Retailing management:
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
New York, NY
McGraw-Hill Education
2014
|
| Ausgabe: | 9. [international student] ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXXIII, 670 S. Ill., graph. Darst. |
| ISBN: | 9780078028991 9781259060663 1259060667 |
Internformat
MARC
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| 100 | 1 | |a Levy, Michael |d 1950- |e Verfasser |0 (DE-588)133264262 |4 aut | |
| 245 | 1 | 0 | |a Retailing management |c Michael Levy ; Barton A. Weitz ; Dhruv Grewal |
| 250 | |a 9. [international student] ed. | ||
| 264 | 1 | |a New York, NY |b McGraw-Hill Education |c 2014 | |
| 300 | |a XXXIII, 670 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 650 | 4 | |a Retail trade |x Management | |
| 650 | 0 | 7 | |a Einzelhandel |0 (DE-588)4127747-8 |2 gnd |9 rswk-swf |
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| 689 | 0 | 1 | |a Management |0 (DE-588)4037278-9 |D s |
| 689 | 0 | |C b |5 DE-604 | |
| 700 | 1 | |a Weitz, Barton A. |d 1941-2018 |e Verfasser |0 (DE-588)124282288 |4 aut | |
| 700 | 1 | |a Grewal, Dhruv |e Verfasser |0 (DE-588)170667839 |4 aut | |
| 856 | 4 | 2 | |m Digitalisierung UB Augsburg - ADAM Catalogue Enrichment |q application/pdf |u http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027095710&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |3 Inhaltsverzeichnis |
| 999 | |a oai:aleph.bib-bvb.de:BVB01-027095710 | ||
Datensatz im Suchindex
| _version_ | 1804151885765017600 |
|---|---|
| adam_text | SUBJECT
INDEX
ABC analysis,
344-345
Accessibility,
213
Accountability, performance,
176
Accounting, careers in,
33
Accounts receivable,
163
Acid-test ratio,
174
Actionable,
108-109
Adaptability, global retailing and,
142-143
Add-on selling,
309, 310
Adjacent tenants,
215
Adventure, hedonic needs and,
92
Advertising. See also Communication
programs
careers in,
32
co-op (cooperative),
371,438
direct mail,
420
explanation of,
419
in integrated marketing communication
program,
419-420
magazine,
420
newspaper,
419^20
planning and evaluation process for,
442-444
radio,
420
television,
420
Affordable budgeting method,
441
Age Discrimination in Employment
Act,
459
Aided recall,
433-4-34
Airline industry, yield management in,
395
Airports, retailing in,
198
Á la
carte plans,
465-466
Alternatives, evaluating. See
Multiattribute model
Americans with Disabilities Act (ADA),
459,487^*88
Analog approach, to predict sales,
224-225
Anchor stores,
189
Apparel industry. See also Fashion
environmental effects of production
and,
13
fast fashion and,
270
perceptual map of,
128-129
Apps,
79-80
Artificial barriers,
213
Asset management path. See also
Strategic profit model
analysis of,
167
application of,
171-172
combining profit margin management
path and,
167-169
components of,
165-167
Assets
current,
165
explanation of,
165
fixed,
167
intangible,
167
Asset turnover,
158, 167
Associations, brand,
435
Assortment
explanation of,
8, 37
methods to increase,
360-361
method to determine,
331-333
in specific merchandise categories,
38
Assortment plan
development of,
331-333
evaluation of,
344-345
explanation of,
302, 331
Assurance,
522
Atmospherics,
507.
See also Store
atmosphere
Authentication,
273
Authorization,
273
Autocratic leaders,
469-470
Automated continuous replenishment,
338
Automated retailing,
72
Automatic conveyer systems,
275, 276
Backup stock,
337-338
Backward integration,
9
Bait-and-switch tactics,
411
Bargaining power, of vendors,
148
Barriers to entry,
147,148
Base stock,
336
Basic merchandise. See Staple merchandise
Beginning-of-month (BOM) stock,
353
Behavioral interviews,
458
Benchmarks, for retailer
performance,
178
Benefits, adding new,
100-101
Benefit segmentation,
114
Big-box retailers, opposition to,
201
Biometrics,
296
Black market,
379
Blended training programs,
461
Block group,
218
Blogs
building relationships with,
417
as communication tool,
429-430, 536
microblogs,
430-4-31
Bonuses, employee,
252-253
Boutique layout,
493
Brand associations,
435
Brand awareness
explanation of,
433-434
methods to build,
434-435
top-of-mindř434
Brand equity
activities to build,
432-433
explanation of,
431-432
Brand image
across channels,
82, 83
associations and,
435
explanation of,
128,431
value of,
431-432
Brand loyalty,
103
Brands. See also specific types of brands
copycat,
359-360
exclusive,
49, 359, 360
explanation of,
431
generic,
360
national,
358, 360-364
store,
130,358-362
subbrands,
358 ■ ■. £■■■
umbrella/family brand,
358 ,,:
Brazil
direct retailing in,
71
retail opportunities in,
141 .>.
Breadth of merchandise,
37
Break-even analysis,
399-400
Break-even point quantity,
399,
4i
Breaking bulk,
8
Breaking sizes,
332
Break pack area,
275
Bribery, commercial,
380
,Z
Browsing, benefits of,
73
Budgets. See Communication budgp,
Merchandise budget plans
Building codes,
202
Bulk fixture,
505
Bullwhip effect,
282-283
Business plans
environmental analysis for,
542
-s*
retail concept for,
544
structure and function of,
542
Buybacks,
380
Buyers
;. -;
corporate social responsibility ana
381-382
legal and ethical issues for,
377—33
in national retail chains,
243,244
negotiation issues between vendor
and,
368-371
negotiation tips for,
371-373
refusal to deal by,
381
in single-store retailers,
242
store visits by,
248
Buying process. See Customer buying
process
Buying situation segmentation,
114
Call-to-action signage,
494
Cannibalization,
211-212
Capacity fixture,
505
Car-buying process,
95
Career development,
258
Careers. See Retail careers
Cash flow analysis,
173—174
Cash flow statement,
174
Cash payment,
73-74
Cash wraps,
497
Catalog channel
benefits of,
74-75
customer analysis in,
299
explanation of,
69-70
organization of,
245
supply chain and,
281
Catalogs, Christmas,
423-424
Category captain,
321
Subject
Index
659
Catgy killers,
Я
Category management,
320-321
Category- signage,
494
Category specialists
comparison shopping in,
199
competition among,
51-52
explanation of,
50
Cause-related marketing,
424
Census, U.S.,
218
Census blocks,
218
Central business districts (CBDs),
185-186,188
Centralization
example of,
247
explanation of,
245-246
Channel activities, costs of,
8-9
Chargeback
fee,
161-162
Chargebacks, 380
Charitable contributions
in frequent-shopper programs,
304
unsold merchandise as,
402
Checkout areas,
497, 531
Checkout options,
520
Cherry pickers,
408
Chief financial officer (CFO),
244
Chief marketing officer (CMO),
244
Child-labor laws,
366
Children, role in buying decisions,
105
China
apparel cities in,
365
distribution system in,
11
outlet center in,
195
retail opportunities in,
141
wet markets in,
139
Christmas catalogs,
423-424
Civil Rights Act, Tide
УД,
459
Classification, merchandise,
320
Clearance
markdowns,
400,405
Click-through rate (CTR),
446
Closeouts,
55
CLV. See Customer lifetime value
(CĽV)
Collaborative planning, forecasting, and
replenishment (CPFR),
284, 337
Color, in store atmosphere,
507-508
Color presentation,
506
Commercial bribery,
380
Commission,
469, 252
Commitment, in strategic relationships,
376-377
Common area maintenance (CAM),
184,228
Common area maintenance (CAM)
clauses,
230
Communication budget
affordable budgeting method to
develop,
441
allocation of,
442
competitive parity method to develop,
441-442
function of,
438
marginal analysis to develop,
438-440
objective-and-task method to
develop,
440
percentage-of-sales method to
develop,
441
rule-of-thumb method to develop,
440
Communication objectives,
436-438
Communication programs. See also
Advertising; Public relations (PR)
brand image and,
431^-35
budget allocation for,
442
budget development for,
438-441
customer loyalty and,
431, 432
elements of integrated,
418
establishing objectives for,
436-438
examples of,
442-447
in-store marketing/design elements in,
422-423
mass media advertising and,
419-420
mobile,
425-426
online media in,
425-431
personal selling in,
423
public relations in,
423^24
sales promotions in,
421—422
in strategic relationships,
376
Communications gap,
525, 535-536
Communities
big-box retailers in local,
201
philanthropy in,
12
Community-building, on websites,
42 5
Community shopping centers,
190-191
Comparable-store sales growth,
177
Comparison shopping,
199, 216
Compatibility,
119
Compensation plans. See Employee
compensation plans
Competition
among category specialists,
51-52
in business plan,
543-544
factors related to,
147-148
intertype,
22
intratype,
21
management s view of,
22
pricing and,
394, 395
retail location and,
209
within trade areas,
221
Competitive advantage. See also
Sustainable competitive advantage
growth strategies and,
137
internal operations efficiency and,
133
location and,
133-134
nature of,
127
