Retailing:
Saved in:
| Main Authors: | , , |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Homewood, Ill. u.a.
Irwin
1991
|
| Edition: | 4. ed. |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XVIII, 701 S. zahlr. Ill., graph. Darst., Kt. |
| ISBN: | 0256089817 0256114102 |
Staff View
MARC
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| 245 | 1 | 0 | |a Retailing |c J. Barry Mason ; Morris L. Mayer ; Hazel F. Ezell |
| 250 | |a 4. ed. | ||
| 264 | 1 | |a Homewood, Ill. u.a. |b Irwin |c 1991 | |
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Record in the Search Index
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|---|---|
| adam_text | PART 1
Structural Dynamics and Strategic
Planning 1
CHAPTER 1
Retailing Today 2
Alternative Ways to Classify the Retail Structure 5
Descriptive Classifications 7
Type of Ownership 7
Type of Merchandise Carried 9
Kind of Business 9
Location 9
Nonstore (Direct) Retailing 9
Strategic Classifications 11
The Margin Turnover Classification 12
Retail Price and Service Strategy Classification 12
Dynamics of the Retail Structure 14
Theories of Retail Institutional Change 14
The Wheel of Retailing 14
The Retail Accordion 14
The Dialectic Process 16
Adaptive Behavior/Natural Selection 17
Summary 17
Measures of the Importance of Retailing 18
Employment 18
Sales 18
Number of Establishments 18
The Future 20
Appendix: A Case Study of Urban Retailing 25
CHAPTER 2
Strategic Retail Management 32
Defining the Mission or Purpose of the
Organization 35
Setting Objectives 38
xi
Conducting a Situation Analysis 38
Deciding on Markets in Which to Compete 39
Aggregation 40
Partial Segmentation 41
Extreme Segmentation 41
Obtaining Resources Needed to Compete 42
Developing a Positioning Strategy 42
Strategy Implementation 44
Market Penetration 45
Market Development 47
Productivity Improvement 48
Evaluating and Controlling Operations 50
PART 2
Environmental Factors Affecting
Retail Strategy Development 57
CHAPTER 3
The Legal and Public Policy Situation 58
What Are the Regulations Affecting Growth? 60
What Is Restraint of Trade? 60
Key Restraint of Trode Laws 60
What Are Trade Regulation Rules? 63
What Laws Affect the Retailing Mix? 63
Price 63
Promotion 65
Distribution (Place) 66
The Product 67
Credit 70
Methods of Selling 71
Ethical Standards and Business Conduct 72
Social Responsibility 72
Increasing Threats of Terrorism 73
CHAPTER 4
The Demographic, Social, and Competitive
Environments 80
Environmental Dynamics 82
What Are the New Consumer Demographics? 82
vii
Smaller Households 83
Two Income Households 83
Increase in Movement to Suburbs 83
Age Mix Changes 83
An Older Population 85
Regional Growth 86
Growth in Smaller Communities 86
Increasing Mobility 87
Growth in Subcultures and Minorities 87
Increase in the Numbers of Male Shoppers 87
Today s Consumer 87
The Mood of the Consumer 88
Major Consumer Segments 89
What Are the Changes in the Competitive
Environments? 90
Understanding Competition 90
The New Face of Competition 93
CHAPTER 5
Management Information Systems and
Retail Technology 106
The Retail Decision Support System 109
Internal Data Sources 110
Secondary Data Sources 111
Management Information Systems 115
Understanding the Terminology 115
Primary Data Collection 124
Model Building 125
Emerging Technologies 125
Electronic Funds Transfer 125
Video Technology 127
Videotex 128
Videodisc Mail Order Catalogs 128
Cable Marketing 128
In Store Video Sales Aids 129
Electronic Mail 130
Electronic Shelf Labels 130
Anticipating the Future 130
PART 3
Selecting Markets in Which to
Compete 139
CHAPTER 6
Keys to Understanding the Consumer 140
Types of Consumer Decisions 142
Motives for Shopping 142
Personal Motives 143
Social Motives 144
A Model of the Consumer Decision Process 145
Problem Recognition 145
Search for Alternatives 146
Evaluation of Alternatives 148
The Purchasing Process 149
Post Purchase Evaluation 149
Understanding the How, When, Where, and What
of Shopping 150
Where Do Consumers Shop? 151
Choosing a Store 152
Understanding Store Image 153
Changing the Store s Image 156
Keeping the Image Sharp 157
How Do Consumers Shop? 157
What Do Consumers Buy? 160
