Chapter 17: Part 1

Question 1

Internet is a major

Answer 1

information source, major retail channel, aspect of in-home shopping

Question 2

Annual growth in # of internet users is

Answer 2

3%

Question 3

Top five categories of online spending:

Answer 3

1. Travel, 2. Apparel, 3. Computers/Peripherals, 4. Automotive, 5. Consumer electronics

Question 4

One study found when consumers receive a physical catalog

Answer 4

it doubled their chances of buying at retailer’s site and increased sales by 16%

Question 5

In a lot of cases, consumers prefer

Answer 5

physical stores

Question 6

Traditional offline stores are

Answer 6

still the top-ranked purchasing channel

Question 7

Guidelines to convert website visitors to buyers:

Answer 7

• Appropriate landing page
• Deal with privacy and security concerns
• Deal with lack of touch
• Deal with lack of social element
• Deal with shopping cart abandonment

Question 8

Store image

Answer 8

given consumer’s or target market’s perception of all attributes associated with a retail outlet

Question 9

Overall retail image relates to

Answer 9

both functional and affective dimensions

Question 10

Store brands

Answer 10

brands that are only carried by a specific store and are produced by that store

Question 11

Key to success of store brands

Answer 11

high quality at reasonable prices

Question 12

Spillover sales

Answer 12

sales of additional items to consumers who came to purchase an advertised item

Question 13

Reference price

Answer 13

price with which other prices are compared

Question 14

External reference price

Answer 14

price presented by a marketer for consumer to use to compare with the current price

Question 15

Internal reference price

Answer 15

price or price range that a consumer retrieves from memory to compare with a price in the market