Unit I : Introduction:

  • Meaning & Definition on retailing, Retailer’s role in a distributional channel-Functions performed by retailers-prospects of retailing in India-
  • Retailers Characteristics : Price-cost trade off, Types of merchandise, variety & assortment, customer services, Cost of offering breadth & depth of merchandise and services
  • Types of retailers
  • Food retailers, general merchandise retailers, Non store retail formats, services retailing, Types of ownership
  • Multi Channel Retailing : Meaning, the evolution toward multi channel retailing-Franchising : Types, advantages, challenges, franchising in India.


Unit II : Retailing strategy

  • Meaning
  • Retail Market Strategy Target market & retail format
  • Building a sustainable competitive advantage, customer loyalty, location, human resource management, distribution and information systems, unique merchandise, vendor relations Multiple sources of advantages : Strategic retail planning process
  • Role of Information Technology in Retailing


Unit III : Merchandise Management

  • Meaning, organizing the buying process by categories
  • Setting objectives for the merchandise plan
  • Sales forecasting, the assortment planning process
  • Buying merchandise
  • Branding options available to retailers
  • Private labeling, international sourcing decisions
  • Pricing strategy
  • Price Adjustments
  • Meaning of terms like markdowns, coupons, rebates, price bundling
  • Multiple unit pricing, variable pricing


Unit IV : Store Management


  • Responsibilities of store managers Store planning, location planning
  • Store design & the retail image mix, the space mix
  • Effective retail space management, store layout, floor space management and visual merchandising and displays


Recommended  books :


  1. Retail Management, Michael Levy & Barton A Weitz, Tata McGraw Hill
  2. Retailing Management, Gibson C Vedamani , Jaico Publishing House, Mumbai
  3. Retail Strategies- understanding why we shop, Jim, Jaico Publishing House, Mumbai
  4. Retail Management, Dunne Lusch, South Western Cengage Learning
  5. Store Management, K.S. Menon, Macmillan India Ltd.,
  6. How to succeed at Retail, Keith Lincoln & Lars Thomassen, –
  7. Retailization – Brand survival in the age of retailer Power , Keith Lincoln & Lars Thomassen & Anthony Aconis, Kogan Page Ltd.,
  8. Retailing Management – Text and Cases, Swapna Pradhan, 3rd Edn., Tata Mc Graw Hill.
  9. Retail Management, Bajaj, Tulli & Shrivastava, Oxford University Press
  10. It happens in India & The Wall Mart Story, Kishore Biyani, –
  11. Store Manager, Organiser / Planner – DMS retail, -, –
  12. International Retail Marketing Strategies, Dr. Ramkishen Y., Jaico Publishing House, Mumbai.
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