supplier relationships and,
132-133
Competitive analysis, of potential
sites,
226
Competitive parity method,
441-442
Competitive rivalry,
148
Competitors
performance comparisons with,
178
in retail management,
21-22
use of price data from,
394
Complaints, customer,
528
Complementary merchandise,
216,3 32
Complexity,
119
Composite segmentation,
114—115
Conflicting needs,
93
Congestion, traffic,
215
Consideration set,
99
Consignment stores,
53
Consumer direct fulfillment,
280-281
Contests
employee,
466
to leam customer opinions,
527
Continuous replenishment,
automated,
338
Contracts
with factories,
16-17
tying,
380-381
Control system
to manage inventory of fashion
merchandise,
339-340
to manage inventory of staple
merchandise,
336-339
Convenience shopping, retail location
and,
199
Convenience shopping centers,
190-191
Convenience stores,
46^47
Conventional supermarkets,
42
Conversion rate,
94
Conveyer systems,
275, 276
Cookies,
297
Co-op (cooperative) advertising,
371,438
Copycat brands,
359-360
Copyright,
378
Corporate level, performance measures
at,
177
Corporate social responsibility (CSR)
in buying process,
381-382
explanation of,
12-13
stages of,
13-14
Corporate staff careers,
32-33
Cost control
inventory shrinkage and,
473^74
labor scheduling and,
471,473
shoplifting and,
474-478
store design and,
486-487
store maintenance and,
473
Cost of goods sold (COGS),
161,
166,170
Costs
of channel activities,
8-9
fixed,
399
of global sourcing decisions,
366
price setting based on,
396-398
variable,
399
Cotenancy clauses,
229
Counterfeit merchandise,
378
CPFR. See Collaborative planning,
forecasting, and replenishment
(CPFR)
Credible commitments,
376-377
CRM. See Customer relationship
management (CRM)
Cross-docking,
275
Cross-selling,
136
Cross-shopping,
93,195
Cultural differences. See also
Organization culture
buying decisions and,
106-107
global retailing and,
143
660
Subject Index
Cumulative attraction,
215
Current ratio,
174
Customer buying decisions
extended problem solving and,
102
habitual decision making and,
103-104
limited problem solving and,
102-103
Customer buying process
assortment size and,
332-333
culture and,
106-107
economy and,
104
evaluation of alternatives and,
97-101
explanation of,
91
extended problem solving and,
102
family role and,
104-105
fashion and,
117-119
habitual,
103-104
information search and,
93-97
limited problem solving and,
102-103
multiattribute model and,
97-101
need recognition and,
92-93
postpurchase evaluation and,
101-102
purchase decision and,
101
reference groups and,
105-106
scenario illustrating,
90-91
social factors influencing,
104-107
Customer data/database
analysis of,
298-302
elements of,
293-295
example using,
294
explanation of,
293
to identify best customers,
298-299
identifying information in,
295-296
privacy issues and,
296-298
Customer lifetime value (CLV)
explanation of,
298-299
measures of,
299-300, 302
method to treat high,
303-304
Customer loyalty. See also Customer
relationship management (CRM);
Loyalty
brand image and,
128
to brands,
431-435
customer relationship management
and,
131,292
customer service and,
130-131
development of,
292-293
explanation of,
127-128, 292-293
merchandise uniqueness and,
129-130
positioning and,
128-129
social media and,
131-132
Customer pyramid
explanation of,
305-306
limitations of,
307
segments in,
306-307
Customer relationship management
(CRM)
customer conversion and,
309
customer database construction and,
293-295
customer identification and,
298-299
customer loyalty and,
131,292
customer pyramid and,
305-307
customer retention and,
307-309
explanation of,
292
frequent-shopper programs and,
296,
302-304
identifying information in,
295-296
privacy issues and,
296-298
process of,
292-293
retail analytics and,
299, 301-302
unprofitable customers and,
310-311
Customer retention
personalization and,
307-308
retail brand community and,
308-309
Customer rewards, in frequent-shopper
programs,
303-304
Customers
cherry-picker,
408
collecting information about,
525-528
converting good customers to
best,
309
expectations of,
523-525, 535-536
identifying information for,
295-296
listening to,
536-537
observation of,
527-528
privacy protections for,
297-298
sense of community among,
208-209
unprofitable,
310-311
value of,
298-299
videotapes of,
502-503
Customer service
approaches to,
519-521
customer expectations of,
523-525,
535-536
customer loyalty and,
130-131
customer perceptions of,
516, 522-523
explanation of,
516
gaps model to improve,
525-536
recovery from problems with,
536—537
service recovery and,
536-537
setting standards for,
528-531
strategic advantage through,
516-518
technology to improve,
534-535
Twitter and,
430-431
Customer spotting,
218
Customer surveys,
527
Cycle stock,
336
Data mining,
299
Data warehouses,
272,273
Debt-to-equity ratio,
174
Decentralization
example of,
247
explanation of,
245,246
Deceptive reference prices,
412
Decision making. See also Customer
buying decisions
customer,
20-29
habitual,
103-104
Delivery gap,
525,532-535
Demand/destination merchandise,
498
Demand merchandise,
499
Democratic leaders,
470
Demographic information, sources
of,
218
Demographics
shopping malls and,
192
variable pricing and,
406-407
Demographic segmentation, 111
Departments, merchandise,
320
Department stores
explanation of,
48-49
organization of,
243,244
statistics on,
14
strategies of,
49
Depth of merchandise,
37
Design. See Store design
Destination stores,
199
Developing economies. See also Global
retailing
production facilities in,
366
retailing activities in,
14
Digital signage,
494-495
Direct mail advertising,
420
Direct-response TV (DRTV)
channel,
70
Direct selling
in Brazil,
71
explanation of,
70-71
statistics related to,
71
types of,
72
Direct store delivery (DSD),
278-279
Disabilities
explanation of,
459
store design and individuals with,
487-488
Discount retailers, full-line,
50
Discounts, quantity,
405-^06
Discrimination
employee,
259
explanation of,
459
Disparate impact,
459
Disparate treatment,
459
Dispatchers,
274-275
Displays
freestanding,
495
point-of-purchase,
422
Distribution
careers in,
32
competitive advantage and,
133
Distribution centers (DCs)
catalog and Internet orders and,
281
cross-docking in,
275
direct store delivery vs.,
278-279
explanation of,
266
floor-ready merchandise tasks
in,
276
inbound transportation management
in,
274-275
information flows to,
Π
I
outbound transportation management
in,
276-277
receiving and checking in,
275
shipment preparation in,
276
storing in,
275
Distribution channels,
10-12
Distributive fairness,
537
Distributive justice,
260-261
Diversification,
137
Diversification growth opportunity,
136-137
Subject Index
66
Diversity management
benefits of,
257-258
explanation of,
256
legal issues and,
257
Diversity training,
258
Diverted merchandise,
379
Divisional merchandise managers
(DMMs),
244, 371
Drawing account,
468
Dressing rooms,
497
Drop shipping,
280-281
Drugstore chains,
14-15, 54
Drugstores,
54
Durable goods,
48
Dynamic pricing,
404
Early adopters, fashion,
119
Earnings before interest, taxes, and
depreciation (EBITDA). See
Operating profit margin
Economic conditions
buying process and,
104
retail location and,
209
Economies of scale
in China,
365
site selection and,
211
Efficiency, centralization and,
145-146
80-20
rale,
305
Electronic article surveillance (EAS),
474
Electronic data interchange (EDI)
explanation of,
273
in supply chain collaboration,
283
Electronic retailing. See also Internet
retailing
growth in,
68-69
perceived risks,
78-79
E-mail, for customer
communications,
425
Emotional support,
533
Empathy,
523
Employee benefits
building engagement through,
256
as extrinsic reward,
466
to help balance careers and families,
255-256
motivation and,
256
in retail careers,
З З
Employee compensation plans
design of,
468-469
incentive-based,
251-253,
467^t68
legal issues related to,
259,469
quota-bonus,
468
setting commission percentage in,
469
straight commission,
467
straight salary,
467
Employee evaluations
errors in,
465
format for,
464-465
role of,
463
Employee motivation
compensation-based incentives as,
251-253
employee engagement as,
255-256
empowerment as,
2 54-2 5 5
goal setting for,
462^463
organization culture as,
253-254
policies and supervision and,
251
turnover reduction and,
254
Employee promotion
policy for,
258
from within,
255
Employee recruitment
interviews and,
457-458
job applications and,
456
job descriptions and,
454-455
job previews and,
457
legal issues related to,
456-457,459
locating prospective employees for,
455-456
reference and online checks and,
456
screening process and,
456,476-477
testing and,
456-457
Employee rewards
extrinsic,
