Retail management: a strategic approach
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Boston [u.a.]
Pearson Prentice Hall
2010
|
| Ausgabe: | 11. ed., Internat. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis Inhaltsverzeichnis |
| Beschreibung: | Includes index |
| Beschreibung: | XXVIII, 654 S. Ill., graph. Darst. |
| ISBN: | 0132465507 9780132465502 0136087582 |
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| 245 | 1 | 0 | |a Retail management |b a strategic approach |c Barry Berman ; Joel R. Evans |
| 250 | |a 11. ed., Internat. ed. | ||
| 264 | 1 | |a Boston [u.a.] |b Pearson Prentice Hall |c 2010 | |
| 300 | |a XXVIII, 654 S. |b Ill., graph. Darst. | ||
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| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes index | ||
| 650 | 0 | |a Retail trade / Management | |
| 650 | 4 | |a Retail trade |x Management | |
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Datensatz im Suchindex
| _version_ | 1804140012142329856 |
|---|---|
| adam_text | IMAGE 1
V
A STRATEGIC APPROACH
ELEVENTH EDITION
BARRY BENR.AN HOFSTRA UNIVERSITY
TVANS
HOFSTRA UNIVERISTY
PRENTICE HALL
BOSTON COLUMBUS INDIANAPOLIS NEW YORK SAN FRANCISCO UPPER SADDLE RIVER
AMSTERDAM CAPE TOWN DUBAI LONDON MADRID MILAN MUNICH PARIS MONTREAL
TORONTO DELHI MEXICO CITY SAO PAULO SYDNEY HONG KONG SEOUL SINGAPORE
TAIPEI TOKYO
IMAGE 2
CONTENTS
PREFACE XIX ABOUT THE AUTHORS XXV ACKNOWLEDGMENTS XXVII
PART 1 AN OVEN/LEW OF STRATEGIC RETAIL MANAGEMENT 1
CHAPTER 1 AN INTRODUCTION TO RETAILING 3 CHAPTER OBJECTIVES 3 OVERVIEW 4
THE FRAMEWORK OF RETAILING 4
REASONS FOR STUDYING RETAILING 5
THE SPECIAL CHARACTERISTICS OF RETAILING 10 THE IMPORTANCE OF DEVELOPING
AND APPLYING A RETAIL STRATEGY 12 TARGET CORPORATION: THE WINNING
APPROACH OF AN UPSCALE DISCOUNTER! 12
THE RETAILING CONCEPT 14 THE FOCUS AND FORMAT OF THE TEXT 18 CHAPTER
SUMMARY 19 KEY TERMS 20 * QUESTIONS FOR DISCUSSION 20 * WEB EXERCISE:
ABOUT.COM: RETAIL INDUSTRY (HTTP://RETAILINDUSTRY.ABOUT.COM) 21 APPENDIX
UNDERSTANDING THE RECENT ECONOMIC DOWNTURN
IN THE UNITED STATES AND AROUND THE GLOBE 21 THE EVENTS LEADING TO THE
2008-2009 ECONOMIC DOWNTURN 21 THE IMPACT OF THE DOWNTURN ON ECONOMIES
AROUND THE WORLD 23 THE EFFECT OF THE ECONOMIC DOWNTURN ON RETAILING 23
STRATEGIC OPTIONS FOR RETAILERS IN WEAK ECONOMIC TIMES 25
CHAPTER 2 27 BUILDING AND SUSTAINING RELATIONSHIPS IN RETAILING CHAPTER
OBJECTIVES 27 OVERVIEW 28
VALUE AND THE VALUE CHAIN 28 RETAILER RELATIONSHIPS 32 CUSTOMER
RELATIONSHIPS 32 CHANNEL RELATIONSHIPS 39 THE DIFFERENCES IN
RELATIONSHIP BUILDING BETWEEN GOODS AND SERVICE
RETAILERS 41 TECHNOLOGY AND RELATIONSHIPS IN RETAILING 43 ELECTRONIC
BANKING * 44
CUSTOMER AND SUPPLIER INTERACTIONS 44 ETHICAL PERFORMANCE AND
RELATIONSHIPS IN RETAILING 45 ETHICS 46 SOCIAL RESPONSIBILITY 48
