Retail marketing:
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Cincinnati, Ohio
South-Western Publ. Co.
1993
|
| Ausgabe: | 2. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Frühere Ausg. u.d.T.: Retail management |
| Beschreibung: | XIV, 864 S. Ill., graph. Darst. |
| ISBN: | 0538826975 |
Internformat
MARC
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| 100 | 1 | |a Lusch, Robert F. |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Retail marketing |c Robert F. Lusch ; Patrick Dunne ; Randall Gebhardt |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a Cincinnati, Ohio |b South-Western Publ. Co. |c 1993 | |
| 300 | |a XIV, 864 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Frühere Ausg. u.d.T.: Retail management | ||
| 650 | 7 | |a Detailhandel |2 gtt | |
| 650 | 7 | |a Marketing |2 gtt | |
| 650 | 4 | |a Marketing | |
| 650 | 4 | |a Retail trade |x Management | |
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| 650 | 0 | 7 | |a Marketing |0 (DE-588)4037589-4 |2 gnd |9 rswk-swf |
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| 700 | 1 | |a Dunne, Patrick |e Verfasser |0 (DE-588)128673079 |4 aut | |
| 700 | 1 | |a Gebhardt, Randall |e Verfasser |4 aut | |
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| 999 | |a oai:aleph.bib-bvb.de:BVB01-006154853 | ||
Datensatz im Suchindex
| _version_ | 1804123696873340928 |
|---|---|
| adam_text | CONTENTS
PART 1 INTRODUCTION TO RETAIL MARKETING
1 PERSPECTIVES ON RETAILING 1
What is Retailing? 5 Retailing in Action 1.1: International Trends: Russian Retail
System Falters 6 Categorizing Retailers 7 Entry Barriers 13 Retail Marketing
Management 14 A Retail Career 16 Retailing in Action 1.2: Careers in Retailing:
The Women Who Lead The Limited, Inc. 19 Methods of Retail Management 22
The Orientations of This Book 23 The Book Outline 25 Summary 27
2 STRATEGIC PLANNING IN RETAILING 30
The Need for Planning 31 The Strategic Planning Process 32 Statement of
Mission 32 Statement of Objectives 34 Retailing in Action 2.1: Sears, Roebuck and
Company s Mission Statement in Its Early Years 35 Statement of Market Position 47
Analysis of Opportunities in the Retail Marketplace 51 Retailing in Action 2.2:
Quality Japanese Service 53 Strategies 54 Control System 59 Strategic Planning
in Large Retailing Firms 62 Key Mistakes in Strategic Planning 63 Summary 64
PART 2 THE RETAILING MARKETPLACE
3 UNDERSTANDING RETAIL CUSTOMERS 69
The Importance of Understanding the Retail Customer 71 Socioeconomic Envi¬
ronment 75 Demographic Characteristics 78 Retailing in Action 3.1: Worldwide
Changes in Household Structure 84 Psychographic Characteristics 86 Behavioral
Characteristics 89 Retailing in Action 3.2: What Motivates Shopping Trips? 94
Retail Patronage Model 100 Summary 107
Contents
4 COMPETITION IN RETAILING 110
Evolution of Retail Competition 111 Competition from Nonstore Retailers 118 A
Model of Retail Competition 120 Types of Competition 131 Retailing in Action
4.1: Competing with Nonprice Variables 132 Trends in International Retailing 135
Retailing in Action 4.2: Changing Competitive Structure in Food Retailing in the
Reunified Germany 137 Summary 138
5 UNDERSTANDING RETAILING S ROLE IN THE CHANNEL 142
The System Is the Solution 143 The Marketing System 145 Conventional
Marketing Channels 154 Vertical Marketing Systems 155 Retailing in Action 5.1:
Using Cooperation to Strengthen Vertical Marketing Systems 156 Retailing in
Action 5.2: International Expansion in Franchising 161 Managing Retailer/Supplier
Relations 166 Summary 175
6 UNDERSTANDING THE LEGAL ENVIRONMENT 180
Pricing Constraints 182 Promotion Constraints 192 Retailing in Action 6.1: You Be
the Judge 195 Product Constraints 196 Channel Constraints 201 Mergers and
