Resources Library by ANA

Gaining competitive advantage trough distribution

This paper proposes a new approach for manufacturers to deal more effectively with retailers and in the process gain competitive advantage in distribution. This paper will highlight the main factors contributing to the change in the balance between...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Author: Christian R. Viros

June 4, 1986

Applying strategic research to the retail area

This paper seeks to examine several of the key issues which face retailers now, and which will become increasingly important over the next decade and beyond, and to look at the implications for research, and the way that researchers are reacting to...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Authors: Chris Blamires, Tony Lunn, David Seaman

June 4, 1986

Brands and own brands in Europe

More purchasing power, the need for a guaranteed profit margin, tougher retail competition, the recession and the need to have own (ISP's directed the European food retailers to a policy in which own brands became more important than in former times....

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Author: René W.J. Salimans

Company: Nielsen

June 4, 1986

Improving the standing of manufacturers among their key retail accounts

This paper describes how the growing concentration of retail power has made it increasingly important for manufacturers to optimise their relations with their key customers in order to secure a more favourable position there. This need has stimulated...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Authors: Martin Simmons, Michael Hague-Moss

June 4, 1986

Will the clients of different supermarkets of the retail chains be spilt into segments?

The retail trade in Finland is very much centralized; the four major chains dominate the market. Mass marketing by making use of mass media and mass bargains has been very powerful in the past few years. Segmentation of the consumers by shop chains...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Author: Leila Lotti

June 4, 1986

Beyond positioning

Advertisers working with retailers often find it difficult to differentiate them from competitors. The retailing mixes close that the bases of differences shrink. Advertising and communication now receives the task of creating this difference, a...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Author: Jean-Nöel Kapferer

June 4, 1986

Resource-otp

In this paper we describe a rather unusual decision support system which has been developed to help managers to take various kinds of resource allocation decisions, has a knowledge base which comprises causal models and it has an optimisation based...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Authors: Madan G. Singh, R. Cook, Marcel Corstjens

June 4, 1986

Changing stores to suit the changing customer

This paper examines the changes that have occurred in retailing formats and shopping environments in the last 100 years and highlights the increasing acceleration of that change. It considers the demographic factors in the UK which have impacted...

Catalogue: Seminar 1986: Retail Strategies For Profit And Growth

Author: Monica D. Lucas

June 4, 1986

The impact of changes in retailing on promotions research

No one would dispute that over the last two decades there has been a dramatic shift in the balance of power between manufacturer and retailer. Whilst perhaps most evident is the grocery sector this has extended to roost other areas of retailing. This...

Catalogue: Seminar 1985: Below-The-Line And Sponsoring

Author: Maureen Johnson

November 6, 1985