Higher Education

Retailing, 7th Edition

  • Patrick M. Dunne Texas Tech University
  • Robert F. Lusch University of Arizona
  • James R. Carver Auburn University
  • ISBN-10: 1439040818  |  ISBN-13: 9781439040812
  • 648 Pages
  • Previous Editions: 2008, 2005, 2002
  • © 2011 | Published
  • College Bookstore Wholesale Price = $320.25
  • Newer Edition Available
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The new, Seventh 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. Packed with real-world examples and behind-the-scenes insights, the text vividly captures the excitement of the high-energy retail trade, 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 just 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, a computer 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. Without oversimplifying or skimping on content, this engaging, student-friendly text clearly conveys how fun, exciting, challenging, and rewarding a career in retailing can be.

Features and Benefits

  • 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.

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.
7. Market Selection and Retail Location Analysis.
8. Managing a Retailer’s Finances.
9. Merchandise Buying and Handling.
10. Retail Pricing.
11. Advertising and Promotion.
12. Customer Service and Retail Selling.
13. Store Layout and Design.
14. Managing People.

What's New

  • Nearly all of the text's 70 cases and story boxes, including "Global Retailing," "Service Retailing," "Retailing: The Inside Story," and "What's New?" features, have been thoroughly updated or replaced to reflect today's ever-changing, fast-paced retail industry.
  • As a new co-author for the Seventh Edition and former student of Drs. Dunne and Lusch, Dr. James Carver of Auburn University brings a fresh perspective and new insights to the text, even while complementing and building upon the proven approach of his colleagues.
  • In addition to the in-depth coverage of essential topics that readers have come to expect in RETAILING, every chapter in the new edition includes updates on the current state of the retailing industry, as well as a relevant real-world, behind-the-screen story to help bring key concepts to life for students.
  • Reflecting the latest practices, developing trends, and emerging issues from the field, the all-new Seventh Edition gives students a firsthand feel for the pace and excitement of the dynamic retail trade, including the increasing role of the Internet and the impact of the continuously changing global economy.
  • Updated for the new edition, "The House" (an Excel spreadsheet analysis of the financial performance of a family clothing store) links closely with the text to allow students to evaluate and enhance their understanding of key concepts by applying them in the context of a realistic, long-term simulation project.


All supplements have been updated in coordination with the main title. Select the main title's "About" tab, then select "What's New" for updates specific to title's edition.

For more information about these supplements, or to obtain them, contact your Learning Consultant.

Instructor Supplements

PowerPoint® for Dunne, Lusch, and Carver's Retailing  (ISBN-10: 0538755091 | ISBN-13: 9780538755092)

This colorful presentation tool brings classroom lectures to life. Highlighting key concepts from the text, slides enable professors to design customized classroom presentations, and they're also available for students to use as a note-taking aid. Slides are organized by chapter and contain figures and graphs from the text, as well as additional material from outside sources.

Instructor's Resource CD-ROM  (ISBN-10: 053875513X | ISBN-13: 9780538755139)

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, powerpoint slides, "The House" spreadsheet project, and the instructor's manual.

ExamView® for Dunne, Lusch, and Carver's Retailing  (ISBN-10: 0538755121 | ISBN-13: 9780538755122)

This unique tool includes all questions from the Test Bank and enables instructors to create custom tests with ease. Instructors can select questions by previewing them on the screen, choosing them by number, or selecting them randomly. They can easily add or edit questions, instructions, and answers and can even create and administer quizzes online. ExamView® is compatible with both Microsoft® Windows® and Macintosh® client software.

Web Site  (ISBN-10: 0538755059 | ISBN-13: 9780538755054)

This robust Web site gives you and your students access to a rich array of teaching and learning resources that you won't find anywhere else. This outstanding site features 12 to 20 true/false and multiple-choice questions for review, an insightful section on choosing retailing as a career, and current examples (which will continue to be updated by the authors) highlighting retailing concepts and practices discussed in the text.

Instructor's Manual for Dunne, Lusch, and Carver's Retailing  (ISBN-10: 0538755105 | ISBN-13: 9780538755108)

The Instructor's Manual is available on the Instructor's Resource CD-ROM and the book companion Web site and includes an overview, learning objectives, an outline, answers to the end-of-chapter questions, and a Teaching in Action section.

Video DVD  (ISBN-10: 0538755067 | ISBN-13: 9780538755061)

Professionally written and produced, this video case package delivers intriguing, relevant, and current real-world insights into the modern marketplace.

Test Bank for Dunne, Lusch, and Carver's Retailing  (ISBN-10: 0538755113 | ISBN-13: 9780538755115)

Available on the Instructor's Resource CD-ROM and the book companion Web site, the comprehensive Test Bank is both thorough and accurate. It includes more than 2,000 true/false and multiple-choice questions and is available in Word as well as ExamView®.

Student Supplements

Web Site  (ISBN-10: 0538755059 | ISBN-13: 9780538755054)

This robust Web site gives you access to a rich array of learning resources that you won't find anywhere else. This outstanding site features 12 to 20 true/false and multiple-choice questions for review, an insightful section on choosing retailing as a career, and current examples (which will continue to be updated by the authors) highlighting retailing concepts and practices discussed in the text.

List Price = $358.95  | College Bookstore Wholesale Price = $265.75

Cengage-Hosted WebTutor™, 1 term (6 months) Instant Access  (ISBN-10: 1111940282 | ISBN-13: 9781111940287)

List Price = $67.00  | CengageBrain Price = $67.00  | College Bookstore Wholesale Price = $67.00

Video DVD  (ISBN-10: 0538755067 | ISBN-13: 9780538755061)

List Price = $69.95  | College Bookstore Wholesale Price = $51.50

Meet the Author

Author Bio

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 is 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 oldest scholarly journal in marketing and the most cited. 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 Publications. He is a two-time recipient of the AMA/Maynard Award for Theoretical Contributions to Marketing, and also is the recipient of the Academy of Marketing Science Outstanding Marketing Educator Award, 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 at the Lowder 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 retailing at both Texas Tech University and the University of Arizona. Prior to being added as a co-author for the Seventh Edition of RETAILING, he assisted the two lead authors with the fifth and sixth editions. His research interests include retailer pricing policies, supply-chain management, and the role of chief marketing officers within the retail firm.