When Do Consumers Buy? 162
Responding to Consumer Dissatisfaction 163
How Do Consumers View Retailers? 163
What s Being Done about Problems? 163
A Philosophy of Action for Management 165
CHAPTER 7
What Is Lifestyle Merchandising? 172
The Evolution of Lifestyle Merchandising 174
The Marketing Concept 175
The Positioning Concept 175
Lifestyle Merchandising 175
Why Worry about Lifestyle Merchandising? 176
What Shapes Lifestyles 176
What Else Do We Know about Changing Cultural
Patterns? 185
Determining Consumers Values 188
How Can Management Segment Markets by
Lifestyle? 189
An Example of Clothing Fashion Lifestyle Segments
189
How Does Lifestyle Merchandising Affect Marketing
Strategies? 192
Lifestyle Merchandise Classifications 192
Super Specialty Retailing 192
Consumer Lifestyles and Retail Store Space 193
Serving Customers with Unique Lifestyles 195
PART 4
The Resources Needed to Compete
203
CHAPTER 8
Organizing and Financing the Retail
Enterprise 204
The Advantages of Ownership 206
The Risks of Ownership 206
Early Failure Is Likely 206
What Are the Causes of Failure? 207
Starting a New Business 207
The Sole Proprietorship 208
The Partnership 209
The Corporation 211
Buying a Retail Business 212
Deciding on the Type of Retailing 212
Identifying Potential Stores 212
Evaluating the Business Opportunity 213
The Characteristics Needed for Success As an
Owner/Manager 214
What Characteristics Are Essential to Success in
Retailing? 214
The Importance of Planning 216
Operating Capital Needed 218
xiii
Developing a Cash Flow Forecast 219
Sources of Funds 220
Appendix: Checklist for Going into Business 227
CHAPTER 9
Making the Location, Site, and Building
Decisions 236
The Influence of Consumer Behavior 238
Convenience Goods 238
Shopping Goods 238
Specialty Goods 238
The Role of Competitive Strategy 239
Regional Dominance 240
Market Saturation 240
Smaller Communities 240
Making the Market Choice Decision 241
Index of Retail Saturation 242
Area Analysis 244
The Physical Environment 244
Assessing the Competition 249
Making the Choice 250
Sales Forecasting and Store Assessment 251
Understanding Trade Areas 251
Information from Existing Stores 252
License Plate Analysis 252
Check Clearance 252
Credit Records 253
Customer Spotting 253
Driving Time Analysis 253
Customer Survey 253
Reilly s Law of Retail Gravitation 254
The Huff Model 255
How Much Business Can Be Done in the Trading
Area? 257
Other Factors to Consider 259
Responsiveness of the Landlord 259
Zoning and Planning 260
Leases 260
Help in Choosing a Location 261
Build, Lease, or Buy 262
Building a Facility 262
Buy or Lease? 262
Relocate for Growth? 264
Overemphasized Factors 264
CHAPTER 10
Developing the Human Resources Plan
270
The Job Description and Job Analysis 272
Job Analysis 273
Job Description 276
Job Specification 276
Recruiting Applicants 277
Developing Application Forms 278
Selecting Employees 278
Developing an Employee Pay Plan 282
Types of Salary Plans 283
The Rank Method of Job Evaluation 285
The Classification Method of Job Evaluation 286
Installing the Plan 288
Updating the Plan 289
Planning Employee Benefits 289
Selecting Employee Benefits 290
Employee Performance Appraisal 290
Employee Relations and Personnel Policies 291
Administrative Personnel Procedures 291
Job Enrichment 294
Organizing 297
Basic Organization Principles 297
How to Organize for Profitable Operations 299
Trends in Organizing 299
PART 5
Positioning for Competitive
Advantage: The Marketing Plan
307
CHAPTER 11
Merchandise and Expense Planning and
Control 308
Merchandise Management 310
Merchandising Philosophies 310
The Mechanics of Merchandise Planning 312
Stock Balance 314
The Merchandise Budget 315
Planning Width and Support of Assortments 323
The Mechanics of Merchandise Control 325
Dollar Merchandise Inventory Control 326
Expense Management 333
Expense Planning 334
Allocation of Expenses and Budgeting 335
Expense Control 335
CHAPTER 12
Performance Evaluation 342
Financial Statements 344
Strategic Profit Model 344
Purposes of the SPM 347
Impact of Turnover on Profitability 349
Gross Margin Return on Inventory
Investment (GMROI) 349