465-466
intrinsic,
466-467
Employees
age of,
239-240
career development for,
258
compensation-based incentives for,
251-253
diversity management for,
256-258
empowerment of,
254-255,532-533
engagement of,
237
equal employment opportunity
and,
259
feedback from,
528
locating prospective,
455-456
mentoring for,
258
methods to engage,
255-256
organizational culture and,
253-254
orientation programs for,
459-460
part-time,
239
performance measures for,
236-237
policies for,
251
privacy protection for,
260
productivity of,
237
providing incentives to,
533-534
recruiting and selecting,
249
safety and health of,
260
selective hiring of,
249-250
sexual harassment of,
260
socialization of,
459
social media use to engage,
256
status differences among,
255
support groups for,
258
Employee theft. See also Shoplifting
approaches to,
476
screening prospect employees to
reduce,
476, 478
security policies and control systems
to deter,
478
Employee training
blended approach to,
461
diversity,
258
function of,
250-251
in interpersonal skills,
532
on-the-job,
461
structured,
460-461
Employee turnover
efforts to reduce,
254
hiring practices to reduce,
457
rate of,
237
Employer identification number
(EIN), 547
Employment branding,
249,250
Empowerment, employee,
254-255,
532-533
Enclosed malls
advantages and disadvantages of,
191-192
comparison shopping in,
199,216
explanation of,
191-192
End caps,
496
End-of-month
(ЕОМ)
stock,
353,355
Energy-efficient lighting,
507
Engagement, employee,
237
Entertainment, in-store,
73
Entrances,
495
Entrepreneurial skills,
540-541
Entrepreneurship,
19-20
Environmental analysis
competitors and,
543-544
industry size and trends and,
542-543
objectives for,
542
target customers and,
543
Environmental issues
apparel production as,
13
for business plan,
542-544
in manufacturing,
367
Walmart and,
367
Environmental trends
eco-friendly
products and,
381-382
market attractiveness and,
148-149
store design and,
486,487
Equal Employment Opportunity
Commission (EEOC),
459,471
Equal employment opportunity
regulations,
259
ESRI Tapestry Segmentation,
220
Ethical issues. See also Legal issues
in global sourcing decisions,
366-367
in merchandise buying,
377-381
overview of,
28-29
in pricing,
410-412
Ethics,
28
Ethnic merchandise,
44
Europe, distribution system in,
11
European Union
(EU)
privacy directive,
297-298
Evaluation
employee,
463^65
postpurchase,
101-102
Event sponsorships,
423,434-435
Everyday-low-pricing (EDLP) strategy,
96,388-390,402
Exclusive arrangements
legal issues in,
380
in vendor arrangements,
370-371
Exclusive brands
examples of,
3 60
explanation of,
49, 359
Exclusive dealing agreements,
380
662
Subject Index
Exclusive-use clauses,
230
Executive vice president of
operations,
244
Expectations, customer,
523-525
Expenses, control of,
239
Extended problem solving,
102
External information sources,
94
Extreme-value retailers,
42, 54-55
Extrinsic rewards,
465-466
Facebook. See also Company Index
example of marketing campaign on,
444-445
as retail communication vehicle,
428
Factories, contracting with,
16-17
Factory outlets,
56
Fairness, perception of,
407
Fair trade merchandise,
101,381
Families
buying process and,
104—105
single-parent,
255-256
two-income,
255-256
Family brands,
358
Fashion
development and spread of,
118-119
explanation of,
117
fast,
270
needs satisfied by,
117-118
retail markets for,
125,126
The Fashion Center,
362-363
Fashion leaders,
118
Fashion life cycle,
118
Fashion merchandise
clearance
markdowns
for,
405
control system to manage inventory
of,
339-340
explanation of,
325
forecasting of sales of,
327,329-330
management of,
326
merchandise budget plan for,
349-355
Fashion trend services,
330
Fast fashion,
270
Feature areas
cash wraps as,
497
dressing rooms as,
497
end caps as,
496
entrances as,
495
explanation of,
495
freestanding displays as,
495
mannequins as,
496
promotional aisles as,
496
walls as,
496
windows as,
495
Feature fixture,
505
Fill rate,
338
Finance, careers in,
33,244
Financial objectives,
156
Financial plans,
546
Financial resources
global retailing and,
143
for new business venture,
545-546
Financial risk,
102
Financial risk analysis
cash flow analysis and,
173-174
current ratio and,
174
debt-to-equity ratio and,
174
quick ratio and,
174
Financial statements,
546
Financial strategy
asset management path and,
165-169
asset turnover management path and,
171-172
financial risk analysis and,
173-174
to improve financial performance,
169-170
for new business venture,
546
objectives and goals of,
156-158
overview of,
155-156
performance objectives measurement
and,
175-179
profit margin management path and,
161-165, 167-171
strategic profit model and,
158-159,173
First-degree price discrimination,
403-404
Fixed assets,
167
Fixed costs,
399
Fixed-rate leases,
229
Fixtures,
504-505
Flash sales,
56
Flextime,
256
Floor-ready merchandise,
276
Focus groups,
330
Food retailers
characteristics of,
42
convenience stores as,
46-47
overview of,
40-42
sales and growth rate for,
41
supercenters
as,
44—45
supermarkets as,
42-44
warehouse clubs as,
45^6
Foreign currency fluctuations,
366
Forward integration,
9
Foursquare,
426
Four-way fixture,
505
France, distribution system in,
12
Franchises/franchising
explanation of,
61-62
site selection and,
211-212
Free-form layout,
493
Freestanding displays,
495-496
Freestanding inserts (FSI),
419
Freestanding sites,
185
Freight forwarders,
277
Frequent-shopper programs
customer loyalty and,
131
effectiveness of,
302-303
explanation of,
296, 302
methods to increase efficiency of,
303-304
Fringe,
217
Frontal presentation,
506-507
Full-line discount stores,
50
Furniture retailers,
199
Gaps model
communications gap and
525
535-536
delivery gap and,
525, 532-535
explanation of,
525
knowledge gap and,
525-528
standards gap and,
525, 528-531
Gender. See also Men; Women
career opportunities and,
258
demographic segmentation and
110,111
variable pricing and,
407
General merchandise managers (GMMs)
244,320
General merchandise retailers
category specialists as,
51-52
characteristics of,
48
department stores as,
48-49
ţ
drugstores as,
54
extreme-value retailers as,
54-55
full-line discount stores as,
50
off-price retailers as,
55-56
specialty stores as,
52-53
Generic brands,
360
Gentrificatkm,
186-188
Geodemographic segmentation, 111,
341
Geofencing,
410
Geographic information system
(GIS)
explanation of,
218-219
for site selection,
220
Geographic segmentation,
109,
111
Glass ceiling,
258
Global operations president,
245
Global retailing
adaptability and,
142-143
attractiveness of opportunities and,
138-141
customer privacy and,
297-298
in developing economies,
14
distribution channels in,
10-12
entry strategies for,
144
financial resources and,
143
global culture and,
143
human resource issues in,
240
sustainable competitive advantage and,
141-142
Global sourcing
decisions related to,
365, 366
ethical and legal issues related to,
366-367
managerial issues associated with,
366-367
GMROI (gross margin return on
inventory investment)
assortment and,
332
explanation of,
321-322
inventory turnover and,
498
merchandise budget plan and,
339-340
methods to increase,
323-324
Goals
to provide motivation,
462-463
for service quality,
530, 534
for strategic relationships,
376
Subject Index
663
: 4
Gondola,
505
Goods
durable,
48
gray-market,
3 79
hard,
48
soft,
48
Google AdWords campaign,
445-447
Government regulations
building codes as,
202
customer privacy and,
297-298
in foreign markets,
143
market attractiveness and,
148-149
retail location selection and,
211
of vendor prices and terms,
379-380
zoning as,
201-202
GPS technology,
426
Graphics, function of,
493-494
Gray-market goods,
379
Green merchandise,
43-^И-
Green sheen,
3 82
Greenwashing,
382
Grid layout, 489-t92
Gross leasable area (GLA),
184
Gross margin
explanation of,
162
method to increase,
324
vendor negotiations and,
369-370
Gross margin percentage
example of,
170-171
explanation of,
162-163
Gross profit. See Gross margin
Growth opportunities
competitive advantage and,
137
diversification,
136-137
global,
138-144
market expansion,
136
market penetration,
135-136
retail format development,
136
Growth strategies
competitive advantage and,
137
diversification and,
136-137
market expansion and,
136
market penetration and,
135-136
retail format development and,
136
Habitual decision making,
103-104
Halo effect,
499-500
Hard goods,
48
Health and safety laws,
260
Health insurance, as employee
benefit,
466
Hedonic benefits,
484,485
Hedonic needs,
92
High-assay principle,
442
High/low pricing,
388, 390
Hiring policy, selective,
249-250
Hispanics, buying decisions and,
107
Historical sales data,
327
Holding inventory,
8.