Acquisitions 206 Other Federal Laws 208 Retailing in Action 6.2: States Expand
Their Legal Role in Mergers 208 State and Local Laws 209 Summary 210
MERCHANDISING AND PRICING
7 INTRODUCTION TO MERCHANDISING CONTROL 215
The Merchandise Budget 216 Inventory Valuation 227 Retail Accounting
Statements 235 Retailing in Action 7.1: Dressing up the Balance Sheet 238
Retailing in Action 7.2: International Retailers Use Different Accounting Rules 244
Summary 247
8 THE MERCHANDISE BUYING AND HANDLING PROCESS 251
Planning and Control 254 Dollar Merchandise Planning 254 Dollar Merchandise
Control 261 Unit Stock Planning 263 Selection of Merchandising Sources 273
Retailing in Action 8.1: More Than License Plates Are Made in Some Prisons 274
Vendor Negotiations 278 Retailing in Action 8.2: Can Manufacturers Stop Diverters? 282
In Store Merchandise Handling 285 Evaluating Merchandise Performance 286
Summary 295
9 PRICING IN THE RETAIL OPERATION 299
Interactive Price Decisions 302 Demand Oriented Pricing 305 Supply Oriented
Pricing 310 Using Markups and Markdowns 311 Planning Initial Markups 315
Maintained Markup Percentage 317 Markdown Management 318 Markdown
Policy 321 Pricing Objectives 323 Pricing Policies and Strategies 324 Retailing in
Action 9.1: Off Price Retailers: Are Their Days Numbered? 327 Specific Pricing
Strategies 327 Retailing in Action 9.2: The Origin of Odd Pricing 331
Summary 332
Contents vii
PART 4 THE SELLING ENVIRONMENT
10 IDENTIFYING ATTRACTIVE MARKETS FOR RETAIL STORES 339
Steps in the Retail Location Decision 341 Theories of Market Identification 343
Demand Factors 354 Retailing in Action 10.1: CACI Marketing Systems Paves the
Way for Easy Use of 1990 U.S. Census Data 356 Supply Factors 360 Retailing in
Action 10.2: How the Great Atlantic Pacific Tea Company, Inc. Tailors Its Strategy to
Community Characteristics 362 Secondary Sources of Information 363 A Simple
Example 364 Summary 365
11 STORE SITE ANALYSIS 368
Types of Location 369 Retailing in Action 11.1: Ghetto Retailing: Ethics and
Profits 371 Evaluation of Demand and Supply Within the Market 379 Retailing in
Action 11.2: Using Demand Factors in Location 387 Site Selection Decision
Process 392 Measuring Performance 399 Summary 399
i
12 STORE PLANNING, DESIGN, AND MERCHANDISING 403
Introduction 405 Retailing in Action 12.1: Image Repositioning in Mexico City 408
Store Planning 412 Fixture Selection and Merchandise Presentation Planning 423
Retailing in Action 12.2: Will the Real Retailer Please Stand Up 430 Store Design 433
Visual Communications 436 Summary 440
13 RETAILING OF SERVICES 444
The Retailing of Services 445 Retailing in Action 13.1: Funeral Homes Learn to
Merchandise Their Services 446 The Nature of Services and the Retailing of
Services 450 Service Quality in the Retail Environment 457 Strategies for Enhanc¬
ing Retailing of Services 468 Retailing in Action 13.2: Deregulation Prompts Banks
to Become Retailers 471 Summary 474
PART 5 PROMOTION AND SELLING
14 RETAIL ADVERTISING AND PROMOTION 479
The Retail Promotion Mix 481 Integrated Effort 482 Promotion and the Marketing
Channel 483 Law, Ethics, and Promotion 484 Promotion and Creativity 484
Retailing in Action 14.1: Some Vendors Don t Want Their Specials Promoted 485
Promotion Strategy 486 Promotion Objectives 487 Retail Advertising Manage¬
ment 489 Retailing in Action 14.2: International Promotion Isn t Just Translating
an Ad 508 Sales Promotion Management 509 Publicity Management 510
Summary 512
15 PERSONAL SELLING 516
Determining the Level and Types of Sales Personnel 517 Retailing in Action 15.1:
This Store s Return Policy Is Unbeatable 521 Retail Selling 522 Retailing in
Contents
Action 15.2: Close That Sale: Tips that Work! 535 The Customer Service and Sales
Enhancement Audit 541 Summary 543
RETAIL OPERATIONS AND ADMINISTRATION
