Merchandising, Forecasting, and Buying Issues
 

Burdalski, Doreen, and Jeremy Rosenau, “Comparison of the Responsibilities of the Merchandiser in Apparel Manufacturing and the Product Manager in Retailing”, ACRA, Spring 2004, Orlando. Through surveys conducted of retailing and apparel manufacturing firms in the United States, this research compares the responsibilities of the merchandiser in an apparel company with the responsibilities of the product manager in a retail firm. Evidence suggests that large retailers are devoting resources to establishing separate divisions for managing the private label portion of their business. Overall findings suggest that the responsibilities of the merchandiser and product manager are similar.  Significant differences are found however, in the areas of inventory planning, final costing of styles and maintaining profitability.

Burdalski, Doreen and Jeremy Rosenau, “Comparison of the Responsibilities of the Merchandiser in Apparel Manufacturing and the Product Manager in Retailing”, ACRA. Winter 2005, New York. Through surveys conducted of retailing and apparel manufacturing firms in the United States, this research compares the responsibilities of the merchandiser in an apparel company with the responsibilities of the product manager in a retail firm.  Overall findings suggest that the responsibilities of the merchandiser and product manager are similar.  Significant differences are found however, in the areas of inventory planning, final costing of styles and maintaining profitability.
 

Park, Haesun , “Responsible buying for retail organizations: cognitive and affective reasctions”,ICSC / ACRA Las Vegas   ,May 2002.This study explores the socially responsible decision making process in businesses selling goods at retail.
 

Brooks, Maureen Webb, “Buying and Merchandising Procedures Performed by Apparel Retailers Who Attended Educational Workshops at the Dallas Apparel Market 1979-1981” ,ACRA, Spring 1984.A presentation of the profiles and merchandising activities of 50 small retailers who attended workshops held by the Fashion Merchandising Consultant Service (FMCS) at Oklahoma State University. The findings indicate that the small retailers are in fact using the merchandising tools that were taught in the FMCS classes at the Dallas Merchandise Mart.
 

Dickinson, Roger, Myron Gable, Elizabeth Mariotz, “Comparison of the Perceptions of Buyers and Divisional Merchandise Managers Regarding Skills Necessary for a Successful Buyer: The Traditional Department Store”,ACRA, Spring 1985 .A study of 70 buyers and 13 divisional merchandise managers found that for most items on the scale, the two positions agreed on the importance. Both groups ranked the skill of negotiating very high, and agreed that the use of computers for decision making was the lowest ranked skill by both groups.
 

Gable, Mike, Lynn Harris, Susan Sipkoff and Martin Topol“Shelf Space Strategy for No- or Low-salt and Sugar Products” ,ACRA, Spring 1986 .Examines consumer preferences for stocking and merchandising reduced sugar and salt products in supermarkets. Younger and more educated customers preferred integrated stocking while older and less educated respondents preferred separate sections for both categories. Implications for food store management are discussed.
 

Kelly, J. Patrick and James B. McDonald, “Strategies and Implications from Daily Product Movement of Seasonal Merchandise”,ACRA, Winter 1984
A study of the weekly sales of several categories of highly seasonal merchandise (Christmas wrap, ribbons, boxes, etc.) indicates that there may be different peak demand points which have to be considered in deciding when to cut price to insure the maximum selling off of seasonal goods. Although the study is specific, the concept of shifting demand curves is useful for a wide range of seasonal items.

Lester, Deborah H. “Characteristics of Retail buying Market Selection and Their Ability to Delineate Between Large and Small Retail Organizations”,ACRA Spring, 1996.Characteristics used by retail organizations to select the retail buying market with which they will trade are examined in this article. The study also investigated whether there was a significant difference between the way large and small retail organizations responded to these factors. the results revealed that significant differences do exist between large and small retail firms on factors they consider when selecting a regional market.

Levy, Michael, Charles A. Ingene, “Using Residual Income Analysis (RIA) to Make Merchandising Decisions”,ACRA/NRMA, Winter 1985 .This paper suggests the use of RIA as superior to GMROI as a merchandise buying decision criterion. It is argued that RIA is simpler, better tuned to the realities of retailing, and is easier to use than GMROI.

Marquardt, Ray, “Retail Space Productivity--The Battleground of the 1980's”,ACRA/NRMA, Winter 1985.An analysis of the sales per square foot performance records of different retailers and different retail forms. The study clearly indicates the pressures on real sales per square foot, and points out that this may be the critical element in retail success through the balance of the 1980's.

Mendoza, Norma A, “Decision strategies and information-processing biases of retail buyers: A Script-Theoretic approach to demand estimation”,ICSC / ACRA Las Vegas   May, 2002.This paper proposes taking a cognitive approach to the study of decision criteria and information processing biases or retail merchandise buyers in the process of estimating demand.

Nagourney, Donald, “Interactive Electronic Retail Systems: Videotex and Morality Issues”,ACRA, Spring 1982 .An analysis of some of the moral and legal implications of the linkage between computer data bases and retail computer merchandising.

Sullivan, Pauline M., “The Role of Retailers in Adopting Quick Response Strategies”
 University of Vermont ,ACRA, 1993.In this examination of QR, researchers analyzed the dissemination of QR knowledge to apparel manufacturers by asking the questions, "How have apparel manufacturers learned about QR strategies?"
 

Wellan, Dee M., “Repeat-Buying in a Non-Stationary Market: Effects of Recurrent Seasonality”,ACRA, Spring 1985.A study of canned soup purchases by 957 London households with particular attention to the changing brand share and penetration as the overall rate of sale changed with the seasons of the year. The study is a model for examining other seasonal patterns such as apparel, soft drinks, etc.
 

Wellen, Dee M., “Repeat-Buying in a Non-Stationary Market: Effects of Recurrent Seasonality” ,ACRA, 1985.A study of seasonal trends by looking at changes in consumer's buying patterns for the leading brands of canned soup. It proposes that the market is seasonally segmented into year round buyers and into peak-season only buyers.
 
 

Yudelson, B.J., “Preparing a Six Month Plan” ,A self paced instructional module for teaching the four methods for relating planned stocks to planned sales; the basic stock method, the percent variation, the weeks supply, and the stock/sales ratio. Criterion test and instructor's key available to quantity purchases.