Retail Management
Textbook Exam Questions
Course Introduction
Retail Management introduces students to the fundamental concepts and practices involved in operating and overseeing retail businesses. This course explores a range of topics, including retail strategy, store layout and design, merchandise planning, supply chain and inventory management, pricing techniques, customer service, and the impact of technology on retail operations. Students will analyze current trends and challenges in the retail sector, with a focus on both physical stores and e-commerce platforms. Through case studies and practical assignments, learners will develop the skills necessary to effectively manage retail environments, understand consumer behavior, and drive business performance in a competitive marketplace.
Recommended Textbook
CB 8th Edition by Babin
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Page 2
Chapter 1: What is CB and Why Should I Care?
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Sample Questions
Q1) Which of the following orientations is best suited to a differentiated marketer?
A) Resource orientation
B) Production orientation
C) Market orientation
D) Sales orientation Answer: C
Q2) Kayla Smith is engaged in research that seeks to explain the inner meanings and motivations associated with customers' purchase of clothing. She records customers' words and observes their interactions as they shop. Through her observations, she develops an understanding of what motivates shoppers. Which of the following types of research is Kayla conducting?
A) Quantitative research
B) Predictive analytics
C) Quasi-experimental analytics
D) Interpretive research
Answer: D
Q3) The Internet has made geographical distance almost a nonissue.
A)True
B)False Answer: True
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Chapter 2: Value and the Consumer Behavior Framework
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Sample Questions
Q1) Hedonic value is derived from a product that helps the consumer solve problems and accomplish tasks that are a part of being a consumer.
A)True
B)False
Answer: False
Q2) The term _____ refers to the thinking or mental processes that go on as we process and store things that can become knowledge.
A) value co-creation
B) cognition
C) affect
D) circadian rhythm
Answer: B
Q3) A market for any product is the sum of the demand existing in individual groups or segments of consumers.
A)True
B)False
Answer: True
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Chapter 3: Consumer Learning Starts Here: Perception
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Sample Questions
Q1) Henry meets an old friend, Rita, at his high school reunion. Rita is a fitness enthusiast. She convinces Henry of the long-term health benefits of following a fitness regimen. Following this interaction, Henry enrolls himself at a neighborhood fitness center, something he had deliberately avoided in the past. This change in Henry's behavior can be attributed to _____.
A) sensation
B) differentiation
C) accommodating
D) learning
Answer: D
Q2) Mark tried to recall the answer to a question in his economics exam but was unable to do so. This is because the answer to that particular question had failed to register in his implicit memory.
A)True
B)False
Answer: False
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Chapter 4: Comprehension, Memory, and Cognitive Learning
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Sample Questions
Q1) _____ is a schema representing an event.
A) An exemplar
B) Episodic memory
C) A social stereotype
D) A script
Q2) Which of the following television advertisements for Bright, a toothpaste brand, is likely to appeal more to a right brain-dominant consumer than to a left brain-dominant consumer?
A) An advertisement where a dentist clinically explains why Bright is the best toothpaste
B) An advertisement where members of a family sing the reason why Bright is their favorite toothpaste
C) An advertisement that shows Bright being used by a dentist to clean magnified dentures
D) An advertisement where an elderly couple talks about how their teeth are still strong because of Bright
Q3) What is declarative knowledge?
Q4) What is sensory memory? Explain its various aspects.
Q5) What is rumination? How does it affect how brands are viewed?
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Chapter 5: Motivation and Emotion: Driving Consumer Behavior
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Sample Questions
Q1) Maria notices a price reduction on a makeup kit she has wanted for a long time. She buys it, but when she gets home and begins to take it out of the box, she notices that the kit has already been opened. This makes her feel that it might have been used by somebody else earlier, and she feels uneasy. The given scenario exemplifies _____.
A) product contamination
B) cognitive dissonance
C) product differentiation
D) emotional contagion
Q2) Raul steps out to meet his friends for a drink. As it is cold outside, he dresses in layers of warm clothing to protect himself from the sub-zero temperatures. Raul feels the need to dress warmly because of _____.
A) tropism
B) homeostasis
C) self-improvement motivation
D) an outcomes appraisal
Q3) Consumers in bad moods tend to make decisions faster than consumers in good moods.
