Marketing_Management_14th_Edition-min

19. Ann Zimmerman and Kris Hudson, “Chasing Upscale
Customers Tarnishes Mass-Market Jeweler,” Wall
Street Journal, June 26, 2006; Kris Hudson, “Signet
Sparkles with Jewelry Strategy,” Wall Street Journal,
June 26, 2006.
20. “JCPenney Transforms Catalog Strategy to Better
Serve Customer Preferences,” BusinessWire,
November 18, 2009; Robert Berner, “JCPenney Gets
the Net,” BusinessWeek, May 7, 2007, p. 70; Robert
Berner, “Penney: Back in Fashion,” BusinessWeek,
January 9, 2006, pp. 82–84.
21. Louise Lee, “Catalogs, Catalogs, Everywhere,”
BusinessWeek, December 4, 2006, pp. 32–34; Michael
J. Silverstein and Neil Fiske, Trading Up: The New
American Luxury (New York: Portfolio, 2003); “Victoria’s
Secret,” Case #6-0014, Center for Digital Strategies,
Tuck School of Business, Dartmouth College, 2002;
www.biz.yahoo.com, December 09, 2010.
22. Jessi Hempel, “Urban Outfitters, Fashion Victim,”
BusinessWeek, July 17, 2006, p. 60.
23. Robert Berner, “To Lure Teenager Mall Rats, You Need
the Right Cheese,” BusinessWeek, June 7, 2004, pp.
96–101; Aeropostale, www.aeropostale.com, December
09, 2010; Jeanine Poggi, “Best in Class: Price Is Right at
Aeropostale,” TheStreet, www.thestreet.com/story/
10514026/best-in-class-price-is-right-at-aeropostale.html,
June 16, 2009; “Aeropostale, Inc. Seeks New Faces for
Fall Ad Campaign with ‘Real Teens 2010’ Contest,” PR
Newswire, March 15, 2010.
24. Robert Berner, “Chanel’s American in Paris,”
BusinessWeek, January 29, 2007, pp. 70–71.
25. Mark Tatge, “Fun & Games,” Forbes, January 12, 2004,
pp. 138–44.
26. Vanessa O’Connell, “Reversing Field, Macy’s Goes
Local,” Wall Street Journal, April 21, 2008.
27. Diane Anderson, “RFID Technology Getting Static in
New Hampshire,” Brandweek, January 23, 2006,
p. 13; Mary Catherine O’Conner, “Gillette Fuses RFID
with Product Launch,” RFID Journal, March 27, 2006;
“The End of Privacy?” Consumer Reports, June 2006,
pp. 33–40; Erick Schonfeld, “Tagged for Growth,”
Business 2.0, December 2006, pp. 58–61; “Radio
Silence,” Economist, June 9, 2007, pp. 20–21; Todd
Lewan, “The Chipping of America,” Associated Press,
July 29, 2007.
28. Uta Werner, John McDermott, and Greg Rotz,
“Retailers at the Crossroads: How to Develop
Profitable New Growth Strategies,” Journal of Business
Strategy 25 (2004), pp. 10–17.
29. “Trader Joe’s Named a Breakaway Brand for 2009,”
Supermarket Industry News, August 17, 2009;
Christopher Palmeri. “Trader Joe’s Recipe for Success,”
BusinessWeek, February 21, 2008; Deborah Orr, “The
Cheap Gourmet,” Forbes, April 10, 2006, pp. 76–77;
Amy Wu, “A Specialty Food Store with a Discount
Attitude,” New York Times, July 27, 2003.
30. Venkatesh Shankar and Ruth N. Bolton, “An Empirical
Analysis of Determinants of Retailer Pricing Strategy,”
Marketing Science 23 (Winter 2004), pp. 28–49.
31. www.target.com, December 09, 2010; Ann
Zimmerman, “Staying on Target,” Wall Street Journal,
May 7, 2007; Mya Frazier, “The Latest European
Import: Fast Fashion,” Advertising Age, January 9,
2006, p. 6; Julie Schlosser, “How Target Does It,”
Fortune, October 18, 2004, p. 100; Michelle Conlin,
“Look Who’s Stalking Walmart,” BusinessWeek,
December 7, 2009, pp. 30–36.
32. Duncan Simester, “Signaling Price Image Using
Advertised Prices,” Marketing Science 14 (Summer
1995), pp. 166–88; see also, Jiwoong Shin, “The
Role of Selling Costs in Signaling Price Image,”
Journal of Marketing Research 42 (August 2005),
pp. 305–12.
33. Frank Feather, The Future Consumer (Toronto: Warwick
Publishing, 1994), p. 171. Also see David R. Bell and
James M. Lattin, “Shopping Behavior and Consumer
Preference for Retail Price Format: Why ‘Large Basket’
Shoppers Prefer EDLP,” Marketing Science 17 (Spring
1998), pp. 66–68; Stephen J. Hoch, Xavier Dreeze, and
Mary E. Purk, “EDLP, Hi-Lo, and Margin Arithmetic,”
Journal of Marketing 58 (October 1994), pp. 1–15.
34. Sarah Fister Gale, “The Bookstore Battle,” Workforce
Management (January 2004), pp. 51–53.
35. Constance L. Hays, “Retailers Seeking to Lure
Customers with Service,” New York Times, December
1, 2003.
36. Amy Gillentine, “Marketing Groups Ignore Women at
Their Own Peril,” Colorado Springs Business Journal,
January 20, 2006; Mary Lou Quinlan, “Women Aren’t
Buying It,” Brandweek, June 2, 2003, pp. 20–22.
37. Cecile B. Corral, “Profits Pinched, Kohl’s Eyes
Market Share,” Home Textiles Today, February 27,
2009; Ilaina Jones, “Kohl’s Looking at Spots in
Manhattan,” Reuters, August 19, 2009; Cametta
Coleman, “Kohl’s Retail Racetrack,” Wall Street
Journal, March 1, 2000.
38. Mindy Fetterman and Jayne O’Donnell, “Just Browsing
at the Mall? That’s What You Think,” USA Today,
September 1, 2006.
39. “Reinventing the Store,” Economist, November 22,
2003, pp. 65–68; Moira Cotlier, “Census Releases
First E-Commerce Report,” Catalog Age, May 1,
2001; Associated Press, “Online Sales Boomed at
End of 2000,” Star-Tribune of Twin Cities, February
17, 2001; Kenneth T. Rosen and Amanda L. Howard,
“E-Tail: Gold Rush or Fool’s Gold?” California
Management Review, April 1, 2000, pp. 72–100.
40. Velitchka D. Kaltcheva and Barton Weitz, “When
Should a Retailer Create an Exciting Store
Environment?” Journal of Marketing 70 (January 2006),
pp. 107–18.
41. For more discussion, see Philip Kotler, “Atmospherics
as a Marketing Tool,” Journal of Retailing (Winter
1973–1974), pp. 48–64. Also see B. Joseph Pine II and
James H. Gilmore, The Experience Economy (Boston:
Harvard Business School Press, 1999).
42. Jeff Cioletti, “Super Marketing,” Beverage World
(November 2006), pp. 60–61.
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Endnotes