Nelson Higher Education

Higher Education

Retailing, 8th Edition

  • Patrick M. Dunne
  • Robert F. Lusch
  • James R. Carver
  • ISBN-10: 1133953808
  • ISBN-13: 9781133953807
  • 720 Pages | Hardcover
  • Previous Editions: 2011, 2008, 2005
  • COPYRIGHT: 2014 Published
Request a Copy for Review


About the Product

The new, Eighth Edition of RETAILING combines the text's signature in-depth coverage of fundamental retailing principles with cutting-edge updates on the latest trends and practices in today's fast-paced retail market. Retailing is constantly changing and adjusting to competitive, technological, society and consumer needs. This book emphasizes the creative and analytical aspects of retailing, with special emphasis on the impact of the Internet and continuing changes in the global economy. Authors Dunne, Lusch, and Carver draw on their expertise as seasoned instructors and retail authorities, including abundant, real-world examples and case studies to help students understand the intricacies of retail management. Endorsed by the National Retailing Federation, RETAILING features a conversational writing style and a vibrant, full-color format with strong student appeal, as well as a streamlined structure of 14 chapters that can easily be covered in one term. The text also includes a built-in study guide with review questions, writing and speaking exercises, cases covering diverse retail operations, an interactive spreadsheet case, and other activities to give students hands-on experience applying key concepts and developing the creativity and analytical skills required for a successful career in the retail industry. In addition, challenging "Planning Your Own Retail Business" exercises focus on problems small business managers and owners face in day-to-day operations, helping students appreciate the financial impact of retail decisions. Also, the book focuses on some of the major trends in retailing which include more emphasis on design and fashion, e-tailing, global expansion, innovation, entrepreneurship, social media, and service. Finally, the book has a focus on explaining how retail decisions and strategy influence the financial performance of the retailer. Available with InfoTrac® Student Collections


  • Created by the authors, the RETAILING Web site offers myriad teaching and learning resources, including additional true/false and multiple-choice questions for every chapter to help students review and apply the text material, a section devoted to retailing career choices, and ongoing updates and new examples of retailing concepts and practices covered in the chapters.

  • RETAILING equips students with a solid understanding of the various activities that retailers conduct on a daily basis and how they interrelate, skillfully illustrating how retailers must use both creativity and analytical skills in order solve problems and pursue opportunities in today's fast-paced environment.

  • Included in every chapter, unique boxed features relate real-world examples to text material, often while incorporating humor or highlighting innovative business strategies. "Retailing: The Inside Story" presents interesting details of a specific retailing event or decision, while "Global Retailing" highlights key trends and events in international retailing. "What's New?" explores the impact of technology (especially the Internet) on retailers, and "Service Retailing" addresses issues unique to service providers.

  • Each chapter closes with a thorough study guide, including review, discussion, and multiple-choice questions tied to learning objectives, while Writing and Speaking Exercises (mini cases) help instructors bolster oral/written communication skills and teamwork, and a Retail Project requires students to visit a library or Web site to complete exercises.

  • Covering the spectrum of retail operations, case studies integrated throughout the text present important retailing issues through real-world stories of department stores, specialty shops, direct retailing, hardware stores, grocers, discount and convenience stores, and more.

About the Author

Patrick M. Dunne

Patrick M. Dunne, who recently retired from the Rawls School of Business at Texas Tech University, received his Ph.D. in marketing from Michigan State University and his B.S. from Xavier University. In more than 40 years of university teaching, Dr. Dunne taught a wide variety of marketing and distribution courses at both the undergraduate and graduate levels. In addition to his tenure at Texas Tech, Dr. Dunne has taught at Michigan State University, Drake University, and the University of Oklahoma, and he has been honored throughout his career with several university teaching awards. His research has been published in many of the leading marketing and retailing journals, and he has authored more than 20 books, many of them with RETAILING, Seventh Edition, co-author Robert F. Lusch. Dr. Dunne’s books have been printed in seven languages. Dr. Dunne has served as Vice President of both the Publications and Association Developmental Divisions of the American Marketing Association, and he has been an active consultant to retailers ranging from supermarkets to shopping malls.

