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Innovation and Best Practice
for Business Success

Established 1967

The Retail Value Chain

The Retail Value Chain

How to Gain Competitive Advantage through Efficient Consumer Response (ECR) Strategies

Sami Finne, Hanna Sivonen


Gain critical insight into why retail operates the way it does and implement efficient consumer response strategies.

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About the book

The Retail Value Chain analyses the changes in the retail industry such as internationalization and consolidation and looks at the strategic options open to companies. It covers retail structures, efficient consumer response, partnerships in retail value chains, demand management, store operations, IT trends, loyalty programmes, shopper information sharing and more.

In addition to providing useful insights into why retail operates the way it does, The Retail Value Chain describes the key concepts of Efficient Consumer Response (ECR) and provides several illustrative cases to demonstrate the results. As such, it is essential reading for both retail practitioners and students of retail and channel marketing.

Table Of Contents

    • Chapter - 00: Introduction;
    • Chapter - 01: Change drivers in the retail value chain;
    • Chapter - 02: Retail formats;
    • Chapter - 03: Collaboration in the retail value chain;
    • Chapter - 04: Demand management;
    • Chapter - 05: Store operations;
    • Chapter - 06: Information technology trends in the retail value chain;
    • Chapter - 07: Loyalty programmes and shopper information sharing;
    • Chapter - 08: The future

Book Details

  • EAN: 9780749454562
  • Edition: 1
  • Published: 3rd December 2008
  • Hardback
  • Dimensions: 240x170
  • 384 pages

About the Author

Sami Finne is a principal consultant and the sector leader for the Retail & Consumer Products sector in Capgemini Consulting Finland. He is also a well-known speaker in top management seminars and conferences, and a visiting lecturer in several academic institutions, including Helsinki School of Economics and Helsinki University.

Hanna Sivonen is Senior Consultant in the Marketing, Sales and Service Transformation team of Capgemini Finland. She has extensive experience in projects for retail and consumer product companies, including category management, shopper analytics, shop-in-shop development, promotion management, marketing effectiveness and customer loyalty. Hanna has also carried out several strategic studies of global retail trends for leading Finnish retailers.

Sami Finne

Hanna Sivonen