Assortment Planning | Pricing | Product Promotion | Sourcing

In A Lengthy Problem (Winter Coats), affordable price and high quality are not enough to create high sales due to a single glitch. The video covers a negative critical incident using the Disconfirmation Paradigm. (Keywords: quality, price, value.)

In Appearance is Everything, a lack of visual merchandising is a deal breaker for customers. The video covers a negative critical incident using the Mehrabian-Russell/M-R Environmental Psychology Model. (Keywords: visual merchandising, store display, M-R model.)

In Credibility in Crisis, the retailer emerges out of a crisis by rebuilding trade equity. The video covers a positive critical incident using the trade equity theory. (Keywords: crisis, reputation, trade equity.)

In The Cookie Crumbles, the retail buyer learns the importance of a quality inspection. The video covers a negative critical incident using Transaction Cost Analysis. (Keywords: quality control, transaction cost, opportunism.)

In The Flavored Milk Story, a creative pricing strategy that appeals to all kinds of customers. The video covers a positive critical incident using the Price Discrimination Theory. (Keywords: pricing, product promotion, price discrimination, discounts.)

In The Price Matching Story, the retail company's price match guarantee extracts a price from employees. The video covers a negative critical incident using Retail Pricing Strategies, including Loss Leader Pricing, and the Power Dependence Theory. (Keywords: price matching, ethics, human resources.)

In The Stolen Rice Story, a retailer buyer embarks on a long and difficult journey to procure rice. The video covers a negative critical incident using Transaction Cost Analysis and Trust Literature. (Keywords: Trust, Transaction Cost, Direct Sourcing.)

In The Television Story, a contract clause saves the retailer from a costly mistake. The video covers a positive critical incident using Transaction Cost Analysis. (Keywords: contracts, safeguards, transaction cost.)

In The Water Filter Story, the retailer discusses the success behind launching an innovative product in an emerging market. The video covers a positive critical incident using the Diffusion of Innovation Model. (Keywords: new product development, consumer behavior, innovation.)

In A Missed Opportunity, overlooking key market segments during assortment planning proves costly. This video covers a negative critical incident using Assortment Perception Cues. (Keywords: market segments, assortment planning.)

In First in First Out Story/FIFO, a retail buyer explains the replenishment strategy of perishables. This video follows a positive critical incident using the Perishable Inventory Theory. (Keywords: inventory management, perishables, LIFO-FIFO.)

In Furniture Story, inexperience with global outsourcing creates a learning moment for the buyer. This video covers a negative critical incident using Transaction Cost Analysis with Export Intermediaries. (Keywords: outsourcing, export intermediaries.)

In Jeans Story, the retailer's exclusive dealership arrangement with a leading brand manufacturer becomes a huge success. This video covers a positive critical incident using Exclusive Dealing in Channel Relationships. (Keywords: exclusive dealership, brands, private label.)

In Material Kids, a retail buyer learns that her young customers are more informed about clothing choices than she thinks. This video covers a positive critical incident using Materialism and Self-Esteem. (Keywords: consumer behavior, children, materialism.)

In The Brand Extension Success Story, the retail buyer extends the success of an established private brand to serve a new market segment. This video covers a positive critical incident using the Brand Extension Theory. (Keywords: private label, market segment, brand extension.)

In The Cross Merchandising Story, product bundling leads to sky rocketing sales. This video covers a positive critical incident using Multiple-Category Decision Making. (Keywords: cross merchandising, multiple category, consumer behavior.)

In The Giant Terror, a powerful retailer takes no excuses from a supplier late on shipments. This video covers a negative critical incident using the Power-Dependence Theory. (Keywords: power, dependence, delivery.)

In The Uniform Story, the retail buyer learns about the problems of diverging from established routines and standards. This video covers a negative critical incident using the Organizational Learning Theory (Competency Traps). (Keywords: organizational routines, organizational learning, competency traps.)

In Worker Motivation, the retail buyer develops a solution for raising worker morale. This video covers a positive critical incident using the Expectation Theory. (Keywords: worker morale, Vroom's expectation theory.)

In The Binder Story, a retailer decides that it is better to absorb costs than to pass them down to customers. This video covers a negative critical incident using the Institutional Theory and Cognitive Legitimacy. (Keywords: pricing, reputation, value.)

