Overview

3 state-of-the-art guides to understanding consumer behavior -- and leveraging it for higher retail profits

 

Three books packed with up-to-the-minute insights into consumer behavior — and practical guidance on building more successful campaigns, products, formats, and experiences! Use innovative new pricing strategies to create value and attract customers... learn how today’s shoppers really think, behave, and buy… learn proven ...

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Strategies for Success in Retail (Collection)

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Overview

3 state-of-the-art guides to understanding consumer behavior -- and leveraging it for higher retail profits

 

Three books packed with up-to-the-minute insights into consumer behavior — and practical guidance on building more successful campaigns, products, formats, and experiences! Use innovative new pricing strategies to create value and attract customers... learn how today’s shoppers really think, behave, and buy… learn proven methodologies for transforming consumer knowledge into retail profits!

 

From world-renowned leaders and experts, including Jagmohan Raju, Z. John Zhang, Herb Sorensen, Ph.D., Rick DeHerder, and Dick Blatt

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Product Details

  • ISBN-13: 9780132696517
  • Publisher: Pearson Education
  • Publication date: 1/18/2011
  • Series: FT Press Delivers Collections
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 736
  • File size: 12 MB
  • Note: This product may take a few minutes to download.

Meet the Author

Jagmohan Raju is Joseph J. Aresty Professor, Professor of Marketing, and Chairperson of the Marketing Department at The Wharton School. He researches pricing new products, retailing, coupons, salesforce compensation, and distribution challenges. Z. John Zhang, Murrel J. Ades Professor and Professor of Marketing at Wharton, researches pricing and revenue models, targeted pricing strategies, retail management, price engineering, and competitive strategies. Herb Sorensen, Ph.D. is CEO and President of TNS Sorensen, the leader in helping manufacturers and retailers assess product/package performance, purchase decisions, category management, promotional impact, and shopper behavior. Rick DeHerder, Founder and CEO of the Array Marketing Group, served for a decade as a marketing executive at Mattel. Richard Blatt served until recently as President and CEO of POPAI, the leading global, non-profit trade association for marketing at-retail.

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Table of Contents

Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitability

About the Authors

Introduction: Fingerprints of the Invisible Hand.

Chapter 1: “Pay As You Wish” Pricing

Chapter 2: Why the Best Things in Life Are Free

Chapter 3: The Art of Price Wars

Chapter 4: Thinking Small

Chapter 5: The Automatic Markdown

Chapter 6: Name Your Own Price

Chapter 7: Subscribe and Save: Pricing for Marketing Profitability

Chapter 8: The Snob Premium

Chapter 9: Pay if it Works

Chapter 10: Conclusion

Index

 

Inside the Mind of the Shopper: The Science of Retailing

Author’s Notes and Acknowledgments

About the Author

Preface

Introduction Twenty Million Opportunities to Buy

PART I Active Retailing

Chapter 1  The Quick Trip: Eighty Percent of Shopper Time Is Wasted

Chapter 2  Three Moments of Truth and Three Currencies

Chapter 3  In-Store Migration Patterns: Where Shoppers Go and What They Do

Chapter 4  Active Retailing: Putting Products into the Path of Shoppers

Chapter 5  Brands, Retailers, and Shoppers: Why the Long Tail Is Wagging the Dog

PART II Going Deeper into the Shopper’s Mind

Chapter 6  The Quick-Trip Paradox: An Interview with Unilever’s Mike Twitty

Chapter 7  Integrating Online and Offline Retailing: An Interview with Professors Peter Fader (The Wharton School) and Wendy Moe (University of Maryland)

Chapter 8  Multicultural Retailing: An Interview with Emil Morales, Executive Vice President of TNS Multicultural

Chapter 9  Insights into Action: A Retailer Responds: An Interview with Mark Heckman of Marsh Supermarkets

PART III  Conclusions

Chapter 10  The Internet Goes Shopping

Chapter 11  Game-Changing Retail: A Manifesto

PART IV Appendix

Appendix  Views on the World of Shoppers, Retailers, and Brands

Excerpts from “Views from the Hills of Kentucky” by Robert Stevens

Index

 

SHOPPER INTIMACY: A PRACTICAL GUIDE TO LEVERAGING MARKETING INTELLIGENCE TO DRIVE RETAIL SUCCESS

Introduction

Chapter 1  REAP (Retail Ecosystem Analytics Process)

Chapter 2  Measuring Marketing at Retail in Supermarkets

Chapter 3  Measuring Marketing at Retail in Convenience Stores

Chapter 4  Measuring Marketing at Retail in Drug Stores

Chapter 5  Establishing In-Store Marketing Measures

Chapter 6  Capturing Shopping Dynamics in Store

Chapter 7  Shopper Models

Chapter 8  Decision Drivers

Chapter 9  Online Retailing

Chapter 10  Measuring Return on Investment

Index

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