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business
retailing management

Questions and Answers of Retailing Management

Gaps analysis provides a systematic method for examining a customer service program’s effectiveness. Top management has told an information systems manager that customers are complaining about the
How can retailers provide high-quality personalized service? Use an ophthalmologist’s office that also sells eyeglass frames and fills prescriptions for contact lenses as your example. How does
Consider a recent retail service experience you have had, such as a haircut, doctor’s appointment, dinner in a restaurant, bank transaction, or product repair(not an exhaustive list), and answer
Identify retailing activities.
Realize the importance of retailing in the U.S. and world economies.
Analyze the changing retail industry.
Recognize the opportunities in retailing for you.
Understand the strategic retail management decision process.
The typical interest rate charged by Grupo Elektra is 50 percent, a rate that would be illegal in most U.S.states. Is Elektra providing a benefit to its customers or taking advantage of its
What were the key factors that led to Walmart’s phenomenal growth and dominance of the retail industry?
What factors in Whole Foods’ macro- and microenvironment contributed to its success?
Which of the following companies is not a retailer:(a) McDonald’s(b) Holiday Inn(c) Macy’s(d) eBay(e) All are retailers
What is the annual compensation (salary plus bonus) of a typical Walmart Supercenter 30-something store manager?(a) Under $49,999(b) $50,000 to $89,999(c) $90,000 to $149,999(d) over $150,000
Which of the following products/concepts was initiated or developed by retailer buyers?(a) tea bags(b) panty hose(c) Rudolph the Red-Nosed Reindeer(d) establishing Thanksgiving on the third Thursday
What is the largest company in the world in terms of number of employees?(a) Walmart(b) General Electric(c) IBM(d) ExxonMobil(e) Mitsubishi
Which of the following retailers is owned by a company headquartered outside the United States?(a) Food Lion(b) Ben & Jerry’s Ice Cream(c) 7-Eleven(d) A&P supermarkets(e) All of these are owned by
What country has the most efficient retail structure (lowest cost to move merchandise from a manufacturer’s factory to a retail stores)?(a) Japan(b) United States(c) South Korea(d) France(e) Germany
What percentage of total retailer sales in the United States are made over the Internet?(a) 30 percent(b) 20 percent(c) 14 percent(d) 8 percent(e) 3 percent
What percent of the U.S. workforce is employed by retailers or firms selling products or providing services to retailers?(a) 10 percent(b) 17 percent(c) 25 percent(d) 43 percent(e) 62 percent
CONTINUING CASE ASSIGNMENT In most chapters of this textbook, there will be a GET OUT AND DO IT! assignment that will give you an opportunity to examine the strategy and tactics of one retailer. Your
GO SHOPPING Visit a local retail store, and describe each of the elements in its retail mix.
INTERNET EXERCISE Data on U.S. retail sales are available at the U.S. Bureau of the Census Internet site at www.census.gov/retail/#ecommerce.Look at “Estimates of Monthly Retail and Food Services
INTERNET EXERCISE Go to the home pages of Macy’s, Target, Walmart, Toys R Us, and the National Retail Federation Retail Careers Center (www.nrf.com/RetailCareers/) to find information about retail
INTERNET EXERCISE Choose one of the top 20 retailers (Exhibit 1–5). Go to the company’s website, and find out how the company started and how it has changed over time.
INTERNET EXERCISE Go online and find an example of a retailer involved in corporate social responsibility. In a brief paragraph, describe how this retailer is taking steps to contribute to a social
How does Walmart contribute and/or detract from the communities in which it operates stores?
An entrepreneur approaches you about how to sell her new writing pens to consumers. The pens have a unique benefit—they are more comfortable to use than traditional pens. The entrepreneur is
From a personal perspective, how does retailing rate as a potential career compared with others you are considering? Why?
In this chapter, some socially responsible activities engaged in by retailers are described. Take the perspective of a stockholder in one of these companies.What effect will these activities have on
List the different characteristics that define retailers.
Categorize the various types of food retailers.
Identify the various types of general merchandise retailers.
Explain the differences between service and merchandise retailers.
Illustrate the types of ownership for retail firms.
What categories is Amazon competing in? Which Amazon offers the largest variety and assortment of any retailers are they competing against?
Would Japanese-style convenience stores be successful in the United States? Why or why not?
How is social media helping Nordstrom stay connected with its customer base?
