Retail Management
Final Exam
Course Introduction
Retail Management explores the principles, strategies, and operations involved in the dynamic world of retailing. This course covers key areas such as store layout and design, merchandise planning, supply chain and inventory management, pricing strategies, customer relationship management, and omnichannel retailing. Students will analyze current trends, technological advancements, and the impact of globalization on retail environments. Through case studies and practical assignments, learners will develop critical decision-making and problem-solving skills essential for effective retail management and leadership in an evolving marketplace.
Recommended Textbook
Marketing Channels A Management View 8th Edition by Bert Rosenbloom
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18 Chapters
801 Verified Questions
801 Flashcards
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Page 2
Chapter 1: Marketing Channel Concepts
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50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/11500
Sample Questions
Q1) A hot tub manufacturer estimates it will take ten personal sales calls,each of which costs $250,and 25 phone calls,each costing $25,to get five retailers to carry its product.The measure of contactual efficiency in dollar terms is:
A) $2,500.
B) $1,250.
C) $3,125.
D) $1,375.
E) $275.
Answer: C
Q2) Which of the following is a true statement?
A) It is unusual to use multi-channel structures to reach customers in business markets.
B) Most firms sell their products using a single channel structure.
C) Multi-channel structures do not work well in reaching customers in consumer markets.
D) E-commerce technology that includes online sales is a common component in today's multi-channel structure.
E) Service can only reach customers through a single channel structure.
Answer: D
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3
Chapter 2: The Channel Participants
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51 Verified Questions
51 Flashcards
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Sample Questions
Q1) _____________ refers to the wholesaler's ability to bring together an assortment of products from a variety of manufacturers.
A) Breaking bulk
B) Technical support
C) Order processing
D) Assortment convenience
E) Product line analysis
Answer: D
Q2) A basic phenomenon in the ranks of retailers since 1948 has been:
A) The tendency toward larger-scale retailers as measured by average sales per store.
B) The large increase in the number of retail stores for each census period since 1948.
C) The increase of average sales per store.
D) The consistent large decline in the number of retail stores.
E) The decrease in the size of retail establishments.
Answer: C
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4
Chapter 3: The Environment of Marketing Channels
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63 Verified Questions
63 Flashcards
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Sample Questions
Q1) "____________ has created world-class customer expectations that need to be satisfied through world-class channel strategy,design and management."
A) Globalization.
B) Consumer mobility and connectedness.
C) Demographics.
D) Social networking.
E) The Green Movement.
Answer: A
Q2) An Internet-based technology that enables both large and small businesses and organizations to utilize computer applications without having to have their own hardware,software,office computing space,and staff is called:
A) Raid systems.
B) Cloud computing.
C) RFID tags.
D) Mobile robots that delivery in large offices.
E) Computerized inventory system.
Answer: B
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Chapter 4: Behavioral Processes in Marketing Channels
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53 Verified Questions
53 Flashcards
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Sample Questions
Q1) With regard to channel conflict,it is true that:
A) The channel manager must make a conscious effort to detect channel conflict.
B) A marketing channel audit is the best method for conflict detection.
C) Surveys of channel members' perceptions of performance are useless for the detection of conflict.
D) A company's sales force should not be used to help detect conflict.
E) Manufacturer vs. wholesaler perceptions do not lead to channel conflict.
Q2) With regard to coercive power,available evidence suggests that:
A) Coercive power should be used to force channel members to stay within designated territories.
B) Coercive power should be the first type of power used to obtain channel member cooperation.
C) The use of coercive power is likely to lead to a higher incidence of conflict in the channel.
D) The use of coercive power is likely to increase the stability and viability of the channel.
E) Coercive power is often used by smaller companies in the marketing channel.
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Chapter 5: Strategy in Marketing Channels
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44 Verified Questions
44 Flashcards
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Sample Questions
Q1) Channel strategy should guide channel design so as to help the firm attain:
A) The most efficient channel.
B) The lowest cost channel.
C) Differential advantage.
D) Increased profits.
E) Power over other members of the channel.
Q2) The tactics a channel manager can use to motivate channel members:
A) Are most effective when they provide financial gains to the channel member.
B) Are severely limited by law.
C) Are very diverse in approach.
D) Are best when they take a subtle approach.
E) Are difficult to implement.
Q3) The reputation a manufacturer acquires among channel members for furnishing products,services,financial returns,and systems that are in some way superior to those offered by competing manufacturers is referred to as:
A) Channel position.
B) Channel strength.
C) Channel design.
D) Channel superiority.
E) Channel differentiation.
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Chapter 6: Designing Marketing Channels
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59 Verified Questions
59 Flashcards
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Sample Questions
Q1) The Internet has affected the number of levels in a channel by:
A) Adding a fifth level to the current three and four level channels.
B) Allowing manufacturers to add a direct two level channel to their existing options.
C) Increasing the level of product saturation available to manufacturers and producers.
