Retail buying:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Boston, Mass. ; Munich [u.a.]
Pearson
c2013
|
| Ausgabe: | 9. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Includes index. |
| Beschreibung: | XII, 365 S. Ill., graph. Darst. 28 cm |
| ISBN: | 9780132179355 0132179350 |
Internformat
MARC
| LEADER | 00000nam a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV040108705 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | t | ||
| 008 | 120418s2013 xxuad|| |||| 00||| eng d | ||
| 010 | |a 2011024209 | ||
| 020 | |a 9780132179355 |c pbk. |9 978-0-13-217935-5 | ||
| 020 | |a 0132179350 |c pbk. |9 0-13-217935-0 | ||
| 035 | |a (OCoLC)796207793 | ||
| 035 | |a (DE-599)BVBBV040108705 | ||
| 040 | |a DE-604 |b ger |e aacr | ||
| 041 | 0 | |a eng | |
| 044 | |a xxu |c US | ||
| 049 | |a DE-1050 | ||
| 050 | 0 | |a HF5437 | |
| 082 | 0 | |a 658.7/2 | |
| 084 | |a QQ 440 |0 (DE-625)141974: |2 rvk | ||
| 100 | 1 | |a Diamond, Jay |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Retail buying |c Jay Diamond |
| 250 | |a 9. ed. | ||
| 264 | 1 | |a Boston, Mass. ; Munich [u.a.] |b Pearson |c c2013 | |
| 300 | |a XII, 365 S. |b Ill., graph. Darst. |c 28 cm | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 500 | |a Includes index. | ||
| 650 | 4 | |a Purchasing | |
| 650 | 0 | 7 | |a Einzelhandel |0 (DE-588)4127747-8 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Einzelhandel |0 (DE-588)4127747-8 |D s |
| 689 | 0 | |5 DE-604 | |
| 856 | 4 | 2 | |m HBZ Datenaustausch |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024965105&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-024965105 | ||
Datensatz im Suchindex
| _version_ | 1804149062424854528 |
|---|---|
| adam_text | Titel: Retail buying
Autor: Diamond, Jay
Jahr: 2013
SECTION 1
Introduction to
Retail Buying
The Retail Playing Field | 7
Bricks-and-Mortar Operations 8
General Stores 8 • Limited-Line
Stores 9 • Chain Organizations 9
• Department Stores 9
• Supermarkets 10 »Discount
Operations 11 • Off-Price Stores 11
• Manufacturer-Owned Retail
Outlets 12 • Warehouse Clubs 12
• Category Killers 13 • Designer Flagships 13 • Boutiques 14
•Kiosks 14 • Resale Shops 14 • Flea Markets 14* Off-Site
Retailers 15 • Catalogs 15 • Online Retailing 15
American Retailers with Overseas Presence 18
The Top 20 American Retailers 18
Retail Trends 19
New Concepts for Established Retailers 19 • Expansion Through
Acquisition 20 • Closing of Poor Performing Units 20
• Going Green 20 • Increase in Private Label Merchandise 21 • Town
Center Development 21 • Reduction in Newspaper Advertising 21
• Multiculturalism Targeting 21 • Emphasis on Mobile Phone
Selling 22 • Multichannel Synchronization 22
• Use of Celebrities to Design Private Collections 22
• Increase in E-Commerce Spending 22 • Store Brands will Get
Stronger 22
Language of the Trade 23
Summary of Key Points 23
Review Questions 24
Case Problem 1 24
Case Problem 2 25
The Buyer s Role | 27
The Buyer s Role 28
The Scope of the Buyer s Job 28
• The Type of Retail Operation 29
• Merchandise Classification 29
• Company Size 29
• Duties and Responsibilities
of Buyers 29
• Merchandise Pricing 30
• Product Development 30 • Extensive Travel 31 • Interfacing
with Advertising, Promotion, and Visual Merchandising
Departments 32 • Communicating with Managers and Sales
Staffs 32 • Store Visits 32 • Telephone 32 • Fax 32
• E-mail 33 » Instant Messages 33 • In-House Video 33
• Department Management 33 • Schedule Setting 33
Personal Qualifications, Qualities, and Abilities for
A Buying Career 34
Education 34 « Analytical Excellence 35 • Ability
to Articulate 35 • Product Knowledge 35 • Objectivity 36
• Knowledge of Resources 36 • Forecasting 36 • Dedication 37
• Appearance 37
Buyer Interaction with Management 37
Merchandising 37 • Advertising 38 • Visual Merchandising 38
• Special Events 38 • Store and Department Management 38
