Pricing in Retailing

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					                        METROPOLITAN COMMUNITY COLLEGE
                             COURSE OUTLINE FORM

COURSE TITLE                                    Retailing

COURSE PREFIX AND NO.              BSAD 1210        LEC       4.5      LAB      0    CREDIT HOURS            4.5


COURSE DESCRIPTION:

This course acquaints the student with the fundamentals of retail store organization and management, including
store location, layout, buying, pricing operation, advertising, display and analysis associated with merchandise
handling. When appropriate, metropolitan area retailers are invited to discuss the actual application of various
retailing activities, e.g. buying, advertising, and inventory control.

COURSE PREREQUISITES:

BSAD 1010 or equivalent

RATIONALE:

Emergence and growth of retailing as a major institution has created demand for the retailer to be trained in retail
merchandising, operations, planning, greater product mix opportunities, global opportunities, and in pricing and
promotion.


REQUIRED TEXTBOOKS and/or MATERIALS:

               Title:         Retailing Management

               Edition:       2004-06

               Author:        Levy & Weitz

               Publisher:     McGraw Hill

               Materials:


Attached course outline written by:      Noel Bennett                               Date:
Reviewed/Revised by:                     Brock Williams                             Date:   10/02
Effective quarter of course outline:      05/FA
Dean                                                                                Date:
                            M. Jane Franklin

Course Objectives, Topical Unit Outlines, and Unit Objectives must be attached to this form.
                COURSE OBJECTIVES/TOPICAL UNIT OUTLINE/UNIT OBJECTIVES

TITLE: Retailing                PREFIX/NO.: BSAD 1210

COURSE OBJECTIVES:

Upon completion of this course, the student will be able to:
1.    Describe and explain the retail merchandising environment.
2.    Explain the conceptual aspects of retail operations.
3.    Describe the methods used in selecting a retail location; the exterior and interior design and layout.
4.    Explain the merchandising mix, types of merchandise and alternative product mix strategies.
5.    Describe the promotional and pricing aspects of retailing.
6.    Identify the retailing opportunities presented in a global marketplace.

TOPICAL UNIT OUTLINE/UNIT OBJECTIVES:

Upon completion of this course, the student will be able to:

UNIT I The World of Retailing
A. Define retailing and explain what retailers do.
B. Explain what types of decisions retail managers make.
C. Identify the types of ownership for retail firms and describe how do retailers differ in terms of their retail
   mixes.
D. Identify the different types of nonstore retailers and describe what types of merchandise are sold through a
   nonstore format.
E. Explain how retailers are responding to demographic trends, and describe how retailers get customers to visit
   their stores.
F. Identify how retailers are responding and meeting the needs of the fastest growing groups in the U.S., the upper
   middle, and lower income groups, and the needs of time-starved consumers.
G. Identify the customer stages of selecting and purchasing from a retailer and describe what customers consider
   when they visit a store, scan a catalog or surf the Internet.
H. Explain how culture, family and opinion leaders affect the customers buying process.

UNIT II Retail Strategy
A. Explain what is a retail strategy and identify what steps retailers go through to develop a strategy.
B. Identify the retailers financial strategy and explain how they utilize the income statements, the balance sheet,
   and the strategic profit made to evaluate their performance.
C. Explain the emphasis retailers place on location and identify the factors retailers should consider when
   selecting a site.
D. Identify the issues that retailers should consider when determining which region or market area to locate a store
   and explain how retailers can forecast sales for new store locations.
E. Explain why management of human resources play a vital role in a retailer’s performance.
F. Describe how retailers coordinate employee activities to motivate them to work and identify the new human
   resources management programs geared for managing diversity, employee empowerment and building
   employee commitment.
G. Explain the impact of a retail management information system on the retailers operation.

UNIT III Merchandise Management
A. Explain the organization of the buying process for the retailer and describe what trade-offs are made to ensure
   the store carry the appropriate type and amounts of merchandise.
B.   Describe how retailers plan their assortments, and identify the components of their buying systems.
C.   Explain the options retailers consider in buying merchandise.
D.   Identify the pricing strategies and practices that retailers use in setting prices.
E.   Describe the promotional mix strategies, promotion programs, and other factors for retailer.

UNIT IV Store Management
A. Identify the responsibilities of the store manager and explain how he or she should manage his or her resources.
B. Explain what legal and ethical issues a store manager must consider when managing the store and its
   employees.
C. Identify the critical issues in designing a store layout and correlate it to the best techniques for merchandise
   presentation.
D. Explain the importance of customer service and what services retailers could offer customers.
E. Describe how retailers can improve their customer service and identify the obstacles which hinder retailers in
   providing good service.
F. Describe retail salespeople’s’ duties and responsibilities, and identify the steps in selling merchandise to a
   customer.
G. Explain what knowledge and skills are required for effective retail selling and describe the importance of
   communication skills (speaking and listening) in selling merchandise to customer.