Determining Cost and Value of Inventory 350
Determining Inventory Cost 350
Methods of Valuation of Inventory 355
The Cost Method 355
The Retail Method 356
CHAPTER 13
Buying and Inventory Management 366
Personal Traits Needed for Buying 368
The Buying Function 368
Goals of Good Buying 368
Determining Needs 370
Forecasting Sales 370
Establishing Buying Guidelines 374
Replenishment Systems Assistance 376
Merchandise Control Systems 377
Selection of Suppliers 378
How to Make Market Contacts 378
Merchandise Sources 380
Negotiations 383
Follow Up 387
i
CHAPTER 14
Determining Retail Prices 394
Factors Affecting Retail Pricing 397
Type of Goods 397
Store Image 397
Profit Desired 398
Customer Demand 398
Market Structure 398
Supplier Policies 398
Economic Conditions 398
Government Regulations 399
Store Policies Affecting Retail Pricing 399
Price Level Policy 399
One Price versus Variable Price Policy 402
Private Brand Policy 402
Psychological Pricing 403
Trade In Allowance Policy 404
Price Line Policy 404
Single Price Policy 405
Leader Pricing Policy 405
Pricing Adjustments 405
Additional Markons 405
Markdowns 406
The Arithmetic of Retail Pricing 406
Other Factors Affecting Retail Prices 410
Distributor Allowances 410
Consumer Rebates 410
Consumer Pressures 411
Consumer Price Perceptions 411
Indirect Price Competition 412
Appendix: A Pricing Checklist for Retailers 419
CHAPTER 15
Physically Handling and Securing
Merchandise 428
Merchandise Distribution in Multiunit
Organizations 430
Advantages of Distribution Centers 430
Future Developments for Distribution Centers
433
Physical Handling Activities 434
xv
Managing the Physical Handling Activities 434
The Receiving Activity 437
The Checking Activity 437
The Marking Activity 438
Controlling Shoplifting and Employee Theft 439
Shoplifting 439
Employee Theft 444
CHAPTER 16
Store Design and Layout and Merchandise
Presentation 450
Creating the Physical Environment 452
Store Design 453
Store Design: A Critical Element in Positioning
Strategy 453
Exterior Design 455
Interior Design 457
Store Layout 460
Arrangement of the Store 460
Allocation of Space 463
Evaluation of Space Use 465
Locating Departments and Activities 467
Merchandise Presentation 468
Principles of Display 469
Interior Displays 469
Shelf Space Allocation 471
CHAPTER 7 7
Keys to Successful Selling and Sales
Management 476
Building Sales and Profit 478
Basic Decisions 480
Self Service or Full Service? 480
When Are Salespersons Needed? 480
What Are the Types of Retail Selling? 480
An Overview of Personal Selling 481
What Can Be Done to Increase Sales Force
Productivity? 491
xvi
Better Employee Selection 492
Sales Training Programs 492
What Should Training Include? 495
Teaching Selling Skills 495
Criteria for Successful Training 500
Job Orientation 501
Appendix: A Checklist for Retail Selling Activities
506
CHAPTER 18
Advertising, Promotion, and Publicity 510
Understanding Communication 514
Advertising 515
How to Set an Advertising Budget 515
Methods of Establishing a Budget 518
How to Allocate the Budget 521
A Flexible Budget 523
Cooperative Advertising 523
Profile the Firm and Its Customers 524
Evaluating Media Options 525
Radio 525
Television 526
Newspapers 527
Magazines 528
Direct Promotion 528
Directories 534
Transient Advertising 535
Outdoor Advertising 535
Video Tech 536
Specialty Advertising 536
Visual Merchandising 536
Evaluating the Effectiveness of Media 537
Measuring the Results of Advertising 538
Tests for Immediate Response Ads 538
Testing Attitude Advertising 539
Developing the Copy 539
The Role of the Ad Agency 541
Sales Promotion 541
Promotion Device Trends 541
Cooperative Promotions 546
Publicity and Public Relations 547
Merchandising Events 547
Entertainment 549
Education or Community Service 549
CHAPTER 19
What Remains? Developing a
Customer Focused Culture 556
Customer Service versus Customer Focused 558
Traditional Approach 558
The Customer Focused Culture 560
Summary 563
Strategic Dimensions of Services 564
Support Services 564
Disappointers 564
Basic Services 564
Patronage Builders 564
A Services Audit 565
Retail Credit 565
In House Credit 566
What Types of In House Credit Should Be Offered?
