Indian Institute of Management Rohtak

Post Graduate Programme in Management

Batch 08 (2018-2020)
Term VI
Retail Management (.75 credit)
Instructor: Dr. Arpita Khare

Objectives: Using case based approach, course will develop an understanding of analytical
approaches, tools, and techniques used by retailers to plan and execute retail strategy. The
aim of this course is to provide a broad overview of retail management theory, principles and
methods, while exploring some key aspects of retailing. Cases will be used to explain
important topical areas of retail formats, multi-channel retailing, location and layout
strategies, visual merchandise management, customer relationship, technology, and retail
supply chain management. Industry illustrations would provide an overview about challenges
faced by different retail formats and accompanying retailing decisions. The course would
help students develop an understanding of retail practices like store layout, channel practices,
and use of technology in providing value to end customer.

Text Book: Retailing Management, Levy and Weitz, (McGraw Hill)

Evaluation:

Cases: 10%; Group Assignment: 20%; Term Project: 10%; End Term Examination:
60%

Session Wise Schedule

Session Cases will be

Topics Readings
No. added later

Introduction to Retailing: retailers’ role in

distribution channel, economic and social
1 Chapter 1
significance of retailing

Types of Retailers: variety and assortment

2 Chapter 2
and types of ownership

Multi-channel retailing: evolution,

capabilities, issues in multi-channel retailing;
3-4 Chapter 3 & 5
Strategic issues of retailing;
internationalization of retailing

5 Consumer Buying Behaviour and Customer Chapter 4 & 11

 relationship management, loyalty
programmes
Retail locations and layout decisions; Retail
location strategy
6 Chapter 7 & 8

7 Information systems in Retailing Chapter 10

Supply chain, warehousing and logistics

8 decisions and technology integration in Chapter 10
retailing

Supplier relationships, Staple and Fashion

merchandise management; Open-to-buy,
Chapter 13
9 merchandise allocation, and merchandise
& 14
management performance

10 Retail Pricing Chapter 15

Managing the store; store layout, design and

11 Chapter 18
visual merchandising

12 Customer service Chapter 19

13-14 Term project presentation