COURSE REQUIREMENTS/EVALUATION:

Upon completion of this course, the student will display cognitive knowledge and comprehension of the basic
retailing concepts. Through analysis of these concepts, the student can apply retailing methods to the principles of
retail merchandising, operations, product mix, promotional retailing, global retailing, pricing and profitability.
                                         OUTCOME MEASURES
                                         BSAD 1210 - RETAILING

 COURSE OBJECTIVE                                        ASSESSMENT MEASURES
1.   Describe and explain the retail merchandising       TYPE:       Test/assignment
     environment.                                        NATURE: Objective/Subjective
                                                         CONDITIONS: In Class/supervised
                                                         COMMUNICATION MODE:
                                                         Written/Oral
                                                         NATURE of ACTIVITY:
                                                         Individual:
2.   Explain the conceptual aspects of retail            TYPE:       Test/assignment
     operations.                                         NATURE: Objective/Subjective
                                                         CONDITIONS: In Class/Supervised
                                                         COMMUNICATION MODE:
                                                         Written/Oral
                                                         NATURE OF ACTIVITY:
                                                         Individual:
3.   Describe the methods used in selecting a retail     TYPE:       Test/assignment
     location; the exterior and interior design and      NATURE: Objective/Subjective
     layout.                                             CONDITIONS: In Class/Supervised
                                                         COMMUNICATION MODE:
                                                         Written/Oral
                                                         NATURE OF ACTIVITY:
                                                         Individual:
4.   Explain the merchandising mix, types of             TYPE:       Test/assignment
     merchandise and alternative product mix             NATURE: Objective/Subjective
     strategies.                                         CONDITIONS: In Class/Supervised
                                                         COMMUNICATION MODE:
                                                         Written/Oral
                                                         NATURE OF ACTIVITY:
                                                         Individual:
5.   Describe the promotional and pricing aspects        TYPE:       Test/assignment
     of retailing.                                       NATURE: Objective/Subjective
                                                         CONDITIONS: In Class/Supervised
                                                         COMMUNICATION MODE:
                                                         Written/Oral
                                                         NATURE OF ACTIVITY:
                                                         Individual:
6.   Identify the retailing opportunities presented in   TYPE:       Test/assignment
     a global marketplace.                               NATURE: Objective/Subjective
                                                         CONDITIONS: In Class/Supervised
                                                         COMMUNICATION MODE:
                                                         Written/Oral
                                                         NATURE OF ACTIVITY:
                                                         Individual:
Selected References:
Dr. Leornard L. Berry, Director
Center for Retailing Studies
Texas A & M University

The Center for Retailing Studies
Lowry Mays College & Graduate School of Business
Texas A & M University

Arthur Andersen & Co.
Retailing Issues Letter Series (In conjunction with the Center of Retailing, Texas A & M)

Sam Walton "The Boss" Wal-Mart World
October 1987 p. 68

 Stanley Marcus, Excellence in Retailing
 Texas A & M University for Retailing Studies
 1992 Special Topic Symposium October 23, 1992

 Louis Growbowsky, Globalization: Reshaping the Retail Marketplace
 Retailing Issues Letter, November 1989 pp 1-5

 Rosalind Wells, Ten Trends for Retailing in the "1990's" Economic Times 1, June 1990, p. 6

 From Chaos to Consolidation: Retailing in the 1990's Chain Store Age       Executive, August 1991 pp 11A-15A

 Stanley Marcus, Merchandising for the 1990's
 Retailing Issues Letter Vol 2 No. 7 July 1990 pp 1-4

 Ira A. Kalish, Sandra J. Skrovan, Daniel J. Sweeny
 "Retailing 2000" Management Horizons, 1993

 Bernard LaLonde, "The Logistics of Retail Location" Proceedings of the American Marketing Association,
(Chicago American Marketing Association 1961)

 C. Samuel Craig, Auigit Ghosh, and Sara Lafferty,
 "Models of the Retail Location Process", Journal of Retailing (Spring 1984) pp. 5-36

 Gorgoa Segal, "Best Practices in Visual Merchandising" Texas A & M University Center for Retailing Studies
Symposium, "Retailing Best Practices" October 23, 1992

 Jane Wagner, Richard Ettenson, and Jean Parrish,
 "Vendor Selection Among Retail Buyers"
 Journal of Retailing 1989, pp. 58-79

 Albert D. Bates "Pricing for Profit"
 Retailing Issues Letter September 1990

International Retailing
Brenda Sternquist
Additional Reference Sources:

Journal of Retailing

 Retailing Issues Letter

 Advertising Age

 Journal of Marketing

 Future

 Harvard Business Review
                 INTEGRATING MICROCOMPUTER APPLICATIONS INTO CURRICULA


NATURE OF MICROCOMPUTER APPLICATIONS

1. Computerized Simulation On Design And Layout

   A. Simulated program that allows the determination of the location of the retail facility's layout, and customer
      flow patterns to be examined and critiqued by the student.

   B. What Concepts/Skills Are Involved

      Space proximics, design technology, development and maintenance of all interior and exterior physical
      aspects of facilities. Also facilities management, store atmosphere, store design, and image.

   C. What Students Will Be Able To Do

      Analyze, obtain, and interpret the information external and internal environmental structure analysis and
      use in a decision making project.

   2. Use Of Retailing Information Available On Internet www.crst.amu.org

				
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