1. Figure 17-3: Factors Affecting Retail Price Strategy
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Chapter 17:
Pricing in Retailing
Figure 17-3: Factors Affecting Retail Price Strategy

2. Market Segments by Price Sensitivity (p. 502)
Economic consumers
Status-oriented consumers
Assortment-oriented consumers
Personalizing consumers
Convenience-oriented consumers
Percentage of Retail
Percentage of Cost
10.0
11.1
20.0
25.0
30.0
42.9
40.0
66.7
50.0
100.0
60.0
150.0
70.0
233.3
80.0
400.0
90.0
900.0
Table 17-4: Markup Equivalents
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3. Figure 17-8: Specific Pricing Decisions
Everyday Low Pricing
Yield Management Pricing
Multiple Unit Pricing pp
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4. Price Adjustments (pp. 521-522)
Adaptive mechanism
Markdown
Additional markup
Employee discount
Timing Markdowns (pp )
Early markdown policy
Late markdown policy
Staggered markdown policy
Automatic markdown plan
Storewide clearance
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5. Terms of Sale: Datings Immediate (COD) Future Ordinary
End-of-Month (EOM)
Receipt-of-Goods (ROG)
Advanced
Chapter 17 Discussion Questions: 10

6. Establishing and Maintaining a Retail Image
Chapter 18
Establishing and Maintaining a Retail Image

7. Figure 18-2: Elements of a Retail Image
In Seconds…
A shopper should be able to determine a store’s
Name
Line of trade
Claim to fame
Price position
Personality
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8. Atmosphere (pp )
The psychological feeling a customer gets when visiting a retailer
Store retailer: atmosphere refers to store’s physical characteristics that project an image and draw customers
Nonstore retailer: atmosphere refers to the physical characteristics of catalogs, vending machines, Web sites, etc.
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9. Point-of-Purchase Displays (pp. 555-557)
Assortment display
Theme-setting display
Ensemble display
Rack display
Case display
Cut case
Dump bin
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10. Figure 18-13: Making the Shopping Experience More Pleasant
Remember Experiential Retailing!
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11. Community-Oriented Actions
Make stores barrier-free for disabled shoppers
Show a concern for the environment by recycling trash and cleaning streets
Support charities
Participate in anti-drug programs
Employ area residents
Run sales for senior citizens and other groups
Sponsor Little League and other youth activities
Cooperate with neighborhood planning groups
Donate money/equipment to schools
Check IDs for purchases with age minimums
Chapter 18 Discussion Questions: 2, 12
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