See also Inventory
Home improvement centers,
14
Horizontal price fixing,
411
Hostile work environment,
260
House brands. See Store brands
Huff gravity model, Ill-lib
Human resource management (HRM)
careers in,
З З
challenges facing,
238-240,248-249
competitive advantage and,
133
diversity management function of,
256-257
employee motivation function of,
251-256
employment marketing function
of,
249
function of,
2 3 6
global issues in,
240
legal issues in,
258-261
organization structure and,
240-248
(See also Organization structure)
performance measures of,
236-237
talent development function of,
249-251
Human resources triad,
238-239
Human rights violations,
366
Hypermarkets,
45
Idea-oriented presentation,
506
Identifiable,
109
Illegal discrimination,
259
Immediate gratification,
73
Importance weights
change in,
100
explanation of,
98-99
Imports, parallel,
379
Impressions,
446
Impulse buying,
103
Impulse merchandise,
499
Inbound transportation,
274-275
Incentive compensation plans
benefits and drawbacks of,
467-469
explanation of,
467
Income statement,
161, 546
Independent retailers,
60-61
In-depth interviews,
329
India
distribution system in,
11
retail opportunities in,
140-141
Individualized pricing,
404
Individualized variable pricing,
403-404
Industry size,
542-543
Infomercials,
70
Information flows
data warehouses and,
272-273
electronic data interchange and,
273
function of,
271-272
merchandise flows and,
270
supply chain management and,
283
Information search
amount of,
94
explanation of,
94
function of,
93-94
information sources and,
94
Internet and,
96-97
reduction of,
94-96
Information systems
competitive advantage and,
133
multichannel supply chains and,
81-82
role of,
16,17
Initial markup,
397-398
Inner city
explanation of,
186
gentrification in,
186-188
retailers in,
186
Innovators, fashion,
118
Input measures,
176
Instrumental support,
533
Intangible assets,
158,167
Integrated marketing communications,
418.
See also Communication
programs
Integrity,
273
Intellectual property,
378
Internal information sources,
94
International Consumer Electronics
Show
(CES),
363
Internet
apps and,
79-80
car-buying process and,
95
consumer information searches on,
96-97
coupons on,
421,422
interactive nature of,
77-78
liquidating unsold merchandise
on,
402
live chats on,
77
trends in retailer use of,
425—431
Internet channel
benefits of,
75-78
customer analysis in,
299
perceived risks in,
78-79
price decisions and,
409^-10
supply chain and,
281
Internet retailing
counterfeit merchandise and,
378
eco-friendly
products and,
382
explanation of,
68-69
growth in,
68-69
organization of,
245
Intertype
competition,
22
Interviews
behavioral,
458
in-depth,
329
job,
457-458
of panels of customers,
527
Intratype competition,
21
Intrinsic rewards,
466-467
Inventory
holding,
8
perpetual,
338
as retailer asset,
166
vendor-managed,
283-284
Inventory management
control systems for,
336-340
function of,
166,177-178
Inventory management reports,
338-339
Inventory shrinkage. See Shrinkage
Inventory turnover
function of,
166-167
in merchandise budget plan,
3 52
method to improve,
323-324
as productivity measure,
178
sales-to-stock ratio and,
322
space allocations and,
498
664
Subject Index
Investment analysts,
317-318
Irregulars,
55
Item presentation,
506
Japan, convenience stores in,
47
Job application forms,
456
Job descriptions,
454-455
Job enrichment,
466-467
Job interviews
preparation for,
457-458
screening applicants to,
456
Job sharing,
256
Just-in-time inventory policy,
402
Keystoning,
397
Knockoffs, 118-119
Knowledge gap,
525-528
Labor relations laws,
259
Labor scheduling,
471,473
Leader pricing,
407^ł08
Leadership in Energy and
Environmental Design
(LEED)
certification,
12-13
Leaders/leadership
autocratic,
469-470
democratic,
470
explanation of,
469
transformational,
470
work atmosphere and,
470-471
Lead time,
337
Leases
fixed-rate,
229
percentage,
228-229
terms of,
229-230
LEED-certified stores,
12-13
Legal issues
customer privacy as,
297-298
in employee compensation plans,
469
in employee recruitment,
456^-57
in global sourcing,
366, 367
in human resource management,
258-261
in merchandise buying,
377-381
in pricing,
410-412
in retail management,
28-29
in store design,
487-488
Licensing requirements,
202
Lifestyle,
111
Lifestyle centers,
193
Lifestyle segmentation
explanation of,
111-112
limitations of,
113
VALS
survey and,
112-113
Lift-outs,
380
Light-emitting diode (LED)
lighting,
507
Lighting,
507
Limited-assortment supermarkets,
42
Limited problem solving,
102-103
Live chats,
77
Locations. See Retail locations
Locavore movement,
43-44
Logistics. See also Supply chain
management
explanation of,
274
for merchandise flow,
273-274
outsourcing,
277-278
reverse,
279-280
Loop layout,
492-493
Loss leaders,
407-408
Loss prevention
careers in,
33
methods for,
474-476
Low-income consumers
extreme-value retailers for,
54-55
retailing approach for,
15
Low-price guarantee policy,
390
Loyalty. See also Customer loyalty
brand,
103
retailer,
103-104,484-486
Loyalty programs,
131, 404.
See also
Frequent-shopper programs
Macroenvironment,
21
Magazine advertising,
420
Main Street,
188
Maintained markup,
397-398
Malcolm Baldrige National Quality
Awards,
529
Management information systems
(MISs), careers in,
32
Management/Managers. See Diversity
management; Retail management;
Store managers
Management trainees,
460
Mannequins,
496
Manufacturers, in developing
economies,
366
Manufacturer s brands. See National
brands
Manufacturer s suggested retail price
(MSRP),411
Marginal analysis
to determine communication budget,
438-440
explanation of,
438
Markdown
money,
344, 369-370
Markdowns
clearance,
400,405
explanation of,
400
liquidating unsold merchandise
following,
402-403
optimizing decisions FOR,
400^01
promotional,
400,
4Q5
reducing amount of,
401-402
Market basket analysis,
299, 301-302
Market expansion growth
opportunity,
136
Marketing
careers in,
244
cause-related,
424
in-store,
422^23
search engine,
425,445-447
Marketing campaigns,
444-445
Market penetration growth opportunity,
135-136
Market segments/segmentation
benefit,
114
buying situation,
114
composite,
114-115
criteria to evaluate,
108-109
demographic, 111
geodemographic,
111
geographic,
109,
111
lifestyle,
111-113
retail,
107-108
variable pricing by,
406-407
Market weeks,
362
Markup,
397-398
Markup percentage,
396-397
Mass-market theory,
119
Mass-media advertising,
419^420
M-commerce (mobile commerce),
425-426
Media sources
direct-mail,
420
e-mail,
425
magazines,
420
mobile communications,
425-426
new,
42 5-431
newspapers,
419-420
radio,
420
social,
427И-3
í
(See
ако
Social media)
television,
420
traditional,
419-420
websites,
425
Medium,
67
Men,
110.
