Deck 19: Consumer Behavior, Electronic Commerce, and Channel Strategy

Question 1

Which of the following nonstore purchase modes is the most appropriate when buying products that need demonstration?

A) Retail stores
B) Direct sales
C) Television home shopping
D) Vending machines
E) E-tailing

Answer 1

B

Question 2

2 When channels facilitate the transfer of ownership of goods to the consumer,it is known as:

A) function utility.
B) place utility.
C) possession utility.
D) form utility.
E) time utility.

Answer 2

C

Question 3

Retail location models attempt to:

A) develop effective layouts.
B) develop effective retail environments.
C) predict consumer behavior.
D) describe consumer behavior.
E) develop strategic advertisement campaigns.

Answer 3

C

Question 4

Which of the following approaches to store location includes information about socioeconomic and demographic composition of consumers in the area,level of consumption,and consumer expenditure patterns?

A) The checklist method
B) The regression model
C) The location allocation model
D) The analog approach
E) The digital spacing approach

Question 5

Which of the following coverage alternatives will generally allow the manufacturer the greatest amount of channel control?

A) Exclusive distribution
B) Selective distribution
C) Intensive distribution
D) Indirect distribution
E) Direct distribution

Question 6

According to the text,which of the following factors is a frequently overlooked criterion in channel design decisions?

A) Cost
B) Coverage
C) Competence
D) Control
E) Commodity

Question 7

In order for TV home shopping and electronic exchanges to continue to increase in popularity,these modes must:

A) become more interactive.
B) lower their prices.
C) offer more service-related products.
D) employ couponing.
E) open brick-and-mortar outlets.

Question 8

Which of the following is the common purchasing strategy used for frequently purchased convenience goods?

A) Both shop and purchase electronically
B) Shop in stores, then buy online
C) Shop and purchase in stores
D) Shop online, then buy in stores
E) Relying on a friend's decision to shop for you

Question 9

Which of the following is a price advantage of electronic commerce from the consumer's viewpoint?

A) Decreased opportunity to get lower prices for many products and brands.
B) Credit card and other personal information perceived to be at risk.
C) Shipping costs and costs of returning unacceptable merchandise may decrease price.
D) Difficult to pay with cash or check.
E) Increased cost and price information for many products and brands

Question 10

Traditional and often used retail location models analyze consumers in the context of all of the following EXCEPT:

A) demographic variables.
B) socioeconomic variables.
C) traffic patterns.
D) distances to various locations.
E) perceived store image.

Question 11

Which of the following emotional states exerts the least influence on consumer behavior in the retail environment?

A) Pleasure
B) Arousal
C) Dominance
D) Procrastination
E) Mobility

Question 12

Which of the following types of in-store signs are most efficient under both regular- and sale-price situations?

A) Benefit signs
B) Price signs
C) Category signs
D) Electronic signs
E) Directional signs

Question 13

Which of the following is most closely related to store patronage intentions?

A) Exploratory approach and avoidance
B) Physical approach and avoidance
C) Performance approach and avoidance
D) Satisfaction approach and avoidance
E) Communication approach and avoidance

Question 14

Channel strategy requires choices to be made about all of the following EXCEPT:

A) mode of marketing through direct and/or indirect distribution.
B) which brands/products to market.
C) plant/warehouse locations.
D) how products will be delivered to consumers.
E) marketing through store retailing, non-store retailing or some combination.

Question 15

Which if the following statements is NOT true about the grid layout?

A) It directs flow through the store
B) It increases product contact
C) It is used to "highlight" high-margin products
D) It is favored by department and specialty stores
E) It increases customer feedback

Question 16

Which of the following is NOT a disadvantage associated with shopping via catalogs?

A) The product cannot be experienced directly
B) It entails slow delivery
C) It involves inconvenient, slow return
D) Delivery charges increase actual product price
E) There is no option of buying unique items for sale

Question 17

All of the following are advantages about the free-form layout EXCEPT:

A) it encourages browsing.
B) it enhances impulse purchases.
C) it is highly flexible.
D) it is low in cost.
E) it enhances visual appeal.

Question 18

When channels convert raw materials into finished goods and services in forms the consumer seeks to purchase,it is known as:

A) time utility.
B) form utility.
C) place utility.
D) possession utility.
E) function utility.

