Strategic marketing for success in retailing:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Westport, Conn.
Quorum books
1998
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXIII, 387 S. Ill. |
| ISBN: | 1567201865 |
Internformat
MARC
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| 245 | 1 | 0 | |a Strategic marketing for success in retailing |c A. Coskun Samli |
| 264 | 1 | |a Westport, Conn. |b Quorum books |c 1998 | |
| 300 | |a XXIII, 387 S. |b Ill. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Commerce de détail - États-Unis | |
| 650 | 7 | |a Detailhandel |2 gtt | |
| 650 | 4 | |a Marketing - États-Unis | |
| 650 | 7 | |a Marketing |2 gtt | |
| 650 | 4 | |a Marketing |z United States | |
| 650 | 4 | |a Retail trade |z United States | |
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Datensatz im Suchindex
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|---|---|
| adam_text | Contents
Exhibits ix
Preface xiii
Exhibit xix
Acknowledgments xxi
1 Introduction: Retail Marketing Strategy—
An Overview of Differential Congruence 1
Exhibits 14
References 17
2 Multiple Layers of Retail Competition 19
Exhibits 34
References 42
3 The Changing Retail Population and
Managerial Implications 43
Exhibits 61
References 68
4 Intermarket Shopping Behavior 69
Exhibits 78
References 79
5 Downtowns, Shopping Centers, and Local Clusters:
The Retail Evolution 81
Exhibits 95
References 98
viii Contents
6 From Market Potentials to Capitalization 99
Exhibits 115
References 122
7 Adjusting Retail Marketing Strategies to Consumer Behavior 124
Exhibits 144
References 150
8 Heterogeneity of Retail Markets 152
Exhibits 163
Appendix: Carpet King, Inc. 168
Appendix Exhibits 170
References 174
9 Retail Marketing Strategy Alternatives 177
Exhibits 195
References 200
10 Developing and Measuring the Store Image 202
Exhibits 218
References 225
11 Retail Image Perceived by Different Constituencies
and the Congruence Factor 228
Exhibits 241
References 246
12 Human Resource Management in Retailing 251
Exhibits 265
References 267
13 Developing a Retail Communication Mix 269
Exhibits 287
References 292
14 Merchandise Mix Development 294
Exhibits 317
References 322
15 Pricing Strategies for Retailers 324
Exhibits 340
References 346
16 Retail Information Management Systems
and the Emerging Information Technology 348
Exhibits 360
References 363
17 Strategie Control for Retailers 365
Exhibits 377
References 382
Index 385
Exhibits
P.l The Key Phases of Retail Marketing Strategy Development xix
1.1 Establishing Retail Objectives 14
1.2 The Planning Process in Retail Management 15
1.3 Components of Retail Mixes 16
1.4 Degrees of Success in Retail Image Management 16
1.5 The Continuity of Retail Marketing Strategie Development 17
2.1 Multidimensional Retail Competition 34
2.2 Margin—Turnover Classification 35
2.3 The Implications of Margin
Turnover Classification on a Store s Marketing Strategy 36
2.4 The Price Quality Continuum 37
2.5 Retail Market Structure 38
2.6 Merchandise Line Classification 39
2.7 Retail Mixes as Strategie Tools 40
2.8 Key Location Alternatives 41
2.9 The Demand Function in Competitive Advantage 41
3.1 Retail Establishments per 1,000 Population
for Selected Census Years 61
3.2 Retail Sales per Establishment 61
3.3 Per Capita Retail Sales and Per Capita Income 61
3.4 Incorporated Retail Establishments and Sales 62
3.5 Retail Chains 62
3.6 Independent Retailers 63
3.7 The Roles of Department Stores and Discounters 63
x Exhibits
3.8 The Share of Department Stores of
Total Retail Employment 64
3.9 Performance of Eating and Drinking Places 64
3.10 Factors Influencing Retail Trends 65
3.11 Wheel of Retailing in the United States 66
4.1 Tenure in the Small Community 78
4.2 Attitüde toward Local Shopping Facilities 78
4.3 A General Model of Intermarket Purchase Behavior 79
5.1 Types of Shopping Centers and Their Specific Features 95
5.2 The Supply and Demand Analysis in Planning CBDs 97
6.1 Risk Reducing Preliminary Plans 115
6.2 Delineating the Trading Area of a
Proposed Shopping Center 115
6.3 Census Tracts and Market Potentials for Apparel within
the Trading Area of the Proposed Shopping Complex A 116
6.4 Consumer Purchase Behavior Questionnaire 116
6.5 Converting Trading Area Potential to Capital Needs 118
6.6 A Checklist of Site Evaluation 118
6.7 Buying Power Index of Jacksonville, Florida 119
6.8 District of Jacksonville, Florida, and National
Distribution of Expenditures on Food 119
6.9 Estimated Total Personal Income, Number of Households
in Each Income Category, and Estimated Expenditures
on Food, Jacksonville, Florida 120
6.10 Estimating the Market Potential for a New Service Station 120
6.11 Estimating Sales Potential 121
6.12 Operating Expenditures 121
7.1 Consumer Behavior Implications for Retailing Strategies 144
7.2 The Two Cultural Extremes as They Relate to Retailing 144
7.3 Shopper Characteristics and Purchase Motives 145
7.4 The Specific Steps in the Purchase Process 146
7.5 Consumer Information Search Process 146
7.6 Perception of the Searched Information 147
7.7 Information Processing by Retail Consumers 147
7.8 Store Selection 148
7.9 Planned versus Unplanned Shopping 148