See also Gender
Mentoring programs,
258
Merchandise. See also Products
breadth of,
37
classification by type of,
36-37
complementary,
216, 332
counterfeit,
378
demand,
499
demand/destination,
498
depth of,
37
diverted,
3 79
ethnic,
44
fair trade,
101,381
floor-ready,
276
fresh,
43-44
green,
43-44
impulse,
499
lighting to highlight,
507
liquidating
markdown,
402-403
in multichannel retailing,
82
physical flow of,
273-274
private-label,
44
promotional,
499
purchase decision for,
101
shopworn,
323
special,
499
unique,
129-130
variety and assortment of,
37-38
Merchandise allocation
amount of,
341
climate and,
269
:
;У
Subject Index
customer-centric,
342
function of,
340-341
space considerations and,
497-498
timing
of,
342, 343
types
of,
341, 342
Merchandise budget plans
beginning-of-month stock in,
353
beginning-of-month stock-to-sales
ratio in,
351-353
end-of-month stock in,
353
example of,
350
explanation of,
339-340
for fashion industry,
349-355
monthly additions to stock in,
353
monthly reductions in,
351
monthly reductions percentage
distribution to season in,
350-351
monthly sales in,
350
monthly sales percentage distribution
to season in,
3 50
open-to-buy system in,
354-355
Merchandise categories. See also Fashion
merchandise; Staple merchandise
assortment and,
331
basic,
325
category management and,
320-321
complementary,
499-500
explanation of,
320
fashion,
325
forecasting sales in,
327-331
location of,
498-503
seasonal,
325,327
space allocated to,
497-498
staple,
325
variety of,
331
Merchandise group,
319-320
Merchandise kiosks,
198
Merchandise management
assortment plans and,
331-333
buying organization and,
319-320
careers in,
32
category approach to,
320-321
coordination of,
246
explanation of,
318
inventory control and,
177-178,
336-340
merchandise category and,
320-321
model stock plan and,
333
overview of,
319-324
performance analysis and,
343-345
performance evaluation and,
321-324
planning processes and,
324-325,327
product availability and,
335-336
sales forecasting and,
327, 329-331
store allocation and,
340-343
atWholeFoods,25,27
Merchandise management planning
systems
explanation of,
325, 327
for fashion,
325, 326
Merchandise retailers,
58-59.
See also
Retailers
Merchandising
frontal,
506-507
in national retail chains,
243-244
scrambled,
21-22
tonnage,
506
vertical,
506
visual,
504-507
Merchandising planners,
243-244
Metropolitan statistical area (MSA),
208,211
Microblogs,
430-431,536
Microenvironment, 21
Micropolitan statistical area
(цЅА),
208
Minimum wage,
259
Mission statement,
145,146
Mixed-use developments (MXDs),
193-194
Mobile aps, price sensitivity and,
392
Mobile communications,
425^-26
Mobile phone channel,
79-80,409^10.
See also Internet channel
Model stock plan,
333,334
Mood creation,
507
Morale, employee,
470-471
Motivation. See Employee motivation
MSA. See Metropolitan statistical area
(MSA)
Multiattribute analysis,
345
Multiattribute model
changing importance beliefs and,
99
consideration set and,
99
explanation of,
97
implications for retailers and,
99
importance weights and,
98-100
new benefit and,
100-101
performance beliefs and,
97-100
Multichannel retailers
automated retailing and,
72
benefits of,
72-80
brand image and,
82, 83
catalog channels and,
69-70, 74-75
centralized vs. decentralized,
82
challenges for,
80-84
channel migration and,
83-84
department stores as,
49
direct-response TV channels and,
70
direct selling channels and,
70-72
explanation of,
67
future outlook for,
84-85
information systems and,
81-82
Internet channels and,
68-69,
75-80
merchandise assortment and,
82
nonstore retail channels and,
68
pricing and,
82-83
shopping experience in,
81-82, 85
tasks performed in,
240-241
television home shopping channels
and,
70
Multilevel system,
72
Multiple-unit pricing,
405-406
Music,
508
Mutual trust,
376
National brands
explanation of,
358
profitability issues related to,
361-362
store brands vs.,
360-362
National-brand vendors
buying process with,
364
meeting with,
360-364
National retail chains,
243-245.
See also
Retail chains
Natural barriers,
213
Need recognition,
92,93
Needs
conflicting,
93
fashion and satisfaction of,
117-118
hedonic,
93
unsatisfied,
92
utilitarian,
93
Negotiations
buyer-vendor,
368-371
tips for effective,
371-373
Neighborhood shopping centers,
190-191
Net profit margin,
162,171
Net sales,
161
New products, break-even point for,
399
Newspaper advertising,
419-^1-20
Nonstore retailers, sales of,
68
North American Industry Classification
System (NAICS),
36, 37
Objective-and-task method,
440
Objectives. See also Performance
objectives
financial,
155-156
personal,
156-157
societal,
156
Observability,
119
Obsolescence,
119
Occupational Safety and Health
Administration
(OSHA), 260
Odd pricing,
408-409
Off-price retailers,
55-56
Omnicenters,
195
Omniretailing,
67
1-to-l retailing,
307-308
On-the-job training,
461
Open-to-buy system
explanation of,
340, 353
in merchandise budget plan,
353-355
Operating costs, retail location and,
210-211
Operating expenses
example of,
171
explanation of,
162-164
Operating expenses percentage,
164-165
Operating income percentage,
165
Operating profit margin,
158,162
Operations, careers in,
32,244
Opportunities and threats analysis,
147
Opt in,
298
Opt out,
298
Order point,
339
Order quantity,
339
Organization culture,
253-254
ббб
Subject Index
Organization structure
centralization and,
245-246
coordination of merchandise and store
management and,
246-248
explanation of,
240-242
of national retail chain,
243-245
of single-store retailer,
242
Outbound transportation,
276-277
Outlet centers,
194,195
Outlet stores,
56
Outparcels,
185
Output measures,
177
Outsourcing, of logistics,
277-278
Overtime pay,
259
Own brands. See Store brands
Ownership. See Retail ownership
Pack verification,
287
Parallel imports,
379
Parking facilities,
213,215
Partnering relationships. See Strategic
relationships
Part-time employees,
239
Party plan system,
12
Paycheck cycle,
343
Payment options, negotiation
over,
370
Percentage leases,
228-229
Percentage lease with specified
maximum,
229
Percentage lease with specified
minimum,
229
Percentage-of-sales method,
441
Perceptual maps,
128-129
Performance
beliefs about,
97-100
compared to competitors,
178
measurement of,
530-531
overtime,
178
Performance analysis,
162-165
Performance objectives
accountability and,
176
benchmarks and,
178,179
bottom-up planning and,
175-176
corporate performance and,
177
factors contributing to,
176
importance of setting,
175
merchandise measures and,
177-178
store operations measures and,
178
top-down planning and,
175,176
types of measures for,
176-177
Perpetual inventory,
338
Personalization,
307-308
Personalized service
in Internet channel,
76-79
quality and,
519
for wedding planning,
76
Personal objectives,
157-158
Personal selling,
423
Personal service, in store channel,
73
Philanthropy, community,
12
Physical risks,
102
Pick ticket,
276
Planned locations,
184.
