Is category management in small supermarkets worth the effort?

Leandro Angotti Guissoni · Matheus Alberto Cônsoli · Jonny Mateus Rodrigues

9 citations0/0 files storedRevista de Administração de Empresas

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Consumer Market Behavior and Pricing Supply Chain and Inventory Management Consumer Retail Behavior Studies

Abstract

Category management (CM) is an important tool to strengthen the relationship between manufacturers and retailers. This process has been associated with large corporate retailers; however, some recent researches show that CM is open to companies of any type or size. This possibility is important in emerging markets, where neighborhood supermarkets are still representative and are often considered an alternative for manufacturers to achieve higher margins compared to big chains. In this context, the aim of this research was to analyze the results of a CM initiative in small neighborhood supermarkets from a manufacturer perspective. Data for the study comes from a food manufacturer in Brazil that implemented a CM process with 180 small retailers. A quantitative analysis was conducted in order to analyze the effect of the program on the food manufacturer' s sales and market share. Our analysis suggests an overall positive effect of the program on both, sales and market share.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 9 citations exist upstream.

References

1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships 1998Impulse buying: Modeling its precursors 1990The Price Knowledge and Search of Supermarket Shoppers 2011Impact of Emerging Markets on Marketing: Rethinking Existing Perspectives and Practices 1998Impulse buying: Modeling its precursors 2009Does In-Store Marketing Work? Effects of the Number and Position of Shelf Facings on Brand Attention and Evaluation at the Point of Purchase 2001Why we buy: the science of shopping 1989The Effects of Situational Factors on In-Store Grocery Shopping Behavior: The Role of Store Environment and Time Available for Shopping

Cited by

2016Cumulative impact of category management on small retailers 2020USO DE VIESES COGNITIVOS EM ATIVAÇÕES DE MERCHANDISING E O EFEITO NAS VENDAS NOS SUPERMERCADOS

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.