Collaborating in an Imperfect World: Understanding How Category Captain Arrangements Work
نویسندگان
چکیده
Many retailers often partner with one supplier in each product category, referred to as the “category captain”, and work closely with this supplier on consumer-centric, demand-enhancing initiatives within the store. While the promise of joint growth has spurred many such initiatives, some suppliers and retailers are unclear about the true returns from collaboration. Regulators, at times, are worried about potential anti-competitive effects.
منابع مشابه
Abstract_Vincent Nijs
It has been argued that retailers lack both the resources and capabilities to maximize category performance. Retailers may seek category management (CM) advice from a manufacturer, referred to as category captain (CC). A CC’s recommendations affect all brands in the category, not just her own. Although the number of CC-collaborations is increasing, retailers are still concerned about manufactur...
متن کاملThe Competitive Consequences of Using a Category Captain
Many retailers designate a national brand manufacturer as a "category captain" to help manage the entire category. The category captain is involved in decisions that a¤ect not only its own brands, but also those of its rivals. We examine how engaging a self-interested category captain a¤ects the category captain, the retailer and the rival manufacturer, when the category captain is responsible ...
متن کاملSemiotic Approach to Globalization: Living in a World of Glocal Things
This paper is an effort to discuss the concept of glocalization from a semiotic point of view. In order to carry out a semiotic analysis of globalization or glocalization, first globalization needs to be defined from a semiotic perspective. Therefore, first an explanation of globalization and glocalization in semiotic terms is provided. Some believe the ongoing process in the world cannot be be...
متن کاملComing Full Circle: How Health Worker Motivation and Performance in Results-Based Financing Arrangements Hinges on Strong and Adaptive Health Systems
Background This paper presents findings from a study which sought to understand why health workers working under the results-based financing (RBF) arrangements in Zimbabwe reported being satisfied with the improvements in working conditions and compensation, but paradoxically reported lower motivation levels compared to those not working under RBF arrangements. Methods...
متن کاملVertical Information Sharing in Distribution Channels
This paper examines the information-sharing behavior of firms in a distribution channel context. While information sharing among firms can occur in a horizontal (among competitors) or vertical (channel members) context, previous attempts at modeling information sharing has primarily been restricted to the horizontal context. For marketers, channel alliances are interesting in view of their grow...
متن کاملذخیره در منابع من
با ذخیره ی این منبع در منابع من، دسترسی به آن را برای استفاده های بعدی آسان تر کنید
عنوان ژورنال:
دوره شماره
صفحات -
تاریخ انتشار 2015