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LECTURE OUTLINE: |
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PART I. THE WORLD OF RETAILING 9 Hours |
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A. |
Introduction to the World of Retailing (Chapter 1) |
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1. |
What is Retailing? |
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2. |
Economic Significance of Retailing |
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3. |
Opportunities in Retailing |
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4. |
Retail Management Decision Process |
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B. |
Store-Based Retailing (Chapter 2) |
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1. |
Types of Retailers |
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2. |
Trends in the Retail Industry |
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3. |
Food Retailers |
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4. |
General Merchandise Retailers |
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5. |
Service Retailing |
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6. |
Types of Ownership |
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C. |
Electronic and Nonstore Retailing (Chapter 3) |
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1. |
Nonstore versus Store-Based Retailers |
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2. |
Electronic Retailing |
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3. |
Catalog and Direct-Mail Retailing |
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4. |
Direct Selling |
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5. |
Vending Machine Retailing |
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6. |
Television Home Shopping |
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D. |
The Retail Customer (Chapter 4) |
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1. |
Generational Cohorts |
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2. |
Ethnic Diversity |
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3. |
Income |
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4. |
Internet Usage |
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5. |
The Changing American Family |
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6. |
Changes in Consumer Values |
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E. |
Customer Buying Behavior (Chapter 5) |
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1. |
Types of Buying Decisions |
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2. |
The Buying Process |
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3. |
Factors Affecting the Decision Process |
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4. |
Market Segmentation |
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Test, Chapters 1-5 |
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PART II. RETAILING STRATEGY 10 Hours |
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A. |
Retail Market Strategy (Chapter 6) |
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1. |
What is Retail Strategy |
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2. |
Target Market and Retail Format |
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3. |
Building a Sustainable Competitive Advantage |
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4. |
Growth Strategies |
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5. |
International Growth Opportunities |
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6. |
The Strategic Retail Planning Process |
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B. |
Financial Strategy (Chapter 7) |
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1. |
The Strategic Profit Model |
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2. |
The Profit Path |
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3. |
The Turnover Path |
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4. |
The Strategic Profit Model |
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5. |
Integrating Marketing and Financial Strategies |
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6. |
Recap of the Strategic Profit Model |
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7. |
Setting Performance Objectives |
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C. |
Retail Locations (Chapter 8) |
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1. |
Types of Retail Locations |
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2. |
Location and Retail Strategy |
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D. |
Site Location (Chapter 9) |
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1. |
Factors Affecting the Demand for a Region or a Trade Area |
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2. |
Factors Affecting the Attractiveness of a Site |
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3. |
Estimating Demand for a New Location |
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E. |
Organization Structure and Human Resource Management (Chapter 10) |
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1. |
Human Resource Management Objectives |
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2. |
Designing the Organization Structure of a Retail Firm |
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3. |
Retail Organization Structure |
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4. |
Retail Organization Design Issues |
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5. |
Special Issues in Retail Human Resource Management |
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6. |
Motivating and Coordinating Employees |
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7. |
Building Employee Commitment |
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8. |
Managing Diversity |
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F. |
Information Systems and Supply Chain Management (Chapter 11) |
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1. |
Strategic Advantages Gained through Logistics and Information Systems |
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2. |
The Flow of Information |
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3. |
The Physical Flow of Merchandise--Logistics |
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Test, Chapters 6-11 |
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PART III. MERCHANDISE MANAGEMENT 10 Hours |
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A. |
Planning Merchandise Assortments Chapter 12) |
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1. |
Organizing the Buying Process by Categories |
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2. |
Setting Merchandise Financial Objectives |
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3. |
The Assortment Planning Process |
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4. |
The Assortment Plan |
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B. |
Buying Systems (Chapter 13) |
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1. |
Merchandise Budget Plan |
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2. |
Open-to-Buy |
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3. |
Staple Merchandise Buying Systems |
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4. |
Allocating Merchandise to Stores |
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5. |
Analyzing Merchandise Performance |
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C. |
Buying Merchandise (Chapter 14) |
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1. |
Branding Strategies |
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2. |
International Sourcing Decisions |
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3. |
Meeting Vendors |
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4. |
Establishing and Maintaining Strategic Partnerships with Vendors |
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5. |
Ethics and Legal Issues in Purchasing Merchandise |
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D. |
Pricing (Chapter 15) |
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1. |
Pricing Strategies and Practices |
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2. |
Contrasting Cost-Oriented, Competition-Oriented and Demand-Oriented Methods of Setting Retail Prices |
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3. |
The Cost-Oriented Method of Setting the Retail Price |
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4. |
The Competition-Oriented Method of Setting Retail Prices |
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5 |
The Demand-Oriented Method of Setting Retail Prices |
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6. |
Legal Issues in Retail Pricing |
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E. |
Retail Communication (Chapter 16) |
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1. |
Role of the Retail Promotion Program |
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2. |
Planning the Retail Communication Program |
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3. |
Implementing Retail Advertising Programs |
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4. |
Frequent Shopper Loyalty Programs |
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Test, Chapters 12-16 |
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PART IV. STORE MANAGEMENT 10 Hours |
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A. |
Managing the Store (Chapter 17) |
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1. |
Store Management Responsibilities |
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2. |
Recruiting and Selecting Store Employees |
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3. |
Socializing and Training New Store Employees |
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4. |
Motivating the Managing Store Employees |
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5. |
Evaluating Store Employees and Providing Feedback |
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6. |
Compensating and Rewarding Employees |
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7. |
Legal Issues and Compensation |
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8. |
Controlling Costs |
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9. |
Reducing Inventory Losses |
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B. |
Store Layout, Design, and Visual Merchandising (Chapter 18) |
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1. |
Store Layout |
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2. |
Space Planning |
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3. |
Merchandise Presentation Techniques |
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4. |
Atmospherics |
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C. |
Customer Service (Chapter 19) |
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1. |
Strategic Advantage through Customer Service |
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2. |
Customer Evaluation of Service Quality |
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3. |
Gaps Model for Improving Retail Service Quality |
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4. |
Knowing What the Customer Wants: The Knowledge Gap |
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5. |
Setting Service Standards: The Standards Gap |
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6. |
Meeting and Exceeding Service Standards: The Delivery Gap |
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7. |
Communicating the Service Promise: The Communications Gap |
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8. |
Service Recovery |
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Test, Chapters 17-19 |