• Human Resources 39
Evaluation of Buyers 39
Sales Volume 39 • Inventory Levels 39 • Margin Profits 39
Career Opportunities for Buyers 39
Language of the Trade 41
Summary of Key Points 41
Review Questions 42
Case Problem 1 42
Case Problem 2 43
3 Buying Practices for the Different Retail
Classifications | 45
Product Evaluation for the Different
Retail Classifications 46
Buying for Traditional Retail
Organizations 47
Department Stores 47 • Chain
Organizations 49 • Single-Unit
Independents 49
Buying for Value-Oriented
Retailers 50
Discounters 50 • Off-Price Merchants 51
Buying for Off-Site Retail Operations 52
Catalogs 53 • Catalog Companies 53 • Online Outlets 54
• Home Buying Networks 55
Language of the Trade 56
Summary of Key Points 56
Review Questions 56
Case Problem 1 57
Case Problem 2 57
4 The Market Specialists and How They
Service Retailers | 59
Necessity for Market Specialist
Representation 60
Proximity to the Wholesale Markets 61
• Communications Regarding Changes
in the Marketplace 61
• Notification about Best-Seller
Items 61 • Assessment of Economic
Conditions 62
Resident Buying Offices 63
The Private Office 63 • The Independent Office 63
Selection of a Resident Buying Office 66
Client Rosters 66 • Services Offered 67 • Cost of Membership 67
Services of Resident Buying Offices 67
Buying Merchandise 67 • Cancelling Orders 68 • Finding New
Resources 69 • Recommending Hot Items 69 • Following
Up Orders 69 • Group Buying 70 • Handling Complaints and
Adjustments 70 • Assisting during Market Week 70
• Planning Promotional Activities 71 • Providing Global Market
Information 71 • Developing Private-Label Products 72
• Researching 72
Other Advisory Services 72
Fashion Reporting Services 73 • Fashion Consulting Services 73
• Retail Reporting Agencies 73 • Fashion Forecasters 74
• Nonfasbion Services 75 • Trade Publications 75 • Consumer
Magazines 75 • Trade Associations 75
Language of the Trade 76
Summary of Key Points 76
Review Questions 76
Case Problem 1 77
Case Problem 2 77
SECTION 2
Planning ttie Purcfia e
Consumer Analysis | 83
Consumer Assessment 84
The Research Tools 84
• Demographic Analysis 87 • Social
Classes 91 • Family Life Cycle 93
Consumer Behavior 96
Buying Motives 97 • Maslow s
Hierarchy of Needs 98
Language of the Trade 99
Summary of Key Points 99
Review Questions 100
Case Problem 1 100
Case Problem 2 101
6Multiculturalism: Assessing
the Product Needs of America s Major
Ethnicities | 103
Demographics 105
Population 106
• Buying Power 106
• Percent Change in Market
Share 108
Growth Potential for Major
Products Purchased by
Ethnic Minorities 110
African Americans 110 • Hispanics 111 • Asian Americans 113
Multicultural Merchandising and Operational Approaches 115
Reaching Ethnic Groups through Advertising 115
The Buyer s Role in Attracting Major
Ethnic Consumer Markets 118
Language of the Trade 119
Summary of Key Points 119
Review Questions 119
Case Problem 1 120
Case Problem 2 121
What To Buy | 123
Merchandising Policies 124
Price Points 125
• Merchandise Quality 125
• Product Exclusivity 125
• Variety 126 • Timing
of Introduction of Goods 126
• Assortment 126
• Price Policy 126
Internal Sources of Buyer Information 127
Past Sales 127 • Input from the Merchandise Manager 132
• Input from the Sales Associates
and Department Managers 133
Language of the Trade 134
Summary of Key Points 134
Review Questions 134
Case Problem 1 135
Case Problem 2 135
How Much to Buy | 137
The Six-Month Merchandise
Plan 138
Model Stock Development 141
Staple Merchandise 142 • Fashion
Merchandise 143
The Buying Plan 148
Open-to-Buy 148
Automatic Stock Replenishment 152
Fashion Merchandise Replenishment 152
Language of the Trade 153
Summary of Key Points 153
Review Questions 154
Case Problem 1 154
Case Problem 2 155
Case Problem 3 155
Merchandise Sourcing and Timing
the Purchase I 157