CONSUMERISM 49 CHAPTER SUMMARY 52 KEY TERMS 53 * QUESTIONS FOR
DISCUSSION 53 WEB EXERCISE: H&M (WWW.HM.COM/US) 53 APPENDIX PLANNING
FOR THE UNIQUE ASPECTS OF SERVICE
RETAILING 54 ABILITIES REQUIRED TO BE A SUCCESSFUL SERVICE RETAILER 54
IMPROVING THE PERFORMANCE OF SERVICE RETAILERS 54 THE STRATEGY OF PAL S
SUDDEN SERVICE: A BALDRIGE AWARD WINNER 56
CHAPTER 3 STRATEGIC PLANNING IN RETAILING 57 CHAPTER OBJECTIVES OVERVIEW
58
57
IX
IMAGE 3
CONTENTS
SITUATION ANALYSIS 58
ORGANIZATIONAL MISSION 59
OWNERSHIP AND MANAGEMENT ALTERNATIVES 61
GOODS/SERVICE CATEGORY 63
PERSONAL ABILITIES 64
FINANCIAL RESOURCES 65
TIME DEMANDS 65
OBJECTIVES 66
SALES 67
PROFIT 67
SATISFACTION OF PUBLICS 68
IMAGE (POSITIONING) 68
SELECTION OF OBJECTIVES 71
IDENTIFICATION OF CONSUMER CHARACTERISTICS AND NEEDS 71
OVERALL STRATEGY 73
CONTROLLABLE VARIABLES 73
UNCONTROLLABLE VARIABLES 75
INTEGRATING OVERALL STRATEGY 77
SPECIFIC ACTIVITIES 77
CONTROL 78
FEEDBACK 78
A STRATEGIC PLANNING TEMPLATE FOR RETAIL MANAGEMENT 78
CHAPTER SUMMARY 81 KEY TERMS 82 QUESTIONS FOR DISCUSSION 82
O WEB EXERCISE: SEPHORA (WWW.SEPHORA.COM) 83
APPENDIX THE SPECIAL DIMENSIONS OF STRATEGIC PLANNING IN A GLOBAL
RETAILING ENVIRONMENT 83
THE STRATEGIC PLANNING PROCESS AND GLOBAL RETAILING 83
OPPORTUNITIES AND THREATS IN GLOBAL RETAILING 85
/ TEN TRENDS IN GLOBAL RETAILING 85
U.S. RETAILERS IN FOREIGN MARKETS 87
FOREIGN RETAILERS IN THE U.S. MARKET 87
PART ONE SHORT CASES 89
, 1: BED BATH & BEYOND S PLAN FOR GROWTH 89 2: NETFLIX: COMPETING VIA
TECHNOLOGY 89
3: LOYALTY PROGRAMS IN THE NETHERLANDS 90
4: EBAY EXPANDS AROUND THE GLOBE 91
PART ONE COMPREHENSIVE CASE: BEST BUY IN A GLOBAL
GROWTH MODE 92
PART 2 SITUATION ANALYSIS 99
CHAPTER 4 RETAIL INSTITUTIONS BY OWNERSHIP 101 CHAPTER OBJECTIVES 101
OVERVIEW 102
RETAIL INSTITUTIONS CHARACTERIZED BY OWNERSHIP 103
INDEPENDENT 103
CHAIN 106
FRANCHISING 108
LEASED DEPARTMENT 111
VERTICAL MARKETING SYSTEM 112
CONSUMER COOPERATIVE 114
CHAPTER SUMMARY 115 KEY TERMS 116 » QUESTIONS FOR
DISCUSSION 116 WEB EXERCISE: SUBWAY (WWW.SUBWAY.COM) 116
APPENDIX THE DYNAMICS OF FRANCHISING 117
MANAGERIAL ISSUES IN FRANCHISING 117
FRANCHISOR-FRANCHISEE RELATIONSHIPS 120
IMAGE 4
CONTENTS XI
CHAPTER 5 RETAIL INSTITUTIONS BY STORE-BASED STRATEGY MIX 123 CHAPTER
OBJECTIVES 123 OVERVIEW 124
CONSIDERATIONS IN PLANNING A RETAIL STRATEGY MIX 124 THE WHEEL OF
RETAILING 124 SCRAMBLED MERCHANDISING 126
THE RETAIL LIFE CYCLE 127
HOW RETAIL INSTITUTIONS ARE EVOLVING 129 MERGERS, DIVERSIFICATION, AND
DOWNSIZING 129 COST CONTAINMENT AND VALUE-DRIVEN RETAILING 130
RETAIL INSTITUTIONS CATEGORIZED BY STORE-BASED STRATEGY MIX 131
FOOD-ORIENTED RETAILERS 131 GENERAL MERCHANDISE RETAILERS 136
CHAPTER SUMMARY 144 KEY TERMS 145 QUESTIONS FOR DISCUSSION 145 WEB
EXERCISE: KOHL S (WWW.KOHLS.COM) 145
CHAPTER 6 WEB, NONSTORE-BASED, AND OTHER FORMS
OF NONTRADITIONAL RETAILING 147 CHAPTER OBJECTIVES 147 OVERVIEW 148
