Retailing Management

Overview: This is the best selling text in the market. It is known for its strategic look at retailing and for its very current coverage. The entire textbook is organized around a model of strategic decision making. Each chapter relates back to this overarching strategic framework. The authors are careful to present a balanced approach by including descriptive, how-to, and conceptual information in a highly readable format. The fourth edition stays on top of the latest topics and developments including; changing demographics of retail marketing, the growth of new retail formats, the use of communication and information technology to enable quick response to market dynamics, the importance of customer services, the development of the vendor-retailer partnering relationships, the importance of building on employee diversity. It reflects the changing job market with the centralization of the buying function, limited jobs for buyers, and the emergence of store management positions. The fourth edition continues to include extensive coverage of the Internet and provides numerous examples of how the Internet has affected retailing strategy.

Globalization of retailing - Retailing is rapidly becoming a global industry. To emphasize the international aspects of retailing, the fourth edition includes extensive international coverageand more examples of international retailers' headquarters outside the US like Carrefour and Ahold.
A new Electronic Retailing Chapter - In the last edition, this coverage was found in a section of a chapter. This edition includes even more coverage, which reflects its importance in building an effective strategy. Electronic retail sales have had exponential growth. Every major retailer has a home page on the Internet, many of which sell merchandise and services. The fourth edition continues to include the latest examples and research in electronic retailing. For example, the fourth edition includes a specific discussion of the use of the Internet for advertising, assortment planning, supply chain management, and customer service.
Utilization of information and communication technology - Retailing has become a high-tech business. Data collected for each transaction is used to automatically place orders with vendors and trigger warehouse deliveries. This edition includes the latest developments in information technology for retailers. For instance, the authors discuss how retailers use data warehouses depositories of information about customers and their purchases and how these warehouses are tied to their customer loyalty programs. In the same chapter, they examine how the Internet is revolutionizing the way retailers communicate with their vendors via electronic data interchange (EDI.) There is much more material on the role of technology in improving retail
productivity and customer satisfaction. There is also coverage of GIS systems for location decisions.
Coverage of data based marketing - The fourth edition includes coverage of data based marketing and how it is used for advertising, loyalty programs, and assortment planning.
Interactive web site: This web site will include both student and professor resources. The instructor's web site will include the Instructor's Manual,Test Bank and PowerPoint presentation. In addition, the instructor's web site will include suggestions for teaching cases published elsewhere such as Harvard cases, for example.
Growth of services retailing - Services retailing is becoming increasingly important in our economy. The treatment of services retailing has expanded. The authors have included special sections on service retailers throughout this edition.
Entrepreneurship - While the activities of large retail corporations dominate the business press, retailing continues to provide opportunities for people to start their own businesses. To support this entrepreneurial spirit, this edition includes extensive coverage.
Refacts - This feature is found in the margin of each chapter and features interesting facts about retailing. For example, did you know that Montgomery Ward buyer created Rudolph the Red-Nosed Reindeer as a Christmas promotion in 1939?
Retailing Views - These vignettes provide extensive examples of how theories are applied in the world of retailing. These vignettes are found in each chapter and feature small start-ups and major retailers.
Computerized tutorial - Each text is accompanied by an interactive tutorial and exercises to help students learn experientially.
Cases- In the fourth edition, the cases will be found on the student's web site. It includes numerous current cases, which illustrate state-of-the-art retail practices, an interactive computer exercise and tutorial package for students, and a comprehensive instructor's manual with additional cases.