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Management of Retail Buying

Management of Retail Buying

R. Patrick Cash, Chris Thomas, John W. Wingate, Joseph S. Friedlander

ISBN: 978-0-471-72325-7

Jul 2005

288 pages

Select type: Paperback

In Stock



The global economy has opened up huge new opportunities for growth and product availability. That’s where the retail buyer comes in. In Management of Retail Buying, Cash, Thomas, Wingate and Friedlander discuss what buyers go through to make their decisions, from thousands of possibilities, about what to put on store racks and shelves.

This text is appropriate for students in Retail Management or Fashion Merchandising programs, for courses in Retail Buying.

Related Resources


Chapter 1: An Overview of Retail Buying.

Chapter 2: The Roles of Buying Groups.

Chapter 3: Understanding the Consumer.

Chapter 4: Merchandise Assortments.

Chapter 5: Planning and Control.

Chapter 6: Technology and Internet Commerce in Retailing.

Chapter 7: Choosing Vendors.

Chapter 8: International Vendors.

Chapter 9: Translating Plans into Purchases.

Chapter 10: Negotiating the Buy.

Chapter 11: The Buyer’s Order and Vendor Relations.

Chapter 12: Pricing and Selling.



  • A summary with discussion questions follow each chapter. 
  • The authors cover:
    • How to research customer demographics
    • Determining customer wants and needs
    • Planning the inventory for the sections or departments of the store
    • Finding the items that best fit the customers’ wants and needs
    • Negotiating with vendors—manufacturers, wholesale distributors, importing companies, and so on—to purchase the items
    • Getting the goods through U.S. Customs, if necessary
    • Transporting the items from source to store at the least cost
    • Pricing the items in ways that are both fair for the customer and profitable for the store
    • Helping to train and motivate the sales force
    • Working with the sales and advertising departments to jointly promote the goods and attract customers
    • Deciding when to reduce the prices to move slow-selling items or highlight new ones.