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Research papers

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

Research papers

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

Research papers

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

Research papers

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

Research papers

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

Research papers

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

Research papers

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

Research papers

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

Research papers

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