The American Retail Value Proposition: Crafting Unique Experiences at Compelling Prices

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Kyle Murray

The American Retail Value Proposition

Crafting Unique Experiences at Compelling Prices

Kyle Murray

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Hardback

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English

University of Toronto Press
17 August 2016

Economic theory & philosophy; Business strategy; Management: leadership & motivation; Sales & marketing

The American economy is profoundly dependent on the success of its retailers and the strength of its consumer spending. Yet, how do leading retailers create value for their customers?

To a large extent this has been accomplished by streamlining operations and a decades-long focus on cost cutting and price competitiveness. Today, retailers realize that they need to discover new ways to differentiate themselves and attract consumer spending. The American Retail Value Proposition provides the framework for building that differentiation and establishing a competitive advantage that goes beyond price discounting. This framework is based on more than a decade of research, including hundreds of hours of interviews with executives from the world's leading retailers, including Starbucks, Walmart, Apple, Amazon, and Lowe's. 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.

By: Kyle Murray
Imprint: University of Toronto Press
Country of Publication: Canada
Dimensions: Height: 235mm, Width: 160mm, Spine: 19mm
Weight: 490g
ISBN: 9781442637177
ISBN 10: 144263717X
Pages: 256
Publication Date: 17 August 2016
Audience: College/higher education , Professional and scholarly , Primary , Undergraduate
Format: Hardback
Publisher's Status: Active

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 Omnichannel 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

Kyle B. Murray is a Professor of Marketing and the Director of the School of Retailing at the Alberta School of Business

Reviews for The American Retail Value Proposition: Crafting Unique Experiences at Compelling Prices

"""Kyle B. Murray's latest work is fabulous and beautifully written. This is an excellent book for students and professionals alike."" --Marianne Bickle, Department of Retailing, University of South Carolina "" The American Retail Value Proposition is filled with practical applications of a theoretical framework that appear well-based in consumer, marketing, and retail research."" --Linda M. Cushman, Whitman School of Management, Syracuse University "" The American Retail Value Proposition offers a dependable roadmap across an ever-shifting landscape-a must-read for thoughtful retail executives."" --J. Jeffrey Inman, Joseph M. Katz Graduate School of Business, University of Pittsburgh ""Scientific yet practical, descriptive yet prescriptive - Murray's treatise on retailing presents a comprehensive analysis of one of the most dynamic and high-pressure industries. Written to appeal to managers and students alike, this volume is a must-have for anyone whose work and passion touches the world of retailing."" --Dilip Soman, Corus Chair in Communications Strategy and Professor, Rotman School of Management, University of Toronto ""A thoughtful and complete look at retail management, this book provides an accessible set of guidelines and principles that retailers need to be successful."" --Remi Trudel, Questrom School of Business, Boston University"