DIRECT MARKETING 149
THE DOMAIN OF DIRECT MARKETING 151
THE CUSTOMER DATA BASE: KEY TO SUCCESSFUL DIRECT MARKETING 152
EMERGING TRENDS 152
THE STEPS IN A DIRECT MARKETING STRATEGY 155
KEY ISSUES FACING DIRECT MARKETERS 157
DIRECT SELLING 157
VENDING MACHINES 160
ELECTRONIC RETAILING: THE EMERGENCE OF THE WORLD
WIDE WEB 160
THE ROLE OF THE WEB 161
THE SCOPE OF WEB RETAILING 161
CHARACTERISTICS OF WEB USERS 162
FACTORS TO CONSIDER IN PLANNING WHETHER TO HAVE A WEB SITE 163
EXAMPLES OF WEB RETAILING IN ACTION 165
OTHER NONTRADITIONAL FORMS OF RETAILING 168
VIDEO KIOSKS 168 AIRPORT RETAILING 168
CHAPTER SUMMARY 171 KEY TERMS 172 QUESTIONS FOR DISCUSSION 172 WEB
EXERCISE: PLUNKETT RESEARCH S (WWW.PLUNKETTRESEARCH.COM) 172 APPENDIX
MULTI-CHANNEL RETAILING 173
ADVANTAGES OF MULTI-CHANNEL RETAIL STRATEGIES 174 DEVELOPING A
WELL-INTEGRATED MULTI-CHANNEL STRATEGY 175 SPECIAL CHALLENGES 176
PART TWO SHORT CASES 178
1: COMPETING SUCCESSFULLY AGAINST BIG BOX RETAILERS 178 2: FRANCHISING
IN CHINA 178
3: TRADER JOE S DISTINCTIVE APPROACH 179
4: SHUTTERFLY EXPANDS BEYOND ITS DIGITAL PHOTO PROCESSING 180
PART TWO COMPREHENSIVE CASE: TARGET S TO-DO LIST IN A TOUGH ECONOMY 181
IMAGE 5
X II
CONTENTS
PART 3 TARGETING CUSTOMERS AND GATHERING INFORMATION 187
CHAPTER 7 IDENTIFYING AND UNDERSTANDING CONSUMERS 189
191
CHAPTER OBJECTIVES 189 OVERVIEW 190
CONSUMER DEMOGRAPHICS AND LIFESTYLES
CONSUMER DEMOGRAPHICS 191
CONSUMER LIFESTYLES 193
RETAILING IMPLICATIONS OF CONSUMER DEMOGRAPHICS AND LIFESTYLES
CONSUMER PROFILES 196
CONSUMER NEEDS AND DESIRES 198
SHOPPING ATTITUDES AND BEHAVIOR 199
ATTITUDES TOWARD SHOPPING 199
WHERE PEOPLE SHOP 200
THE CONSUMER DECISION PROCESS 201
TYPES OF CONSUMER DECISION MAKING 205
IMPULSE PURCHASES AND CUSTOMER LOYALTY 207
RETAILER ACTIONS 208 RETAILERS WITH MASS MARKETING STRATEGIES 210
RETAILERS WITH CONCENTRATED MARKETING STRATEGIES
RETAILERS WITH DIFFERENTIATED MARKETING STRATEGIES
ENVIRONMENTAL FACTORS AFFECTING CONSUMERS
CHAPTER SUMMARY 211 * KEY TERMS 212 *
195
210
211
211
QUESTIONS FOR DISCUSSION 213
CHAPTER 8 215
* WEB EXERCISE: BEST BUY S GEEK SQUAD (WWW.GEEKSQUAD.COM) 213
INFORMATION GATHERING AND PROCESSING IN RETAILING
CHAPTER OBJECTIVES 215 OVERVIEW 216
INFORMATION FLOWS IN A RETAIL DISTRIBUTION CHANNEL 216
AVOIDING RETAIL STRATEGIES BASED ON INADEQUATE
INFORMATION 218
THE RETAIL INFORMATION SYSTEM 219
BUILDING AND USING A RETAIL INFORMATION SYSTEM 219
DATA-BASE MANAGEMENT 222
GATHERING INFORMATION THROUGH THE UPC AND EDI 225
THE MARKETING RESEARCH PROCESS 227
SECONDARY DATA 228
PRIMARY DATA 232
CHAPTER SUMMARY 235 »* KEY TERMS 236 * QUESTIONS FOR DISCUSSION 236 *
WEB EXERCISE: GLOBAL RETAIL INSIGHTS (HTTP://WWW.IDC.COM/GRI/INDEX.JSP)
237
SHORT CASES 238
1: ABERCROMBIE S RUEHL NO. 925 TARGETS A DIFFERENT CUSTOMER NICHE 238
2: THE DIGITAL SAVVY CONSUMER 238