566
Third Party Credit 568
Managing Internal Credit 568
Credit Scoring 570
Promoting Credit 571
Handling Checks 572
Shopping Services 572
Telephone Shopping 572
In Home Shopping 575
Personal Shopping Services 575
Other Customer Support Services 575
Warranties 575
Delivery 577
Extended Shopping Hours 577
Automatic Bill Payment 577
Customers with Special Needs 578
Registries 578
Handling Complaints and Returns 579
PART 6
Retailing Issues, Opportunities, and
Outlook 587
CHAPTER 20
Franchising as a Growth Strategy 588
Advantages in Becoming a Franchisee 591
Disadvantages of Becoming a Franchisee 591
The Franchiser s Perspective 592
Legal Restrictions in Franchising 592
Types of Franchises 592
Product and Trade Name Franchising 592
Business Format Franchising 593
Elements of an Ideal Franchise Program 594
Forms of Franchise Arrangements 596
Franchising Formats 596
The Costs of Franchising 596
Identifying Franchise Opportunities 598
Evaluating the Franchise and the Franchise
Company 598
Federal Protection 598
State Legislation 599
Evaluating the Company 599
Evaluating the Product or Service 599
Understanding the Franchise Contract 599
Termination 600
Renewal 600
Transferring a Franchise 600
Buy Back Provisions 600
Arbitration Provisions 601
Franchisee Associations 601
Trends and Outlook 601
International Markets 602
Minority Franchisees 603
Appendix: Franchise Checklist 610
CHAPTER 21
Services Retailing 616
Defining and Classifying Service Firms 618
Equipment or People Based 618
Complexity and Divergence of the Process 618
xvii
Differences between Tangible Goods and Service
Firms 619
Many Services Are Essentially Perishable 620
Lack of Transportability 620
Small Firm Size 620
Difficulties in Establishing Large Market Share 620
Labor Intensity 621
Difficulty in Quality Control 621
Unpredictability of Demand 621
Consumer Behavior in the Purchase of Services 621
Developing Competitive Strategies 622
Defining and Analyzing Target Customers 623
The Service 624
Service Delivery 628
Promoting the Service Offering 629
Pricing 633
Growth Strategies for Service Firms 635
CHAPTER 22
Retailing: Trends, Social Dimensions, and
Prospects 644
Changing from a Merchandising to a Marketing
Orientation 646
Merchandising Trends 649
Productivity Improvement 649
Merchandise Assortment Planning 650
Space Reduction 650
Vertical Merchandising 650
Classification Dominance 650
Flexible Fixturing 651
Coordinated Graphics 651
Increasing Emphasis on Theatrics 651
The External Environments 652
The Consumer 653
Immigration 653
Expect Technology Shifts 653
Foreign Influences 654
Restructuring 655
Institutional Forces 655
Employee Rights 655
Human Resource Shortages 655
Growth of the Upscale Market 656
xviii
Continuing Slow Growth 656
Consumer Resistance to Prices 656
Decline in Consumer Loyalty 656
Continued Overstoring 656
The Liability Explosion 656
Retailing Strategies for the 1990s 658
Characteristics of High Performance Retailers
660
Critical Contemporary Issues 662
Consumerism 662
Quality of Life Issues 664
Future Certainties 665
APPENDIX
Careers in Retailing 674
Index 689
|
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| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV008807981 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T17:25:23Z |
| institution | BVB |
| isbn | 0256089817 0256114102 |
| language | English |
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| owner | DE-945 |
| owner_facet | DE-945 |
| physical | XVIII, 701 S. zahlr. Ill., graph. Darst., Kt. |
| publishDate | 1991 |
| publishDateSearch | 1991 |
| publishDateSort | 1991 |
| publisher | Irwin |
| record_format | marc |
| spelling | Mason, Joseph B. Verfasser aut Retailing J. Barry Mason ; Morris L. Mayer ; Hazel F. Ezell 4. ed. Homewood, Ill. u.a. Irwin 1991 XVIII, 701 S. zahlr. Ill., graph. Darst., Kt. txt rdacontent n rdamedia nc rdacarrier Commerce de détail - Gestion Retail trade Management Management (DE-588)4037278-9 gnd rswk-swf Einzelhandel (DE-588)4127747-8 gnd rswk-swf Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd rswk-swf Einzelhandel (DE-588)4127747-8 s Management (DE-588)4037278-9 s DE-604 Einzelhandelsbetriebslehre (DE-588)4070717-9 s 1\p DE-604 Mayer, Morris L. Verfasser aut Ezell, Hazel F. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=005827290&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Mason, Joseph B. Mayer, Morris L. Ezell, Hazel F. Retailing Commerce de détail - Gestion Retail trade Management Management (DE-588)4037278-9 gnd Einzelhandel (DE-588)4127747-8 gnd Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd |
| subject_GND | (DE-588)4037278-9 (DE-588)4127747-8 (DE-588)4070717-9 |
| title | Retailing |
| title_auth | Retailing |
| title_exact_search | Retailing |
| title_full | Retailing J. Barry Mason ; Morris L. Mayer ; Hazel F. Ezell |
| title_fullStr | Retailing J. Barry Mason ; Morris L. Mayer ; Hazel F. Ezell |
| title_full_unstemmed | Retailing J. Barry Mason ; Morris L. Mayer ; Hazel F. Ezell |
| title_short | Retailing |
| title_sort | retailing |
| topic | Commerce de détail - Gestion Retail trade Management Management (DE-588)4037278-9 gnd Einzelhandel (DE-588)4127747-8 gnd Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd |
| topic_facet | Commerce de détail - Gestion Retail trade Management Management Einzelhandel Einzelhandelsbetriebslehre |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=005827290&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT masonjosephb retailing AT mayermorrisl retailing AT ezellhazelf retailing |