Course Outline Retail Management Session #

1+2 1 Introduction 2 Self Class Retail Management: A Strategic Approach Berman & Evans 11th Edition Why We Buy: The Science of Shopping Paco Underhill Simon & Schuster Article: The Big Freeze by Marylou Andrew, Aurora July-Aug 2011

Content

Resource Books

Class Norms Learning & Teaching Philosophies Course Handout Books & Materials Groups

Introduction to Retailing Role & Potential of Retailing Importance of Developing & Applying Retail Strategy Define Retailing Introduction to the concept of Strategic Management and its Application in Retailing

ILO:

3+4+5
1 Building & Maintaining Relationships in Retailing 2 CRM SRM Technology & Relationships

Retail Management: A Strategic Approach Berman & Evans 11th Edition Why We Buy: The Science of Shopping Paco Underhill Simon & Schuster

Strategic Planning in Retailing Situation Analysis Consumer Analysis Strategic Planning Template Understand the concept of Value Determine how Consumer and Channel Relationships should be nurtured Understand the Differences in Relationship Management for Goods Retailing and Services Retailing Identify the Steps in Strategic Retail Management

ILO:

Case Study Bata

Session #
6+7

Content
1. Classification of Traditional Retail Institutions Classification by Ownerships Classification by Retail Strategy Mix ILO: Understand with examples the categorization of traditional retail outlets To understand the leverage of channel members To understand the evolution in retail management

Resource Books
Retail Management: A Strategic Approach Berman & Evans 11th Edition Case Study Bata (Contd. From Session 2)

1. Non-Traditional Retailing Direct Marketing Direct Selling Vending Machines Electronic Retailing Multi-channel Retail Strategy 2. Identify & Understand Consumers Consumer demographics & Lifestyles Shopping Attitudes & Behaviour Environmental Factors Affecting Consumers ILO: Understand the differences in singlechannel and multi channel retailing To explore the emergence of electronic retailing through WWW To understand the importance and benefits of consumer profiling Understand the decision making process of consumers

Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 6 & 7) Why We Buy: The Science of Shopping Paco Underhill Simon & Schuster Case Study: Subway in China-Not So Easy

10

1. Information Gathering & Processing in Retailing Information Flows Retail Information System Marketing Research Process 1. Trading Area Analysis Importance of Location Characteristics of Trading Areas ILO: Understand Information Flow Importance of Adequacy of Information Insight into Retail Information Systems To understand the concept of trading area 1st Hourly Exam

Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 8 & 9) Case Study: The Outlook for Soft Goods Specialty Store

Session #
11

Content
1. Site Selection Types of Location Locations & Site Evaluation ILO: Understand the types of locations available to a retailer Understand the decisions that need to be made in choosing a retail location Understand the evaluation criteria for retail location 1. Retail Organization & HRM Setting up Retail Organization Organizational Patterns HRM in Retailing 2. Operations Management- Financial Dimensions Asset Management Budgeting Resource Allocation ILO: Understand the procedures in setting up a retail organization Examine various organizational arrangements utilized in retailing Define Operations Management Understand the financial aspects of retail management

Resource Books
Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 10) Case: Small Chains, Big Store Location Tactics

12 + 13

Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 11 & 12)) Why We Buy: The Science of Shopping Paco Underhill Simon & Schuster Case Study: Dealing with Disengaged Employees

14 + 15

1. Operations Management Operational Dimensions Operating a Retail Business 2. Developing Merchandise- Plans Merchandising Philosophy Buying Organization Formats & Processes Devising Merchandising Plans Category Management ILO: To describe the operational scope of operations management Understand the importance of effective merchandising philosophy To study various buying organizations formats Understand the concept and application of category management

Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 13 & 14))

Session #
16 + 17

Content
1. Implementing Merchandising Plans Logistics Inventory Management ILO: Understand the Steps in Merchandising Planning Understand the role and importance of Logistics management and inventory management in merchandising 1. Pricing in Retailing External Factors affecting Pricing Strategy Developing Retail Pricing Strategy 2. Establishing & Maintaining Retail Image Significance of Retail Image Encouraging customers to spend time in shopping ILO: Understand the role of price Present a framework for developing retail price strategy Understand the importance of effective communication with customers Understand why and how should the customers be encouraged to spend more time in shopping

Resource Books
Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 15 ) Case Study: Pricings Role in Merchandise Management

18 + 19

Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 17 & 18)

20 21 + 22

2nd Hourly Exam 1. Promotional Strategy Elements of Retail Promotional Mix Planning a Retail Promotional Strategy ILO: Explore the scope of retail promotion Understand the applications of elements of retail promotion Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 19)

23 + 24

1. Integrating Retail Strategy Performance Measures Scenario Analysis ILO: Why integration of Retail Strategy is Important Utilization of industry and company data in strategy planning and analysis Understand the value of Retail Audit

Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 20) Case Study: Wal-Mart in Year 2010

Session #
25 + 26

Content
1. Using the Retail Audit ILO: Understand the value and utility of Retail Audit Term Project Presentations Final Exam

Resource Books
Retail Management: A Strategic Approach Berman & Evans 11th Edition (Chapter 20)

27 + 28 29 + 30