Domande possibili per test a riposta multipla di Modern Retail Development

PAPER 5 MAIL ORDER, NYSTROM

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22) What are the leading mail order companies in late 19th c. US?

Montgomery Wards and Sears Roebuck.

23) What business favored Montgomery Ward’s entrance in the mail order field?

Supplying a farmers’ association called Patrons of Husbandry.

24) What is the relation between Mail order and department stores in late 19th c. in Britain?

Some department stores develop mail order, later becoming specialized in this latter

business.

25) Which among the following elements supports mail order operations in late 19th c. US?

The spread of popular periodicals full of advertisement.

26) Who is the average customer of a late 19th c. US mail order company?

The typical American farmer family.

27) Which policy contributes to developing consumers’ confidence in mail order?

Satisfaction guarantee.

PAPER 6 DEPARTMENT STORES IN THE UK, SHAW

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28) According to Gareth Shaw, how did 19th c. British Department Stores develop?

In two phases, evolutionary first, and revolutionary later.

29) How, according to Gareth Shaw, 19th c. British Department Stores developed?

In two phases, evolutionary first, and revolutionary later.

30) What British department store gives an example of integration between manufacturing and

retailing functions?

Whiteley.

31) In Great Britain, which formats anticipated the Department Store?

Monster shops and Bazaars.

32) What is the main feature of 19th c. bazaars in Great Britain?

They hosted several independent shop counters under the same building.

PAPER 7 MULTIPLE CHAINS IN THE UK, SHAW

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33) What characterizes family-run British multiples in the late 19th century?

They only reach a regional scale of operations.

34) What characterizes multiple shops like Home & Colonial and Lipton ‘s in the late 19th century?

They open new stores at an extremely fast rate thanks to funds coming from finance.

35) Where do British multiple shops operate in the late 19th century?

In all large cities.

PAPER 8 SUPERMARKET I, ZIMMERMAN

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36) According to Zimmerman, the trading post somehow anticipated the supermarket, why?

Because it was a store retailing a large range of lines attracting customers from distant

places.

37) Why Piggly Wiggly cannot be considered as the first supermarket?

Because it does not combine food lines with other departments.

38) Where Michael Cullen opens the first supermarket?

In a former garage located in a suburban area of New York city.

39) Where was Michael Cullen working when he developed his supermarket project?

He was working for a chain store company called Kroger.

40) Where are the first US supermarkets opened?

In suburban areas of New York city.

PAPER 9 SUPERMARKET II, ZIMMERMAN

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41) When and where the first supermarkets begin to expand?

In the 1930s, on the East Coast first, moving later to the West of the US.

42) Which players of US distribution immediately understand the potential of the supermarket?

Wholesalers.

43) How chain-stores companies reacted to the openings of supermarkets?

At first, they do nothing, but later most convert their network into the new format.

PAPER 10 SUPERMARKET III, ZIMMERMAN

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44) How women consumers react to the opening of supermarkets?

They like sale price cuts as well as self-service.

45) What is the distinctive element of the introduction of supermarket in Switzerland?

It is connected to trucks transformed into self-service mobile stores by Migros.

46) Which country regulations exemplifies strongly limiting the expansion of supermarkets?

Holland.

47) Who are the leading supermarket players in post-war France?

Goulet-Turpin and Monoprix.

48) Who guides the introduction of supermarkets in Sweden?

Consumers’ cooperatives.

PAPER 11 WOOLWORTH: THE INFLUENCE OF AMERICAN RETAILING INNOVATION IN GREAT

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BRITAIN, HAWKINS

49) Can Woolworth Britain operations be considered successful during the interwar years?

Yes, both in quantitative terms, because the stores greatly increase in number, and

qualitative terms, because is imitated by the competitor Marks&Spencer’s.

50) In which of the following businesses Woolworth Great Britain greatly focuses during the1970s?

DIY.

51) What is a peculiar strategy followed by Woolworth Great Britain in the 1960?

It imported from the United States the new format of a discount department store named

Woolco, located outside the city center.

52) Which among the following features is distinctive of Woolworth retailing concept in early 20th

century Great Britain?

Similarly to the American stores a broad of products is sold according only to 3 fixed prices.

PAPER 12 THE AMERICAN SUPERMARKET INDUSTRY I, ELLICKSON

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53) According to Ellickson, what are the main features of the “economy store” format developed by

Atlantic & Pacific?

It was able to take advantage of economies of scale from vertical integration and

standardization of product lines and store organization.

54) According to Ellickson, which formats will later develop features those early supermarkets had in

themselves?

Club-stores, superstores, and dollar stores.

