Management Of Retail Buying

by Cash, R. Patrick; Thomas, Chris; Wingate, John W.; Friedlander, Joseph S.

• ISBN13: 9780471723257
• ISBN10: 0471723258
• Edition: 1st
• Format: Paperback
• Copyright: 2005-07-28
• Publisher: Wiley

Summary

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.

Author Biography

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

Table of Contents

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