D) Fixing the number of levels available to manufacturers.
E) Changing the environment such that manufacturers are unable to identify the possible number of levels available.
Q2) Given five possible channel structures,two degrees of intensity,and four different types of intermediaries,the maximum number of possible channel alternatives would be:
A) 11.
B) 40.
C) 22.
D) 14.
E) 100.
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Chapter 7: Selecting the Channel Members
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36 Flashcards
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Sample Questions
Q1) The best way for the manufacturer to obtain information about potential intermediaries from customers is by _______________ to learn customers' views about distributors in their market area.
A) talking with competitors who serve the same customers
B) conducting surveys
C) using focus groups
D) setting up a suggestion box
E) analyzing buyer data from UPCs
Q2) A channel member uses __________ as a source for prospective channel members for firsthand appraisal of the actual performance of the prospective channel members.
A) the field sales force
B) customers
C) independent consultants
D) all of the above
E) none of the above
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Chapter 8: Target Markets and Channel Design Strategy
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43 Flashcards
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Sample Questions
Q1) It is the __________ that should drive channel design.
A) structure of competitive channels
B) level of costs
C) needs and wants of the market being targeted
D) length, breadth, and intensity of channel structure
E) the proclivities of prospective channel members
Q2) According to the concept of efficient congestion,dense markets can __________ in the performance of several important distribution tasks.
A) decrease the level of efficiency
B) increase the level of efficiency
C) promote the use of intermediaries
D) reduce effectiveness
E) make it impossible for firms to achieve efficiency
Q3) Seasonal variations in buyer behavior tend to create:
A) Conflict in the channel.
B) "Peaks and valleys" in the manufacturer's production scheduling.
C) Less need for intermediaries.
D) Shorter channels of distribution.
E) More intensive distribution.
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Page 10
Chapter 9: Motivating the Channel Members
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47 Verified Questions
47 Flashcards
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Sample Questions
Q1) In a marketing channel communication system,indirect-flow information media include all of the following except:
A) Product catalogs.
B) Trade journals.
C) Government publications.
D) Marketing research agencies.
E) Advertising agencies.
Q2) The underlying basis of all attempts to provide leadership in the channel is:
A) Power.
B) Trust.
C) Respect.
D) Anxiety.
E) Fear.
Q3) Wal-Mart stays in touch with Procter & Gamble by all of the following except:
A) Daily meetings between managers of both companies.
B) By having Procter & Gamble executives on-site at Wal-Mart's headquarters.
C) Through frequent communications about new products.
D) EDI.
E) Emphasizing close working relationships.
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Page 11
Chapter 10: Product Issues in Channel Management
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39 Verified Questions
39 Flashcards
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Sample Questions
Q1) Perhaps the best way for a manufacturer to find out how his products are selling relative to competitive products is:
A) Through sales analysis.
B) By performing consumer attitude research.
C) By monitoring the flow of products at the point of final sale.
D) By hiring A.C. Nielsen Co. to do television ratings.
E) To develop a consumer panel that is continuously monitored.
Q2) The success of a manufacturer's product strategies is:
A) Marginally related to channel management.
B) Totally dependent upon channel management.
C) Generally unrelated to channel management.
D) Often related to channel management.
E) A prerequisite to channel management.
Q3) When Levi Strauss Co.introduced its Levi Strauss Signature brand jeans,it was engaging in a(n)__________ strategy.
A) trading down
B) trading up
C) expansion
D) contraction
E) high end
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Chapter 11: Pricing Issues in Channel Management
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42 Verified Questions
42 Flashcards
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Sample Questions
Q1) Before automatically passing price increases through the channel,the manufacturer should:
A) Analyze customer reactions.
B) Offer rebates for the same amount as the price increase.
C) Do whatever it can do to mitigate the negative effects of the increase on channel members.
D) Offer increased trade discounts.
E) Provide special promotional material.
Q2) Which of the following is a false statement about Oxenfeldt's set of eight classic guidelines for developing pricing strategies?
A) They help channel managers focus on the channel implications of their pricing decisions.
B) They offer some general prescriptions on how to formulate pricing policies to foster cooperation and minimize conflict.
C) They sometimes are irrelevant.
D) They set a framework for pricing decisions.
E) They guarantee results.
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Chapter 12: Promotion through the Marketing Channel
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39 Flashcards
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Sample Questions
Q1) The increasing emphasis on push promotions in recent years is attributed to:
A) New technologies being available.
B) The much lower cost of push promotions.
C) The dissatisfaction of consumers with pull promotions.
D) The increasing size and power of retailers and wholesalers.
E) Increasing expertise of advertising agencies in this type of promotion.
Q2) It is expected that ________ may become the most dominant form of promotional allowance demanded by large retailers.
A) slotting fees
B) cooperative advertising
C) display ads
D) promotional allowances
E) in-store promotions
Q3) Trade shows,if conducted properly,provide the manufacturer with an opportunity to strengthen its __________ power base.
