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on Marketing |
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Issue of 2009‒06‒10
nineteen papers chosen by Joao Carlos Correia Leitao Technical University of Lisbon |
| By: | Tåg, Joacim (Research Institute of Industrial Economics (IFN)) |
| Abstract: | Media firms sometimes allow consumers to pay to remove advertisements from an advertisement-based product. We formally examine an ad-based monopolist's incentives to introduce this option. When deciding whether to introduce the option to pay, the monopolist compares the potential direct revenues from consumers with lost advertising revenues from not intermediating those consumers to advertisers. If the option is introduced, the media firm increases advertising quantity to make the option to pay more attractive. This hurts consumers, but benefits the media firm and advertisers. Total welfare may increase or decrease. Perhaps surprisingly, more annoying advertisements may lead to an increase in advertising quantity. |
| Keywords: | Advertising; Damaged goods; Media markets; Price discrimination; Two-sided markets; Vertical differentiation |
| JEL: | D42 L15 L59 M37 |
| Date: | 2009–02–13 |
| URL: | http://d.repec.org/n?u=RePEc:hhs:iuiwop:0789&r=mkt |
| By: | Aurelio Volpe (CSIL Centre for Industrial Studies); Mariano Peluso (CSIL Centre for Industrial Studies); Stefania Pelizzari (CSIL Centre for Industrial Studies) |
| Abstract: | This report provides a qualitative and quantitative study of the distribution of built-in appliances in the United Kingdom as well as an analysis of the trade satisfaction of the main brands of built-in appliances present in the British market. The research also includes an overview of the British kitchen furniture market providing data on production, consumption, international trade, distribution, prices, sales and market share of the leading kitchen furniture manufacturers. Distribution flows of built-in appliances are analysed by customer type (wholesalers, large appliances chains, DIY chains, builder merchants and builders, buying groups, e-commerce, appliances retailers, kitchen furniture retailers). As far as the product is concerned (hobs, ovens, hoods, refrigerators, dishwashing machines), the report provides a breakdown by product type, reference prices as well as ranking of main brands. Brand image analysis is based on strengths and weaknesses pointed out for each built-in appliances' brand according to the following criteria: frequency/easy approach with the supplier, front staff professionalism, punctuality in delivery, after sales technical assistance, price/quality, aesthetic qualities of product/design, wide range of products and models, innovation, brand fame/advertising, availability of merchandising material. The research is based on 70 interviews with a selected sample of built-in appliance distributors, kitchen furniture producers and distributors, and other opinion leaders. |
| JEL: | L11 L68 L81 |
| Date: | 2008–11 |
| URL: | http://d.repec.org/n?u=RePEc:mst:csilre:ap01&r=mkt |
| By: | Sara Colautti (CSIL Centre for Industrial Studies); Sylvia Weichenberger (CSIL Centre for Industrial Studies) |
| Abstract: | This report offers a comprehensive picture of the upholstered furniture sector in the United States, providing trends in upholstered furniture production and consumption, upholstery imports and exports, prices, marketing policies and distribution. A comparison with the European market for upholstered furniture is also provided. The US production of upholstered furniture is broken down by product (stationary upholstery, motion upholstery) and by covering material (fabric, leather, microfibres). Data on the supply structure (employment, number of companies) in the upholstered furniture sector are provided for the main US states. Data on turnover and market shares are provided for the leading upholstered furniture manufacturers active on the US market. A focus on the leather upholstery segment is provided, with data on the US consumption and imports compared with those of Western Europe and the rest of the world, as well as sales and market shares of the leading upholstery firms active on the US market. A breakdown of the US upholstered furniture imports and exports is provided by country and area, as well as foreign companies' sales on the US market. The consumption trend is considered in the time span 2000-2006, and it is broken down by product (stationary upholstery, motion upholstery, recliners) and by covering material (fabric, leather, microfibres). Data and forecasts on the upholstered furniture consumption are provided by type of covering and for the main local markets. Factors determining the demand for upholstery products are also considered, as well as a profile of the US consumer. The analysis of household furniture distribution channels covers: specialized chains and shops (independent shops, leading furniture retailers), non-specialised chains and shops (department stores, discounts, etc.), other distribution channels (leasing, warehouse clubs, direct sales, mail order, e-commerce). List prices for upholstery products are provided for the main manufacturers, by product (sofas, recliners), price range and covering material (fabric, leather). Short profiles are provided for the most representative upholstered furniture manufacturers and distributors (both US and foreign companies), with data on turnover, market shares, product mix, brands, marketing policies and distribution channels, mergers & acquisitions. The report also examines the opportunities on the US furniture market, with current and future trends. |