See also Retail
locations
Planograms,
501, 502
Point-of-purchase (POP) counters,
497
Point-of-purchase (POP) displays,
422
Point-of-sale
(POS)
data,
284
Point-of-sale
(POS)
terminals,
271
Point-of-sale signage,
494
Pop-up stores,
196-197
Positioning,
128-129
Postpurchase evaluation,
101-102
Power, hedonic needs and,
92
Power centers,
191,199
Power perimeter,
43
Predatory pricing,
410-411
Premiums,
421-422
Premium store brands,
359
Preprint,
419
Presentation techniques,
505-507
President of direct channels,
245
Price bundling,
405
Price comparisons, Internet and social
channels for,
409-410
Price discrimination
first-degree,
403-404
second-degree,
405
third-degree,
406
Price elasticity,
393-394
Price experiments,
391-392
Price fixing, horizontal,
411
Price lining,
408, 506
Price scanners,
411-412
Price sensitivity
explanation of,
390
price elasticity to measure,
393-394
price experiment to measure,
391-392
showrooming and mobile apps and,
392
Prices/pricing
based on costs,
396-398
break-even analysis and,
399^-00
competition and,
394, 395
considerations in setting,
39
customer price sensitivity and,
390-394
deceptive,
412
dynamic,
404
everyday low-pricing,
96, 388-390,402
high/low,
388, 390
importance of,
388
to increase sales and profits,
403^1-10
individualized variable,
403—404
leader,
407-408
legal and ethical issues related to,
410-412
manufacturer s suggested retail,
411
for
markdowns,
400-403
by multichannel retailers,
82-83
multiple-unit,
405-106
negotiations with vendors about,
369
odd,
408-409
predatory,
410-411
pricing optimization software for,
398-399
scanned vs. posted,
411-412
for services,
394-396
types of,
388-390
variable,
403-407
zone,
407
Pricing optimization software
for
markdowns,
401
for price setting,
398-399
Primary trading area,
217
Privacy issues
in customer relationship management
296-298
employee,
260
Private equity firms,
168
Private-label brands. See Store brands
Private-label president,
244-245
Problem solving,
102-103
Procedural fairness,
537
Procedural justice,
261
Product availability
explanation of,
3 3 5
merchandise categories and,
335-336
Productivity, employee,
237
Productivity measures,
177,178
Product placement,
424
Products. See also Merchandise
ability to touch and feel,
73
eco-friendly,
381-382
fair-trade,
101,381
loss leader,
407-408
Profitability, of national brands vs. store
brands,
361-362
Profit margin management path. See also
Strategic profit model
application of,
170-171
combined with asset management
path,
167-169
components in,
161-162
implications of,
169-170
performance analysis on,
162-165
Profits, store design and,
486-487
Profit sharing,
253
Prohibited-use clauses,
229-230
Promotional aisles,
496
Promotional
markdowns,
400,405
Promotional merchandise,
499
Promotional signage,
494
Promotions,
32, 302
Protected class,
459
Psychographics, 111
Public relations (PR),
423^24
Public warehouses,
277
Pull supply chain,
278
Push supply chain,
278
Pyramid scheme,
72
Quality
commitment to,
529
consistency in,
517
of counterfeit merchandise,
378
customer evaluation of,
522-525
customer expectations about,
523-525
management commitment to,
529
of services,
396
setting goals for,
530
Quantity discounts,
405-406
Quick ratio,
174
Quota-bonus plan,
468
Quotas,
468
Subject Index
667
Racetrack layout,
492-493
Radio
advertising,
420
Radio
frequency identification (RFID)
explanation of,
284-285
for merchandise,
296
retailer benefits of,
285-286
vendor benefits of,
287
Radio-frequency identification (RFID)
systems,
474, 475
Rain checks,
269,411
Reachable,
109
Real estate careers,
33
Rebates,
421
Receiving,
275
Recruitment. See Employee recruitment
Reductions,
397
Reference groups,
105-106
Regional malls,
191
Regression analysis,
223-224
Regulations. See Government regulations
Related diversification growth
opportunity,
137
Reliability,
522
Reorder point,
283
Resale price maintenance,
411
Resale stores,
53
Resident buying offices,
367-368
Responsiveness,
523
Retail analytics
assortment planning as,
302
explanation of,
299
market basket analysis as,
299, 301-302
targeting promotions as,
302
Retail businesses
business plan preparation for,
542-544
concept development for,
541
implementation plan for,
544-546
miscellaneous costs and issues related
to starting,
546-547
process to determine viability of,
541
skills to start,
540-541
Retail buyers. See Buyers
Retail careers
benefits of,
33
corporate-level,
32-33
entrepreneurial,
19-20
in management,
17-19, 32
in merchandise management,
32
in national retail chains,
243-245
overview of,
31, 32
Retail chains
explanation of,
61
organization of,
243-245
store classification in,
341
Retail channels,
67, 68
Retail community, customer loyalty and,
131-132
Retailer loyalty,
103-104
Retailers. See also Multichannel retailers;
specific types of retailers
breadth and depth of offerings by,
39
classification system for,
36, 37
collaboration between vendors and,
282-285
commitment to quality,
529
competition among,
35-36
complementary,
215
explanation of,
7
extreme-value,
42, 54-55
food,
40-47
general merchandise,
48-56
list of largest,
15, 16
merchandise,
36-38, 58-59
objectives of,
236
off-price,
55-56
overview of,
36
ownership classifications for,
60-62
radio frequency identification and,
285-286
role in developing economies,
14
service,
56-59
services offered by,
39, 388, 517
single-store,
242
socially responsible,
381-382
supply chain and,
7
value creation by,
7-8
wholesaling and production activities
of,
9
Retail format,
124
Retail format development growth
opportunity,
136
Retail Industry Quiz,
6
Retailing. See also specific types of retailing
in developed economies,
12
in developing economies,
14
entrepreneurial opportunities in,
19-20
evolution of,
14-17
explanation of,
7-8
management decisions in,
20-29
(See
also Retail management)
management opportunities in,
17-19
1-to-l,
307-308
overview of,
5-7
social and economic significance of,
12-14
unorganized,
140
Retail locations. See also Retail sites
airports as,
198
characteristics of,
184
for competitive advantage,
133-134
in convenience, neighborhood, and
community shopping centers,
190
in enclosed shopping malls,
191-192
evaluation of,
208-216
in lifestyle centers,
193
merchandise kiosks as,
198
in mixed-use developments,
193-194
nontraditional,
196-198
in omnicenters,
195
in outlet centers,
194
pop-up,
196-197
in power centers,
191
retail strategy and,
133-134,198-200
in shopping centers,
189
shopping situations and,
199-200
societal and legal considerations for,
200-202
store-within-a-store,
197-198
in theme/festival centers,
194-195
types of,
184
unplanned,
185-188
Retail management
decision process in,
21-29
ethical and legal considerations in,
28-29
role of competitors in,
21-22
role of customers in,
22
strategy development in,
22-24
strategy implementation in,
24-25
Whole Food example of,
25-28
Retail market segment,
107-108.
