Retail

Management
TYPES/FORMATS OF RETAILING

 Classification on the basis of Ownership

 Unaffiliatedindependent
 Corporate retail chains
 Voluntary chains
 Franchise systems
 Consumer cooperatives
 Leased deptt.
 General line retailing
 Department store
 Discount stores
 Variety stores
 Membership warehouse stores / wholesale clubs
 Limited line retailing
 Specialty stores
 Boutiques
 Food retails
 Supermarkets
 Convenience stores
 Non store based
 Directselling
 Mail order
 Telemarketing
 Automated vending
 Service retailing
 Banks, car rentals, service etc.
CONSUMER BUYING BEHAVIOUR

Marketer's success in influencing purchase

behavior depends in large part on how well they
understand consumer behavior.

“Business exist to satisfy consumer. The existence of

consumer is integral to the existence of retailer.”
-Peter Drucker
BUYING PROCESS
Need/Problem recognition - Motivation

Information search - Preception

Evaluation - Attitude
formation

Choice

- Integration
Visit

Loyalty - Learning
FACTOR INFLUENCING BUYING
DECISIONS
SOCIAL FACTORS
Belief
Values
Attitude
Family
The initiator
The information provider
The influencer
The decision maker
The purchasing agent
The consumer
Reference group
CULTURAL
Culture
Subculture
Social Class (SEC)

Elite /Rich
Upper Class
Upper Middle
Middle Class
Lower Middle
Lower Class
SOME IDENTIFIED CORE VALUES ARE:
oA sense of belonging
oExcitement

oFun and enjoyment

oWarm relationships
oSelf-fulfillment

oRespect from others

oA sense of accomplishment
oSecurity

oSelf respect