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The Shopping Revolution: How Successful Retailers Win Customers in an Era of Endless Disruption
SILVER WINNER, IBPA BENJAMIN FRANKLIN AWARDS & FINALIST, 2018 FOREWORD INDIES BOOK OF THE YEAR
Featured in The New York Times, Bloomberg, and Vox, The Shopping Revolution offers a “brilliant analysis of the disruptive effect that Amazon is having on the retail industry and how stores can fight back in order to survive,” according to Forbes’ Walter Loeb.
Amazon disrupts everything it touches and upends any market it enters. In the era of its game-changing dominance, how can any company compete?
We are just witnessing the start of the radical changes in retail that will revolutionize shopping in every way. As Amazon and other disruptors continue to offer ever-greater value, customers’ expectations will continue to ratchet up, making winning (and keeping) those customers all the more challenging. For some retailers, the changes will push customers permanently out of their reach—and their companies out of business.
In The Shopping Revolution , Barbara E. Kahn, a foremost retail expert and professor at The Wharton School, examines the companies that have been most successful during this wave of change, and offers fresh insights into what we can learn from their ascendance.
Kahn, also the author of Global Brand Leveraging Branding for Long-Term Growth ,
Building on these insights, Kahn offers a framework that any company can use to create a competitive strategy to survive and thrive in today’s—and tomorrow’s—retail environment.
“A brisk and thought-provoking anatomy of shopping in the 21st century.”
—Kirkus Reviews
“A must-read for anyone who aspires to reach customers today—and tomorrow.”
—Marc Lore, CEO, Walmart eCommerce US
“A masterful storyteller, Barbara Kahn expertly unpacks the strategies of today’s seemingly unbeatable retailers. An indispensable guide for anyone who has a product to sell.”
—Stuart Weitzman, Founder, Stuart Weitzman LLC
Featured in The New York Times, Bloomberg, and Vox, The Shopping Revolution offers a “brilliant analysis of the disruptive effect that Amazon is having on the retail industry and how stores can fight back in order to survive,” according to Forbes’ Walter Loeb.
Amazon disrupts everything it touches and upends any market it enters. In the era of its game-changing dominance, how can any company compete?
We are just witnessing the start of the radical changes in retail that will revolutionize shopping in every way. As Amazon and other disruptors continue to offer ever-greater value, customers’ expectations will continue to ratchet up, making winning (and keeping) those customers all the more challenging. For some retailers, the changes will push customers permanently out of their reach—and their companies out of business.
In The Shopping Revolution , Barbara E. Kahn, a foremost retail expert and professor at The Wharton School, examines the companies that have been most successful during this wave of change, and offers fresh insights into what we can learn from their ascendance.
Kahn, also the author of Global Brand Leveraging Branding for Long-Term Growth ,
Building on these insights, Kahn offers a framework that any company can use to create a competitive strategy to survive and thrive in today’s—and tomorrow’s—retail environment.
“A brisk and thought-provoking anatomy of shopping in the 21st century.”
—Kirkus Reviews
“A must-read for anyone who aspires to reach customers today—and tomorrow.”
—Marc Lore, CEO, Walmart eCommerce US
“A masterful storyteller, Barbara Kahn expertly unpacks the strategies of today’s seemingly unbeatable retailers. An indispensable guide for anyone who has a product to sell.”
—Stuart Weitzman, Founder, Stuart Weitzman LLC
157 pages, Kindle Edition
Published June 12, 2018
96 people are currently reading
415 people want to read
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Displaying 1 - 9 of 9 reviews
June 14, 2018
http://knowledge.wharton.upenn.edu/ar...
1. Customer experience journey design
2. Eliminate friction & pain points
3. Product differentiation
1. Customer experience journey design
2. Eliminate friction & pain points
3. Product differentiation
January 1, 2023
3.5 stars rounded up. Sephora absolutely does not have a good customer loyalty program...
April 5, 2019
This was not a bad summary of the current state of the retail industry, having gone through the author's MOOC on marketing a few years back, I had high expectations on this content. In the end, I felt there wasn't enough novel material/analysis on this sector relative to what I haven't already read in the popular business press.