| JEL: | L11 L22 L68 L81 |
| Date: | 2007–10 |
| URL: | http://d.repec.org/n?u=RePEc:mst:csilre:s04&r=mkt |
| By: | DelVecchio, Pasquale; Ndou, Valentina; Sadguy, Nezha |
| Abstract: | In a scenario characterized by the globalization of the markets, the competitiveness of firms across the industries and mainly in the agri-food sector is linked to their capability to make distinguishable their products and communicate their uniqueness. Branding can concretely answer to these needs allowing firms to compete by communicating the quality and all that set of factors that differentiate their own offer by the competitors. Anyway, brand management in small and medium enterprises (SMEs) is a field of study in its infancy, and one in which real interest was shown only during the final decade of the previous century. Although considerable literature has been published about brand management in general, all theory and case studies are focused only on multinationals and big companies operating in the food sectors, such as Coca Cola, Unilever, Procter & Gamble. This is however ignoring the fact that more than 95% of businesses in the European Union are small and medium enterprises (Eurostat 2004) and that this composition, confirmed in the agrifood sectors, contribute to make the European market extremely interesting and profitable. The objective of this paper aims to contribute to already existing research in the field and shows the role and importance of brand management in food SMEs and all the key factors that supports it. Our analysis will highlight as the term brand in agri-food SMEs is initiated and supported by an active role of the entrepreneur who is a fundamental actor in the achievement of brand recognition. Thus, directors and managers of small food companies should place brand management in a top position in their daily mind set, since achieving brand recognition starts inside the organization itself. Beside, the paper describes the real opportunity offered by new technologies (web, internet, B2Bâ¦) that allows small food companies to build their brand in a more effective way and reach a larger market in a low cost. To meet these objectives a qualitative research methodology was carried based on case studies, since this latter allows to understand more in detail firmâs behaviours and strategies. The food small and medium enterprises that were selected are located in the South of Italy and all of them have a web-site. These case studies were built based on structured questionnaires that have been firstly sent by mail, and was followed by face to face interviews with entrepreneurs and director of sales and marketing department. The results obtained are extremely interesting and representative of the importance of brand management both for food SMEs, as key element to innovate, grow and to be distinguished as well as for the entrepreneur in building, through the use of new technologies, a successful brand management strategy of his own company. |
| Keywords: | Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49890&r=mkt |
| By: | Arfini, Filippo; Giacomini, Corrado; Mancini, Maria Cecilia |
| Abstract: | Quality is a key factor when consumers choose agri-food products, but at the same time is difficult for them to assess. On the demand side, consumers require protection measures, and on the supply side, efficient communications need to be available to all operators, including those who cannot afford to supply their own. In this context, quality markers such as logos, brands and indications or denominations that distinguish a product from its competitors can be a strategic way of transmitting information, especially for firms which cannot afford resources for communications or their own brand name. This research analyses and assesses the role of brands and territorial markers (PDO, PGI) in enhancing and promoting âvery freshâ food products, in particular fruit and vegetables. The first part of the work identifies the most widely used quality markers, and the legal and organisational aspects for some of them. The second part is empirical and includes case studies on PDO and PGI, two company brands (Melinda and Marlene) in the fruit and vegetable sector and, finally, one collective brand, âQC â Qualità Controllataâ set up by a regional authority, Emilia Romagna Region. Our case studies lead to the conclusion that collective brands and indications or denominations alone are not a sufficient condition for commercial success. What is essential, on top of basic product requisites, is the organisation of supply and brand strategy. |
