Managing Retail

Managing Retail


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Managing Retail by Piyush Kumar Sinha, Dwarika Prasad Uniyal

Beginning with a historical overview of retailing and a discussion on the theories of retail evolution, the book discusses the opportunities and challenges faced by retailers in India and other developing countries in Asia, as well as the current scenario of the retail industry in other continents. It goes on to discuss shoppers and the phenomenon of shopping, retail store formats, store location, category management, and supply chain management. Finally, it discusses retail buying, store layout and design, retail marketing, point of purchase communication, pricing strategies and policies, store loyalty, the shop as a social construct, and technology in retailing.

The book, with its coverage of real-life case studies such as Woolworth Limited in Australia, Nirantar Agrasar, and Fabmall would also be useful for professionals in managing day-to-day retail operations.

Product Details

ISBN-13: 9780198075943
Publisher: Oxford University Press, USA
Publication date: 07/22/2012
Pages: 656
Product dimensions: 9.50(w) x 7.10(h) x 0.90(d)

About the Author

Piyush Kumar Sinha, Professor, Marketing, and Chairperson, Centre for Retailing, Indian Institute of Management Ahmedabad (IIMA), has over 30 years of academic and industry experience. He has also served as Dean, Mudra Institute of Communications Ahmedabad (MICA), and has taught at leading business schools in India. Dr Sinha is active in research in the areas of retailing and consumer behaviour.

Dwarika Prasad Uniyal is currently Associate Professor & Assistant Dean (Academic), Jindal Global Business School. He has also served as the Founding Dean of Chitkara Business School, Himachal Pradesh. He has held professorial positions in premier Business Schools like SPJIMR, Mumbai, SPJCM, Dubai-Singapore, and MICA, Ahmedabad, and is a visiting faculty at many premier B Schools.

Table of Contents

1. :The Domain of Retailing
Retailing Defined
Retailing and Development
Utilities of Retailing
Managing Values
History of Retailing
Theories of Retail Development
Wheel of Retailing
The Retail Accordion
Melting Pot Theory
Polarization Theory
Retail Management Process
Retail Performance and Profitability
Case Study: FoodWorld-A: Market Entry Strategy
2. :Indian Retail Industry
Structure of Indian Retail Industry
Food vs Non-food Distribution
Sectoral Classification
Human Resource
Rural Marketing
Foreign Direct Investment in Retail
Drivers of Growth
Key Challenges
3. :Retailing in Other Countries
Retailing: The Global Scenario
Retailing in the US
Key Factors Affecting Retailing
Retailing in Asia
Drivers of Growth
Sector-wise Growth
European Retailing
Annexure 3.1: Major Global Trends
4. :Understanding Shopping and Shoppers
Concept of Shopping
Shopping Environment
Shopping in a Socio-cultural Context
Shopping and the Individual
Shopping Process
Shopping Behaviour
Demographic of Indian Shoppers
Psychographic Profile of Indian Shoppers
Value and Lifestyle Profile of Indian Shoppers
Mediagraphics of Indian Shoppers
Behaviour-based Segmentation
Attitude-/Oriented-based Segmentation
Orientation of Indian Shoppers
Work/Fun Typology
Shopping Patterns in India
Case Study: Muebles: The Home Building Store
5. :Delivering Value through Retail Formats
Classification of Formats
Ownership-based Classification
Store-based Classification
Non-store-based Retailers
Other Retailing Formats
Value-based Model of Format Choice
Deciding the format
Attitude-based Model for Store Format Choice
Case Study: Planet Health
6. :Deciding Location
The Process of Deciding Location
Trading Area Analysis
Analysing the Site
Methods of Estimating Demand
Space-Sales Ratio Method
Proximal Area Method
Analogue Method
Reilly's Law
Huff's Gravity Model
Multiple Regression Model
Converse's Breaking-point Model
Determining Locations for Networks
Determining Location for Online Retailers
Choosing the Best Estimation Method
Case Study: Aakash Book Store
7. :Category Management
Factor Affecting the Growth of Category Management
Changes in Consumers
Intensified Competition
Advancements in Technology
Category Management Process
Defining Categories
Assigning Roles to Categories
Category Strategies
Category Tactics
Managing Category Mix
Category Assessment and Feedback
Case Study: Girish Food Store
8. :Supply Chain Management
Factors for Successful SCM
Drivers of SCM
SCM and Competitive Advantage
Framework for SCM
Supply Chain Network Structure
Supply Chain Business Processes
Supply Chain management components
Retail Inventory Management
Retail Logistics Management
EDI in Supply Chain Management
Case Study 1: Foodworld-B: Supply Chain Strategy Introduction
Case Study 2: Woolworths Limited, Australia
9. :Retailing Buying
Objectives of Buying
Organizational Buying
Retailer Buying Behaviour
Models of Buying Behaviour
Becoming a Buyer
Responsibilities of Buyers
Desirable Characteristics
Merchandise and Assortment Plans
Merchandise Plans
Assortment Plan
Merchandising Plan for Basic Stocks
Open-to-Buy Planning
Retail Buying Groups
Negotiations in Retail
Contracts in Retail
Annexure 9.1: Benetton's Buying Calendar
Annexure 9.2: Snapshots of contract agreements used by retailers
10. :Store Layout and Design
Objectives of Layout and Design
Elements of Store Layout
Planning and Circulation
Circulation Plans
Circulation Graphics
Storefronts and Entrances
Merchandise Display
Positioning of Merchandise
Materials and Finishes
Graphics and Signage
Layout for E-tailers
Case Study: Prerna Stores
11. :Retail Marketing
Building a Retail Brand
Affect, Cognition, and Conation
Sales Enhancement Strategies
Framework for Developing Strategies
Selling Tactics
Business Intelligence
Key Success factors
Investment Decision
Customer Service
HRM-Marketing Interface for Customer Service
Balanced Scorecard for Better Customer Experience
Social Media Marketing
Evolution of Social Networking Sites
Benefits and Limitations of Social Networking
Usage trends in India
Social Marketing in Retail
Limited Application of Social Media in Retail
12. :Point of Purchase Communication
Convergent or Internal Communication
Role of PoP
Role of Packaging
Designing PoP Communication
Studies on the Impact of PoP
Familiarity and Involvement
Mode of Shopping
Levels of Information Search and Involvement
Store Benefits
Expectation-based PoP Communication Model
Case Study 1: Khodiyar Kirana Store
Case Study 2: Lady Grace
Case Study 3: Variety Shop
Case Study 4: Book Store
13. :Establishing a Pricing Strategy
Factors Affecting Pricing Decisions
Price Setting
Pricing Objectives
Pricing Strategy
Bases of Pricing
Adapting the Pricing Strategy
Reference Price
Defining Reference Price
Benchmarks for Reference Price
Impact of Reference Price
Reference Price Controversy
Empirical Generalization Regarding Reference Price
Implications of Reference Prices
Fairness in Pricing
Impact of Pricing Strategy on Formats
14. :Building Store Loyalty
Store Choice Behaviour of Shoppers
Store Choice Behaviour of Indian Shoppers
Store Loyalty and Patronage
Understanding Loyalty
Managing Shopper Loyalty
Case Study: Crossword - Customer Relationship Management
15. :The Shop as a Social Entity
Shop as a 'Society'
Tangible Aspects
Intangible Aspects
16. :Technology in Retailing
Types of Technologies Used in Retailing
In-Store Technologies
Electronic Retailing
ECR and Technology
Adoption of Technology: Trends and Challenges
Interview: Evolution of Business Models in B2C E-Commerce: The Case of Fabmall

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