CONTINUING CASE ASSIGNMENT: GO SHOPPING The objective of this assignment is to have you take the retailer’s, rather than the consumer’s, perspective and think about the different strategies that
GO SHOPPING Go to an athletic footwear specialty store such as Foot Locker, a department store, and a discount store. Analyze their variety and assortment of athletic footwear by creating a table
GO SHOPPING Keep a diary for two weeks of where you shop, what you buy, and how much you spend. Get your parents to do the same thing. Tabulate your results by type of retailer. Are your shopping
INTERNET EXERCISE Data on U.S. retail sales are available from the U.S. Bureau of the Census Internet site at www.census.gov/retail/. Look at the unadjusted monthly sales by NAICS (found in the
INTERNET EXERCISE Three large associations of retailers are the National Retail Federation (www.nrf.com), the Food Marketing Institute (www.fmi.org), and the National Association of Convenience and
INTERNET EXERCISE Go to Entrepreneur Magazine’s Franchise Zone web page at www.entrepreneur.com/franchise500, and view the top 500 franchises for the past year. How many of the retailers in the top
Bed Bath & Beyond is a category specialist with about 1,000 stores throughout the United States and Ontario, Canada. It sells domestics (bed linens, bathroom and kitchen items) and home furnishings
Complete the following table by briefly describing how different retail formats could use each of the areas listed to enhance the store’s image and atmosphere.AreaDrug StoreClothing StoreMusic
What types of sales promotions have been successful with you as a consumer? Which ones have not been successful? Explain your responses.
Go to the home page for Interbrand (http://interbrand.com/best-brands/best-global-brands/2016/) and select the Top 100 Global Brands. On the basis of this ranking, list the top 20 global retail
Go to the web page of Overstock.com and look at its top-selling merchandise. Select a few key items and compare the price of each product at other online retail sites such as Target.com, Amazon.com,
Go to the home pages of the following retail trade publications: Chain Store Age at www.chainstoreage.com, and Retailing Today at www.retailingtoday.com. Find an article in each that focuses on
Interview the store manager working for the retailer you have selected for the Continuing Case assignment. Write a report that describes and evaluates the retailer’s information and supply chain
Go to http://www.esri.com/library/fliers/pdfs/tapestry_segmentation.pdf and identify five segments that you would expect to be found in your zip code. Then go to
Go to the following Internet sites offering information about the latest fashions: Vogue Magazine at www.vogue.com/, Allure Magazine at www.allure.com/, The Blonde Salad fashion blog at
Using the same retailer that you chose in the previous question, how well have they integrated their operations across channels? How similar and different are their assortments and prices? Should
Choose a retailer from whom you have purchased through multiple channels. Is it a multichannel, cross-channel, or omnichannel retailer? Justify your answer.
1. What are the advantages and disadvantages of the various alternatives Ruth Diamond is considering?2. Do you have any other suggestions for improving the store’s sales?3. What would you
1. Examine the Newell Brands website (http://www.newellbrands.com). How does Yankee Candle create value for Newell Brands? (Hint: Evaluate Yankee Candle using SWOT analysis to answer the question).2.
Why are some retailers switching from UPC codes to RFID?
What are the positive and negative aspects of direct marketing from the customer’s perspective?
1.Discuss the elements of adaptability and global culture as they relate to successful global retailing. How should Home Depot adapt its business model and marketing strategy for success amid
1. How might a hypermarket located in India appeal to consumers and orient them to shopping in larger stores?2. Is the Indian government’s willingness to spend $500 billion to improve the
1. Prepare a SWOT analysis based on the case to support Starbucks’s expansion plans in China. Based on your SWOT analysis, what recommendations would you make to Starbucks’s CEO with regard to
1. Calculate the following for both Tiffany & Co. and TJX using data from the abbreviated income statements and balance sheets in Exhibit 1. 2. For a-h, compare and contrast the calculated
1. List the pluses and minuses of each location.2. What type of store would be most appropriate for each location?3. If you were Stephanie, which location would you choose? Why?Synopsis:
1. Why is Avon so committed to diversity?2. Select another retailer that also values diversity. How does this commitment affect its financial results?3. What values have helped Avon be a successful
1. Identify the benefits for a company to implement a loyalty program 2. What are the design characteristics of an effective loyalty program? 3. What are the benefits of having a tiered
1. How can Diva demystify what happens behind the scenes and make potential Generation Y employees aware of the opportunities available to them beyond the shop floor?2. Diva has implemented a
1. Given the soft-goods targets, are these marked correctly? If not, what should the initial retail price be to obtain her 60 percent minimum initial markup percentage?2. By noon another shipment
1. Work up a buying plan to use when buying from Ghuman's. 2. How should Hughes distribute the allotted open-to-buy dollars among the available sizes, colors, and fabrics?Synopsis: A department
Your assignment is to assist Jim in the preparation of a merchandise budget plan. First, fill out the merchandise budget form for six months. You may use either the form accompanying this case or the