| Keywords: | Agribusiness, Agricultural and Food Policy, Food Consumption/Nutrition/Food Safety, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49767&r=mkt |
| By: | Baker, Derek; Hjorth Lind, Kim Martin; Hansen, Henning Otte |
| Abstract: | This study investigates the strategic behaviour of food industry firms. Its two goals are to: (i) characterise strategies being employed; and (ii) identify distinct approaches to information-sharing Data from an interview-format survey of Danish food industry firms are used to characterise strategy at two levels: 11 âstrategic orientationsâ; each of which is composed of 3-6 of a total 57 âstrategic actionsâ. Principal components were identified and two complementary cluster analysis techniques were used to assemble clusters that are composed of firms either with distinct strategies, or sets of strategies occurring in distinct combinations. Eight clusters emerge, with reasonable procedural performance. The clusters are distinct in a surprisingly large number of ways, including their strategies for market share, pricing, approach and response to regulation, exports and use of retailersâ own-label brands. Information-sharing strategies are closely linked to both marketing strategy and regulation response/anticipation. Individual clusters identify distinct sets of behaviour regarding information-sharing up and/or down the value chain, their approach to quality and other aspects of market segmentation, targeting of export markets, and willingness to compete on price. Clustersâ distinct strategies regarding regulation featured anticipation, as opposed to several diverse means of passing on compliance costs: to buyers or to sellers. Such activities were linked to information-sharing strategies in different ways by different clusters. |
| Keywords: | Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49849&r=mkt |
| By: | Aurelio Volpe (CSIL Centre for Industrial Studies); Mariano Peluso (CSIL Centre for Industrial Studies) |
| Abstract: | This report provides a qualitative and quantitative study of the distribution of built-in appliances in Spain as well as an analysis of the trade satisfaction of the main brands of built-in appliances present in the Spanish market. The research also includes an overview of the Spanish kitchen furniture market providing data on kitchen furniture production and consumption, international trade, supply structure, distribution, sales and market share of the leading kitchen furniture manufacturers. Distribution flows of built-in appliances (supply and sales) are analysed by channel. The main is Builder/contract channel (46%) followed by appliance chains and buying groups (28%), kitchen and furniture retailers (14%) and furniture chains/DIY (12%). As far as the product is concerned (hobs, ovens, hoods, refrigerators, dishwashing machines), the report provides a breakdown by product type, reference prices as well as ranking of main brands. Brand image analysis is based on strengths and weaknesses pointed out for each built-in appliances' brand according to the following criteria: frequency/easy approach with the supplier, front staff professionalism, punctuality in delivery, post-selling technical assistance, price/quality, aesthetic qualities of product/design, wide range of products and models, innovation, brand fame/advertising, availability of merchandising material. The research is based on 90 qualitative interviews with a selected sample of built-in appliance retailers, built-in appliance wholesalers/importers, buying groups, builders, department stores, do-it-yourself stores, kitchen furniture manufacturers, kitchen furniture retailers, large appliances chains, large furniture chains, associations, media. |
| JEL: | L11 L68 L81 |
| Date: | 2008–06 |
| URL: | http://d.repec.org/n?u=RePEc:mst:csilre:ap02&r=mkt |
| By: | Aurelio Volpe (CSIL Centre for Industrial Studies); Mariano Peluso (CSIL Centre for Industrial Studies) |
| Abstract: | This report provides a qualitative and quantitative study of the distribution of built-in appliances in Russia as well as an analysis of the trade satisfaction of the main brands of built-in appliances present in the Russian market. The research also includes an overview of the Russian kitchen furniture market providing data on production, consumption international trade, distribution and prices. Tables and data show the sales breakdown of built-in appliances purchases by supplier (appliance retailers, wholesalers and importers, kitchen retailers, kitchen manufacturers, furniture chains, appliance chains). For each built-in appliance considered in the report (hobs, ovens, hoods, dishwashers, refrigerators), the analysis covers the price range for a selection of brands, the breakdown by distribution channel, the breakdown by product type in a sample of companies, the product breakdown by type in percentage data. The analysis of brand image is based on strong and weak characteristics pointed out for major built-in appliances' brand according to the following criteria: frequency/easy approach with the supplier, front staff professionalism, punctuality in delivering, after sales technical assistance, price/quality, aesthetic qualities of the product/design, wide range of products and models, innovation, brand fame/advertising, availability of merchandising material. The research is based on 90 interviews with built-in appliances retailers, built-in appliances wholesalers/importers, kitchen furniture manufacturers, kitchen furniture retailers, large appliances chains, large furniture chains, independent experts. |
