Resources Library by ANA

Segmenting consumers for evolving a retailing strategy

The focus of this paper is on leveraging on distribution to gain completive advantage especially in a highly competitive scenario. The paper demonstrates through an Indian case study pertaining to watch purchase that a. Consumers seek a distinct bag...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Author: Muthukumaran Swaminathan

June 15, 1995

The importance of database marketing to develop a customer strategy through loyalty card for retail companies

This paper will consider the following two issues: in the first part, the state of the art of private label loyalty card in the Italian retail market will be presented and discussed, in the second one the opportunity of exploiting the loyalty card...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Author: Francesco Gallucci

June 15, 1995

Effects of changing consumer lifestyles in the retail market

In this paper three topical ways of segmenting retail markets are discussed illustrating the principal advantages and unique insights afforded by each of them individually. By use of a matrix approach it will then be shown how they can be combined...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Author: Douglas Parker

Company: Douglas Parker Associates (Pty) Ltd.

June 15, 1995

Striving to be the best

This paper outlines the current redevelopment programme taking place at Selfridges, a leading destination department store in London, and explains the three-stage approach they have adopted to review existing customer service initiatives: who are the...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Authors: Amanda Metcalfe, Helen West

June 15, 1995

The role of store design in the development of an established retail brand

MFI, the UK’s leading furniture retailer, recognised the need to develop its trading format as a response to customer feedback and also as a response to pressure on its share of the kitchen furniture market, one of MFCs core product areas. As a...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Authors: Andy Turton, Debbie Boshell

June 15, 1995

Virtual buying

The great development of the multimedia technologies in this decade scams to impose a real revolution on our environment and on the relationships among manufacturers, retailers, and consumers. New frontiers arc opening in front of us due to the tied...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Author: Gaetano Giannetto

Company: Nielsen

June 15, 1995

1990-1995 status and perspectives for hard-discount in France

In this paper we shall analyse and put in perspective the most significant development in French retail distribution since the appearance of hypermarkets - the emergence of a new type of store, the Hard-Discount store. In the first section we shall...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Authors: Denis Delmas, Laurent Zeller

June 15, 1995

Taking a break from virtual reality

The focus of this paper will be on retail brands of the first type - the kinds of retailers who may be termed FMCG retailers (supermarkets, fast food outlets, fashion chains, petrol stations, toiletries/drugs, off-licences etc) where customers have...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Author: Wendy Gordon

June 15, 1995

Retailer response to environmental and competitive changes in the United States

The continued growth of the superstore and super chains has created chaos in the U.S. retailing markets. It has particularly taken its toll on the more traditional retail chains and at the same time created severe problems for manufacturers...

Catalogue: Seminar 1995: Facing Up To The Challenges In Retailing

Authors: David J. Rachman, Cesar M. Malolcs

June 15, 1995