Selecting the Best Merchandise
Resources 158
High-Tech Innovation 158
• Vendor Relationships 159
• Vendor Characteristics 160
• The Bottom Line 166
Periodically Evaluating
Resources 166
Evaluation Aids 166
Establishing Vendor Relationships 167
Classification of Resources 168
Manufacturers 168 • Manufacturers Representatives 169
• Service Wholesalers 169 • Limited-Function Wholesalers 170
•Rack Jobbers 170
Timing the Purchase 171
Traditional Retailers 171 • Off-Price Retailers 172
Language of the Trade 173
Summary of Key Points 173
Review Questions 174
Case Problem 1 174
Case Problem 2 175
Language of the Trade 193
Summary of Key Points
Review Questions 194
Case Problem 1 194
Case Problem 2 195
193
11
Foreign Market Purchasing
197
SECTION 3
Making the Purchase
10
Purchasing in the Domestic
Marketplace | 181
The Federal Government s Role
in Importing Merchandise 199
t rade Agreements that Affect
Merchandise Sourcing 199
Reasons for Purchasing Foreign
Merchandise 202
Lower Cost 202 • Quality 203
• Greater Profit 203
• Prestige 204 • Unavailability of Merchandise in the United
States 204
Problems Related to the Acguisition of Foreign
Merchandise 204
Delivery 205 • Quality Variations 205 • Reorders 205
• Early Selection of Colors 206 • Size Discrepancy 206 • Money
Allocation 206 • Time Involved 207 • Capital Risk 207 • Actual Cost
Determination 207 • Cost of Promotion 208 • Political Unrest 208
• Global Disfavor 209
Methods Used in the Purchase of Foreign Goods 209
Visit to the Foreign Market 209 • Commissionaires—Foreign
Resident Buyers 211 • Importers 211 • Import Fairs 212
• Private Foreign Buying Offices 212
The Overseas Markets 212
The Foreign Fashion Capitals 213
Import Buyer Qualifications 216
Language 217 • Computational Skills 217
Trade Terms 218
Planning the Trip Abroad 218
Letters of Credit 219 • Itinerary Planning 219 • Hotel
Arrangements 219 • Agent Contacts 220
Language of the Trade 221
Summary of Key Points 221
Review Questions 222
Case Problem 1 222
Case Problem 2 223
Case Problem 3 223
Comprehension of
Catalog Purchasing 192
Purchasing on the Internet
Purchasing in the Wholesale
Market 182
Planning for the Visit 183
• The Domestic Marketplaces
• The Market Visit 186
Purchasing at the Retailer s
Premises 191
Working the Line with the
Vendor 191
193
12
85
The Importance of Business Etiquette
when Purchasing in Global Markets | 225
Social and Cultural
Awareness 226
Political Neutrality 226
Mastering of Cross-Cultural
Skills 227
Proper Dress 228 • Avoidance
of Linguistic Faux Pas 229 • Gift
Giving 229
Appropriate Business Etiquette
in Offshore Markets 229
China 230 • France 232 • Japan 233 • India 235
• Australia 236 • Germany 237 • Mexico 238 • United
Kingdom 239 • Indonesia 240
Language of the Trade 241
Summary of Key Points 241
Review Questions 242
Case Problem 1 243
Case Problem 2 243
13 Wholesale Purchasing on the
I Internet | 245
Wholesale Product Acquisition on
the Internet 246
Manufacturers 247
• Designers 248 • Contractors 249
• Wholesalers 249 • Manufacturer s
Representatives 250 • Resident
Buying Offices 252 • Merchandise
Brokers 254
Advantages and Disadvantages
of Online Purchasing for Retail Buyers 255
Advantages 255 • Disadvantages 256
Advertising and the Web 256
Language of the Trade 257
Summary of Key Points 257
Review Questions 257
Case Problem 1 258
Case Problem 2 259
Negotiating the Purchase and Writing
the Order | 261
Negotiating the Purchase 262
Cash Discounts 263
•Anticipation 263• Trade
Discounts 264 • Quantity
Discounts 265 • Seasonal
Discounts 266 • Advertising
Allowances 267 • Postdating 267
• Transportation Costs 267
• Consignment Buying 269 • How to Negotiate 270
Writing the Order 271
Following Up the Order 272
Establishing Future Vendor
Relationships 272
Language of the Trade 273
Summary of Key Points 273
Review Questions 274
Case Problem 1 274
Case Problem 2 275
SECTION 4