3: 7-ELEVEN TURNS UP ITS RETAIL INFORMATION SYSTEM 239
4: THE HALLMARK OF RETAIL RESEARCH 240
PART THREE COMPREHENSIVE CASE: RETAILING LESSONS FROM LOYALTY
PROGRAMS AROUND THE GLOBE 241
PART 4 CHOOSING A STORE LOCATION 247
CHAPTER 9 TRADING-AREA ANALYSIS 249 CHAPTER OBJECTIVES 249 OVERVIEW 250
THE IMPORTANCE OF LOCATION TO A RETAILER 250
PART THREE
IMAGE 6
CONTENTS XIII
TRADING-AREA ANALYSIS 252 THE USE OF GEOGRAPHIC INFORMATION SYSTEMS IN
TRADING-AREA DELINEATION AND ANALYSIS 253 THE SIZE AND SHAPE OF TRADING
AREAS 257
DELINEATING THE TRADING AREA OF AN EXISTING STORE 259
DELINEATING THE TRADING AREA OF A NEW STORE 260
CHARACTERISTICS OF TRADING AREAS 263 CHARACTERISTICS OF THE POPULATION
265 ECONOMIC BASE CHARACTERISTICS 271 THE NATURE OF COMPETITION AND THE
LEVEL OF SATURATION 271 CHAPTER SUMMARY 273 KEY TERMS 274 * QUESTIONS
FOR DISCUSSION 274
WEB EXERCISE: SITE SELECTION MAGAZINE (WWW.SITESELECTION.COM) 274
CHAPTER 10 SITE SELECTION 275
CHAPTER OBJECTIVES 275 OVERVIEW 276
TYPES OF LOCATIONS 276
THE ISOLATED STORE 276 THE UNPLANNED BUSINESS DISTRICT 277 THE PLANNED
SHOPPING CENTER 280
THE CHOICE OF A GENERAL LOCATION 286
LOCATION AND SITE EVALUATION 287
PEDESTRIAN TRAFFIC 287 VEHICULAR TRAFFIC 288 PARKING FACILITIES 290
TRANSPORTATION 290
STORE COMPOSITION 290 SPECIFIC SITE 291
, TERMS OF OCCUPANCY 292
OVERALL RATING 294
CHAPTER SUMMARY 295 KEY TERMS 295 * QUESTIONS FOR DISCUSSION 296 WEB
EXERCISE: NATIONAL TRUST MAIN STREET CENTER (WWW.MAINSTREET.ORG) 296
PART FOUR SHORT CASES 297
1: THE PAVILION AT PORT ORANGE, FLORIDA 297 2: EXPERIAN S MICROMARKETER
G3 GIS 297 3: HOME DEPOT IN NEW YORK CITY 298 4: LEASE NEGOTIATION:
POWER SHIFTS TO RETAILERS 299
PART FOUR COMPREHENSIVE CASE: TOUGH TIMES FOR SHOPPING CENTERS 300
PART 5 MANAGING A RETAIL BUSINESS 307
CHAPTER 11 RETAIL ORGANIZATION AND HUMAN RESOURCE MANAGEMENT 309 CHAPTER
OBJECTIVES 309 OVERVIEW 310
SETTING UP A RETAIL ORGANIZATION 310
SPECIFYING TASKS TO BE PERFORMED 311
DIVIDING TASKS AMONG CHANNEL MEMBERS AND CUSTOMERS 311
GROUPING TASKS INTO JOBS 312
CLASSIFYING JOBS 313
DEVELOPING AN ORGANIZATION CHART 314
ORGANIZATIONAL PATTERNS IN RETAILING 314
ORGANIZATIONAL ARRANGEMENTS USED BY SMALL INDEPENDENT RETAILERS 315
ORGANIZATIONAL ARRANGEMENTS USED BY DEPARTMENT STORES 316
ORGANIZATIONAL ARRANGEMENTS USED BY CHAIN RETAILERS 318
IMAGE 7
XIV CONTENTS
ORGANIZATIONAL ARRANGEMENTS USED BY DIVERSIFIED RETAILERS 318
HUMAN RESOURCE MANAGEMENT IN RETAILING 319 THE SPECIAL HUMAN RESOURCE
ENVIRONMENT OF RETAILING 322 THE HUMAN RESOURCE MANAGEMENT PROCESS IN
RETAILING 324 CHAPTER SUMMARY 333 KEY TERMS 334 QUESTIONS FOR
DISCUSSION 334
WEB EXERCISE: MACY S, INC., COLLEGE RECRUITING
(WWW.MACYSJOBS.COM/COLLEGE/ INDEX.ASP) 334
CHAPTER 12 OPERATIONS MANAGEMENT: FINANCIAL DIMENSIONS 335
CHAPTER OBJECTIVES 335 OVERVIEW 336
PROFIT PLANNING 336