A) coercive
B) reward
C) referent
D) legitimate
E) expert
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Chapter 13: Logistics and Channel Management
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54 Verified Questions
54 Flashcards
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Sample Questions
Q1) Packaging costs are typically __________ for airfreight than for truck freight.
A) higher
B) lower
C) about the same
D) much higher
E) a little higher
Q2) Which of the following would not normally be considered as a logistics service standard?
A) Order size
B) Percentage of orders filled accurately
C) Percentage of orders filled
D) Liberal returns and allowances
E) Percentage of items out of stock
Q3) The growth of "eaches" and "onesie" transactions is being fostered by the growth of:
A) Supply chain management.
B) ECR.
C) Large warehouses.
D) The Internet.
E) Massive inventory shipments.
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Page 15
Chapter 14: Evaluating Channel Member Performance
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41 Flashcards
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Sample Questions
Q1) Generally,the more complex the product,the __________ the scope of channel member evaluations.
A) narrower
B) broader
C) less important
D) more limited
E) more technical
Q2) When a manufacturer thoroughly evaluates only those channel members whose sales figures are unusually out of line,it is using:
A) Marginal evaluation.
B) Evaluation by exception.
C) Comparative evaluation procedures.
D) Outlier evaluation.
E) High variance evaluation.
Q3) Evaluating channel members using separate performance evaluations:
A) Is simple and fast.
B) Is most disliked by the channel members themselves.
C) Offers little insight into overall performance.
D) All of the above.
E) Only a and c above.
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Chapter 15: Electronic Marketing Channels
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34 Verified Questions
34 Flashcards
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Sample Questions
Q1) In studies of online shoppers,it was found that with regard to the ages of shoppers:
A) The largest percentage of online shoppers are between 31 and 45.
B) The overwhelming majority are over 65.
C) The highest proportion of shoppers is between 18 and 30.
D) Almost 90 percent were under 21.
E) About 20% are over 50.
Q2) With the advent of online shopping,developing __________ marketing strategy has become crucial.
A) a Web based
B) a multi-channel
C) a bricks and mortar
D) a computer based promotional
E) a one-stop shopping
Q3) Which of the following companies is an example of disintermediation?
A) Online retailers like Amazon.com
B) Peapod Inc.
C) Conventional travel agents
D) Autobytel Corp.
E) Webvan
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Page 17
Chapter 16: Franchise Marketing Channels
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29 Verified Questions
29 Flashcards
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Sample Questions
Q1) According to the text,the most important reason why franchisors adopt franchise channels is:
A) Capital advantages
B) Obtain needed training from franchisees
C) Potential to reduce distribution costs
D) Reduce uncertainty
E) Possible high level of managerial motivation fostered by franchising
Q2) Which two factors are especially relevant in the scope and frequency of franchisee evaluations by franchisors?
A) Degree of control and importance of channel members
B) Importance of channel members and nature of product
C) Nature of product and number of channel members
D) Number of channel members and degree of control.
E) Number of manufacturers in the industry.
Q3) Business format franchises are prevalent in which of the following businesses?
A) Automotive
B) Business services.
C) Lodging.
D) Real estate.
E) All of the above.
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Chapter 17: Marketing Channels for Services
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39 Verified Questions
39 Flashcards
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Sample Questions
Q1) Which of the following is not an example of services that are tied directly to the providers of the service that is found in inseparability?
A) Filling in a tooth
B) Painting a house
C) Auto manufacturers
D) Completing an air flight
E) Giving marital advice
Q2) According to the textbook,the retrenchment of Hyatt Legal Services was caused by:
A) Fraud and corruption.
B) Too many branches.
C) A complex, confusing and cumbersome franchise contract.
D) A large scale organization attempting to handle non-routine legal services.
E) None of the above.
Q3) Complete standardization of a service:
A) Is an effective way to make services more tangible.
B) Tends to decrease the perishability of the service.
C) Is easier for consumer services than for industrial services.
D) Is not possible.
E) Is not recommended.
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Chapter 18: International Channel Perspectives
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Sample Questions
Q1) By the late 1990s,the devaluation of many Asian currencies had made the U.S.dollar:
A) Weaker against the Asian currencies.
B) Stronger against the Asian currencies.
C) Little changed against the Asian currencies.
D) On a par with Asian currencies.
E) More easily convertible into Asian currencies.
Q2) International variances in the adoption of technological change can especially affect the __________ flow.
A) negotiation
B) product
C) power
D) control
E) hydro
Q3) U.S.manufacturers involved in direct exporting:
A) By definition, do not use foreign intermediaries.
B) Delegate all distribution tasks directly to foreign nationals.
C) Assume responsibility for all logistics functions.
D) Are the most frequent users of cooperative piggyback) exporting.
E) Are directly involved in exporting, including pricing and distribution tasks.
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Page 20