See also
Market segments/segmentation
Retail mix
explanation of,
24-25
in strategic planning,
150
Retail ownership,
60-61
Retail prices/pricing. See Prices/pricing
Retail sales. See Sales
Retail sites
characteristics of,
212-213, 215-216
evaluation of,
208-212
leases for,
228-230
potential sales estimates for,
222-225
selection steps for,
225-228
within shopping centers,
216
trade area characteristics and,
216-221
Retail strategy
building advantages in,
134
for competitive advantage,
126-127,137
for customer loyalty,
127-132
development of,
22-23
examples of,
124-125
explanation of,
124
global,
138-144
for growth,
134-137
implementation of,
24-25
internal operations and,
133
planning process for,
144-151
(See also
Strategic retail planning process)
retail format and,
125-126
retail location and,
133-134,198-200
store design to implement,
484
strategic decisions in,
23-24
supplier relationships and,
132-133
target market segment and,
125-126
at Whole Foods,
24-28
Return on advertising investment
(ROAI),
446-447
Return on assets
(ROA)
explanation of,
156
merchandise management performance
and,
321
strategic profit model and,
158-159,
169,170
supply chain efficiency and,
269
Reverse auctions,
368
Reverse logistics,
279-280
Rewards
employee,
465-467
in frequent-shopper programs,
303-304
RFID. See Radio frequency identification
(RFID)
Subject Index
RFM analysis
explanation of,
299
illustrations of,
300, 301
Risk reduction, in store channel,
73
Risks,
102
Robinson-Patman Act
(1936), 379
Rounders,
505
Rule-of-thumb methods,
440
Russia, retail opportunities in,
141
Rustbelt Retirees,
341
Salaries, in retail careers,
З З
Sales
break-even,
400
in direct selling,
71
estimation of potential,
222-225
store design and,
486
Sales data
for fashion merchandise,
329-330
historical,
327
Sales forecasts
for fashion merchandise,
327,
329-330
inventory management reports
and,
339
for service retailers,
330-331
for staple merchandise,
327
Sales per linear foot,
497^98
Sales per square foot,
497
Sales promotions
coupons as,
405,406,421
explanation of,
421
premiums as,
421^-22
rebates as,
421
Sales-to-stock ratio
explanation of,
321-322
measurement of,
322-323
method to improve,
323-324
Same-store sales growth,
177
Samples,
422^23
Satisfaction, following purchase,
101-102
Saturation,
119
Scale economies,
147
Scent,
508-509
Scrambled merchandising,
21-22
Search engine marketing
(SEM)
example of,
445-447
explanation of,
425
Search engine optimization
(SEO),
425
Search engine results page (SERP),
425
Seasonal merchandise,
325, 327
Secondary trading area,
217
Second-degree price discrimination,
405
Security measures,
474
Security policy,
273
Self-checkout aisles,
520
Self-selected variable pricing,
405-406
Self-service options,
521
Selling, general, and administrative
(SG&A) expenses,
162,163
Sell-through analysis,
343-344
Senior vice president of
merchandising,
243
Senior vice president of stores,
244
Sentiment analysis,
526-527
Service
inconsistency of,
59
intangibility of,
58
meeting and exceeding,
532-535
perceived,
522-523
perishability of,
59
personalized,
519
standardized,
519-520
Service gap
explanation of,
525
factors that contribute to,
525-536
Service recovery,
536-537
Services retailers
characteristics of,
57-58
explanation of,
56
merchandise retailers vs.,
58-59
pricing strategies of,
394—396
quality of,
396
retailers as,
8
sales forecasting for,
330-3 31
types of,
56-57
yield management and,
395-396
Sexual harassment,
260,471
Shanghai,
139
Share of wallet,
292
Ship verification,
287
Shopkick, 426
Shoplifting. See also Employee theft
personnel policies to deter,
475
prosecution policy for,
475
security measures to deter,
474
store design and,
474,486
use of technology to deter,
475-476
Shopping center property management
firms,
189,190
Shopping centers
characteristics of,
189
convenience, neighborhood, and
community,
190-191
enclosed,
191-192
explanation of,
189
lifestyle,
193
locations within,
216
mixed-use,
193-194
omnicenters,
195
outlet,
194
power,
191
restrictions on tenants in,
215-216
theme/festival,
194-195
vacancies in,
197
Shopping experience
in Internet channel,
78
in multichannel retailing,
81-82, 85
in supermarkets,
44
Shopworn,
323
Showrooming,
392
Shrinkage
from employee theft,
476,478
explanation of,
397,473-474
from shoplifting,
474-477
statistics related to,
474
store design and,
486
Signage
digital,
494-495
function of,
493-494
types of,
494
Signs, restrictions on,
202
Single-store retailers,
242
Site selection. See Retail locations;
Retail sites
Size presentation,
506
SKU rationalization programs,
333, 334
SKUs. See Stock-keeping units (SKUs)
Sliding scale leases,
229
Slotting allowances/fees,
161, 370
Smartphones,
425-426
Social experience, in-store shopping
as,
73
Social media
blogs as,
429-430
building retail community with,.
131-132,427
as communication tool,
427-431
department stores and,
49, 50
employee engagement and,
256
example using,
27
Facebook as,
428-429
to learn about customer expectations
and perceptions,
526-527
pricing decisions and,
409-410
relationship and loyalty development
through,
416-417
as source of information on
prospective employees,
456
Twitter as,
43 0-431
YouTube,428
Social responsibility. See Corporate social
responsibility (CSR)
Social risks,
102
Societal objectives,
156
Soft goods,
48
Space management
merchandise category allocation and,
497-498
merchandise category location and,
498-503
store size and,
503-504
Space productivity,
497^498
Special events,
423
Specialization, in single-store
retailers,
242
Specialty stores
explanation of,
52
list of,
52
location and,
200
trends in,
52-53
Spending Potential Index
(SPI),
221
Sponsorships, event,
423, 434-435
Sporting goods industry,
542-543
Spots, television,
420
Staffing. See Employee recruitment
Standardized service,
519-520
Standards gap,
525, 528-531
Staple merchandise
control system to manage inventory of,
336-339
Subject Index
explanation of,
325
forecasting of sales of,
327
Statement of operations. See Income
statement
Status, hedonic needs and,
92
Stimulation, hedonic needs and,
92
Stock-keeping unit (SKU) rationalization
programs,
333, 334
Stock-keeping units (SKUs)
ABC analysis and,
344-345
assortment plan and,
331-333
backup stock for,
39, 337
category captains and,
321
control systems and,
336-339
explanation of,
37-38, 320
in hypermarkets,
45
promotion of specific,
320
in specialty stores,
52
in supermarkets,
42
Stocklifts,
380
Stockouts,
269
Stock-to-sales ratio, in merchandise
budgetplan,
351-353
Store advocates,
106
Store atmosphere
color and,
507-508
explanation of,
507
function of,
509-510
lighting and,
507
music and,
508
scent and,
408^09
taste and,
509
Store brands
benefits of,
360-361
copycat,
359-360
development of,
358, 364
example of,
361
exclusive,
49, 359, 360
explanation of,
49,130, 358
generic,
360
national brands vs.,
360-362
premium,
359
responsibility for,
244-245
sourcing options for,
365-368
in supermarkets,
44
Store channel
benefits of,
72-74
explanation of,
68
Store design
atmospherics and,
507-510
to build loyalty,
484-486
careers in,
З З
to control costs,
486^-87
elements of in-store marketing,
422^123
environmental effects of,
487
environmental trends and,
486,487
feature areas and,
495-497
to implement retail strategy,
484
to increase sales on visits,
486
layouts and,
489-493
legal issues related to,
487-488
to reduce shoplifting,
474
signage and graphics and,
493-495
space management and,
497—504
trade-offs in,
488-489
visual merchandising and,
504-507
Store layouts
free-form,
493
grid,
489^92
racetrack,
492-493
standardized service delivery
and,
520
Store maintenance,
473
Store managers
bonuses for,
153
career opportunities for,
32
compensation programs and,
467-469
coordination of,
246
employee evaluation role of,
463-465
employee screening and,
476,478
employee theft and,
476
employee training role of,
460^-62
goal setting role of,
462-463
inventory shrinking and,
473-474
labor scheduling by,
471,473
leadership styles of,
469^-70
new employee socialization role of,
459^60
recruitment role of,
454-459
responsibilities of,
453-454
rewarding employees as role of,
465^67
sexual harassment issues and,
471
as shapers of work atmosphere,
470-471
shoplifting and,
474-477
store maintenance and,
473
at Whole Foods,
27-28
Store operations, management of,
178
Stores
category allocation to,
З З З
feature areas in,
494-497
size of,
503-504
space management in,
497-504
Straight commission plan,
467,468
Straight rack,
504, 505
Straight salary compensation plan,
467
Strategic advantage
explanation of,
267
through customer service,
516-518
through supply chain management,
267-268
Strategic fit, retail location and,
210
Strategic profit model
analyzing performance on profit
margin management path in,
162-165
application of,
170-173
asset management path in,
165-167
combining profit and asset
management paths in,
167-169
explanation of,
158-159
implications for performance
improvement and,
169-170
profit margin management path in,
161-164
for selected retailers,
168
Strategic relationships
developmental phases of,
374, 376
