An Introduction to Retailing
Introduction; Overview; the Framework of Retailing; the Importance of Development and Applying a Retail
Strategy; Theories of Retail Change.
Changing Paradigm of Retail in India
Introduction, Retailing in India: Trends & Opportunities; Traditional Retail Formats; Modern Retail Formats in
India; Geographical Markets; Retailing in Rural India; Vertical Marketing System in Indian Retailing;
Challenges in Retailing Business in India.
Strategic Process Planning in Retailing
Introduction; Situation Analysis; Objectives; Identification of Consumer Characteristics and Needs; Overall
Strategy; Specific Activities; Control; Feedback; a Strategic Planning Template of Retail Management; Case
Building and Sustaining Competitiveness: A Strategic Approach
Introduction; Methods of Developing Sustainable Competitive Advantage; Value and the Value Chain; Retailer
Relationship; Technology and Relationships in Retailing; Ethical Performance and Relationships in Retailing.
Customer Relationship Management
Introduction; Relationship Marketing as New Paradigm; Customer Lifetime Value and Relationship Lifecycle;
Customer Loyalty and Customer Satisfaction; Loyalty Marketing of Retailers; Case Study: Tesco. Ii
Objectives and Goals; Strategic Profit Model; Profit Margin Management Path; Asset Management Path;
Setting and Measuring Performance Objectives; Types of Measures.
Pricing in Retailing
Retail Pricing: Approaches and Strategies; External Factors Affecting a Retail Price Strategy; Developing a
Retail Price Strategy; Implementation of Price Strategy.
Retail Location Strategy
Introduction; the Importance of Location to Retail Companies; Types of Retail Locations; Location Assessment
Techniques; Case Study: ECE Projektmanagement.
Introduction; Growth Options; Outlet Growth: Organic Growth through Outlet Multiplication, Franchising,
Mergers & Acquisitions; Global Growth Opportunities.