{"title":"取决于货架空间需求的零售品类管理:品类领导的有效性","authors":"Mengchu Wu , Ozgun Caliskan Demirag , Weili Xue , Minghui Xu","doi":"10.1016/j.ijpe.2024.109365","DOIUrl":null,"url":null,"abstract":"<div><p>Category captainship is a retail category management practice where the retailer delegates certain category decisions to a vendor, known as the category captain, to leverage the vendor’s market expertise and reduce the retailer’s workload in managing the category. We examine the effectiveness of category captainship compared to traditional retailer category management, focusing on scenarios where shelf space capacity decisions are delegated to the category captain, and demand is dependent on shelf space capacity. Our study considers two competing manufacturers, each selling a substitutable product through a common retailer. We find that when the retailer’s profit-sharing ratio is sufficiently but not excessively high, category captainship can enhance profits for both the retailer and the captain manufacturer. These profit improvements are more pronounced at intermediate values of shelf space elasticity of demand. Although the non-captain manufacturer may suffer from competitive exclusion under certain conditions, “win-win-win” outcomes in profits and sales occur when the products are highly differentiated by price or shelf-space elasticity. The retailer benefits from increasing demand elasticity of shelf space and prefers to designate the manufacturer with the higher elasticity as the category captain. When the profit-sharing ratio is determined through a retailer-led bargaining framework, the retailer benefits most by negotiating sequentially with the manufacturers, inducing the manufacturer with lower bargaining power to take on the category captain role. Our findings provide valuable insights into developing category management strategies under shelf-space elastic demand.</p></div>","PeriodicalId":14287,"journal":{"name":"International Journal of Production Economics","volume":"276 ","pages":"Article 109365"},"PeriodicalIF":9.8000,"publicationDate":"2024-08-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"Retail category management under shelf-space dependent demand: The effectiveness of category captainship\",\"authors\":\"Mengchu Wu , Ozgun Caliskan Demirag , Weili Xue , Minghui Xu\",\"doi\":\"10.1016/j.ijpe.2024.109365\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"<div><p>Category captainship is a retail category management practice where the retailer delegates certain category decisions to a vendor, known as the category captain, to leverage the vendor’s market expertise and reduce the retailer’s workload in managing the category. We examine the effectiveness of category captainship compared to traditional retailer category management, focusing on scenarios where shelf space capacity decisions are delegated to the category captain, and demand is dependent on shelf space capacity. Our study considers two competing manufacturers, each selling a substitutable product through a common retailer. We find that when the retailer’s profit-sharing ratio is sufficiently but not excessively high, category captainship can enhance profits for both the retailer and the captain manufacturer. These profit improvements are more pronounced at intermediate values of shelf space elasticity of demand. Although the non-captain manufacturer may suffer from competitive exclusion under certain conditions, “win-win-win” outcomes in profits and sales occur when the products are highly differentiated by price or shelf-space elasticity. The retailer benefits from increasing demand elasticity of shelf space and prefers to designate the manufacturer with the higher elasticity as the category captain. When the profit-sharing ratio is determined through a retailer-led bargaining framework, the retailer benefits most by negotiating sequentially with the manufacturers, inducing the manufacturer with lower bargaining power to take on the category captain role. Our findings provide valuable insights into developing category management strategies under shelf-space elastic demand.</p></div>\",\"PeriodicalId\":14287,\"journal\":{\"name\":\"International Journal of Production Economics\",\"volume\":\"276 \",\"pages\":\"Article 109365\"},\"PeriodicalIF\":9.8000,\"publicationDate\":\"2024-08-10\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"International Journal of Production Economics\",\"FirstCategoryId\":\"5\",\"ListUrlMain\":\"https://www.sciencedirect.com/science/article/pii/S0925527324002226\",\"RegionNum\":1,\"RegionCategory\":\"工程技术\",\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"Q1\",\"JCRName\":\"ENGINEERING, INDUSTRIAL\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"International Journal of Production Economics","FirstCategoryId":"5","ListUrlMain":"https://www.sciencedirect.com/science/article/pii/S0925527324002226","RegionNum":1,"RegionCategory":"工程技术","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q1","JCRName":"ENGINEERING, INDUSTRIAL","Score":null,"Total":0}
Retail category management under shelf-space dependent demand: The effectiveness of category captainship
Category captainship is a retail category management practice where the retailer delegates certain category decisions to a vendor, known as the category captain, to leverage the vendor’s market expertise and reduce the retailer’s workload in managing the category. We examine the effectiveness of category captainship compared to traditional retailer category management, focusing on scenarios where shelf space capacity decisions are delegated to the category captain, and demand is dependent on shelf space capacity. Our study considers two competing manufacturers, each selling a substitutable product through a common retailer. We find that when the retailer’s profit-sharing ratio is sufficiently but not excessively high, category captainship can enhance profits for both the retailer and the captain manufacturer. These profit improvements are more pronounced at intermediate values of shelf space elasticity of demand. Although the non-captain manufacturer may suffer from competitive exclusion under certain conditions, “win-win-win” outcomes in profits and sales occur when the products are highly differentiated by price or shelf-space elasticity. The retailer benefits from increasing demand elasticity of shelf space and prefers to designate the manufacturer with the higher elasticity as the category captain. When the profit-sharing ratio is determined through a retailer-led bargaining framework, the retailer benefits most by negotiating sequentially with the manufacturers, inducing the manufacturer with lower bargaining power to take on the category captain role. Our findings provide valuable insights into developing category management strategies under shelf-space elastic demand.
期刊介绍:
The International Journal of Production Economics focuses on the interface between engineering and management. It covers all aspects of manufacturing and process industries, as well as production in general. The journal is interdisciplinary, considering activities throughout the product life cycle and material flow cycle. It aims to disseminate knowledge for improving industrial practice and strengthening the theoretical base for decision making. The journal serves as a forum for exchanging ideas and presenting new developments in theory and application, combining academic standards with practical value for industrial applications.