Question 19

End-of-aisle and within-aisle product arrangements are examples of:

A) normal displays.
B) expanded displays.
C) special displays.
D) extended promotion.
E) price displays.

Question 20

A consumer meaning to buy a product about which limited information is available but wanting to examine that product before buying it would MOST likely:

A) shop and purchase electronically.
B) shop in stores, then buy online.
C) shop online, then buy in stores.
D) shop and purchase in stores.
E) have a friend buy the product and test it.

Question 21

Time utility means goods and services are made available where the consumer wants to purchase them.

Question 22

Developing a consistent store image involves coordinating the various aspects of store image to appeal to specific market segments.

Question 23

According to point-and-click and brick-and-mortar consumer strategies,web-aided store exchange falls under the in-store-online quadrant.

Question 24

In general,there is lesser control in direct channels because no intermediaries are involved.

Question 25

Manufacturers are concerned with developing consumer brand loyalty while retailers are concerned with developing consumer store loyalty.

Question 26

Arousal has been found to enhance the pleasure experienced in both pleasant and unpleasant environments.

Question 27

The analog approach attempts to systematically evaluate the relative value of a site compared to other potential sites in the area.

Question 28

The characteristics of other shoppers and salespeople,lighting,noises,smells,temperature,shelf space and displays,signs,colors,and merchandise are in-store stimuli that influence consumers.

Question 29

Marketing managers must decide whether to use store retailing,nonstore retailing,or multichannel retailing when designing the channel strategy.

Question 30

Most retail location models emphasize behavioral data as a means of describing consumer behavior.

Question 31

Pleasure and arousal are found to influence consumers' stated tendency to spend more money than originally planned.

Question 32

Consumers are considered primarily in terms of demographic and socioeconomic variables and of traffic patterns and distances to various locations.

Question 33

Grid layout is particularly useful for encouraging relaxed shopping and impulse purchases.

Question 34

Reinforcing tactics and positive attributes of the store are used to develop store loyalty,which is a major objective of retail channel strategy.

Question 35

E-marketers put stores and advertising in consumers' environments to influence their behavior.

Question 36

Location allocation models allow the investigation of the effects on profitability of one store in a chain if another store is added in the same trading area.

Question 37

When using a vending machine,the potential for having fun is very high.

Question 38

For many types of products and most services,manufacturers affect consumers most directly and perhaps most influentially.

Question 39

Music seems to exert an almost subliminal influence on the consumer's shopping tempo and the amount of time spent shopping.

Question 40

Communication approach and avoidance can be related to in-store search and exposure to a broad or narrow range of offerings.

Question 41

What is store loyalty? What factors contribute to its creation/development?

Question 42

Briefly explain the two basic types of store layout discussed in the text.

Question 43

_____ models are commonly used to investigate the factors that affect the profitability of retail outlets at particular sites.

Question 44

_____ utility means channels convert raw materials into finished goods and services in forms the consumer seeks to purchase.

Question 45

Differentiate between store image and store atmosphere.

Question 46

_____ is the process by which buyers and sellers conduct exchanges of information,money,and merchandise by electronic means,primarily on the Internet.

Question 47

Briefly describe the four basic types of utility.

Question 48

Essentially,what is the role of a channel of distribution? Why are competency and control of primary concern to the marketer?

Question 49

Briefly explain the four general approaches to store location discussed in the text.

Question 50

List the various factors in channel design.

Question 51

_____ utility means channels facilitate the transfer of ownership of goods to the consumer.

Question 52

_____ behaviors refer to moving away from various environments and stimuli.

Question 53

_____ approach and avoidance can be related to store patronage intentions at a basic level.

Question 54

What are the various nonstore purchase modes? Mention the advantages of each.

Question 55

_____ is the nature of the product or service offered to the consumer.

Question 56

The three major decision areas,discussed in the text,in designing effective store environments are store location,store layout,and _____.

Question 57

The two basic types of store layouts are _____ and free form.

Question 58

Discuss the four types of approach or avoidance behaviors related to retail stores.

Question 59

The method a consumer uses to shop and purchase from store or nonstore alternatives is known as the _____.

Question 60

Briefly describe electronic commerce.What are the associated advantages and disadvantages?