Management Of Retail Buying

Retail buying covers broad areas such as organization of retail establishments, distribution, roles of buying groups, planning and control, choosing vendors, negotiation, pricing, and selling of goods and services to the consumer. This text offers detailed and up-to-date coverage of retail buying, promoting smart decision making in today's complex global marketplace.

R. Patrick Cash and Chris Thomas are the authors of Management of Retail Buying, published by Wiley.

Preface

xi

An Overview of Retail Buying

1

(32)

Estimating Consumer Needs

2

(7)

The Support Staff

9

(1)

Organizing the Buying Process

10

(3)

Evaluating and Motivating the Buyer

13

(1)

Organizational Models of Stores

14

(6)

Centralized Buying and Merchandising

20

(7)

The Distribution Point

27

(1)

Education and Training

27

(3)

Chapter Summary

30

(1)

Discussion Questions

31

(1)

Endnotes

32

(1)

The Roles of Buying Groups

33

(15)

Special Services of Buying Offices

35

(1)

The Independent Buying Office

36

(1)

Corporate Buying Offices

37

(1)

Associated Buying Offices

38

(2)

A Final Word About Buying Groups

40

(1)

A Closer Look at the Buying-Selling Cycle

41

(5)

Chapter Summary

46

(1)

Discussion Questions

46

(2)

Understanding the Consumer

48

(19)

Anticipating Demand

49

(2)

Consumer Motivation

51

(3)

Trend Extension

54

(1)

Doing Consumer Research

55

(2)

Types and Sources of Information

57

(7)

Chapter Summary

64

(1)

Discussion Questions

65

(1)

Endnotes

65

(2)

Merchandise Assortments

67

(27)

Differentiation Through Branding

68

(3)

Assortment Planning

71

(3)

Breadth and Depth of Assortments

74

(10)

Planning Sales by Selection Factors

84

(4)

Other Concepts of Assortment

88

(2)

Setting Assortment Policy

90

(1)

Chapter Summary

91

(1)

Discussion Questions

92

(1)

Endnotes

93

(1)

Planning and Control

94

(22)

Top-Down Versus Bottom-Up

95

(2)

The General Merchandise Plan

97

(5)

Making the Merchandise Productive

102

(2)

Staple Stock Control

104

(3)

Model Stock and Buying Plans

107

(3)

Planning Data for Model Stock and Buying Plans

110

(2)

Chapter Summary

112

(2)

Discussion Questions

114

(1)

Endnotes

115

(1)

Technology and Internet Commerce in Retailing

116

(16)

How Technologically Advanced Are We?

117

(2)

Labeling the Products

119

(4)

Ringing Up the Sales

123

(1)

Inventory and Ordering

124

(2)

Doing Business Online

126

(3)

Chapter Summary

129

(1)

Discussion Questions

130

(1)

Endnotes

131

(1)

Choosing Vendors

132

(17)

Choosing a Resource

134

(9)

Types of Vendors

143

(4)

Chapter Summary

147

(1)

Discussion Questions

147

(1)

Endnotes

148

(1)

International Vendors

149

(16)

How ``Free'' Is ``Free Trade''?

150

(3)

Consumer Attitudes and Buyers' Responses

153

(1)

Buying Foreign Goods From Domestic Sources

154

(2)

Buying Foreign Goods From Foreign Sources

156

(2)

Getting Goods Through Customs

158

(4)

Chapter Summary

162

(1)

Discussion Questions

163

(1)

Endnotes

164

(1)

Translating Plans into Purchases

165

(19)

The Buying Trip

166

(2)

Selecting New Items

168

(5)

Stock Relationships

173

(2)

Decisions by Committee

175

(1)

Buying Job Lots and Irregulars

175

(4)

Specifications, Standards, and Product Testing

179

(1)

Environmental Awareness

180

(1)

Chapter Summary

181

(1)

Discussion Questions

182

(1)

Endnotes

183

(1)

Negotiating the Buy

184

(21)

The Spirit of the Negotiation

185

(2)

Price Negotiations

187

(3)

Types of Discounts

190

(5)

Shipping and Insurance Charges

195

(3)

Allowances

198

(5)

Chapter Summary

203

(1)

Discussion Questions

203

(1)

Endnotes

204

(1)

The Buyer's Order and Vendor Relations

205

(25)

The Order Form

206

(3)

Order Follow-Up

209

(4)

Working With Vendors

213

(2)

Vendor Services

215

(4)

Packaging and Labeling

219

(2)

Sales Assistance

221

(2)

Protecting Yourself and Your Store

223

(4)

Chapter Summary

227

(1)

Discussion Questions

228

(1)

Endnotes

229

(1)

Pricing and Selling

230

(27)

Profit Margin Controls

232

(4)

Pricing Individual Items

236

(10)

Maximizing Sales and Profit

246

(4)

The Buyer's Responsibility for Selling

250

(4)

Chapter Summary

254

(1)

Discussion Questions

255

(2)

Glossary

257

(14)

Index

271

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Management Of Retail Buying

Summary

Author Biography

Table of Contents

Supplemental Materials