Additional Buyer
Responsibilities
Merchandise Pricing | 281
Pricing Policies 282
Departmental Pricing 282 • Overall
Store Pricing 282 • Pricing for
the Small Retailer 282
Merchandising Mathematics 283
Markup 283 • Markdowns 288
• Stock Turnover 291
Factors That Affect Pricing
Policies 293
Store Image 293 • Services 294 • Convenience 294
• Competition 294 • Private Labels 294 • Merchandise
Characteristics 294 • Promotional Costs 294
• Leaders and Loss Leaders 295
• Discount Operations 295
Price Points 295
Price Point Selection 295 • Advantages of Price Points 295
Language of the Trade 296
Summary of Key Points 297
Review Questions 297
Case Problem 1 298
Case Problem 2 299
The Development of Private-Label
Programs | 301
Manufactures Brands
and Labels 303
Private Brands and Labels 304
Determining Customer Attitudes 305
• Meeting the Competitive
Challenge 306
• Determining the Breadth and Depth
of Private-Label Involvement 306
• Enjoying the Advantages of the Private Brand
and Label 308
Program Development 309
Direct Purchasing 310 • Resident Buying Office Acquisitions 310
• Company-Owned Production 311
The Buyer s Role in Product Development 311
Introduction of a Private-Label Program 312
The Labeling Factor 313
Language of the Trade 315
Summary of Key Points 315
Review Questions 316
Case Problem 1 316
Case Problem 2 317
17 Disseminating Product Information
to Retail Personnel | 319
The Need for the Dissemination
of Product Information 320
Communication Techniques Used
by Buyers to Reach
Retailers 321
Store Visits 321 »Telephone 322
• Fax 322 • E-mail 323 • Bulletin
Boards 323 • Closed-Circuit TV 324
Recipients of Product Information 324
Store Managers 325 • Department Managers 325 • Sales
Associates 326 • Visual Merchandisers 326 • Advertising
Managers 327 • Off-Site Representatives 327
Types of Product Information Needed for Dissemination 327
Fashion Merchandise 328 • Nonfashion Merchandise 329
Language of the Trade 331
Summary of Key Points 331
Review Questions 332
Case Problem 1 332
Case Problem 2 333
The Buyer s Role in Planning
Advertising, Special Events, and Visual
Merchandising | 335
The Promotional Budget 336
Advertising 337
Advertising Classifications 337
• Cooperative Advertising 338
• Indirect Advertising 339
• Selection of Merchandise for
Advertisements 340
• Buyer Participation in the
Advertising Process 340
Visual Merchandising 344
Special Events 345
Promotional Events 346 • Institutional Events 347
Language of the Trade 348
Summary of Key Points 349
Review Questions 349
Case Problem 1 350
Case Problem 2 350
|
| any_adam_object | 1 |
| author | Diamond, Jay |
| author_facet | Diamond, Jay |
| author_role | aut |
| author_sort | Diamond, Jay |
| author_variant | j d jd |
| building | Verbundindex |
| bvnumber | BV040108705 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5437 |
| callnumber-raw | HF5437 |
| callnumber-search | HF5437 |
| callnumber-sort | HF 45437 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QQ 440 |
| ctrlnum | (OCoLC)796207793 (DE-599)BVBBV040108705 |
| dewey-full | 658.7/2 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.7/2 |
| dewey-search | 658.7/2 |
| dewey-sort | 3658.7 12 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 9. ed. |
| format | Book |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>01375nam a2200409zc 4500</leader><controlfield tag="001">BV040108705</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">t</controlfield><controlfield tag="008">120418s2013 xxuad|| |||| 00||| eng d</controlfield><datafield tag="010" ind1=" " ind2=" "><subfield code="a">2011024209</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9780132179355</subfield><subfield code="c">pbk.</subfield><subfield code="9">978-0-13-217935-5</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">0132179350</subfield><subfield code="c">pbk.