Robert F. Lusch

Robert F. Lusch holds a Ph.D. from the University of Wisconsin-Madison. He recently retired from the Eller College of Management at the University of Arizona where he was the James and Pamela Muzzy Chair in Entrepreneurship and Executive Director of the McGuire Center for Entrepreneurship in the Eller College of Management at the University of Arizona. Previously he served as Dean of the M.J. Neeley School of Business at Texas Christian University and Dean of the Michael F. Price College of Business at the University of Oklahoma. Professor Lusch is a previous editor of the Journal of Marketing, which is the most cited oldest scholarly journal in marketing. He has also served as Chairperson of the American Marketing Association, which is the largest professional association of marketing practitioners and educators. Currently he serves as AMA Vice President of Publications. He is a two-time recipient of the AMA/Maynard Award for Theoretical Contributions to Marketing and is also the recipient of the Academy of Marketing Science Outstanding Marketing Educator Award, the AMA/Sheth Foundation Award for Long-Term Contributions to Marketing Thought, and the Lybrands Medal in Accounting. An author of over 150 publications, his articles over the last five years have appeared in Marketing Science, Journal of Marketing, Journal of Operations Management, Journal of Retailing, IEEE-Intelligent Systems, IBM Systems Journal, Journal of the Academy of Marketing Science, Organizational Dynamics and others.

James R. Carver

James R. Carver, an Assistant Professor in the Harbert College of Business, Auburn University, received his Ph.D. in marketing from the University of Arizona and his M.B.A. and B.B.A. from Texas Tech University. Dr. Carver has taught a wide variety of courses in entrepreneurship, digital (Internet) marketing, supply-chain management, and retailing. Dr. Carver has taught at Texas Tech University, the University of Arizona, and Auburn University. His research has been published in a number of leading marketing and business education journals, and he has authored five books – many of which are associated with RETAILING. Prior to being added as an official co-author for the Seventh Edition of RETAILING, he assisted the two lead authors with the fifth and sixth editions.

Table of Contents

1. Perspectives on Retailing.
2. Retail Strategic Planning and Operations Management.
3. Retail Customers.
4. Evaluating the Competition in Retailing.
5. Managing the Supply Chain.
6. Legal and Ethical Behavior.
Part III: Market Selection and Location Analysis.
7. Market Selection and Retail Location Analysis.
Part IV: Managing Retail Operations.
8. Managing a Retailer's Finances.
9. Merchandise Buying and Handling.
10. Merchandise Pricing.
11. Advertising and Promotion.
12. Customer Service and Retail Selling.
13. Store Layout and Design.
Part V: Retail Administration.
14. Managing People.
Subject Index.
URL Index.

New to this edition

  • Cases for chapters and Parts of book helps students apply theories and concepts to actual retail firms such as Macy's, Buffalo Wild Wings, Zumiez and Target.
  • Boxed inserts are included on service retailing, new trends, and the inside story of how decisions and strategy is developed at actual retail enterprises. This provides the student with more in-depth retail industry examples, recent trends and developments that will get them more engaged in learning. It also exposes the student to new trends, services, and global aspects of retailing and makes course more practical and interesting. End of chapter study guide and learning exercises assist the student in developing communication skills and critical thinking. Helps student to understand what it takes to launch a retail business and involves the student in field projects to gain further insight.
  • The House spreadsheet software enables the student to develop in-depth knowledge of how retail decisions influence a firm's performance.
  • Retail Strategy Focus (in both chapter 2 and concluding chapter 14) puts the student in the driver's seat in terms of strategic action in retailing.


All supplements have been updated in coordination with the Main title.
Please see Main title page for new to this edition information.

Instructor Supplements

Instructor's Resource CD-ROM  (ISBN-10: 1285091051 | ISBN-13: 9781285091051)

The Instructor's Resource CD-ROM includes an overview of each chapter, several detailed teaching tips on presenting the material, a detailed outline, and answers to questions for review and discussion, as well as suggestions for handling the writing and speaking exercises, retail projects, cases, and "Planning Your Own Retail Business" exercises. The IRCD also includes the test bank in ExamView and Word, PowerPoint slides, "The House" spreadsheet project, and the instructor's manual.

CourseMate with Career Transitions 2.0 Instant Access  (ISBN-10: 1285090977 | ISBN-13: 9781285090979)

Attention CourseMate user: Cengage support for existing users of CourseMate will end of 8/1.

Student Supplements

CourseMate with Career Transitions 2.0 Instant Access  (ISBN-10: 1285090977 | ISBN-13: 9781285090979)

Cengage Learning's CourseMate brings course concepts to life with interactive learning, study, and exam preparation tools that support the printed textbook. Access an integrated eBook, learning tools including flashcards, quizzes, and more, all designed specifically to work with RETAILING, 8th Edition.

LMS Integrated for CourseMate, 1 term (6 months) Instant Access  (ISBN-10: 1285754891 | ISBN-13: 9781285754895)

The more you study, the better the results. Make the most of your study time by accessing everything you need to succeed in your marketing course in one place. Read your eBook, take notes, review flashcards, and take practice quizzes—all online with MindLink for CourseMate.