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Research papers

Painting simplicity

Almost nobody doubts of the importance of innovation for retail success. it is also evident that the shopping experience plays a key role in stimulating customers not only to purchase once, but also to return. The challenge is to decide which road is...

Catalogue: Retail and Shopper 2009: The Voice Of The Shopper
Authors: Paulina Salazar, Lluis Martinez-Ribes
March 4, 2009

Research papers

Devising the shopping experience, rooted in retail innovation

This paper presents the sequential process followed to give birth to the retail formula, its strategy and its key elements, through the Filocolore case, a recent example of innovation in fashion retailing. The process includes market research and its...

Catalogue: Retail 2007
Author: Lluis Martinez-Ribes
February 19, 2007

Research papers

Retail innovation learnings from a segmented shop formula: Sunka

At the beginning of summer in 2001, Sunka, a new generation supermarket, was launched in Lleida (Catalonia, Spain) and was successful from the start. The supermarket became quite famous in the retail sector. The aim of this presentation is to present...

Catalogue: ESOMAR Conference on Retailing/Category Management 2003
Authors: Xavier Roure, Lluis Martinez-Ribes
October 26, 2003

Research papers


Customers are increasingly demanding, and successful companies need to design and introduce new ways to offer customer value. However, the process is not complete until they design control systems, provide a support decision tool able to identify and...

Catalogue: ESOMAR Congress 2001: Marketing Transformation
Authors: Núria Agell, Lluis Martinez-Ribes, Mònica Casabayó, Juan Carlos Aguado
September 23, 2001

Research papers

A new style of selling in the home appliance business

A vertical marketing system, Milar, shows how a new market positioning plus a new coherent retail marketing strategy has helped the company achieve good performance in sales and costs during a difficult economic period. Self - selection, carefully...

Catalogue: Seminar 1993: Maximising Retail Sales In Recession
Author: Lluis Martinez-Ribes
June 15, 1993

Research papers

Segmentation by lifestyle of the consumers in Barcelona's metropolitan area

In the present paper the main findings from a study done in Barcelona's Metropolitan Area are presented with the purpose of determining the most important existing segments by lifestyles and the implications of these styles in the future of...

Catalogue: Seminar 1989: Adding Value To Retail Offerings
Authors: Guillermo Cisneros, Lluis Martinez-Ribes
June 15, 1989