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15-1
Chapter 15
Retailing
15-2
McGraw-Hill/Irwin
Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.
Chapter Goals
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Nature of retailing
What retailer is
Types of retailers by ownership
Types of retailers by marketing strategies
Nonstore retailing, including online sales to
consumers
• Trends in retailing
15-3
McGraw-Hill/Irwin
Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.
Retailing and Retailers
RETAILING
All activities related to the sale
of goods and services
to the ultimate consumers
for personal, nonbusiness use
RETAILER
A firm engaged primarily
in retailing
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Retail Trade in the U.S.
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Distribution of Retail Stores and
Sales by Number of Employees
Distribution of Retail:
Stores and Sales by
Number of Employees.
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Total Sales of 10 Largest Retailers
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Competitive Positions of Large
and Small Retailers
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Retailing
Operating
Expenses
and
Profits
Physical
Facilities
Classification
of
Retailers
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Retailers Classified by Ownership
Corporate Chains
Independent Stores
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Contractual Vertical Marketing
Systems
Retailer
Cooperatives
Voluntary
Chains
Franchise
Systems
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Retailers Classified by Marketing
Strategies
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Nonstore Retailing
Direct
Selling
Automatic
Vending
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Telemarketing
Online
Retailing
Direct Marketing
Direct Mail
Catalogue
Televised
Shopping
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Institutional Change in Retailing
Adapt to
consumer
trends
Shakeout
from
overbuilding
Bricks
and
clicks
Websites
15-15
Kiosks
Key Terms and Concepts
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Retailing
Retail trade
Physical facilities
Shopping center
Corporate chain
Independent retailer
Contractual vertical
marketing system
• Retailer cooperative
• Voluntary chain
15-16
McGraw-Hill/Irwin
• Franchising
• Product and trade name
franchising
• Business format
franchising
• Department store
• Discount retailing
• Discount store
• Supercenter
• Limited-line store
Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.
Key Terms and Concepts
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Specialty store
Off-price retailer
Category-killer store
Supermarket retailing
Supermarket
Convenience store
Warehouse club
Nonstore retailing Direct
selling
• Telemarketing
15-17
McGraw-Hill/Irwin
• Automatic vending
• Online retailing
• Direct marketing
Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.