The author makes the observation that the United States was "over-stored" and unlike what other commentators on the current market are saying, the current decline will not be a permanent trend, but instead is a temporary moment, whereby a certain subset of stores will survive and thrive. The author has come up with a conceptual tool she has labelled the "Kahn plot" (after herself) that segments these stores via retail value proposition and the degree of competitive advantage the retailer possesses relative to the industry.
Unfortunately, those charts aren't actually attached to any accompanying pdf, so it's a bit hard to validate what I have pictured in my mind is actually what the author has proposed. Most of the system comes down to the notion that a retailer need not be a leader across all value proposition/competition segment combination, but they should be a leader in at least two e.g. convenience and consumer intelligence for Amazon say.
If the author went forward after these definitions and did some deep case studies of certain retailers that would have been great. What we get through are very light overviews of a few exemplaries (good and bad). Though none of these studies goes beyond something one may have read in a Bloomberg article.
Perhaps I wasn't the intended audience for the text, and it's meant to he introductory. If so, it serves its role as introductory text well. Anyone else, won't get much here. Conditional recommend
The author makes the observation that the United States was "over-stored" and unlike what other commentators on the current market are saying, the current decline will not be a permanent trend, but instead is a temporary moment, whereby a certain subset of stores will survive and thrive. The author has come up with a conceptual tool she has labelled the "Kahn plot" (after herself) that segments these stores via retail value proposition and the degree of competitive advantage the retailer possesses relative to the industry.
Unfortunately, those charts aren't actually attached to any accompanying pdf, so it's a bit hard to validate what I have pictured in my mind is actually what the author has proposed. Most of the system comes down to the notion that a retailer need not be a leader across all value proposition/competition segment combination, but they should be a leader in at least two e.g. convenience and consumer intelligence for Amazon say.
If the author went forward after these definitions and did some deep case studies of certain retailers that would have been great. What we get through are very light overviews of a few exemplaries (good and bad). Though none of these studies goes beyond something one may have read in a Bloomberg article.
Perhaps I wasn't the intended audience for the text, and it's meant to he introductory. If so, it serves its role as introductory text well. Anyone else, won't get much here. Conditional recommend
April 30, 2021
The book introduces the Kahn retailing success matrix that summarizing the 4 successful strategies. I like how the author provides many examples for each strategies. I really understand now the changed that happened to the retail market because of Amazon and how a company could outperform in this disruptive market. Furthermore, I learned about successful companies that I did not know about them before and how they became successful.
I might disagree with author in one thing. According to the author, Walmart is a leader in the low price and perform below the expectation in the other three quadrants. While Walmart is moving toward the fair values in frictionless and product brand, yet it is below the fair value right now. Therefore, the question here is Walmart a successful retailer while it is a leader in only one quadrant!
February 10, 2020
Barbara Kahn has a lot of experience in Retail Marketing and has developed a nice conceptual matrix for positioning and differentiation: quality/variety + Low price + convenience + experience
The whole book goes through explaining the matrix and giving some examples for different approaches for retail competitiveness or dominance.
The author states that focus must be led in order to achieve a stronger marjet performance but it does entail a nice twist: having always to deliver the minimum demand for each or pay the consequecences... being put out of business.
Nice concepts but almost no insights on what should be done..
The whole book goes through explaining the matrix and giving some examples for different approaches for retail competitiveness or dominance.
The author states that focus must be led in order to achieve a stronger marjet performance but it does entail a nice twist: having always to deliver the minimum demand for each or pay the consequecences... being put out of business.
Nice concepts but almost no insights on what should be done..
This entire review has been hidden because of spoilers.
September 12, 2018
Interesting introduction and application of a model called the ‘Kahn Retailing Success Matrix’. Plenty of examples. Very relevant and useful books for those teaching marketing and retail at UG level.
January 3, 2021
It explains how others big retailers succeed to win the market
There are 4 important points that we have to know, but it's only a concept, not technical guide that we can apply to our business
There are 4 important points that we have to know, but it's only a concept, not technical guide that we can apply to our business
October 30, 2023
Great information on how big retailer companies work against each other to win over the customer.
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May 29, 2018I received this book for free from the author/publisher in response for an honest review of the book. I have not had the opportunity to read this book at this time. I will add my
review of this book once I have read the book. Thank k you for allowing me the optometrist review your work. I look forward to reading this book.
review of this book once I have read the book. Thank k you for allowing me the optometrist review your work. I look forward to reading this book.
Displaying 1 - 9 of 9 reviews