</subfield><subfield code="9">0-13-217935-0</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)796207793</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV040108705</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">aacr</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="044" ind1=" " ind2=" "><subfield code="a">xxu</subfield><subfield code="c">US</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-1050</subfield></datafield><datafield tag="050" ind1=" " ind2="0"><subfield code="a">HF5437</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.7/2</subfield></datafield><datafield tag="084" ind1=" " ind2=" "><subfield code="a">QQ 440</subfield><subfield code="0">(DE-625)141974:</subfield><subfield code="2">rvk</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Diamond, Jay</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Retail buying</subfield><subfield code="c">Jay Diamond</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">9. ed.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Boston, Mass. ; Munich [u.a.]</subfield><subfield code="b">Pearson</subfield><subfield code="c">c2013</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">XII, 365 S.</subfield><subfield code="b">Ill., graph. Darst.</subfield><subfield code="c">28 cm</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">n</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">nc</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Includes index.</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Purchasing</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Einzelhandel</subfield><subfield code="0">(DE-588)4127747-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Einzelhandel</subfield><subfield code="0">(DE-588)4127747-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="5">DE-604</subfield></datafield><datafield tag="856" ind1="4" ind2="2"><subfield code="m">HBZ Datenaustausch</subfield><subfield code="q">application/pdf</subfield><subfield code="u">http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024965105&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA</subfield><subfield code="3">Inhaltsverzeichnis</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-024965105</subfield></datafield></record></collection> |
| id | DE-604.BV040108705 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T00:17:03Z |
| institution | BVB |
| isbn | 9780132179355 0132179350 |
| language | English |
| lccn | 2011024209 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-024965105 |
| oclc_num | 796207793 |
| open_access_boolean | |
| owner | DE-1050 |
| owner_facet | DE-1050 |
| physical | XII, 365 S. Ill., graph. Darst. 28 cm |
| publishDate | 2013 |
| publishDateSearch | 2013 |
| publishDateSort | 2013 |
| publisher | Pearson |
| record_format | marc |
| spelling | Diamond, Jay Verfasser aut Retail buying Jay Diamond 9. ed. Boston, Mass. ; Munich [u.a.] Pearson c2013 XII, 365 S. Ill., graph. Darst. 28 cm txt rdacontent n rdamedia nc rdacarrier Includes index. Purchasing Einzelhandel (DE-588)4127747-8 gnd rswk-swf Einzelhandel (DE-588)4127747-8 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024965105&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Diamond, Jay Retail buying Purchasing Einzelhandel (DE-588)4127747-8 gnd |
| subject_GND | (DE-588)4127747-8 |
| title | Retail buying |
| title_auth | Retail buying |
| title_exact_search | Retail buying |
| title_full | Retail buying Jay Diamond |
| title_fullStr | Retail buying Jay Diamond |
| title_full_unstemmed | Retail buying Jay Diamond |
| title_short | Retail buying |
| title_sort | retail buying |
| topic | Purchasing Einzelhandel (DE-588)4127747-8 gnd |
| topic_facet | Purchasing Einzelhandel |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=024965105&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| work_keys_str_mv | AT diamondjay retailbuying |