Additional Information
Book Details
Abstract
This text provides a comprehensive introduction to all aspects of retailing and the fundamental elements of retail management and a retail organisation’s activities so that the reader will have a solid platform on which to build.
Intended not only for students in college and universities, the book serves as an invaluable tool for those already working in selling, marketing or retailing who require more knowledge of how retailing works. It is also the perfect resource for aspiring retail managers who may have received little formal training on the subject.
Table of Contents
| Section Title | Page | Action | Price |
|---|---|---|---|
| Cover | Cover | ||
| Retailing an Introduction | i | ||
| Contents | v | ||
| Preface | xxvi | ||
| Part one Retailing and the consumer | 1 | ||
| The retail industry | 3 | ||
| Introduction | 3 | ||
| Trends in retailing | 4 | ||
| Theories of retail change | 5 | ||
| Retail organizations | 9 | ||
| Introduction | 9 | ||
| Independent traders | 10 | ||
| Multiple or chain stores | 11 | ||
| Co-operative societies | 12 | ||
| Department stores | 14 | ||
| Discount stores | 15 | ||
| Superstores and hypermarkets | 16 | ||
| Franchising | 17 | ||
| Mail order | 17 | ||
| Service retailing | 19 | ||
| Other forms of retail selling | 19 | ||
| Wholesale organizations | 21 | ||
| Economics of retailing | 24 | ||
| Introduction | 24 | ||
| Economies of scale | 24 | ||
| Economies of experience and scope | 27 | ||
| Structural analysis | 28 | ||
| Business integration | 30 | ||
| Grand strategies | 32 | ||
| Introduction | 32 | ||
| Main types of grand strategy | 33 | ||
| Culture and organization | 34 | ||
| Management quality | 35 | ||
| The value chain | 36 | ||
| Synergy | 40 | ||
| International retailing | 41 | ||
| Introduction | 41 | ||
| Cross-border strategy | 45 | ||
| Retail planning and strategy | 51 | ||
| Introduction | 51 | ||
| What business am I in? | 52 | ||
| Where do I want to go? | 53 | ||
| How do I get there? | 54 | ||
| General retail strategies | 54 | ||
| Specific retail strategies | 56 | ||
| Retailing research | 59 | ||
| Introduction | 59 | ||
| The retailing research process | 60 | ||
| Sources of information | 60 | ||
| Collecting the information | 62 | ||
| Questionnaire design | 64 | ||
| Sampling | 65 | ||
| Analysing the information and presenting the findings | 66 | ||
| Types of retailing research | 66 | ||
| The retailing environments | 71 | ||
| Introduction | 71 | ||
| The retailing macro-environment | 72 | ||
| The retailing micro-environment | 74 | ||
| Consumer buying behaviour | 78 | ||
| Introduction | 78 | ||
| The buying process | 78 | ||
| The buying participants | 81 | ||
| Factors influencing choice | 83 | ||
| Internal variables | 83 | ||
| External variables | 85 | ||
| Segmentation | 88 | ||
| Introduction | 88 | ||
| Differing customer needs | 88 | ||
| Bases for segmentation | 89 | ||
| Advantages and disadvantages of segmentation | 92 | ||
| Segmentation strategy | 93 | ||
| Part two The retail mix | 97 | ||
| Store location | 99 | ||
| Introduction | 99 | ||
| Determining the general area in which to locate | 100 | ||
| Catchment area analysis | 100 | ||
| Determining the sales potential of different catchment/trading areas | 106 | ||
| Choosing the area that would fit best | 107 | ||
| Choosing a specific site: types of site | 107 | ||
| The specific site | 110 | ||
| Profit appraisal | 112 | ||
| Product decisions | 116 | ||
| Introduction | 116 | ||
| Merchandise | 116 | ||
| Own branding | 119 | ||
| Stock turnover/gross margins | 120 | ||
| Sales forecasting | 123 | ||
| Buying | 125 | ||
| Introduction | 125 | ||
| Who buys? | 125 | ||
| The buying plan | 128 | ||
| What to buy | 128 | ||
| How much to buy | 129 | ||
| From whom to buy | 132 | ||
| When to buy | 133 | ||
| Stock management | 136 | ||
| Introduction | 136 | ||
| Stock control | 136 | ||
| Stock shortages | 142 | ||
| Merchandise receipt and return | 143 | ||
| Marking | 146 | ||
| Storage | 147 | ||
| Pricing | 150 | ||
| Introduction | 150 | ||
| Terminology | 150 | ||
| Factors influencing pricing decisions | 152 | ||
| Pricing tactics | 154 | ||
| Price adjustments | 156 | ||
| Margins | 159 | ||
| Advertising | 161 | ||
| Introduction | 161 | ||
| Communication | 161 | ||
| Retail advertising | 162 | ||
| How much to spend | 163 | ||
| What media to use | 163 | ||
| What message to use | 167 | ||
| Personal selling | 169 | ||
| Introduction | 169 | ||
| The sales force | 169 | ||
| Customers | 171 | ||
| The progress of the sale | 173 | ||
| Importance of the salesperson | 175 | ||
| Sales promotion and public relations | 176 | ||
| Introduction | 176 | ||
| Supplier-originated sales promotions | 177 | ||
| Retailer-originated sales promotions | 179 | ||
| Public relations | 181 | ||
| Atmosphere and layout | 184 | ||
| Introduction | 184 | ||
| Store image and atmosphere | 184 | ||
| Store exterior | 185 | ||
| Store interior | 187 | ||
| Layout | 187 | ||
| Laying out a store | 189 | ||
| Display | 191 | ||
| Allocation of selling area space | 194 | ||
| Customer service decisions | 197 | ||
| Introduction | 197 | ||
| Credit | 197 | ||
| Alternative service offerings | 200 | ||
| Handling complaints | 201 | ||
| New services | 202 | ||
| Part three Administration | 205 | ||
| General management | 207 | ||
| Introduction | 207 | ||
| Communication | 209 | ||
| Motivation | 211 | ||
| Management techniques | 216 | ||
| Financial planning | 218 | ||
| Introduction | 218 | ||
| Profit planning | 218 | ||
| Budgetary control | 219 | ||
| Financial statements | 225 | ||
| Other retail performance measures | 229 | ||
| Human resources | 231 | ||
| Introduction | 231 | ||
| Organization | 231 | ||
| The personnel department | 234 | ||
| Training | 238 | ||
| Property and location development | 244 | ||
| Introduction | 244 | ||
| The property function | 244 | ||
| The cost of sites | 250 | ||
| Location development | 255 | ||
| Store management | 260 | ||
| Introduction | 260 | ||
| The store manager | 260 | ||
| Measuring a manager’s performance | 262 | ||
| Other aspects of store management | 264 | ||
| Security | 266 | ||
| Technology in retailing | 269 | ||
| Introduction | 269 | ||
| Uses of technology | 269 | ||
| Database marketing | 275 | ||
| Supply chain management | 278 | ||
| Implications of the new technology | 280 | ||
| Retailing and the law | 281 | ||
| Introduction | 281 | ||
| Consumer protection | 282 | ||
| Employee legislation | 291 | ||
| The future of retailing | 297 | ||
| Introduction | 297 | ||
| Economic changes | 297 | ||
| Technology | 298 | ||
| Social variables | 299 | ||
| Regulatory environment | 299 | ||
| Sectoral trends | 299 | ||
| Appendix 1 Bibliography | 301 | ||
| Appendix 2 Retail trade associations | 303 | ||
| Index | 305 |