7.10 Connecting Retail Practices to Shopping Motives 149
8.1 The Three Levels of Consumer Classification 163
8.2 Retail Segmentation Criteria 164
8.3 Segmentation Index Components 165
8.4 A Logical Flowchart to Develop a Segmentation Index 166
8.5 Income Distribution 170
8.6 Education of Respondents 170
8.7 Respondents Monthly Home Payments 170
Exhibits xi
8.8 Occupations of the Respondents 171
8.9 Ownership of Various Luxury Items 171
8.10 Car Ownership 171
8.11 Criteria and Weights Used in Segmentation Index 172
8.12 Segmentation Index 172
8.13 Occasion on Which Respondents Bought Carpeting 172
8.14 Shopping before the Purchase 173
8.15 Where Respondents Heard about Store 173
8.16 Factors That Made Customers Decide to Buy 173
8.17 Customers Methods of Purchase 174
9.1 The Elements of Historie Evolution 195
9.2 Alternative Retail Marketing Strategies 196
9.3 Stages in the Retail Life Cycle 197
9.4 Strategie Alternatives Based on Product and
Store Combinations 198
9.5 Implementation of Strategies at the Lower Levels 199
9.6 The Relationship between SBUs and PCs 199
10.1 The Theory and Practice of an Individual s
Encountering a New Store 218
10.2 The Key Dimensions of Store Image 219
10.3 A Comprehensive List of Store Image Dimensions 220
10.4 Store Image Research and Measurement Techniques 221
10.5 Specific Steps in Store Image Management 222
10.6 Symbolic Characteristics of Gap versus The Limited 224
10.7 Retail Expansion Activity 224
11.1 Major Thrusts of Image Research in Retailing 241
11.2 Samli Lincoln Paradigm of Perceived Image
Conflict Diagnostics 242
11.3 The Use of Discrepancies between Management
and Customer Perceptions 242
11.4 The Concept of Differential Congruence 243
11.5 Self Image and Store Image Congruence Alternatives 243
11.6 Solving Image Problems as a Congruence Strengthener 244
11.7 Store Loyalty Factors and Measurement 245
12.1 Retail Employment and Earnings 265
12.2 Mediän Years in Job as of 1991 265
12.3 Human Resource Management in Retailing 266
13.1 The Reaching Impact of Retail Communication 287
13.2 Retail Promotion and Implementation 288
13.3 Strategy Alternatives, Promotional Emphasis,
and Media Use 289
13.4 A Task Objective Based Promotion Budget 291
14.1 Key Consumer Trends 317
14.2 Merchandise Preplanning 317
xii Exhibits
14.3 Blending Merchandise Mix Features with
Store Buyers Behavior 318
14.4 Critical Factors in Buyer Motivation 319
14.5 Buyer s Relationship to the Store 320
14.6 Implementation of Retail Objectives and
the Role of Merchandise Mix 320
14.7 An Example of Merchandise Planning for a Clothing Store 321
14.8 Interaction between Product Image and Store Image 321
14.9 Alternatives in Brand Performance 321
15.1 Conditions Impacting Price Levels 340
15.2 Retail Pricing Strategies 340
15.3 Pricing Practices Based on Goals 341
15.4 Pricing at Different Market Levels 342
15.5 A Decision Flowchart to Increase Markups 344
15.6 A Decision Flowchart for Markdowns 345
16.1 Internal and External Sources of Information for RIMS 360
16.2 Retail Management Based on Information 361
16.3 A RIMS Profile 362
17.1 The Control Mechanism and Retail Learning 377
17.2 Market Audit for Retailers 378
17.3 Focus of Internal Audit 379
17.4 Nonfinancial Indicators of Performance 380
17.5 A Continuous Control Mechanism for Retailers 381
|
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| spelling | Samli, A. Coskun Verfasser (DE-588)138301913 aut Strategic marketing for success in retailing A. Coskun Samli Westport, Conn. Quorum books 1998 XXIII, 387 S. Ill. txt rdacontent n rdamedia nc rdacarrier Commerce de détail - États-Unis Detailhandel gtt Marketing - États-Unis Marketing gtt Marketing United States Retail trade United States Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd rswk-swf USA Einzelhandelsbetriebslehre (DE-588)4070717-9 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=009846128&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Samli, A. Coskun Strategic marketing for success in retailing Commerce de détail - États-Unis Detailhandel gtt Marketing - États-Unis Marketing gtt Marketing United States Retail trade United States Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd |
| subject_GND | (DE-588)4070717-9 |
| title | Strategic marketing for success in retailing |
| title_auth | Strategic marketing for success in retailing |
| title_exact_search | Strategic marketing for success in retailing |
| title_full | Strategic marketing for success in retailing A. Coskun Samli |
| title_fullStr | Strategic marketing for success in retailing A. Coskun Samli |
| title_full_unstemmed | Strategic marketing for success in retailing A. Coskun Samli |
| title_short | Strategic marketing for success in retailing |
| title_sort | strategic marketing for success in retailing |
| topic | Commerce de détail - États-Unis Detailhandel gtt Marketing - États-Unis Marketing gtt Marketing United States Retail trade United States Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd |
| topic_facet | Commerce de détail - États-Unis Detailhandel Marketing - États-Unis Marketing Marketing United States Retail trade United States Einzelhandelsbetriebslehre USA |
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