"The American economy is profoundly dependent on the success of its retailers and the strength of its consumer spending. Yet, how do leading retailers create value for their customers? To a large extent this has been accomplished by streamlining operations and a decades-long focus on cost...

Cover -- Copyright -- Dedication -- Brief Table of Contents -- Detailed Table of Contents -- Foreword by Bryan Pearson -- Part 1: An Introduction to the Retail Value Proposition -- 1 Crafting Value -- 2 Segmentation and Differentiation -- Part 2: The Shopping Environment -- 3 Locations and...

There has been a great deal of anecdotal evidence to suggest that weather affects consumer decision making. In this paper, we provide empirical evidence to explain how the weather affects consumer spending and we detail the psychological mechanism that underlies this phenomenon. Specifically, we...

Reverse pricing is a market mechanism under which a consumer's bid for a product leads to a sale if the bid exceeds a hidden acceptance threshold the seller has set in advance. The seller faces two key decisions in designing such a mechanism: First, he must decide where in the process to collect...