example of,
375
explanation of,
373-374
foundations of,
376-377
Strategic retail planning process
explanation of,
144-145
mission statement and,
145-146
objectives establishment and resource
allocation and,
150
opportunity evaluation and,
150
opportunity identification and,
150
performance evaluation and,
150-151
retail mix development and,
150
SWOT analysis and,
146-149,151
Strengths and weaknesses analysis,
146-147
Strike zone,
498^-99
Structured training programs,
460^461
Subbrands,
358
Subculture theory,
119
Substantial,
109
Supercenters,
44-45
Supermarkets
conventional,
42
ethnic merchandise in,
44
extreme-value,
42
fresh merchandise in,
43
green merchandise in,
43-44
layout in,
490
limited-assortment,
42
private-label merchandise in,
44
shopping experience in,
44
trends in,
42-44
Super-regional malls,
191
Supply and demand, for services,
394-396
Supply chain management
distribution centers and,
274-277
explanation of,
266-267
global sourcing and,
366
information flow and,
271-273
merchandise flow and,
273-274
outsourcing of,
277-278
product availability and,
269
radio frequency identification devices
and,
284-287
retailer-vendor collaboration in,
282-285
return on assets and,
269
strategic advantage and,
267-268
system design issues in,
277-281
Supply chains
bullwhip effect in,
281-282
for catalog and Internet orders,
281
example of green,
268
information systems and multichannel,
81-82
pull,
278
push,
278
retailers role in,
7
ROA
and efficiency in,
269
Support groups, for minority
employees,
258
Surveys, customer,
527
570
Subject Index
■- W
Sustainable competitive advantage
customer loyalty and,
127-132
explanation of,
124
global,
141-142
internal operations efficiency
and,
133
location and,
133-134
method to build,
126-127
sources of,
134
supplier relationships and,
132-133
SWOT analysis,
146-150
Symbols, employee communication
using,
254
Tangibility,
523
Tapestry™ Segmentation system, 111,
220-221
Target market
analysis of,
147
in business plan,
543
elastic and inelastic,
393
explanation of,
124
retail format and,
125-126
shopping behavior and,
199-200
Tariffs,
366
Taste,
509
Teams
for new business venture,
545
organization culture and,
253-254
Technology, to improve customer
service,
534-535
Television advertising,
420
Television home shopping,
70
Temporary locations,
196-197
Tertiary trading area,
217
Tests, for prospective employees,
456-457
Theft. See Employee theft; Shoplifting
Theme/festival centers,
194-195
Third-degree price discrimination,
406-407
Thrift stores,
53
Ticketing and marking,
276
Tiered rewards,
3 03
Title Vn, Civil Rights Act,
459
Tonnage merchandising,
506
Top-of-the-mind awareness,
434-435
Town locations. See Urban locations
Trade areas
analysis of,
225-228
competition within,
221
customer spotting and,
218
estimating potential sales in,
222-225
explanation of,
184,216, 217
information sources about,
218-221
primary,
217
secondary,
217
size of,
217-218
tertiary,
217
Trademarks,
378
Trade shows,
363
Traffic congestion,
215
Traffic flow,
212-213
Training. See Employee training
Transactions, database detailing
customer,
293
Transformational leaders,
470
Transportation
costs of,
371
inbound,
274-275
mode of,
277
outbound,
276-277
Trendsetters,
118
Trialability,
119
Trust, in strategic relationships,
376
Turnover. See Employee turnover;
Inventory turnover
Twitter,
430-431,537
Tying contracts,
380-381
Umbrella brands,
358
United States
bankruptcies in,
173
direct selling in,
71
distribution channels in,
10-12
retailing role in,
12
Universal Product Code (UPC),
271
Unorganized retailing,
140
Unplanned retail locations. See also
Retail locations
explanation of,
184
freestanding sites as,
185
Main Street,
188
urban locations as,
185-188
Unprofitable customers,
310-311
Unrelated diversification growth
opportunity,
137
Unsatisfied needs,
92
UPC. See Universal Product Code
(UPC)
Urban locations
in central business district,
185-186
in gentrified residential areas,
186-188
in inner city,
186
on Main Street,
188
Urban sprawl,
200-201
Utilitarian benefits,
484,485
Utilitarian needs,
92
VALS
lifestyle survey,
112-113
Value creation,
7-8
Variable costs,
399
Variable pricing
individualized,
403-404
by market segment,
406-407
perceptions of fairness and,
407
self-selected,
405-406
Variety,
37, 38
Vending machines,
72
Vendor-managed inventory (VMI),
283-284
Vendors
avoidance of gray-marketing by,
379
bargaining power of,
148
buybacks by,
380
collaboration between retailers and
282-285
co-op advertising with,
371
eco-friendly
products and,
381-382
exclusive dealing agreements
with,
380
legal and ethical issues affecting,
377-381
rmiltiattribute analysis to evaluate,
345
negotiations issues between buyers
and,
368-373
proprietary information of,
330
radio frequency identification and,
287
refusal to deal by,
381
regulation of prices and terms of,
379-380
returning unsold merchandise to,
402
role in reducing amount of
·>
markdowns,
401^402
strategic relationships with,
373-377
supplier relationships and,
132-133
tying contracts with,
380
Venture capital,
545-546
Vertical integration,
9,137
Vertical merchandising,
506
Videotapes, of customers,
502-503
Virtual-store simulation,
501, 502
Visibility,
215
Visual merchandising
explanation of,
504
fixtures and,
504-505
presentation techniques and,
505-507
Wall displays,
496
Warehouse clubs
explanation of,
45^-6
financial strategy of,
168
membership in,
46
Weather, sales forecasts and,
327, 328
Weblog. See Blogs
Websites. See also Internet
for communicating with customers,
425
design of,
520
Wedding planning,
76
Wholesale market centers,
362-363
Wholesale markets,
362
Wholesalers,
9
Wholesale-sponsored voluntary
cooperative groups,
60-61
Window displays,
495
Women. See also Gender
buying decisions and,
110
class ceiling and,
258
variable pricing and,
407
Word of mouth,
429
YouTube,428,429
Zone pricing,
407
Zoning laws,
201-202
|
| any_adam_object | 1 |
| author | Levy, Michael 1950- Weitz, Barton A. 1941-2018 Grewal, Dhruv |
| author_GND | (DE-588)133264262 (DE-588)124282288 (DE-588)170667839 |
| author_facet | Levy, Michael 1950- Weitz, Barton A. 1941-2018 Grewal, Dhruv |
| author_role | aut aut aut |
| author_sort | Levy, Michael 1950- |
| author_variant | m l ml b a w ba baw d g dg |
| building | Verbundindex |
| bvnumber | BV041655186 |
| 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 |
| classification_tum | WIR 915f WIR 778f |
| ctrlnum | (OCoLC)876511728 (DE-599)BVBBV041655186 |
| discipline | Arbeitswissenschaften Wirtschaftswissenschaften |
| edition | 9. [international student] ed. |
| format | Book |
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| genre | (DE-588)4151278-9 Einführung gnd-content |
| genre_facet | Einführung |
| id | DE-604.BV041655186 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T01:01:56Z |
| institution | BVB |
| isbn | 9780078028991 9781259060663 1259060667 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-027095710 |
| oclc_num | 876511728 |
| open_access_boolean | |
| owner | DE-945 DE-573 DE-384 DE-898 DE-BY-UBR |
| owner_facet | DE-945 DE-573 DE-384 DE-898 DE-BY-UBR |
| physical | XXXIII, 670 S. Ill., graph. Darst. |
| publishDate | 2014 |
| publishDateSearch | 2014 |
| publishDateSort | 2014 |
| publisher | McGraw-Hill Education |
| record_format | marc |
| spelling | Levy, Michael 1950- Verfasser (DE-588)133264262 aut Retailing management Michael Levy ; Barton A. Weitz ; Dhruv Grewal 9. [international student] ed. New York, NY McGraw-Hill Education 2014 XXXIII, 670 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Retail trade Management Einzelhandel (DE-588)4127747-8 gnd rswk-swf Management (DE-588)4037278-9 gnd rswk-swf (DE-588)4151278-9 Einführung gnd-content Einzelhandel (DE-588)4127747-8 s Management (DE-588)4037278-9 s b DE-604 Weitz, Barton A. 1941-2018 Verfasser (DE-588)124282288 aut Grewal, Dhruv Verfasser (DE-588)170667839 aut Digitalisierung UB Augsburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027095710&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Levy, Michael 1950- Weitz, Barton A. 1941-2018 Grewal, Dhruv Retailing management Retail trade Management Einzelhandel (DE-588)4127747-8 gnd Management (DE-588)4037278-9 gnd |
| subject_GND | (DE-588)4127747-8 (DE-588)4037278-9 (DE-588)4151278-9 |
| title | Retailing management |
| title_auth | Retailing management |
| title_exact_search | Retailing management |
| title_full | Retailing management Michael Levy ; Barton A. Weitz ; Dhruv Grewal |
| title_fullStr | Retailing management Michael Levy ; Barton A. Weitz ; Dhruv Grewal |
| title_full_unstemmed | Retailing management Michael Levy ; Barton A. Weitz ; Dhruv Grewal |
| title_short | Retailing management |
| title_sort | retailing management |
| topic | Retail trade Management Einzelhandel (DE-588)4127747-8 gnd Management (DE-588)4037278-9 gnd |
| topic_facet | Retail trade Management Einzelhandel Management Einführung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027095710&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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