The Retail Value Proposition : : Crafting Unique Experiences at Compelling Prices / / Kyle Murray.

• Superior document: Title is part of eBook package: De Gruyter University of Toronto Press eBook-Package Backlist 2000-2013
• VerfasserIn: Murray, Kyle,
• MitwirkendeR: Pearson, Bryan,
• Place / Publishing House: Toronto : : University of Toronto Press, , [2019]; ©2013
• Year of Publication: 2019
• Language: English
• Physical Description: 1 online resource (248 p.) :; 10 figures; 10 tables

How do leading retailers create value for their customers? They craft unique experiences at compelling prices. This book introduces a new and effective way to manage those experiences based on three critical factors - environment, selection, and engagement (ESE) - that separate successful retailers from those that fail and are forgotten.The ESE framework is derived from the academic literature on retail management and consumer marketing, and supplemented by hundreds of hours of interviews with executives and marketers from Canada's leading companies, including Loblaw, Indigo Books and Music, and Lululemon. Kyle B. Murray illustrates the components of this framework with examples and case studies that examine how the shopping environment, product selection, and customer engagement each affect consumer decision and create competitive advantage.Whether you are an aspiring merchant or an industry veteran, this book's strategic framework will help you build a solid foundation for your business in today's ever-evolving retail marketplace.

Table of Contents

Frontmatter -- Brief Table of Contents -- Detailed Table of Contents -- Foreword -- Part 1: An Introduction to the Retail Value Proposition -- 1. Crafting Value -- 2. Segmentation and Differentiation -- Part 2: The Shopping Environment -- 3. Locations and Formats -- 4. Inside the Store -- 5. Interactive Electronic Retailing -- Part 3: Product Selection -- 6. Buying and Merchandise Management -- 7. Category Management -- Part 4: Customer Engagement -- 8. Managing Customer Relationships -- 9. Customer Valuation -- 10. Customer Loyalty -- Part 5: Putting It All Together -- 11. Retail Pricing -- 12. Propositions: Pitfalls and Potential -- Notes -- Acknowledgments -- Index