PAPER 13 THE AMERICAN SUPERMARKET INDUSTRY II, ELLICKSON

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55) According to Ellickson, is there a relation between the development of information technologies

and the rise of the big box format like the supercenter?

Yes, because handling the increasing number of product lines carried by this format was

possible by information technology.

56) According to Ellickson, is Walmart the main responsible for the destruction of traditional retailing

the USA?

No, he believes that Wal-Mart’s impact is likely exaggerated, and other players contributed

as well in “attacking” traditional retailers.

57) According to Ellickson, what is a clear trend in US retailing around 2010?

Polarization within the supermarket industry, with discounts targeting low price (Walmart)

having the same format of operations targeting quality (Whole Foods and Trader’s Joe).

58) Is there a difference between Trader’s Joe and Whole Food Market?

Yes, though minor, since one targets food specialties from all over the world, the other

organic and healthy food.

PAPER 14 MALLS AND POWER CENTERS IN AMERICAN RETAIL, HAHN

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59) According to Hahn, will power centers in Europe easily expand?

No, mostly because of the high cost of land and laws regulating planning are strong.

60) What element favored the spread of Power Centers in the USA?

The crisis hitting shopping malls since the 1980s-1990s.

61) What is the main difference between the two Power centers (Meyerland Plaza Houston and Terra

Vista Los Angeles) discussed by Hahn?

Meyerland Plaza is the restructuring of an existing Mall, while Terra vista is built from

scratch.

PAPER 18 PROMOTION, WILLIAMS & WILLIAMS

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62) What was the most inexpensive way to visually promote a product in late 19th century USA?

Depicting logos, trademarks, or slogans on wagons, trains, or vehicles that transported it

across the country.

63) Which among the following companies first used visited guides of customers to their factories as a

promotional tool?

Heinz.

64) Which among the following companies provides a good example of promoting a way of life as a

mean to promote their products?

Michelin.

65) Which company heavily makes use of coupons and free samples to establish herself in the early

stages of her history?

The Coca-Cola company.

Recap of past themes urban revolution/

urbanization

Retailing in pre-industrial Europe

• The roots of modern retailing in Europe are closely related to the development of cities,

beginning in the Middle Ages. In the urban context distribution becomes complex, it

acquires formats more and more stable and identifiable, that are market (open air), shops

and itinerant retailers. There is a trend from more provisional to more stable and from

generalized to specialized (ex. distinguishing btw the producers and the sellers or according

peddlers/ to the type of the product, like new vs second-hand product).

hawkers • In Europe there’s a very early and long-lasting connection btw retailing and regulation

(Witkowski) because distribution concerns a very sensitive issue that is feeding the cities with

food. Due to the importance of this matter, market is a political construction, the institutions

ensure that in retail property rights are followed. However, the regulating function is often

assigned to private associations (guilds). In the Italian tradition there is a passage from when

the guilds are abolished, during the late 18

th century- early 19

th century: after this period, the

public takes over more or less the same types of rules that before were set out by the guilds.

The failure of the guilds was due to the fact that they were very monopolistic (the market was

divided in different sectors and each guild had the exclusive right to exploit a specific sector)

and this type of organization didn’t fit with the increase of the free market policies.

• USA follow a different path, because in building their retail system they want to stress that

they are different from Europe, so they don’t follow the bad heritage of Europe

• These traditional formats (market, shops, itinerant) are very resistant reversibility: retailing

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systems are highly unstable, there are very fast and frequent processes of transformation, but

these changes are reversible. Reversibility is a peculiarity of the retailing system; it is not

present in other economic activities (ex. no one goes back using horses).

Theories on retail transformation (Shaw)

• He largely talks about reversibility in retailing.

• When you consider retailing system in historical perspective, it is important focusing on the

drivers that in each historical period are dominant in each retailing system. According to

Shaw, there is a very clear historical sequence: merchant, wholesaler, large-scale firm and

then, large scale retailing organizations. These are the guiding forces on the retailing context

and the driver forces of change.

• Shaw talks about 4 theories of retail change:

1) Retail accordion (endogenous): the focus is on the product portfolio (wide or narrow,

general, or specialized). This theory stresses one more reversibility: general dealers

move to specialization and back and forward… it is not an evolutionary movement.

2) Life cycle theory (endogenous): it is not fully convincing because it is an evolutionary

theory, differently from the first theory.

3) Wheel of retailing (endogenous): it is a cost-driven cyclical 3 stage theory. It

envisages the guiding role of a player that manages to cut costs and, in the following

importante stages, the loss of its initial efficiency, that gives space to another firm. At the same

time cyclical and evolutionary.

4) Natural selection (exogenous and endogenous):