Strategic Retail Management

1. Front Matter

   Pages i-xvi

   PDF

2. Functions, Formats and Players in Retailing

   1. Front Matter

      Pages 1-1

      PDF

   2. Retail Functions

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 3-23

   3. Store-based Retailing – Food and Near-food

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 25-46

   4. Store-based Retailing – General Merchandise

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 47-70

   5. Online Retailing

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 71-93

   6. Cross-channel Retailing

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 95-114

   7. Vertical Players – Manufacturers and Verticals

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 115-137

3. Strategic Marketing in Retailing

   1. Front Matter

      Pages 139-139

      PDF

   2. Growth Strategies

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 141-161

   3. The Internationalisation of Retailing

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 163-184

   4. Retail Branding and Positioning

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 185-206

   5. Corporate Social Responsibility

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 207-226

4. Marketing Mix in Retailing

   1. Front Matter

      Pages 227-227

      PDF

   2. Store Location – Trading Area Analysis and Site Selection

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 229-252

   3. Merchandise and Category Management

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 253-277

   4. Pricing

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 279-306

   5. Marketing Communication

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 307-326

   6. In-store Marketing

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 327-350

   7. Customer Relationship Management

      • Joachim Zentes, Dirk Morschett, Hanna Schramm-Klein

      Pages 351-373

This book is devoted to the dynamic development of retailing. The focus is on various strategy concepts adopted by retailing companies and their implementation in practice. This is not a traditional textbook or collection of case studies; it aims to demonstrate the complex and manifold questions of retail management in the form of twenty lessons, where each lesson provides a thematic overview of key issues and illustrates them via a comprehensive case study. The examples are all internationally known retail companies, to facilitate an understanding of what is involved in strategic retail management and illustrate best practices.


In the third edition, all chapters were revised and updated. Two new chapters were added to treat topics like corporate social responsibility as well as marketing communication. All case studies were replaced by new ones to reflect the most recent developments. Well-known retail companies from different countries, like Tesco, Zalando, Hugo Boss, Carrefour, Amazon, Otto Group, are now used to illustrate particular aspects of retail management.

• International case studies
• Multichannel retailing
• Online retailing
• Retail formats
• Retailing
• Retailing Performance measurement
• Retailing logistics

• FB Wirtschaftswissenschaften, Universität des Saarlandes FB Wirtschaftswissenschaften, Saarbrücken, Germany

  Joachim Zentes

• University of Fribourg, Fribourg, Switzerland

  Dirk Morschett

• University of Siegen, Siegen, Germany

  Hanna Schramm-Klein

Joachim Zentes is Professor Emeritus of Management and Marketing at the Saarland University, Saarbrücken, Germany.
Dirk Morschett is Professor of International Management at the University of Fribourg, Switzerland. 
Hanna Schramm-Klein is Professor of Marketing at the University of Siegen, Germany. 

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