In The Earthquake Story, an act of God does not deter the retailer from offering the same value proposition to his customers. This video covers a positive critical incident using Price-Psychology Literature--Prospect Theory and Reference Price. (Keywords: value, natural disasters, pricing.)

In The Inwha Story, a retail buyer is culturally obligated to make poor decisions for the firm. This video covers a negative critical incident using the cognitive framework of the Institutional Theory. (Keywords: culture, assortment planning, filial piety.)

In The Oyster Story, product recalls make a retailer reevaluate existing processes for product reliability. This video covers a negative critical incident using the Behavioral Theory of the Firm. (Keywords: food recall, reliability, organizational behavior)

In The Psychological Contract/Well Being Brands, consumers' expectations of product quality are wrapped in a mental contract. This video covers a positive critical incident using Perishability of Goods Literature. (Keywords: quality, consumer psychology, legitimacy.)

In The Tainted Milk Story, a retailer goes into damage control mode after a food contamination scandal. This video covers a negative critical incident using the Institutional Theory--Legitimacy. (Keywords: food recalls, reputation, crisis.)

In Bread Story/Never Make the First Move, a retail buyer is interested in a supplier but hesitates in approaching him for business. This video covers a positive critical incident using Courtship and the Face Negotiation Theory. (Keywords: supplier, negotiation, signals.)

In Olive Story, the supplier strengthens their relationship with a retailer by addressing customer complaints. This video covers a positive critical incident using the Attributions in Marriage Theory. (Keywords: customer complaints, supplier, attributions in marriage.)

In The Cigarette Story, a retail buyer finds a creative solution to restrictive regulations. This video covers a positive critical incident using the Regulatory Pillar of the Institutional Theory. (Keywords: government, regulations, institutional theory.)

In The Honey Story, cultural norms override efficient category management. This video covers a negative critical incident using the cognitive-cultural pillar of the Institutional Theory. (Keywords: culture, category management, institutional theory.)

In The Supplier's Benevolence, a supplier goes out of his way to avoid an out-of-stock situation. This video covers a positive critical incident using Long-Term Orientation. (Keywords: long-term orientation, inventory, replenishment.)

In A Cure for Partnership Jitters, making a good first impression on a supplier is critical to a long lasting relationship. This video covers a positive critical incident using the Relational View Theory. (Keywords: Meijer, relational view, category, supplier.)

In A Supersized Deal - Paper Towel, consumers do not see the big savings in small packages. This video covers a negative critical incident using the Mental Accounting Theory. (Keywords: Meijer, recession, packaging, mental accounting theory.)

In Citronella Story, Citronella party candles fail to create the right buzz with consumers. This video covers a negative critical incident using the Choice Overload Hypothesis. (Keywords: True Value, consumer behavior, choice overload, novelty.)

In For My Reference, a retail buyer shares her insight into cost negotiations. This video covers a positive critical incident using Prospect Theory. (Keywords: Meijer, cost, negotiation, prospect theory.)

In Garden Tools Story, creating a successful private label involves finding the right supplier. This video covers a positive critical incident using the Commitment-Trust Theory of Relationship Marketing. (Keywords: True Value, private label, commitment, relationship marketing.)

In Taking on a Giant, the arrival of a major competitor next door fails to knock down retailer's sales. This video covers a positive critical incident using The Defender Model. (Keywords: defender model, market segmentation, competition, Cost U Less.)

In The Balancing Act, a retailer arrives at the most optimal number of suppliers. This video covers a positive critical incident using the Balanced Sourcing Strategy. (Keywords: Meijer, balanced sourcing, vendors.)

In The Incentive Story, store managers outsmart their performance led reward systems. This video covers a positive critical incident using the Agency Theory. (Keywords: Cost U Less, performance, managers, agency theory.)

In The Merger Story, the merger of companies fails to create joint synergies. This video covers a negative critical incident using Exchange Orientation in Marital Relationships. (Keywords: Cost U Less, mergers, marital literature, acquisitions.)

In The Wheelbarrow Story, an innovative new product is not bursting with good news. This video covers a negative critical incident using Fairness in Marketing Channels. (Keywords: True Value, product safety, fairness, recalls.)

In What Order?, a retail buyer hurries to beat a deadline after hearing the most dreaded words from a supplier. This video covers a positive critical incident using the Theory of Restorative Justice. (Keywords: Cost U Less, shipments, restorative justice, lost order.)