| JEL: | L11 L68 L81 |
| Date: | 2008–11 |
| URL: | http://d.repec.org/n?u=RePEc:mst:csilre:ap06&r=mkt |
| By: | Knight, Erika; House, Lisa; Lee, Jonq Ying; Spreen, Thomas |
| Abstract: | Supermarket shelves are saturated with numerous varieties and brands of juice beverages. This high level of assortment has dramatically changed beverage consumption patterns and trends throughout the United States. In fact, during 2004-2005, energy and sport drinks experienced significant increases in sales, 65.9% and 20.6 %, respectively. During the same period of time, refrigerated juice sales increased a mere 2.2%, shelved non-fruit drinks decreased 0.9%, bottled juices and cocktails both decreased 1.5 % and frozen juice decreased by 12.8% (Food Industry Review 2006). The beverage industry has undergone many transformations, but consumer theory states that a shift in demand for one good has to be compensated by a shift in the opposite directions in the demand for the other good. Thus, with more brands competing for consumersâ dollars, it is important for brand managers, retailers, and other industry officials to understand demand interrelationships among various beverages. This study examines the competitiveness and structure of the beverage industry. Existing research suggests the demand for fruit beverages is independent from other food and non-food groups (Heien 1982; Lee 1984); therefore, information pertaining to other goods can be omitted without compromising the validity of the study. Our study will allow us to better understand how consumers make decisions concerning purchases patterns of beverage expenditures. |
| Keywords: | Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49878&r=mkt |
| By: | Meixner, Oliver; Haas, Rainer |
| Abstract: | The following contribution describes how an E-collaboration platform may be used within new product development. In order to develop a new dairy product (a yoghurt dessert), a leading Austrian dairy co-operated with representatives from the Austrian University of Natural Resources and Applied Live Sciences Vienna and other experts by use of a specific E-collaboration platform. The main aim of the project was the preparation of innovative product concepts. All necessary data and documents concerning consumer behaviour, market trends, product features etc. were distributed via a closed E-collaboration platform. The participants worked together for about half a year; however, only two personal meetings were necessary, all other communication processes (also group discussions) were done via the E-collaboration platform. It was possible to simultaneously communicate and co-operate even though the participants were located in Vienna, Upper Austria and Italy (South Tyrol). In the end a new product could be developed which was launched in one of the big three Austria supermarket chains in 2004. It could be proven that the state of the art in new product development is absolutely compatible with the usage of information technology for communication and knowledge transfer purposes; however, confidentiality and trust are absolutely indispensable for the success of such a project. |
| Keywords: | innovation, new product development, dairy industry, E-collaboration, Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49882&r=mkt |
| By: | Bourlakis, Michael; Papagiannidis, Savvas |
| Abstract: | This paper analyses the evolution of food retailing and describes how metaverses impact on it considering that retailers could be present in three different, but intertwined spaces. Our analysis deals with the major promotional issues, challenges and opportunities faced by traditional retailers, e-retailers and metaverse food retailers and the case of Second Life, a popular metaverse, is examined. A major finding is that retailers should apply a holistic approach when developing their promotional strategies aiming to have a presence in all three spaces. The authors suggest the pressing need for food policy development and stress the promotional and transactional potential that metaverses provide to other agri-food chain members including SMEs and manufacturers. |
| Keywords: | food retailing, metaverses, virtual worlds, Second Life, marketing and promotion, Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49770&r=mkt |
| By: | Voigt, Tim; Kuhl, Rainer |
