The Retail Value Proposition

Crafting Unique Experiences at Compelling Prices

By: Kyle Murray

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Hardcover | 27 February 2013

At a Glance

Hardcover
248 Pages

Dimensions(cm)
23.6 x 16.0 x 2.0

Hardcover

$117.99

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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.

Industry Reviews

The Retail Value Proposition offers a practical, coherent, and very readable treatment of the essentials of contemporary retailing. Weaving together classic wisdom and stories with recent research findings, it provides many exciting insights for improved retail performance. If our retailers would embrace Murray's advice, we'd all be better for it. - Michael R. Pearce, Ivey Eminent Teaching Professor Emeritus, Richard Ivey School of Business Administration
The Retail Value Proposition successfully illustrates the importance of building a retail brand and a retail experience around the customer. In a comprehensible and effective manner, Kyle Murray provides a roadmap to success in today's hyper-competitive retail market and offers great tools to sustain continued growth and customer relevance. A great book! - Diane J. Brisebois, President & Chief Executive Officer, Retail Council of Canada.

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