The retail value proposition: Crafting unique experiences at compelling prices

Research output: Book/ReportBookResearchpeer-review

Abstract

How do leading retailers create value for their customers? They craft unique experiences at compelling prices. This book introduces a new and effective way to manage those experiences based on three critical factors - environment, selection, and engagement (ESE) - that separate successful retailers from those that fail and are forgotten. The ESE framework is derived from the academic literature on retail management and consumer marketing, and supplemented by hundreds of hours of interviews with executives and marketers from Canada's leading companies, including Loblaw, Indigo Books and Music, and Lululemon. Kyle B. Murray illustrates the components of this framework with examples and case studies that examine how the shopping environment, product selection, and customer engagement each affect consumer decision and create competitive advantage. Whether you are an aspiring merchant or an industry veteran, this book's strategic framework will help you build a solid foundation for your business in today's ever-evolving retail marketplace.

Original languageEnglish
Place of PublicationToronto Canada
PublisherUniversity of Toronto Press
Number of pages225
ISBN (Electronic)9781442696488
ISBN (Print)9781442643635
Publication statusPublished - 1 Jan 2013
Externally publishedYes

Cite this

Murray, Kyle B. / The retail value proposition : Crafting unique experiences at compelling prices. Toronto Canada : University of Toronto Press, 2013. 225 p.
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The retail value proposition : Crafting unique experiences at compelling prices. / Murray, Kyle B.

Toronto Canada : University of Toronto Press, 2013. 225 p.

Research output: Book/ReportBookResearchpeer-review

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Murray KB. The retail value proposition: Crafting unique experiences at compelling prices. Toronto Canada: University of Toronto Press, 2013. 225 p.