| Abstract: | Convenience food is characterized by a value added to the product core that corresponds to fast changing consumer needs. Thus, convenience food can be considered as an example of one of the most innovative product categories in the domain of the food industry. Concerning innovative activities the prevailing perception of convenience food is that all decisive impulses are coming from the market e.g. are driven by the power of demand. If so, than food producers have the chance to react on these impulses when developing novel convenience food solutions timely and close to the market development intent meeting the requirements of the consumers. In this paper we are going to propose a different viewpoint: firms who are developing, producing and selling convenience food products may follow a corporate strategy which is not necessarily and primarily in line with the consumer welfare but is rather oriented to their competitors. Thus, the strategic dimension is also or predominantly geared to a firmâs competitive environment when trying to find attractive niche positions and aiming on competitive advantage by using internal resources and competencies. We understand that convenience food shows clear distinctive characteristics in comparison to conventional foods. These require a very particular set of competencies in the sense of how to employ resources and capabilities in a useful way. Additionally, we argue that the characteristics of convenience food to employ an innovation strategy based on fast processes of resource reconfiguration. |
| Keywords: | Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49880&r=mkt |
| By: | Dooley, Lawrence B.; Luca, E. |
| Abstract: | For many years research on marketing channel behaviour was focused on power and conflict between channel members. More recently, as a result of globalisation, firms have become more dependent on each other and more collaborative models of channel behaviour have developed to meet the demands of the global marketplace. Research suggests that closer relationships involving trust, commitment, co-operation, co-ordination, and collaboration are needed between chain members to ensure the success of their value chains. The major challenge is to identify and develop leadership styles that foster efficient and collaborative value chains. Generally, the literature suggests that supply chain effectiveness and survival is linked to leadership behaviour. Leader behaviour has needed to adapt to the competitive global environment, which tends to focus on fostering inter-organisational co-operation rather than competing in an adversarial way . In this climate, leaders need to possess supply chain management skills and, perhaps more critically, the ability to establish and maintain effective inter-orgnisational networks. Early exploratory research in manufacturing suggested that a participatory leadership style is most effective in fostering co-operation and increased supply chain performance. |
| Keywords: | Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49843&r=mkt |
| By: | Aurelio Volpe (CSIL Centre for Industrial Studies); Laura De Carli (CSIL Centre for Industrial Studies) |
| Abstract: | This report offers a comprehensive picture of the lighting fixtures sector in 16 Western European countries, providing trends in lighting fixtures production and consumption, imports and exports, prices, sales and market shares, marketing policies and distribution for both indoor and outdoor lighting. Total European lighting fixtures production, consumption and international trade are broken down by country highlighting the two main market segments for lighting fixtures in Europe: decorative/residential lighting and non-residential lighting (architectural/commercial, industrial and outdoor, altogether so-called technical lighting). The report provides a breakdown of lighting fixtures production in 16 Western European countries by segment (decorative/residential lighting, architectural/commercial lighting, industrial lighting and outdoor lighting) and by light source (traditional incandescence, halogen incandescence, compact fluorescence, linear fluorescence, gas discharge, LED and fiber optics).Data on decorative lighting are broken down by style (traditional, modern, design) and by positioning of the lamp (floor, table, wall, ceiling lamps and suspensions), while data on architectural and commercial lighting are broken down by product (downlights, fluorescence systems, projectors, spotlights, entertainment lighting, decorative lighting for hotels and shops). Industrial lighting consists of lighting for industrial sites, hospital and emergency lighting. Outdoor lighting includes residential outdoor lighting, lighting for urban landscape and lighting for major roads, sporting facilities and galleries. Trends of lighting fixtures prices by country, data on productive concentration by geographical area and data on employment in the lighting industry are also provided. The analysis of lighting fixtures distribution channels in Europe covers: direct sales and contract, specialist lighting stores, independent furniture stores, large furniture chains, department stores, wholesalers, DIY stores, mail order, e-commerce. A breakdown of lighting fixtures sales by distribution channel is available for the main companies.A breakdown of lighting fixtures exports and imports in the 16 Western European Countries considered is provided by country and by geographical area, also considering the performance of the main European producers on extra - EU markets (Eastern Europe and Russia, Middle East, Asia and Pacific, North America, Central-South America). Lighting fixtures sales by product (decorative/residential lighting, architectural/commercial lighting, industrial lighting and outdoor lighting) and by European country of destination are provided for the major companies operating in this market. |