1. Factories in many developing nations have lower cost structures, but that is often attributable to fewer benefits and lower wages for workers. What are the ethical trade-offs for retailers and
1. What prices caused Courtney's new charges?2. Which price would result in the highest profit?3. What other factors should Courtney's consider?4. What price would you charge, and how many units
1. Taking the perspective of the retailer, what are the advantages and disadvantages of adopting each of the Mobilibuy functionalities? As a retailer, would you adopt the Mobilibuy system? If so, for
1. Knowing that the company wants a mixed-media ad campaign to support this event, prepare an ad plan for the general merchandise manager that costs no more than $40,000.2. Work out the daily
1. On the basis of your review of the David Jones website, http://davidjones.com.au/, use examples to explain how different sections of the home page serve different audiences. What other audiences
1. Why did this service breakdown occur?2. How was this service gap related to the other gaps (standards, knowledge, delivery, and communications) described in the gaps model in Chapter 17?Synopsis:
1. What steps does Nordstrom take to implement its strategy of providing outstanding customer service?2. How do these activities enable Nordstrom to reduce the gaps between perceived service and
1) How does music add value to businesses?2) What type of music would you recommend that Jake play in his restaurant?3) Identify other retail settings in which music influences consumer
1. What is Ladurée’s target market and retail strategy in the United States? 2. Explain the reasons Ladurée owns its stores in some countries and uses franchising with local licensees in
1. Outline the decision-making process for each of the Sanchez family’s bicycle purchases.2. Compare the different purchase processes for the three bikes. What stimulated each of them? What factors
1. What is Ashley Stewart’s retail format?2. Who is its target market? Could/should that target market be expanded? 3. What are its bases for sustainable competitive advantage? 4. Perform
1. If you were starting a green business in the next five years, how would you design the business model? What lessons could you learn from The Green Painter?2. Research current business practices
1. How can retailers provide high-quality personalized service? Use an optometrist’s office that also sells eyeglass frames and fills prescriptions for contact lenses as your example. How does this
1. Assess the extent to which Staples has developed a successful multichannel strategy. What factors have contributed to its success?2. What are the advantages and disadvantages of using kiosks as a
1. What strengths do the different distribution channels have from the company’s perspective?2. Which synergies has Blue Tomato created across different channels? What additional actions might it
Consider a situation in which you received poor customer service in a retail store or from a service provider. Did you make the store’s management aware of your experience? To whom did you relay
1. Is the Build-A-Bear concept a fad, or does it have staying power?2. What can Build-A-Bear Workshop do to generate repeat visits to the store?Synopsis: Build-A-Bear Workshop is a unique
1. What is Tractor Supply Company’s growth strategy? What retail mix does TSC provide?2. How has TSC’s target customers changed over time?3. How does TSC’s retail mix provide the benefits
Consider customer service at IKEA. How does this retailer utilize a self-service model to gain a competitive advantage over traditional furniture stores?
Go to a discount store such as Walmart, a department store, and a specialty store to buy a pair of jeans. After visiting all three, compare and contrast the level of customer service you received in
1. Describe Ollie’s target markets. How are they similar? Different? 2. Compare Ollie’s retailing strategy to Macy’s and to Marshall’s.Synopsis: Ollie’s Bargain Outlet describes itself
Have you ever worked in a job that required you to provide customer service? If yes, describe the skills you needed and tasks you performed on this job. If no, what skills and abilities would you
Visit Amazon.com and shop for a best-selling book. How does the website help you locate best sellers? How does the customer service offered by this website compare with the service you would get at
1. What is Macy’s plan to attract Millennials?2. How is Macy’s positioned in the fashion market? Who are its main competitors, and how well does it compete against them?3. Who are Macy’s target
Both Nordstrom and McDonald's are noted for their high-quality customer service, but their approaches to providing quality service are different. Describe this difference. Why has each of these
Go to www.sas.com/en_us/industry/retail/integrated-merchandise-planning.html, the SAS Merchandise Planning website. How does its system provide retailers with information to support merchandising
Calculate the GMROI and inventory turnover given annual sales of $20,000, average inventory (at cost) of $4,000 and a gross margin of 45 percent.
As the athletic shoe buyer for Dick’s Sporting Goods, how would you go about forecasting sales for a new Nike running shoe?
A buyer at a sporting goods store in Denver receives a shipment of 400 ski parkas on October 1 and expects to sell out by 31. On November 1, the buyer still has 350 parkas left. What issues should
Go to the home page for the Private Label Manufacturer’s Association (PLMA), and read the “What are Store Brands?” page, which can be found at http://plma.com/storebrands/facts13.html. 1.
What are the differences among counterfeit, gray-market, and black-market merchandise? Is the selling of this type of merchandise legal? Do you believe that the selling of these types of merchandise

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