Empirical Models of Manufacturer-Retailer Interaction: A Review and Agenda for Future Research

Ailawadi, Kusum L.; Bradlow, Eric T.; Draganska, Michaela; Nijs, Vincent R.; Rooderkerk, Robert P.; Sudhir, K.; Wilbur, Kenneth C.; Zhang, Jie

doi:10.2139/ssrn.2465625

Cited by 13 publications

(19 citation statements)

References 48 publications

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“…LPs offer benefits for consumers who can receive rewards and/or reach a higher tier, as well as for firms that can potentially gain more repeat businesses and, at the same time, gather detailed consumer insights that allow them to deliver targeted marketing activities (Ailawadi et al 2010;Liu 2007). Hence, an LP allows a firm to monitor and influence consumer choices.…”

Section: Introductionmentioning

confidence: 99%

Advancing research on loyalty programs: a future research agenda

et al. 2014

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Despite the growing literature on loyalty program (LP) research, many questions remain underexplored. Driven by advancements in information technology, marketing analytics, and consumer interface platforms (e.g., mobile devices), there have been many recent developments in LP practices around the world. They impose new challenges and create exciting opportunities for future LP research. The main objective of this paper is to identify missing links in the literature and to craft a future research agenda to advance LP research and practice. Our discussion focuses on three key areas: (1) LP designs, (2) Assessment of LP performance, and

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Section: Introductionmentioning

confidence: 99%

Advancing research on loyalty programs: a future research agenda

et al. 2014

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“…On the other hand, cooperation in the customer-oriented processes includes activities such as shops design, training of sales staff, the exposure of products, loyalty programs, advertising (e.g. Ailawadi et al, 2010), other promotional activities, including those conducted at the point of sale | 63 (e.g. Park, 2004;Huang, Li, & Mahajan, 2007).…”

Section: Retailers -Manufacturers' Cooperation and Coopetitionmentioning

confidence: 99%

A Framework of Retailer-Manufacturer Cooperation and Coopetition: Consumer Durable Goods Retailers’ Case Studies

Witek-Hajduk

Napiórkowska

2017

EBER

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A B S T R A C T Objective:The purpose of this paper is to develop a framework of cooperation and coopetition between retailers and key manufacturers from a perspective of retailers offering consumer durables. Research Design & Methods:In order to answer the research questions semistructured, in-depth and face-to-face interviews with managers of six SMEs or large retailers operating in Poland and offering consumer durables were carried out. Findings: The empirical studies confirm both cooperation and coopetition between retailers and manufacturers -suppliers of consumer durables depending on, among others, the category of consumer goods and the balance of power between retailers and manufacturers. The scope of cooperation is not too wide, and concerns only some of the value chain processes indicated in the literature. Implications & Recommendations: Conducted studies are exploratory and need to be deepen with the use of quantitative research that will help determine the impact of the balance of power between manufacturers and retailers and the strength of retailer-manufacturer relations on the range / areas and financial and non-financial performance of this cooperation. Contribution & Value Added: The originality of this work lies in studying some aspects of retailers' relations with their key suppliers operating in consumer durables market. Article type: research paper

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“…Most significantly, a third form of microeconomic modelbased research, namely, structural analyses (or the new empirical industrial organization [NEIO] paradigm) of channel issues has emerged and is steadily growing in the field (e.g., Ailawadi et al 2010;Chu, Chintagunta, and Vilcassim 2007;Sudhir 2001). Structural modeling work effectively combines analytical modeling and empirical (econometric) research.…”

Section: Evolution Of the Microeconomic Model-based Researchmentioning

confidence: 99%