Retail Marketing Management: Principles & Practice

Cover
Title Page
Copyright
Brief contents
Contents
Preface
About the authors
Acknowledgements
CHAPTER 1 Introduction to retail marketing management
	Introduction
	Definitions of retailing
	History and development of retail marketing
	The development and scope of retail marketing theory and practice
	Retail industry associations
	Retailer categories
	Retail business formats
	Non-store retailing (home shopping)
	Retail concepts and theories
	The retail life cycle
	Recent developments affecting the retail environment
	Retailing management
	The future of retailing
	Studying retail marketing
	Exercises and questions
	References
	Further reading
	Case study: Re-evaluating the store
CHAPTER 2 Retail marketing strategy
	Introduction
	Retail marketing strategy
	Retail marketing planning
	Situation analysis
	SWOT analysis
	Mission statements
	Setting goals and objectives
	Identifying consumers
	Developing retail strategies
	Implementation of the marketing plan
	Internal and external marketing audits
	Market attractiveness
	Value chain
	Sources of competitive advantage
	Market penetration and diversification
	Portfolio analysis
	Competitive marketing objectives
	Marketing strategy in relation to HRM and finance strategy
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: WH Smith upbeat despite sales doldrums
CHAPTER 3 Retail consumer behaviour and market segmentation
	Introduction
	Retail consumer behaviour and attitudes
	Consumer motivation and needs
	Consumer decision-making
	Experiential consumer behaviour
	Influences on consumer purchasing behaviour
	Customer loyalty
	Negative consumer behaviour
	Customer profiles
	Retail marketing research
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: Targeting the female consumer
CHAPTER 4 Retail product and brand management
	Introduction
	New product development
	The Product Life Cycle
	Retail product assortment
	The product/service continuum
	Brand management
	Brand names
	Brand identity and brand image
	Brand equity
	Brand extensions
	Retail brand positioning - perceptual maps
	Rebranding
	Branded and own-label merchandise
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: GLOBAL brands - ups and downs: Consumers luxuriate in shopping on the web
CHAPTER 5 Retail buying and merchandising
	Introduction
	Buying and merchandising roles
	Centralised and decentralised buying
	Organisational buying theories
	Buying branded and \'designer\' merchandise
	Buying own-label merchandise
	The retail buying cycle
	Retail buying for online and mail order (home shopping) companies
	Supply chain management and stock control by retailers
	Retail space planning and allocation
	Retail sales forecasting and budget planning
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: Supply chain - back to the source
CHAPTER 6 Retail pricing
	Introduction
	Retail market levels - mass market, middle market and luxury
	Retail pricing - objectives and strategies
	Implementing demand-based pricing strategies
	Calculating retail prices
	Price elasticity
	The relationship between price and value
	Markdowns: seasonal sales, reductions and offers
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: Price Wars threaten to reshape landscape of supermarkets
CHAPTER 7 Retail marketing communications By Helen Goworek and Kristine Pole
	Introduction
	Retail marketing communication strategies
	Retail advertising
	Public relations
	Sponsorship
	Sales promotions
	Direct marketing
	Retail marketing communications via digital and social media
	Word-of-mouth
	Personal selling
	Relationship marketing
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: Marketing communications at Superdry
CHAPTER 8 Retail location By John Pal
	Introduction
	Why are locations important - even in the digital world?
	A framework for location decision-making
	What types of locations do retailers use?
	How do retailers make location decisions?
	Site-specific issues
	The planning system
	Chapter summary
	Exercises and questions
	References
	Case study: Rolling out a new breed of local discount store
CHAPTER 9 Retail design and layout
	Introduction
	Retail store design
	Visual merchandising
	Retail atmosphere
	The non-store retail selling environment
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: Anthropologie moves out of London
CHAPTER 10 Retail customer service By Sheilagh Resnick
	Introduction
	Characteristics of services
	Service quality models
	The service encounter
	Electronic service delivery
	Service culture
	Service recovery
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study 1: Customer service at Boots UK
	Case study 2: Self-scan checkouts
CHAPTER 11 Multichannel retailing By Anthony Kent
	Introduction
	Mail order
	Direct marketing
	Online retailing
	Consumer engagement
	Long tail effect
	New technology
	Website design
	Online communications
	Fulfilment and delivery systems
	Multichannel retailing
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: Asos
CHAPTER 12 Legislation and ethics in retailing
	Introduction
	Legislation and regulations affecting retailing
	Pricing
	Promotion
	Product
	Place (location)
	Legislation and ethics within the extended marketing mix
	Sustainability and corporate social responsibility
	Social sustainability
	Environmental sustainability
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: Some challenges in product sourcing in global retail supply chains
CHAPTER 13 International retail marketing and emerging markets By Lisa Qixun Siebers
	Introduction
	Defining international retailing
	International retailing and its development
	The international retail environment: an emerging market perspective
	Psychic distance
	Infrastructure and distribution in emerging markets
	Retail internationalisation strategies
	Chapter summary
	Exercises and questions
	References
	Further reading
	Case study: Indonesia\'s ecommerce industry awakens
Glossary
Index