1.
Answer the following questions below and complete the Case
Study. I will need work back no later than 3pm Central Time
tomorrow.
Assignment:
Check Your Understanding:
1.
_____ are sets of interdependent organizations involved in the
process of making a product or service available for use or
consumption.
2.
_____ can be defined as the ability to alter channel members'
behavior so that they take actions they would not have taken
otherwise.
3.
Some Pizza Inn franchisees complained about other Pizza Inn
franchisees cheating on ingredients and hurting the overall
Pizza Inn image. This is an example of _____ conflict.
4.
Retail store types pass through stages of growth and decline that
can be described as the _____.
5.
_____, also known as cash and carry wholesalers, sell a limited
line of fast moving goods to small retailers for cash.

2.
Exercises:
1.
Explain the difference between a
push
and a
pull
strategy in marketing. Under which conditions would each be
appropriate?
2.
After a retailer has defined the store's product assortment how
might he develop a product-differentiation strategy?
Case Study: Must be 800 words.
In the highly competitive grocery retailing industry, what’s one
of the hottest marketing strategies for ensuring success? San
Antonio-based H.E.B. grocery retailer has found an answer.
National grocery chains such as Kroger have found the
marketplace increasingly competitive. Local and regional
grocery store retailers have begun incorporating local lifestyles
into their decisions on store locations and in designing the
stores themselves. This approach, only taken up recently, differs
from the traditional standardized method that the big chains use.
This phrase works, thanks for the addition. H.E.B., for example,
uses a “different faces for different places” approach in locating
and designing its 300-plus stores in Texas and Mexico.
Focusing on large market areas such as Houston and San
Antonio, H.E.B has become a serious competitor to national
chains. The chains have also seen non-traditional grocers such
as Wal-Mart and Target invade their competitive space.

3.
The many “faces” of H.E.B. include such store configuration
options as a Central Market for gourmet and specialty foods, the
traditional food/drug combination, a food/drug approach
combined with a Central Market theme, a budget-oriented
concept (that is, everyday low pricing) called Pantry, an
Hispanic food orientation called Mi Tienda, and a super center.
Lifestyle retailing has been popular in other retail industries,
such as fashion and apparel, for some time. However, it is a
relatively new concept in the grocery industry. Because most
large chains have not used the lifestyle strategy, local and
regional grocery groups have been able to gain market share.
Consumers of the future may well pick their place to buy food
based on whether or not a store matches their lifestyle.
Adapted from “Different Faces For Different Places” by David
Kaplan (Houston Chronicle),
Houston Chronicle,
October 14, 2007, pp. D1 and D2.
Case study developed by Dr. John R. Brooks, Jr., Houston
Baptist University.
Questions:
1. What is one of the hottest marketing strategies for ensuring
success in the highly competitive grocery industry?
2. What does San Antonio-based H.E.B. call its approach to
lifestyle marketing in the grocery industry?