| JEL: | L11 L22 L68 |
| Date: | 2008–06 |
| URL: | http://d.repec.org/n?u=RePEc:mst:csilre:eu06&r=mkt |
| By: | Giraud, Georges; Lebecque, Annick; Amblard, Corinne; Bord, Cecile; Sulmont-Rosse, Claire; Lefur, Yves |
| Abstract: | The paradigm of knowledge-based economy states that information asymmetry between consumers and producers will be reduced thanks to information availability and dissemination through the Internet or other media channels. Conversely to this statement, some published articles shown that knowledge-based economy reinforces the information asymmetry between experts and novices among the consumers (Hogg et al., 2007; Gregan-Paxton & Roedder-John, 1997; Alba & Hutchinson, 1987). Accordingly, we will consider the non homogeneity of consumers and will try to identify and qualify the differences between several groups of respondents regarding two food items by means of a k-means clustering applied to a knowledge-oriented questionnaire. |
| Keywords: | Consumer Knowledge, Clustering, Wine, Cheese, France, Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49848&r=mkt |
| By: | Sara Paoletti (CSIL Centre for Industrial Studies); Michela Amico |
| Abstract: | Home furniture consumption in Sweden recorded a total value of Euro 3. billion at retail prices. Among the European (17) countries, Sweden is the ninth home furniture consumer with a share of 2.9% of total European home furniture demand. In Sweden the specialist channel generates the largest share of domestic sales of home furniture. Buying groups-franchises and independent furniture chains have been recording growth over the years, while small-scale independent retailers are maintaining their shares. Europa Möbler and Svenska Hem are the most important players in the country in the buying group-franchises segment. Among the independent furniture chains IKEA and Mio Group are the leading players. The study of the home furniture distribution system in Sweden includes short profiles of major home furniture distributors with analyses of sales performances and retail formats (bedroom specialists, department stores, DIY, kitchen and bathroom specialists, large-scale furniture specialists, specialists in RTA furniture/jeune habitat). Analysis of home furniture imports by segment (Upholstered furniture, Kitchen furniture, Dining and living room furniture, Bedroom furniture) and by country. |
| JEL: | L81 L22 |
| Date: | 2008–12 |
| URL: | http://d.repec.org/n?u=RePEc:mst:csilre:eu09se&r=mkt |
| By: | Hingley, Martin |
| Abstract: | The premise of this paper is investigation into retailer-driven agri-food supply channels. Food sector dominant UK multiple retailers have in recent years invested in close Category Management (CM) based supply channel relationships with key/ preferred suppliers (Hingley, 2004; Hingley, Lindgreen and Casswell, 2006; Sodano and Hingley, 2007). Category Management allows a nominated supplier to take greater responsibility for the entire supply chain of a given product category and aims to maximise sales and profitability through an end consumer orientation (Jarvis and Woolven, 1999) and this became universally employed by retailers in recent years (Hingley, 2005a). However, critics such as Dapiran and Hogarth-Scott (2003) contend that the development of CM has not necessarily increased co-operation in supply chains and that it can be used by retailers to actually reinforce power and control. Some suppliers are reported as being concerned that risk is put on to the supplier and away from the retailer (Allen 2001; Hingley, 2005a; 2005b). Duffy et al (2003) concur, and state that CM in food supply chains has led retailers to a preference for larger suppliers who dominate a product category. UK retailers have been happy to go down the CM route as by doing so they have off-loaded a good deal of responsibility onto category lead suppliers, whilst retaining channel control (Hingley, 2005b). Most of these retailers have developed a 'super middleman' hub of CM suppliers, based on suppliersâ undertaking centralised activities (taking lead on volume, quality and technical, innovation etc) on behalf of their retailer (Hingley, 2005a). This has built a (not necessarily mutual) reliance and enhanced the role of key CM partner suppliers. However, despite the benefits of CM, its infrastructure has a good deal of central control cost and overhead. The core purpose of this study is to establish whether CM has run its course and perhaps circumstances are again evolving towards a leaner, and more direct sourcing philosophy; where stripped-down suppliers can gain a direct route to multiple retailers? The context for this premise is derived from ongoing price pressures in the channel management of what are essentially low value fresh commodities. Such pressure on cost/ price may lead retailers to develop a