The Retail Value Proposition

Crafting Unique Experiences at Compelling Prices

Business & Finance, Marketing & Sales, Retailing
Cover of the book The Retail Value Proposition by Kyle Murray, University of Toronto Press, Scholarly Publishing Division
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Author: Kyle Murray ISBN: 9781442696495
Publisher: University of Toronto Press, Scholarly Publishing Division Publication: February 27, 2013
Imprint: Rotman-UTP Publishing Language: English
Author: Kyle Murray
ISBN: 9781442696495
Publisher: University of Toronto Press, Scholarly Publishing Division
Publication: February 27, 2013
Imprint: Rotman-UTP Publishing
Language: English

How 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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

How 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.

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