ASSET MANAGEMENT 337
THE STRATEGIC PROFIT MODEL 340
OTHER KEY BUSINESS RATIOS 340
FINANCIAL TRENDS IN RETAILING 342
BUDGETING 345
PRELIMINARY BUDGETING DECISIONS 346
ONGOING BUDGETING PROCESS 348
RESOURCE ALLOCATION 350 THE MAGNITUDE OF VARIOUS COSTS 350 PRODUCTIVITY
351
CHAPTER SUMMARY 351 KEY TERMS 352 QUESTIONS FOR DISCUSSION 352 WEB
EXERCISE: QUICKBOOKS (HTTP://OE.QUICKBOOKS.COM/INTERACTIVE_TOUR_
MOVIE.CFM) 353
CHAPTER 13 OPERATIONS MANAGEMENT: OPERATIONAL DIMENSIONS 355
CHAPTER OBJECTIVES 355 OVERVIEW 356
OPERATING A RETAIL BUSINESS 356
OPERATIONS BLUEPRINT 356 STORE FORMAT, SIZE, AND SPACE ALLOCATION 358
PERSONNEL UTILIZATION 360 STORE MAINTENANCE, ENERGY MANAGEMENT, AND
RENOVATIONS 361
INVENTORY MANAGEMENT 363 STORE SECURITY 364 INSURANCE 365 CREDIT
MANAGEMENT 365 COMPUTERIZATION 366 OUTSOURCING 369 CRISIS MANAGEMENT
370
CHAPTER SUMMARY 371 KEY TERMS 372 QUESTIONS FOR DISCUSSION 372 WEB
EXERCISE: OUTSOURCING CENTER (WWW.OUTSOURCING-CENTER.COM) 372
PART FIVE SHORT CASES 373
1: THE EMPLOYEE CULTURE AT UMPQUA BANK 373 2: SONY LOOKS TO A
SMALL-STORE FORMAT 373
3: MANAGING HIGH PRODUCTIVITY: PUBLIX SUPER MARKETS 374
4: IMAX AND AMC JOIN TOGETHER 375
PART FIVE COMPREHENSIVE CASE: REACHING GEN Y AS RETAIL EMPLOYEES 376
PART 6 MERCHANDISE MANAGEMENT AND PRICING 381
CHAPTER 14 DEVELOPING MERCHANDISE PLANS 383 CHAPTER OBJECTIVES 383
OVERVIEW 384
IMAGE 8
CONTENTS XV
MERCHANDISING PHILOSOPHY 384
BUYING ORGANIZATION FORMATS AND PROCESSES 387
LEVEL OF FORMALITY 387
DEGREE OF CENTRALIZATION 388
ORGANIZATIONAL BREADTH 388
PERSONNEL RESOURCES 388
FUNCTIONS PERFORMED 390
STAFFING 390
DEVISING MERCHANDISE PLANS 391
FORECASTS 391
INNOVATIVENESS 393
ASSORTMENT 396
BRANDS 400
TIMING 402
ALLOCATION 403
CATEGORY MANAGEMENT 403
WHAT MANUFACTURERS FEEL ABOUT RETAILERS 404
WHAT MANUFACTURERS FEEL ABOUT MANUFACTURERS 404
MERCHANDISING SOFTWARE 405
GENERAL MERCHANDISE PLANNING SOFTWARE 406
FORECASTING SOFTWARE 406
INNOVATIVENESS SOFTWARE 407
ASSORTMENT SOFTWARE 407
ALLOCATION SOFTWARE 407
CATEGORY MANAGEMENT SOFTWARE 407
CHAPTER SUMMARY 408 KEY TERMS 409 QUESTIONS FOR DISCUSSION 409
WEB EXERCISE: PLANNING FACTORY (WWW.PLANFACT.CO.UK/MP.HTM) 410
CHAPTER 15 IMPLEMENTING MERCHANDISE PLANS 411
CHAPTER OBJECTIVES 411 OVERVIEW 412
IMPLEMENTING MERCHANDISE PLANS 412
GATHERING INFORMATION 412
SELECTING AND INTERACTING WITH MERCHANDISE SOURCES 414
EVALUATING MERCHANDISE 416
NEGOTIATING THE PURCHASE 417
CONCLUDING PURCHASES 418
RECEIVING AND STOCKING MERCHANDISE 419
REORDERING MERCHANDISE 421
RE-EVALUATING ON A REGULAR BASIS 421
LOGISTICS 422
PERFORMANCE GOALS 423
SUPPLY CHAIN MANAGEMENT 425
ORDER PROCESSING AND FULFILLMENT 425
TRANSPORTATION AND WAREHOUSING 427
CUSTOMER TRANSACTIONS AND CUSTOMER SERVICE 429
INVENTORY MANAGEMENT 429
RETAILER TASKS 429
INVENTORY LEVELS 430
MERCHANDISE SECURITY 431
REVERSE LOGISTICS 432
INVENTORY ANALYSIS 433
