should be used?
B) Should a reference price be used?
C) What verbal statements should be used?
D) What is the cost of the item compared to the total media cost?
E) None of the above is a key decision.

Question 42

The "service" dimension of store image includes all of the following EXCEPT _____.

A) easy returns
B) sales personnel
C) delivery
D) credit
E) All of the above are included.

Question 43

Kelly likes to shop at Target. She really likes the Archer Farms brands with the rooster on the label, which is one of Target's own brands and can only be purchased there. These types of brands are known as _____.

A) primary brands
B) secondary brands
C) store brands
D) internal brands
E) limited distribution brands

Question 44

Which type of reference price is presented by a marketer for the consumer to use to compare with the current price?

A) base reference price
B) external reference price
C) private reference price
D) outlet reference price
E) public reference price

Question 45

Good product offers and information, value, and alignment with consumers' interests are components of which dimension of online retailer image?

A) usefulness
B) enjoyment
C) trustworthiness
D) style
E) familiarity

Question 46

Sales of additional items to customers who came to purchase an advertised item are referred to as _____.

A) incremental sales
B) spillover sales
C) marginal sales
D) sales plus
E) impulse sales

Question 47

Leslie loves to shop at T.J. Maxx and feels she is saving a lot of money because the price tags usually have the manufacturer's suggested retail price (MSRP) listed and crossed off and the T.J. Maxx price below much lower. The MSRP is being used as a _____.

A) markup
B) base price
C) reference price
D) deceptive price
E) perceptual price

Question 48

The trustworthiness dimension of an online retailer's image is represented by which components?

A) good product offers and information, value, aligned with interests
B) fun, attractive, pleasant to browse
C) easy to use and navigate, flexible site
D) reputation, information safety and security
E) fast and flexible delivery and transactions

Question 49

Rebecca is opening a women's shoe store. She is carefully considering the quality, selection, style, and price that she wants for her store. Which dimension of store image is she concerned with?

A) merchandise
B) service
C) physical facilities
D) store atmosphere
E) institutional

Question 50

Wendy was describing to her friend what the American Girl store is Chicago is like. She was telling her about all the different rooms that were in the store, such as a room for each doll (e.g., Bitty Baby, Felicity, Kit, etc.), a room for furniture, a room for girl-sized clothing that matched the dolls' clothing, the tea room, and the auditorium where she saw a stage show. Which dimension of store image was Wendy describing?

A) merchandise
B) service
C) physical facilities
D) convenience
E) institutional

Question 51

Harriet is very frugal, so she regularly combs the grocery ads looking for bargains. Usually she'll go to a particular store just to buy an advertised item, but sometimes she purchases other items that were not advertised as well. The purchase of the unadvertised items represent which type of sales?

A) incremental sales
B) spillover sales
C) marginal sales
D) sales plus
E) impulse sales

Question 52

Brands owned and sold by a specific retail outlet are known as _____.

A) primary brands
B) secondary brands
C) store brands
D) internal brands
E) limited distribution brands

Question 53

Todd owns a discount sporting goods store, and several of the items in his store have a manufacturer's suggested retail price (MSRP) above Todd's lower price. Todd is using the MSRP as a(n) _____.

A) base reference price
B) external reference price
C) perceptual reference price
D) internal reference price
E) disclosed reference price

Question 54

Which of the following components represent the service dimension of a store's image?

A) quality, selection, style, and price
B) layaway plan, sales personnel, easy return, credit, and delivery
C) location and parking
D) congeniality, fun, excitement, and comfort
E) store reputation

Question 55

Which of the following are types of reference prices?

A) primary and secondary
B) direct and indirect
C) latent and manifest
D) internal and external
E) high and low

Question 56

Which type of reference price or price range does a consumer retrieve from memory to compare with a price in the market?

A) base reference price
B) historical reference price
C) private reference price
D) internal reference price
E) repeat reference price

Question 57

A price with which other prices are compared is known as a(n) _____.

A) reference price
B) comparison price
C) base price
D) starting price
E) internal price

Question 58

What is the key to success of store brands?

A) low price
B) low quality, but at a low price
C) high quality at a high price
D) high quality at a reasonable price
E) attractive packaging

Question 59

Which dimension of store image consists of quality, selection, style, and price components?

A) merchandise
B) service
C) physical facilities
D) store atmosphere
E) institutional

Question 60

When a retailer represents a price as "regularly $15.99, now $9.99," the $15.99 is called the _____.

A) starting price
B) base price
C) reference price
D) comparison price
E) markup

Question 61

Thelma and Louise look forward to Saturday morning when they can drive to their local diner and have breakfast. They laugh at people who spend their weekends at the mall shopping. To which shopping orientation do Thelma and Louise belong?