slimmed down and more direct supply route for many fresh products. In addition to this, supplier criticism and discussion of the more negative aspects of the approach has led retailers to reappraise the future of CM. Further, perhaps retailers no longer require such a close 'relationship' with suppliers (given that the supplier quality/ integrity issues and protocols that initiated such an approach are well established and can be covered by freelance outsourced agents)? For the purpose of this paper, the investigation is preliminary and qualitative, based on depth interviews with members of a fresh produce supplier/ intermediary (sourcing produce widely from around Europe). To follow, further empirical studies will be undertaken using a larger number of semi-structured interviews with key multiple retailer fresh produce Category Managers and CM suppliers in the UK. |
| Keywords: | retail supply networks, category management, innovation, fresh produce, Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49852&r=mkt |
| By: | Albisu, Luis Miguel; Mamaqi, Xhevrie |
| Abstract: | The objective of this work is to analyse the relative importance of three groups of competitive advantage factors on firmsâ results of the Spanish agro-food industry. Competitive advantage factors correspond to three aspects: agro-food firms internal sources called, in this study, Potential Resources (RP); agro-food firms relationships with other firms, which are called Specific Firms Relationships (RE); and, the market and industry characteristics plus the industrial localisation, which are included in the so called Market Structure and Industry Location (EMI). Seven hypotheses have been formulated to asses direct and indirect relationships between RP, RE, EMI and economic Results (R) specifying causality directions between explicative indicators for each competitive factor. The seven hypotheses have been combined in a hypothetical model with structural equations defining firmsâ competitiveness. A sample of 294 firms has been used and 17 variables related to competitive advantages have been selected. Indicators related to Potential Resources refer to technological levels, development of new products as well as promotion and advertising activities. Agro-food firmsâ relationships are taken into account introducing variables accounting for relationships with suppliers, distributors and other firms. The Market Structure and Industry are taken into account considering the concentration degree of the food distribution firms, entry of new firms into the market and product prices, among others. Results have been measured with indicators measuring investment over sales, added value and export intensity. Results indicate that Potential Resources and the Specific Firms Relationships explain better the variability of the Results with a strong relationship between those two groups of variables. Altogether this analysis supports 4 out of the 7 proposed hypotheses. The most important variables influencing results are product and process innovations as well as relationships with suppliers. |
| Keywords: | agro-food industry, Spain, competitive advantages, confirmatory factorial analysis, structural equations model, Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49765&r=mkt |
| By: | Zanasi, Cesare; Marconi, Gianni |
| Abstract: | Feed industry is very demanding in terms of logistics. This activity implies supplying, processing and, most of all, distributing perishable products (raw materials and feed), to a very large number of clients, often scattered in wide market areas (animal farms) with different qualitative, quantitative and timing needs. So far the use of ICTs within the feed industry in Italy regarded mostly the production phase in terms of feed composition optimisation, and the internal logistics. External relationships like e-CRM, etc.. have so far been rarely adopted. For many Italian small and medium enterprises, mostly in the agro-food sector, the diffusion of ICTs solutions for the management of their client relationship has been quite slow. The aim of this paper is to examine the factors affecting the success in the implementation of an e-CRM solution in an Italian feed industry; the implementation strategies adopted and their impact on the company logistics performances have been investigated; the methodological framework for the e-solution implementation strategy analysis is the âBuilding of organizational support for Supply chain Improvementâ as defined in the SCOR model (Bolstorff P., Rosenbaum R., 2003). The SCOR model provided a useful analytical framework in order to define the variables affecting the successful implementation of the e-CRM. The results show a dramatic improvement in the Progeo- Mangimi customer relationship performances; the fundamental role of the Progeo management to organise and motivate the personnel involved, and to interact with the customers, emerged. |
| Keywords: | Agribusiness, Agricultural and Food Policy, Farm Management, Food Consumption/Nutrition/Food Safety, Industrial Organization, |
| Date: | 2008–10 |
| URL: | http://d.repec.org/n?u=RePEc:ags:eea110:49894&r=mkt |