CHAPTER SUMMARY 434 KEY TERMS 435 QUESTIONS FOR DISCUSSION 435
WEB EXERCISE: RETAIL INDUSTRY SOLUTIONS SECTION OF THE FEDERAL
EXPRESS
WEB SITE (WWW.FEDEX.COM/US/SUPPLYCHAIN/INDUSTRYSOLUTIONS/
RETAIL.HTML) 436
IMAGE 9
XVI CONTENTS
CHAPTER 16 FINANCIAL MERCHANDISE MANAGEMENT 437
CHAPTER OBJECTIVES 437 OVERVIEW 438
INVENTORY VALUATION: THE COST AND RETAIL METHODS OF ACCOUNTING 438
THE COST METHOD 440
THE RETAIL METHOD 442
MERCHANDISE FORECASTING AND BUDGETING: DOLLAR CONTROL 445
DESIGNATING CONTROL UNITS 445
SALES FORECASTING 446
INVENTORY-LEVEL PLANNING 448
REDUCTION PLANNING 450
PLANNING PURCHASES 450
PLANNING PROFIT MARGINS 452
UNIT CONTROL SYSTEMS 452
PHYSICAL INVENTORY SYSTEMS 453
PERPETUAL INVENTORY SYSTEMS 454
UNIT CONTROL SYSTEMS IN PRACTICE 455
FINANCIAL INVENTORY CONTROL: INTEGRATING DOLLAR AND UNIT CONCEPTS 456
STOCK TURNOVER AND GROSS MARGIN RETURN ON INVESTMENT 456
WHEN TO REORDER 457
HOW MUCH TO REORDER 459
CHAPTER SUMMARY 460 * KEY TERMS 460 QUESTIONS FOR DISCUSSION 461
* WEB EXERCISE: RETAIL OWNERS INSTITUTE (WWW.RETAILOWNER.COM) 461
CHAPTER 17 PRICING IN RETAILING 463
CHAPTER OBJECTIVES 463 OVERVIEW 464
EXTERNAL FACTORS AFFECTING A RETAIL PRICE STRATEGY 466
THE CONSUMER AND RETAIL PRICING 466
THE GOVERNMENT AND RETAIL PRICING 468
MANUFACTURERS, WHOLESALERS, AND OTHER SUPPLIERS-AND RETAIL PRICING 471
COMPETITION AND RETAIL PRICING 471
DEVELOPING A RETAIL PRICE STRATEGY 472
I RETAIL OBJECTIVES AND PRICING 473
BROAD PRICE POLICY 475
PRICE STRATEGY 476
IMPLEMENTATION OF PRICE STRATEGY 481
PRICE ADJUSTMENTS 485
CHAPTER SUMMARY 488 * KEY TERMS 489 » QUESTIONS FOR DISCUSSION 489
* WEB EXERCISE: BJ S WHOLESALE CLUB (WWW.BJS.COM) 490
PART SIX SHORT CASES 491
1: DESIGNER BRANDS: A GLOBAL PHENOMENON 491 2: MACY S GOES LOCAL 491
3: BJ S: PROFITING IN RECESSIONARY TIMES 492
4: FAST-FOOD PRICING REVISITED 493
PART SIX COMPREHENSIVE CASE: LOWE S: CATEGORY POTENTIAL
AMONG FEMALE SHOPPERS 494
PART 7 COMMUNICATING WITH THE CUSTOMER 501
CHAPTER 18 ESTABLISHING AND MAINTAINING A RETAIL IMAGE 503 CHAPTER
OBJECTIVES 503 OVERVIEW 504
THE SIGNIFICANCE OF RETAIL IMAGE 505
COMPONENTS OF A RETAIL IMAGE 506
THE DYNAMICS OF CREATING AND MAINTAINING A RETAIL IMAGE 506
IMAGE 10
CONTENTS XVII
ATMOSPHERE 508 A STORE-BASED RETAILING PERSPECTIVE 509 A NONSTORE-BASED
RETAILING PERSPECTIVE 520 ENCOURAGING CUSTOMERS TO SPEND MORE TIME
SHOPPING 522 COMMUNITY RELATIONS 525 CHAPTER SUMMARY 526 KEY TERMS 527
QUESTIONS FOR DISCUSSION 527
WEB EXERCISE: T.G.I. FRIDAY S (WWW.TGIFRIDAYS.COM) 527
CHAPTER 19 PROMOTIONAL STRATEGY 529 CHAPTER OBJECTIVES 529 OVERVIEW 530
ELEMENTS OF THE RETAIL PROMOTIONAL MIX 530
ADVERTISING 530 PUBLIC RELATIONS 537 PERSONAL SELLING 539 SALES
PROMOTION 541 PLANNING A RETAIL PROMOTIONAL STRATEGY 545
DETERMINING PROMOTIONAL OBJECTIVES 545 ESTABLISHING AN OVERALL
