Strategies for Success in Retail (Collection)

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.

• Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for ProfitabilityAbout the AuthorsIntroduction: Fingerprints of the Invisible Hand.Chapter 1: “Pay As You Wish” PricingChapter 2: Why the Best Things in Life Are FreeChapter 3: The Art of Price WarsChapter 4: Thinking SmallChapter 5: The Automatic MarkdownChapter 6: Name Your Own PriceChapter 7: Subscribe and Save: Pricing for Marketing ProfitabilityChapter 8: The Snob PremiumChapter 9: Pay if it WorksChapter 10: ConclusionIndex  Inside the Mind of the Shopper: The Science of RetailingAuthor’s Notes and AcknowledgmentsAbout the AuthorPrefaceIntroduction Twenty Million Opportunities to BuyPART I Active RetailingChapter 1  The Quick Trip: Eighty Percent of Shopper Time Is WastedChapter 2  Three Moments of Truth and Three CurrenciesChapter 3  In-Store Migration Patterns: Where Shoppers Go and What They DoChapter 4  Active Retailing: Putting Products into the Path of ShoppersChapter 5  Brands, Retailers, and Shoppers: Why the Long Tail Is Wagging the DogPART II Going Deeper into the Shopper’s Mind Chapter 6  The Quick-Trip Paradox: An Interview with Unilever’s Mike TwittyChapter 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 MulticulturalChapter 9  Insights into Action: A Retailer Responds: An Interview with Mark Heckman of Marsh SupermarketsPART III  ConclusionsChapter 10  The Internet Goes ShoppingChapter 11  Game-Changing Retail: A ManifestoPART IV AppendixAppendix  Views on the World of Shoppers, Retailers, and BrandsExcerpts from “Views from the Hills of Kentucky” by Robert StevensIndex  SHOPPER INTIMACY: A PRACTICAL GUIDE TO LEVERAGING MARKETING INTELLIGENCE TO DRIVE RETAIL SUCCESSIntroductionChapter 1  REAP (Retail Ecosystem Analytics Process)Chapter 2  Measuring Marketing at Retail in SupermarketsChapter 3  Measuring Marketing at Retail in Convenience StoresChapter 4  Measuring Marketing at Retail in Drug StoresChapter 5  Establishing In-Store Marketing MeasuresChapter 6  Capturing Shopping Dynamics in StoreChapter 7  Shopper Models Chapter 8  Decision DriversChapter 9  Online RetailingChapter 10  Measuring Return on InvestmentIndex