A)True
B)False
Page 7
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Chapter 6: Personality, Lifestyles, and the Self-Concept
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Sample Questions
Q1) Carl refrains from drinking alcohol when he is in public because he feels that drinking alcohol is not socially acceptable. He prefers to drink at home with close friends and family. According to the psychoanalytic approach, which of the following is responsible for Carl's behavior?
A) The ego
B) The ideal self
C) The superego
D) The possible self
Q2) _____ is a lifestyle analysis technique that uses 66 different segments as descriptors of individual households, which are ranked according to socioeconomic variables.
A) VALS
B) CPM
C) GIS
D) PRIZM
Q3) Hierarchical approaches begin with the assumption that all personality traits are specific.
A)True
B)False
Q4) How do consumers identify with organizations?
Page 8
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Chapter 7: Attitudes and Attitude Change
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Sample Questions
Q1) Buying a product because it delivers a specific benefit is an example of the value-expressive function of attitudes.
A)True
B)False
Q2) The value-expressive function of attitudes:
A) allows consumers to simplify their decision-making processes.
B) enables consumers to convey their values, self-concept, and beliefs to others.
C) enables consumers to avoid facts or defend themselves from threatening information.
D) allows consumers to develop positive attitudes toward products that enhance their self-image.
Q3) The behavioral intentions model explicitly focuses on a consumer's attitude toward the behavior of buying rather than the attitude toward an object.
A)True
B)False
Q4) Briefly discuss the effect of fear appeal in marketing.
Q5) Briefly describe the value-expressive function of attitudes.
Q6) Briefly explain the high-involvement hierarchy of effects.
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Chapter 8: Group and Interpersonal Influence
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Sample Questions
Q1) The informational influence of a group is particularly strong if the group is seen as being credible.
A)True
B)False
Q2) Young adults, aged 18 to 34, who graduate from college and move back home with their parents are referred to as _____.
A) early adopters
B) the early majority
C) the sandwich generation
D) boomerang kids
Q3) Name and describe the five important roles in the household purchase process.
Q4) _____ occurs when marketers attempt to accelerate conversations about their products or services in existing customer circles, or when they develop entirely new forums like blogs or web pages to do the same.
A) Outgroup influence
B) Organic word-of-mouth
C) Amplified word-of-mouth
D) Separated self-schema
Q5) Explain the three types of reference group influence.
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Chapter 9: Consumer Culture
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Sample Questions
Q1) List the elements of nonverbal communication.
Q2) Mona and Tim teach their children appropriate behavior through appreciation for proper behavior and disapproval for improper behavior. Such kind of learning is an example of _____.
A) modeling
B) renquing
C) diffusing
D) shaping
Q3) In emerging cultures, marketers look for _____ as one of the signs of opportunities to do business.
A) free markets
B) command markets
C) markets with oligopoly
D) government-controlled markets
Q4) Jane lives in a place where an individual is primarily identified as belonging to a particular family. Jane lives in a highly individualistic society.
A)True
B)False
Q5) How does popular culture influence the shaping of cultural norms?
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Chapter 10: Microcultures
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Q1) Immigration plays a key role in adding to the cultural diversity of nations around the world.
A)True B)False
Q2) Consumer groupings are ineffective when microcultures are involved.
A)True
B)False
Q3) Due to increasing consumer affluence, poverty has ceased to be a major problem worldwide.
A)True
B)False
Q4) Hungry Shepherd, a fast food chain, introduces a separate menu during Lent which includes dishes comprising only fish and vegetables. This scenario depicts the influence of ethnic microculture.
A)True B)False
Q5) The term subculture is often used to capture much the same idea as microculture. A)True B)False
Page 12
Q6) Give some examples of street microcultures in different parts of the world.
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Chapter 11: Consumers in Situations
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Sample Questions
Q1) Which of the following types of shopping depends on high utilitarian value to create satisfaction?
A) Acquisitional shopping
B) Epistemic shopping
C) Unplanned shopping
D) Impulsive shopping
Q2) In the context of experiential shopping, discuss the role of other consumers in shaping the shopping experience.
Q3) _____ refers to a salesperson who is capable of conveying emotional information to shape a more valuable outcome for consumers.