PROMOTIONAL BUDGET 548 SELECTING THE PROMOTIONAL MIX 549 IMPLEMENTING
THE PROMOTIONAL MIX 550
REVIEWING AND REVISING THE PROMOTIONAL PLAN 554 CHAPTER SUMMARY 554
KEY TERMS 555 QUESTIONS FOR DISCUSSION 555 WEB EXERCISE:
OFFICE.COM S PROMOTE YOUR BUSINESS (WWW.OFFICE.COM) 556
PART SEVEN SHORT CASES 557 1 : BORDERS NEW STORE CONCEPT 557 2: UPPING
THE ANTE IN SUPERMARKET MARKETING 557 3: VIRTUAL REALITY IN RETAILING:
WHAT S AHEAD? 558 4: RESTAURANTS STEP UP THEIR PROMOTIONS 559
PART SEVEN COMPREHENSIVE CASE: CROSSING THE GREAT MEDIA CHANNEL DIVIDE
560
PART 8 PUTTING IT AH TOGETHER 565
CHAPTER 20 INTEGRATING AND CONTROLLING THE RETAIL STRATEGY 567 CHAPTER
OBJECTIVES 567 OVERVIEW 568 INTEGRATING THE RETAIL STRATEGY 569
PLANNING PROCEDURES AND OPPORTUNITY ANALYSIS 569 DEFINING PRODUCTIVITY
IN A MANNER CONSISTENT WITH THE STRATEGY 571 PERFORMANCE MEASURES 573
SCENARIO ANALYSIS 580 CONTROL: USING THE RETAIL AUDIT 581 UNDERTAKING AN
AUDIT 581 RESPONDING TO AN AUDIT 584
POSSIBLE DIFFICULTIES IN CONDUCTING A RETAIL AUDIT 584 ILLUSTRATIONS OF
RETAIL AUDIT FORMS 585 CHAPTER SUMMARY 587 KEY TERMS 588 QUESTIONS
FOR DISCUSSION 588 WEB EXERCISE: AMERICAN CUSTOMER SATISFACTION INDEX
(WWW.THEACSI.ORG) 588
PART EIGHT SHORT CASES 589 1: VON MAUR: LOOKING TO THE FUTURE 589 2: THE
INNOVATIVE APPROACH OF UNCLE GIUSEPPE S 589
PART EIGHT COMPREHENSIVE CASE: WHAT S AHEAD FOR COSTCO? 591
IMAGE 11
XVIII
CONTENTS
APPENDIX CAREERS IN RETAILING 597
OVERVIEW 597 THE BRIGHT FUTURE OF A CAREER IN RETAILING 597
OWNING A BUSINESS 598
OPPORTUNITIES AS A RETAIL EMPLOYEE 599
TYPES OF POSITIONS IN RETAILING 599
CAREER PATHS AND COMPENSATION IN RETAILING 600
GETTING YOUR FIRST POSITION AS A RETAIL PROFESSIONAL
SEARCHING FOR CAREER OPPORTUNITIES IN RETAILING 602
PREPARING FOR THE INTERVIEW 602
EVALUATING RETAIL CAREER OPPORTUNITIES 603
GLOSSARY 605
ENDNOTES 621 NAME INDEX 633 SUBJECT INDEX 641
602
|
| any_adam_object | 1 |
| author | Berman, Barry Evans, Joel R. |
| author_facet | Berman, Barry Evans, Joel R. |
| author_role | aut aut |
| author_sort | Berman, Barry |
| author_variant | b b bb j r e jr jre |
| building | Verbundindex |
| bvnumber | BV035731673 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5429 |
| callnumber-raw | HF5429 |
| callnumber-search | HF5429 |
| callnumber-sort | HF 45429 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QQ 440 |
| ctrlnum | (OCoLC)297149500 (DE-599)GBV595957315 |
| dewey-full | 658.8/7 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/7 |
| dewey-search | 658.8/7 |
| dewey-sort | 3658.8 17 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 11. ed., Internat. ed. |
| format | Book |
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| id | DE-604.BV035731673 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T21:53:12Z |
| institution | BVB |
| isbn | 0132465507 9780132465502 0136087582 |
| language | English |
