LEADER 03634nam 2200637 450 001 9910465854303321 005 20200520144314.0 010 $a1-4426-9648-6 024 7 $a10.3138/9781442696488 035 $a(CKB)2560000000102817 035 $a(EBL)3286014 035 $a(SSID)ssj0000872146 035 $a(PQKBManifestationID)12308701 035 $a(PQKBTitleCode)TC0000872146 035 $a(PQKBWorkID)10824631 035 $a(PQKB)11626358 035 $a(CEL)438918 035 $a(OCoLC)841793956 035 $a(CaBNVSL)slc00232122 035 $a(MiAaPQ)EBC3286014 035 $a(MiAaPQ)EBC4672884 035 $a(DE-B1597)528798 035 $a(OCoLC)1110708233 035 $a(DE-B1597)9781442696488 035 $a(Au-PeEL)EBL4672884 035 $a(CaPaEBR)ebr11258535 035 $a(OCoLC)899213243 035 $a(EXLCZ)992560000000102817 100 $a20160923h20132013 uy 0 101 0 $aeng 135 $aur|nu---u||u| 181 $ctxt 182 $cc 183 $acr 200 14$aThe retail value proposition $ecrafting unique experiences at compelling prices /$fKyle B. Murray 210 1$aToronto, [Ontario] ;$aBuffalo, [New York] ;$aLondon, [England] :$cUniversity of Toronto Press,$d2013. 210 4$dİ2013 215 $a1 online resource (244 p.) 311 $a1-4426-4363-3 320 $aIncludes bibliographical references and index. 327 $tFront matter --$tBrief Table of Contents --$tDetailed Table of Contents --$tForeword /$rPearson, Bryan --$tPart 1: An Introduction to the Retail Value Proposition --$t1. Crafting Value --$t2. Segmentation and Differentiation --$tPart 2: The Shopping Environment --$t3. Locations and Formats --$t4. Inside the Store --$t5. Interactive Electronic Retailing --$tPart 3: Product Selection --$t6. Buying and Merchandise Management --$t7. Category Management --$tPart 4: Customer Engagement --$t8. Managing Customer Relationships --$t9. Customer Valuation --$t10. Customer Loyalty --$tPart 5: Putting It All Together --$t11. Retail Pricing --$t12. Propositions: Pitfalls and Potential --$tNotes --$tAcknowledgments --$tIndex 330 $aHow 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. 606 $aRetail trade 606 $aMarketing 608 $aElectronic books. 615 0$aRetail trade. 615 0$aMarketing. 676 $a658.8/7 700 $aMurray$b Kyle B$g(Kyle Bayne),$f1973-$0920722 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910465854303321 996 $aThe retail value proposition$92064948 997 $aUNINA