Managing Retailing

Paperback | June 22, 2012

byPiyush Kumar Sinha, Dwarika Prasad Uniyal

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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 othercontinents. 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 andpolicies, 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.

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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 othercontinents. It goes on to discuss shoppers and the...

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...
Format:PaperbackDimensions:656 pagesPublished:June 22, 2012Publisher:Oxford University PressLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0198075944

ISBN - 13:9780198075943

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Table of Contents

1. The Domain of RetailingIntroductionRetailing DefinedRetailing and DevelopmentUtilities of RetailingManaging ValuesHistory of RetailingTheories of Retail DevelopmentWheel of RetailingThe Retail AccordionMelting Pot TheoryPolarization TheoryRetail Management ProcessRetail Performance and ProfitabilityCase Study: FoodWorld-A: Market Entry Strategy2. Indian Retail IndustryIntroductionStructure of Indian Retail IndustrySizeFood vs Non-food DistributionSectoral ClassificationIntrastructureHuman ResourceRural MarketingForeign Direct Investment in RetailDrivers of GrowthKey Challenges3. Retailing in Other CountriesIntroductionRetailing: The Global ScenarioRetailing in the USKey Factors Affecting RetailingRetailing in AsiaDrivers of GrowthSector-wise GrowthEuropean RetailingAnnexure 3.1: Major Global Trends4. Understanding Shopping and ShoppersConcept of ShoppingShopping EnvironmentShopping in a Socio-cultural ContextShopping and the IndividualShopping ProcessShopping BehaviourDemographic of Indian ShoppersPsychographic Profile of Indian ShoppersValue and Lifestyle Profile of Indian ShoppersMedia graphics of Indian ShoppersBehaviour-based SegmentationAttitude-/Oriented-based SegmentationOrientation of Indian ShoppersWork/Fun TypologyShopping Patters in IndiaCase Study: Muebles: The Home Building Store5. Delivering Value through Retail FormatsIntroductionClassifications of FormatsOwnership-based ClassificationStore-based ClassificationNon-store-based RetailersOther Retailing FormatsValue-based Model of Format ChoiceDeciding the formatAttitude-based Model for Store Format ChoiceCase Study: Planet Health6. Deciding LocationThe Process of Deciding LocationTrading Area AnalysisAnalysing the SiteMethods of Estimating DemandSpace-Sales Ratio MethodProximal Area MethodAnalogue MethodReilly's LawHuff's Gravity ModelMultiple Regression ModelConverse's Breaking-point ModelDeterming Locations for NetworksDetermining Location for Online RetailersChoosing the Best Estimation MethodCase Study: Aakash Book Store7. Category ManagementIntroductionFactor Affecting the Growth of Category ManagementChanges in ConsumersIntensified CompetitionAdvancements in TechnologyCategory Management ProcessDefining CategoriesAssigning Roles to CategoriesCategory StrategiesCategory TacticsManaging Category MixCategory Assessment and FeedbackCase Study: Girish Food Store8. Supply Chain ManagementIntroductionFactors for Successful SCMDrivers of SCMFramework for SCMSupply Chain Network StructureSupply Chain Business ProcessesSupply Chain management componentsRetail Inventory ManagementRetail Logistics ManagementEDI in Supply Chain ManagementCase Study 1: Foodworld-B: Supply Chain Strategy IntroductionCase Study 2: Woolworths Limited, Australia9. Retailing BuyingIntroductionObjectives of BuyingOrganizational BuyingRetailer Buying BehaviourModels of Buying BehaviourBecoming a BuyerResponsibilities of BuyersDesirable CharacteristicsMerchandise and Assortment PlansMerchandise PlansAssortment PlanMerchandising Plan for Basic StocksOpen-to-Buy PlanningRetail Buying GroupsNegotiations in RetailContracts in RetailAnnexure 9.1: Benetton's Buying CalendarAnnexure 9.2: Snapshots of contract agreements used by retailers10. Store Layout and DesignIntroductionObjectives of Layout and DesignElements of Store LayoutPlanning and CirculationCirculation PlansCirculation GraphicsStorefronts and EntrancesMerchandise DisplayFixturesPositioning of MerchandiseMaterials and FinishesLightingMusicGraphics and SignageLayout for E-tailersEntertainmentOrganizationInformativenessCase Study: Prerna Stores11. Retail MarketingIntroductionBuilding a Retail BrandAffect, Cognition, and ConationSales Enhancement StrategiesFramework for Developing StrategiesSelling TacticsBusiness IntelligenceKey Success factorsInvestment DecisionCustomer ServiceHRM-Marketing Interface for Customer ServiceBalanced Scorecard for Better Customer ExperienceSocial Media MarketingEvolution of Social Networking SitesBenefits and Limitations of Social NetworkingUsage trends in IndiaSocial Marketing in RetailLimited Application of Social Media in Retail12. Point of Purchase CommunicationIntroductionConvergent or Internal CommunicationRole of PoPRole of PackagingDesigning PoP CommunicationStudies on the Impact of PoPFamiliarity and InvolvementMode of ShoppingLevels of Information Search and InvolvementStore BenefitsExpectation-based PoP Communication ModelCase Study 1: Khodiyar Kirana StoreCase Study 2: Lady GraceCase Study 3: Variety ShopCase Study 4: Book Store13. Establishing a Pricing StrategyIntroductionFactors Affecting Pricing DecisionsPrice SettingPricing ObjectivesPricing StrategyBases of PricingAdapting the Pricing StrategyReference PriceDefining Reference PriceBenchmarks for Reference PriceImpact of Reference PriceReference Price ControversyEmpirical Generalization Regarding Reference PriceImplications of Reference PricesFairness in PricingImpact of Pricing Strategy on Formats14. Building Store LoyaltyIntroductionStore Choice Behaviour of ShoppersStore Choice Behaviour of Indian ShoppersStore Loyalty and PatronageUnderstanding LoyaltyManaging Shopper LoyaltyCase Study: Crossword - Customer Relationship Management15. The Shop as a Social EntityIntroductionShop as a 'Society'Tangible AspectsIntangible Aspects16. Technology in RetailingIntroductionTypes of Technologies Used in RetailingIn-Store TechnologiesElectronic RetailingECR and TechnologyAdoption of Technology: Trends and ChallengesInterview: Evolution of Business Models in B2C E-Commerce: The Case of FabmallGlossaryIndex