(Ebook) The Retail Value Proposition Crafting Unique Experiences at Compelling Prices 1st Edition by Kyle Murray ISBN 9781442696488 1442696486

(Ebook) The Retail Value Proposition Crafting Unique Experiences at Compelling Prices 1st Edition by Kyle Murray ISBN 9781442696488 1442696486

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Product details:

ISBN 10: 1442696486
ISBN 13: 9781442696488
Author: Kyle Murray

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.

(Ebook) The Retail Value Proposition Crafting Unique Experiences at Compelling Prices 1st Edition Table of contents:

PART 1: AN INTRODUCTION TO THE RETAIL VALUE PROPOSITION

1 Crafting Value

Big Hairy Audacious Retailing

The Retail Value Proposition

Measuring Success

2 Segmentation and Differentiation

Market Segmentation

Target Market Selection and Positioning

Measuring Success

PART 2: THE SHOPPING ENVIRONMENT

3 Locations and Formats

Convenience

The Location Decision

Trade Areas

Choosing a Store Format

Building the Brand: Locations and Formats Define Retailers

Measuring Success

4 Inside the Store

In-Store Shopper Marketing

Managing the Probability of Purchase

Making Shopping ESE

What They See Is What They Get

The Importance of the End

What Customers Want

Measuring Success

5 Interactive Electronic Retailing

The Rapid Evolution of Interactive Electronic Retailing

The Advent of Augmented Reality

How Should Retailers Respond?

ESE Interactive Electronic Retailing

Why Retailers Continue to Fear Interactive Electronic Shopping

Measuring Success

PART 3: PRODUCT SELECTION

6 Buying and Merchandise Management

The Master Merchandiser

Retail Buying

The Buying Cycle

Brand Portfolio Management

Managing Customers, Not Brands

Measuring Success

7 Category Management

The Process of Category Management

Eclectic and Consumer-centric

PART 4: CUSTOMER ENGAGEMENT

8 Managing Customer Relationships

Rethinking Retailing

Betting on the Customer

Managing Customer Satisfaction: The Relationship Gap

The Importance of Employee Engagement

9 Customer Valuation

Not All Customers Are Right

Dealing with Demons

Managing the Satisfaction Distribution

10 Customer Loyalty

Demons in the Data

Loyalty Programs

Relevance

Privacy

PART 5: PUTTING IT ALL TOGETHER

11 Retail Pricing

Getting the Price Right

Dynamic Pricing

12 Propositions: Pitfalls and Potential

Proposition Pitfalls

The Potential

Notes

Acknowledgments

Index

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Tags: Kyle Murray, Retail Value Proposition, Unique Experiences, Compelling Prices