16 MANAGEMENT OF HUMAN RESOURCES 547
Human Resource Management 549 Planning for Human Resources 550 Retailing
in Action 16.1: Labor: The Number 1 Issue Facing Retailers Around the World 551
Hiring the Right Person for the Job 554 Training and Development 559 Retailing
in Action 16.2: Wal Mart s People Approach 561 Performance Appraisal 561
Employee Motivation 564 Human Resource Compensation 567 Job
Enrichment 573 Organizing Human Resources 574 Summary 586
17 RETAIL INFORMATION SYSTEMS 589
Introducing the Retail Information System 591 Sources of Retail Information 594
The Scope of a Retail Information System 598 The Problem Idenfication Sub¬
system 600 Retailing in Action 17.1: Retailers Should Make Use of Newspaper
Research Staffs 609 The Problem Solution Subsystem 624 Organizing the RIS 628
Future Developments in RIS 629 Retailing in Action 17.2: Developments in
Information Technology Lead Retail Technology 631 Summary 632
CASES
I Tom Borch Traditional Clothier, 636; 2 City Drugstores, Inc., 646; 3 Competi
tech Learns to Use Telemarketing, 649; 4 Frey s Floorcovering, 651; 5 Health
More Pharmacies, Inc., 656; 6 A. B. King s, 659; 7 Oakland Department Store, 663;
8 Taylor s Furniture, 666; 9 East Towne Mall, 669; 10 Zig Zag, 672;
II Homeworld America, 678; 12 Competitech B, 682; 13 Porsche AG, 683;
14 Smith s IGA: Part A, 688; 15 Smith s IGA: Part B, 691; 16 Central City Savings
Bank, 693; 17 Toys R Us International, 699; 18 Higby s Hardware, 703;
19 Quality Markets, 707; 20 Wal Mart: Strategies for Market Dominance, 714;
21A New Mall for Mankato, 731; 22 Sonic Corp., 736; 23 Circle K Corporation, 756;
24 IKEA North America: The Vikings Rediscover America, 772;
25 Sears: A Giant in Transition, 782; 26 Food4Less Stores, Inc., 797; 27 Rich s
Department Store, 811
GLOSSARY 836
SUBJECT INDEX 849
NAME INDEX 856
COMPANY INDEX 861
|
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| indexdate | 2024-07-09T17:33:53Z |
| institution | BVB |
| isbn | 0538826975 |
| language | English |
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| publishDate | 1993 |
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| spelling | Lusch, Robert F. Verfasser aut Retail marketing Robert F. Lusch ; Patrick Dunne ; Randall Gebhardt 2. ed. Cincinnati, Ohio South-Western Publ. Co. 1993 XIV, 864 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Frühere Ausg. u.d.T.: Retail management Detailhandel gtt Marketing gtt Marketing Retail trade Management Handelsbetrieb (DE-588)4023226-8 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf Handelsbetrieb (DE-588)4023226-8 s Marketing (DE-588)4037589-4 s DE-604 Dunne, Patrick Verfasser (DE-588)128673079 aut Gebhardt, Randall Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=006154853&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Lusch, Robert F. Dunne, Patrick Gebhardt, Randall Retail marketing Detailhandel gtt Marketing gtt Marketing Retail trade Management Handelsbetrieb (DE-588)4023226-8 gnd Marketing (DE-588)4037589-4 gnd |
| subject_GND | (DE-588)4023226-8 (DE-588)4037589-4 |
| title | Retail marketing |
| title_auth | Retail marketing |
| title_exact_search | Retail marketing |
| title_full | Retail marketing Robert F. Lusch ; Patrick Dunne ; Randall Gebhardt |
| title_fullStr | Retail marketing Robert F. Lusch ; Patrick Dunne ; Randall Gebhardt |
| title_full_unstemmed | Retail marketing Robert F. Lusch ; Patrick Dunne ; Randall Gebhardt |
| title_short | Retail marketing |
| title_sort | retail marketing |
| topic | Detailhandel gtt Marketing gtt Marketing Retail trade Management Handelsbetrieb (DE-588)4023226-8 gnd Marketing (DE-588)4037589-4 gnd |
| topic_facet | Detailhandel Marketing Retail trade Management Handelsbetrieb |
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