Detecting Inefficiently Managed Categories in a Retail Store

Goić, Marcel; Bosch, Máximo; Castro, Juan Pablo

doi:10.2139/ssrn.2511444

Cited by 2 publications

(2 citation statements)

References 42 publications

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“…Category management can be termed as a process that involves different product categories strategic business units and customizing them based on store catchment and customer preferences to satisfy customer needs (Nielsen,1992). Category management is the strategic management of grocery retail merchandise by category instead of the brand (Goic et at, 2013). A group of products is a category that has common consumer needs (Hofler, 1996).…”

Section: Introductionmentioning

confidence: 99%

Impact of Category Captains on Category Sales and Profitability

Garg¹

2022

ijcsrr

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The Indian retail industry is a growing segment and there are several players in entire India. Some of the big names are Reliance Retail, Future Retail, Spar, Spencer’s, Ratandeep, and many more. They are present in different states of India and catering a huge urban population. In any retail store, category plays a vital role and its management is very important. Sales of any retail chain is dependent on better and effective management of different categories. For every category, there are some of the main brands which lead the category sales. Category captains may play important roles in driving the overall retail chain business. Category captains can formulate the strategy for different product categories and can suggest the retail chain for implementing the same. However, the final decision is taken by retail chains only.

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Section: Introductionmentioning

confidence: 99%

Impact of Category Captains on Category Sales and Profitability

Garg¹

2022

ijcsrr

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“…Blattberg, 1995;Nielsen, 1992). CM is strategic management of grocery retail products by category rather than by brand (Goic et al, 2013;Kurtulus and Toktay, 2009;Nielsen, 1992). A category is a group of products that have a common consumer end use (Hofler, 1996), and the group is distinct, manageable and perceived by the consumer to be related and substitutable in meeting the needs of the consumer (Blattberg, 1995;Hogarth-Scott and Dapiran, 1997).…”

Section: Introductionmentioning

confidence: 99%

Category captain arrangements in grocery retail marketing

Chimhundu

Kong

Gururajan

2015

Asia Pacific Journal of Marketing and Logistics

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Purpose – The purpose of this paper is to examine shelf management practices of grocery retail chains and their category captains (CCs) in the marketing of consumer packaged goods. Design/methodology/approach – This is a qualitative, exploratory study that is set in a duopoly retail environment in the Asia-Pacific region. The study employed 18 in-depth interviews with executives and managers of two umbrella retail organisations and their suppliers/manufacturers. The method of data analysis employed was content analysis. Findings – Despite CC input in merchandising decisions, it is the retail chains that have the final say on shelf matters. There is no risk of strategic loss of power in employing CCs to manage store product categories on behalf of, or in partnership with retailers provided the retail chains closely monitor the activities and decisions/recommendations of the captains. Research limitations/implications – The paper is developed from data obtained from the grocery retail industry of one economy. Future research would need to extend this study to other economies with similar as well as different conditions. Practical implications – The research offers reassurance to grocery retail practitioners who may be contemplating lessening the burden of managing all their store categories by themselves and switching to CC arrangements. The reassurance is that the reported risk associated with loss of power is manageable. Originality/value – The paper has created a typology termed the “category captain arrangement/grocery retail concentration matrix” and specific directions for further research.

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Detecting Inefficiently Managed Categories in a Retail Store

Cited by 2 publications

References 42 publications

Impact of Category Captains on Category Sales and Profitability

Impact of Category Captains on Category Sales and Profitability

Category captain arrangements in grocery retail marketing

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