A) Emotional ability
B) Emotional contagion
C) Emotional attractiveness
D) Emotional dependability
Q4) Retailers with a high proportion of action-oriented consumers in their target market are more likely to thrive on consumers' impulse purchases.
A)True
B)False
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Chapter 12: Decision Making I: Need Recognition and Search
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Sample Questions
Q1) Consumers are not always motivated to make the best decision.
A)True
B)False
Q2) Maurine has been swamped with work for a while. She decides to treat herself to a spa on the weekend. She merely wants to relax and enjoy her day at the spa. Which of the following decision-making perspectives does Maurine's decision illustrate?
A) The behavioral influence decision-making perspective
B) The rational decision-making perspective
C) The experiential decision-making perspective
D) The attribute-based decision-making perspective
Q3) When a purchase is imminent, consumers tend to view price as a strong indicator of quality.
A)True
B)False
Q4) Brand loyalty has an impact on the value of the brand to the firm.
A)True
B)False
Q5) Briefly discuss the effect of prior experience with a product on consumer search behavior.
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Chapter 13: Decision Making II: Alternative Evaluation and Choice
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Sample Questions
Q1) Nadine wants to buy a new hair straightener to style her hair. She considers four models and assigns them belief ratings from 1 = very poor to 10 = very good and importance ratings from 10 = most important to 1 = least important. She sets a mental cutoff of 5 as a selection criterion for the model. According to the lexicographic rule, which of the following models is Nadine most likely to select? \(\begin{array} { | l | l | l | l |
l | l | }
\hline \text { Attribute } & \text { Importance } & \text { Model A } & \text { Model B } & \text { Model C } & \text { Model D } \\
\hline & & \text { Belief ratings } & \text { Belief ratings } & \text { Belief ratings } & \text { Belief ratings } \\
\hline \text { Low price } & 7 & 7 & 4 & 3 & 1 \\
\hline \text { Power efficiency } & 6 & 6 & 6 & 5 & 8 \\
\hline
\end{array}\)
A) Model A
B) Model B
C) Model C
D) Model D
Q2) Explain the concept of product categorization by consumers?
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Chapter 14: Consumption to Satisfaction
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Q1) In consumer behavior, _____ is the tendency for expectations to guide performance perceptions.
A) confirmatory bias
B) negative disconfirmation
C) cognitive dissonance
D) consumption frequency
Q2) Which of the following disposal alternatives cuts down on garbage while providing raw materials for other new products?
A) Recycling
B) Trashing
C) Reselling
D) Trading
Q3) Denise expects her incentive to be more than her co-workers as she has achieved more sales than her colleagues. In this scenario, Denise's expectation is an example of a(n) _____.
A) equitable expectation
B) mediated expectation
C) ideal expectation
D) normative expectation
Q4) Define expectations. Describe the four types of consumer expectations.
Page 16
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Chapter 15: Beyond Consumer Relationships
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Q1) A disgusted or hopeless consumer is more likely to complain than an angry consumer.
A)True
B)False
Q2) Consumers are about twice as likely to spread positive as negative word-of-mouth (WOM).
A)True
B)False
Q3) Procedural switching costs involve money and emotional consequences.
A)True
B)False
Q4) Briefly explain the importance of customer commitment.
Q5) Which of the following characteristics of relationship quality indicates that a seller treats a customer as an individual with unique desires and requirements?
A) Equity
B) Personalization
C) Communication
D) Trust
Q6) Briefly discuss three categories of switching costs.
Page 17
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Chapter 16: Consumer and Marketing Misbehavior
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Sample Questions
Q1) The marketing technique in which consumers are completely unaware that they are being marketed to is called _____.
A) ambush marketing
B) affinity marketing
C) stealth marketing
D) cloud marketing
Q2) Consumers tend to view the act of illegal downloading as less morally ethical and socially acceptable when the motivation for the act is primarily based on hedonic value than when it is based on utilitarian value.
A)True
B)False
Q3) Consumer misbehavior and consumer problem behavior are synonymous and can be used interchangeably.
A)True
B)False
Q4) Shoplifting is a consumer problem behavior if it is not a medically diagnosed condition called kleptomania.
A)True
B)False
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