A) Apathetic Shoppers
B) Shopping Lovers
C) Adventurous Explorers
D) Shopping Avoiders
E) Fun Seekers

Question 62

For which product are consumers more willing to travel longer distances to shop for?

A) toothpaste
B) wedding dress
C) beer
D) laundry detergent
E) soft drinks

Question 63

All other things being equal, consumers tend to prefer _____.

A) external reference prices over internal reference prices
B) dollar savings over percentage savings
C) percentage savings over dollar savings
D) larger retail outlets over smaller outlets
E) smaller retail outlets over larger outlets

Question 64

A $10 savings on a $200 item should _____.

A) not show the regular price
B) show the dollar savings but not the percentage savings
C) show the percentage savings but not the dollar savings
D) show both the dollar savings and the percentage savings
E) show neither the dollar savings nor the percentage savings

Question 65

The purchase of products involves the risk that they may not perform as expected, causing which of the following to be high?

A) social cost
B) time cost
C) effort cost
D) physical cost
E) all of the above

Question 66

Which of the following is a variable that influences brand decisions inside a retail outlet?

A) point-of-purchase materials
B) price reductions
C) outlet atmosphere
D) stockout situations
E) all of the above

Question 67

Purchases made in a retail outlet that are different from those the consumer planned to make prior to entering that retail outlet are called _____.

A) incremental purchases
B) irrational purchases
C) unplanned purchases
D) emotional purchases
E) deviant purchases

Question 68

The retail attraction model is also called the _____.

A) retail gravitation model
B) retail dispersion model
C) retail composition model
D) retail network model
E) retail concentration model

Question 69

Which of the following is NOT a type of cost associated with perceived risk?

A) social cost
B) time cost
C) effort cost
D) physical cost
E) spatial cost

Question 70

Purchase of which product typically represents low social risk and low economic risk for consumers?

A) deodorant
B) automobile
C) socks
D) auto repairs
E) hair cut/style

Question 71

Lori purchased new tires for her car, and she can bring it back every 5,000 miles to have the tires rotated free of charge. However, Lori doesn't do it because that would require that she take her car to the shop and either leave it and have someone get her and take her back later or sit and wait for the tires to be rotated. Which type of cost does this represent?

A) social cost
B) time cost
C) effort cost
D) physical cost
E) mental cost

Question 72

Which of the following shelf-based point-of-purchase materials provide the maximum lift in sales?

A) coupon dispensers
B) retail price promo signs
C) shelf talker, dangler, etc.
D) inflatable (mobile)
E) C and D

Question 73

Which model is used to calculate the level of store attraction based on store size and distance from the consumer?

A) retail multiattribute model
B) retail attraction model
C) retail attribution model
D) retail geographic model
E) retail distribution model

Question 74

Neil is considering the purchase of a 4-wheel ATV. He visited a distributor to look at different models, and when he looked at prices, he compared them with a price his brother told him he paid for an ATV. The price Neil retrieves from memory is known as a(n) _____.

A) base reference price
B) external reference price
C) internal reference price
D) private reference price
E) personal reference price

Question 75

Jim is trying to determine the level of his store's attraction by using the square footage as a measure of breadth of merchandise and the distance to the store from different geographic areas. Which model is he using?

A) retail multiattribute model
B) retail gravitation model
C) retail attribution model
D) retail geographic model
E) retail distribution model

Question 76

Which of the following is a segment of consumers indifferent to shopping?

A) Apathetic Shoppers
B) Shopping Lovers
C) Adventurous Explorers
D) Shopping Avoiders
E) Fun Seekers

Question 77

A shopping style that puts particular emphasis on certain activities or shopping motivations is called a _____.

A) shopping segment
B) shopping typology
C) shopping orientation
D) shopping perspective
E) store atmosphere

Question 78

Unplanned purchases are further subdivided into which two categories?

A) primary and secondary
B) direct and indirect
C) reminder and impulse
D) generally planned and substitute
E) latent and manifest

Question 79

Which of the following is a description of the shopping orientation known as Enthusiastic Shoppers?

A) Their shopping styles are situation-specific or constantly changing.
B) They look for the best deals at the lowest prices.
C) They shop to get what they want in the least amount of time.
D) They enjoy the recreational and social aspects of shopping.
E) They have no particular shopping motive.

Question 80

Tylenol, which is an analgesic known as acetaminophen, warns in some of its advertising that consumers should read labels carefully because several other types of medications include acetaminophen (e.g., Tylenol Sinus) and consumers could overdose on this medicine and potentially suffer liver damage. Which type of cost is associated with this risk?

A) social cost
B) time cost
C) effort cost
D) physical cost
E) mental cost