期刊
JOURNAL OF RETAILING
卷 76, 期 4, 页码 483-510出版社
ELSEVIER SCIENCE INC
DOI: 10.1016/S0022-4359(00)00041-5
关键词
-
类别
Category management holds great potential, but has several inherent barriers that can impede category performance. This study examines factors thought to impact category performance because of the critical role category management plays at the end of the supply chain in Efficient Consumer Response (ECR) relationships between ma,manufacturers and grocery retailers. Two central factors, category plan objective and implementation of the plans, as well as five factors antecedent to objectivity and implementation, were identified through a qualitative study of retailer and supplier category managers. The interrelationships of these factors were tested in an empirical study of 128 supplier category managers. As a direct effect on performance, implementation of category plans had a stronger impact on category performance than did the objectivity of the plans. The retailer's trust in the category management process was found to be a critical component on the implementation of category plans. Preplanning agreement between the retailer and the supplier was found to impart both objectivity and implementation. The internal conflict between supplier's brand management and sales/category managers had only a minor impact on objectivity, and that effect was mediated by the supplier's overall opportunism. Several theoretical and managerial implications are discussed.
作者
我是这篇论文的作者
点击您的名字以认领此论文并将其添加到您的个人资料中。
推荐
暂无数据