Chapter 15

Question 1

a retail establishment that offers a variety of product lines that are stocked in considerable depth

Answer 1

general-merchandise retailer

Question 2

large retail organizations characterized by a wide product mix and organized into separate departments to facilitate marketing efforts and internal management

Answer 2

department stores

Question 3

self-service, general merchandise stores that offer brand name and private brand products at a low price

Answer 3

discount stores

Question 4

a small self-service store that is open long hours and carries a narrow assortment of products, usually convenience items

Answer 4

convenience store

Question 5

large self-service stores that carry a complete line of food products, along with some nonfood products

Answer 5

supermarkets

Question 6

giant retail outlets that carry food and nonfood products found in supermarkets, as well as most routinely purchased consumer products

Answer 6

superstores

Question 7

stores that combine supermarket and discount store shopping in one location

Answer 7

hypermarket

Question 8

large-scale, members-only establishments that combine features of cash and carry wholesaling with discount retailing

Answer 8

warehouse clubs

Question 9

retail facilities in large, low-cost buildings with large on premises inventories and minimal services

Answer 9

warehouse showrooms

Question 10

stores that carry a narrow product mix with deep product lines

Answer 10

traditional specialty retailers

Question 11

a very large specialty store that concentrates on a major product category and competes on the basis of low prices and product availability

Answer 11

category killer

Question 12

stores that buy manufacturers’ seconds, overruns, returns, and off-season merchandise for resale to consumers at deep discounts

Answer 12

off-price retailers

Question 13

shopping centers usually consisting of several small convenience and specialty stores

Answer 13

neighborhood shopping centers

Question 14

shopping centers with one or two department stores, some specialty stores, and convenience stores

Answer 14

community shopping centers

Question 15

a type of shopping center with the largest department stores, widest product mixes, and deepest product lines of all shopping centers

Answer 15

regional shopping center

Question 16

a type of shopping center with the widest and deepest product mixes that attracts customers from many miles away

Answer 16

superregional shopping center

Question 17

a type of shopping center that is typically open air and features upscale specialty, dining, and entertainment stores

Answer 17

lifestyle shopping center

Question 18

a type of shopping center that combines off-price stores with category killers

Answer 18

power shopping centers

Question 19

identifying an unserved or underserved market segment and serving it through a strategy that distinguishes the retailer from others in the minds of consumers in that segment

Answer 19

retail positioning

Question 20

the physical element in a store’s design that appeal to consumers’ emotions and encourage buying

Answer 20

atmospherics

Question 21

a retail strategy of managing groups of similar, often substitutable products produced by different manufacturers

Answer 21

category management

Question 22

the use of the telephone, Internet, and nonpersonal media to introduce products to customers, who can then purchase them via mail, telephone, or the Internet

Answer 22

direct marketing

Question 23

the selling of products outside the confines of a retail facility

Answer 23

nonstore retailing

Question 24

a type of marketing in which an organization provides a catalog from which customers make selections and place orders by mail, telephone, or the Internet

Answer 24

catalog marketing

Question 25

a type of marketing in which a retailer advertises a product and makes it available through mail or telephone orders

Answer 25

direct-response marketing

Question 26

the performance of marketing-related activities by telephone

Answer 26

telemarketing

Question 27

a form of selling in which products are presented to television viewers, who can buy them by calling a toll-free number and paying with a credit card

Answer 27

television home shopping

Question 28

retailing that makes products available to buyers through computer connections

Answer 28

online retailing

Question 29

marketing products to ultimate consumers through face-to-face sales presentations at home or in the workplace

Answer 29

direct selling

Question 30

the use of machines to dispense products

Answer 30

automatic vending

Question 31

an arrangement in which a supplier (franchise) grants a dealer (franchisee) the right to sell products in an exchange for some type of consideration

Answer 31

franchising

Question 32

transactions in which products are bought for resale, for making other products, or for general business operations

Answer 32

wholesaling

Question 33

an individual or organization that sells products that are bought for resale, for making other products, or for general business operations

Answer 33

wholesaler

Question 34

independently owned businesses that take title to goods, assume ownership risks, and buy and resell products to other wholesalers, business customers, or retailers

Answer 34

merchant wholesalers

Question 35

merchant wholesalers that perform the widest range of wholesaling functions

Answer 35

full-service wholesalers

Question 36

full-service wholesalers with a wide product mix but limited depth within product lines

Answer 36

general-merchandise wholesalers

Question 37

full-service wholesalers that carry only a few product lines buy many products within those lines

Answer 37

limited-line wholesalers

Question 38

full-service wholesalers that carry only a single product line or a few items within a product line

Answer 38

specialty-line wholesalers

Question 39

full-service, specialty-line wholesalers that own and maintain display racks in stores

Answer 39

rack jobbers

Question 40

merchant wholesalers that provide some services and specialize in a few functions

Answer 40

limited-service wholesalers

Question 41

limited-service wholesalers whose customers pay cash and furnish transportation

Answer 41

cash-and-carry wholesalers

Question 42

limited-service wholesalers that transport products directly to customers for inspection and selection

Answer 42

truck wholesalers

Question 43

limited-service wholesalers that take title to goods and negotiate sales but never actually take possession of products

Answer 43

drop shippers

Question 44

limited-service wholesalers that sell products through catalogs

Answer 44

mail-order wholesalers

Question 45

intermediaries that represent either buyers or sellers on a permanent basis

Answer 45

agents

Question 46

intermediaries that bring buyers and sellers together temporarily

Answer 46

brokers

Question 47

independent intermediaries that represent two or more sellers and usually offer customers complete product lines

Answer 47

manufacturers' agents

Question 48

intermediaries that market a whole product line for a manufacturer's entire output

Answer 48

selling agents

Question 49

agents that receive goods on consignment from local sellers and negotiate sales in large, central markets

Answer 49

commission merchants

Question 50

manufacturer-owned intermediaries that sell products and provide support services to the manufacturer's sales force

Answer 50

sales branch

Question 51

manufacturer-owned operations that provide services normally associated with agents

Answer 51

sales offices