| lccn | 2009013911 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-018008249 |
| oclc_num | 297149500 |
| open_access_boolean | 1 |
| owner | DE-573 DE-2070s DE-188 |
| owner_facet | DE-573 DE-2070s DE-188 |
| physical | XXVIII, 654 S. Ill., graph. Darst. |
| publishDate | 2010 |
| publishDateSearch | 2010 |
| publishDateSort | 2010 |
| publisher | Pearson Prentice Hall |
| record_format | marc |
| spelling | Berman, Barry Verfasser aut Retail management a strategic approach Barry Berman ; Joel R. Evans 11. ed., Internat. ed. Boston [u.a.] Pearson Prentice Hall 2010 XXVIII, 654 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Includes index Retail trade / Management Retail trade Management Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd rswk-swf Strategisches Management (DE-588)4124261-0 gnd rswk-swf Einzelhandelsbetrieb (DE-588)4013974-8 gnd rswk-swf Einzelhandelsbetriebslehre (DE-588)4070717-9 s DE-604 Einzelhandelsbetrieb (DE-588)4013974-8 s Strategisches Management (DE-588)4124261-0 s Evans, Joel R. Verfasser aut DE-601 pdf/application http://www.gbv.de/dms/zbw/595957315.pdf kostenfrei Inhaltsverzeichnis GBV Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018008249&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Berman, Barry Evans, Joel R. Retail management a strategic approach Retail trade / Management Retail trade Management Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd Strategisches Management (DE-588)4124261-0 gnd Einzelhandelsbetrieb (DE-588)4013974-8 gnd |
| subject_GND | (DE-588)4070717-9 (DE-588)4124261-0 (DE-588)4013974-8 |
| title | Retail management a strategic approach |
| title_auth | Retail management a strategic approach |
| title_exact_search | Retail management a strategic approach |
| title_full | Retail management a strategic approach Barry Berman ; Joel R. Evans |
| title_fullStr | Retail management a strategic approach Barry Berman ; Joel R. Evans |
| title_full_unstemmed | Retail management a strategic approach Barry Berman ; Joel R. Evans |
| title_short | Retail management |
| title_sort | retail management a strategic approach |
| title_sub | a strategic approach |
| topic | Retail trade / Management Retail trade Management Einzelhandelsbetriebslehre (DE-588)4070717-9 gnd Strategisches Management (DE-588)4124261-0 gnd Einzelhandelsbetrieb (DE-588)4013974-8 gnd |
| topic_facet | Retail trade / Management Retail trade Management Einzelhandelsbetriebslehre Strategisches Management Einzelhandelsbetrieb |
| url | http://www.gbv.de/dms/zbw/595957315.pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018008249&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT bermanbarry retailmanagementastrategicapproach AT evansjoelr retailmanagementastrategicapproach |
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Inhaltsverzeichnis