Strategies for Success in Retail (Collection)
Published on 4. January 2011
Book
Mixed media product
732 pages
978-0-13-269649-4 (ISBN)
Description
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
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
More details
Language
English
Place of publication
Boston
United States
Publishing group
Pearson Education (US)
Target group
Professional and scholarly
Weight
1 gr
ISBN-13
978-0-13-269649-4 (9780132696494)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
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.
Content
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
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