The Effect of Retail Distribution on Sales of Alcoholic Beverages

Friberg, Richard; Sanctuary, Mark

doi:10.1287/mksc.2017.1038

Cited by 19 publications

(5 citation statements)

References 22 publications

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“…This is likely to generate slow adjustment of product offerings to, for instance, exchange-rate changes. See Friberg and Sanctuary (2017) for a detailed description of assortment policy in Systembolaget.…”

Section: The Firms Their Product Portfolios and The Retailer Markupmentioning

confidence: 99%

Pass-Through by Multi-Product Firms

Friberg

Romahn

2018

International Journal of the Economics of Business

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How does cost pass-through to prices depend on the set of products a multiproduct firm owns? Using a structural demand model for the Swedish beer market, we simulate equilibrium cost pass-through for varying counterfactual ownership patterns. We find that a firm with a larger number of products in its portfolio and a higher degree of substitutability among these products adopts a lower pass-through of costs. While the direction of results is robust, our simulations show that the muting effect on passthrough is limited when comparing pass-through by stand-alone firms to pass-through under the actual, moderately concentrated market structure.

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Section: The Firms Their Product Portfolios and The Retailer Markupmentioning

confidence: 99%

Pass-Through by Multi-Product Firms

Friberg

Romahn

2018

International Journal of the Economics of Business

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“…A robust finding in this area is that of a convex curve pattern for the relationship between distribution breadth and market share (Farris et al 1989;Hirche et al 2021a;Kruger and Harper 2006;Wilbur and Farris 2014). This convex curve pattern describes a "double jeopardy" phenomenon, whereby high-share brands tend to sell more per point of distribution (Friberg and Sanctuary 2017;Kucuk 2008;Wilbur and Farris 2014). Double jeopardy patterns are also valid with regards to other metrics (e.g., penetration rate, purchase frequency, share of requirements) in relation to market share (Jung et al 2016).…”

Section: The Relationship Between Distribution and Market Sharementioning

confidence: 94%

Modeling total distribution velocity

Hirche,

Völckner,

Trinh

et al. 2024

J Market Anal

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For retailers and suppliers, keeping track of distribution velocity, which refers to the market-share gains per additional point of distribution, is important to assess the performance of their products in a market. Common distribution-velocity models use distribution-breadth metrics. However, distribution-breadth metrics lack the variability needed to meaningfully differentiate competing brands. This article presents a new approach for modeling distribution-velocity using weighted total distribution, which combines distribution-breadth and distribution-depth. Using retail scanner data from the U.S. market covering a total of 1682 brands in 12,049 stores across five channel types, we propose total-distribution models that are easier to specify, better reveal the differences in distribution between brands, and thus improve competitive benchmarking. This novel modeling approach based on total distribution serves as a pivotal contribution by providing an effective analytical tool for competitive benchmarking in diverse market environments. It allows brands to increase their market-share by spending on a fair share of total distribution. These findings highlight the usefulness of a total-distribution metric as a measure of competitive distribution coverage to support product-portfolio and category-management decisions.

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“…After analysis, this research concludes that the wider the retail distribution, the more sales a company makes. This can also further expand the market share [9]. Luo studied the relationship between manufacturers and retailers in product distribution.…”

Section: Related Researchmentioning

confidence: 99%

Research on Capital Structure and Investment Value of the Beer Industry

Meng

2023

AEMPS

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In recent years, due to the accelerated pace of life, to relieve pressure, most people tend to drink to relax. For the type of wine, the most popular choice is beer. Thus, it may be a good choice to invest in the beer industry for investors. The main purpose of this article is to ana-lyze AB-InBev, which is the leading enterprise in the beer industry, and then get the in-vestment value of this company while providing references for other companies. To achieve this goal, the capital structure of AB-InBev is analyzed by calculating many indicators such as the Weight Average Cost of Capital, and the company's business risks are analyzed in de-tail from three aspects including financial data, costs, and competitors. The result of the analysis is that although the company's profitability is strong, the risk to the company is still high. This leads to the conclusion that risk-neutral or risk-loving people are better suited to invest in AB-InBev.

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The Effect of Retail Distribution on Sales of Alcoholic Beverages

Cited by 19 publications

References 22 publications

Pass-Through by Multi-Product Firms

Pass-Through by Multi-Product Firms

Modeling total distribution velocity

Research on Capital Structure and Investment Value of the Beer Industry

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