Retailer‐supplier partnerships: hostages to fortune or the way forward for the millennium?
Retailer‐supplier partnerships: hostages to fortune or the way forward for the millennium?
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零售商与供应商的合作伙伴关系：财富的人质还是千禧年的前进之路？
DOI：
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发表时间：
1999
期刊：
影响因子：
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通讯作者：
S. Hogarth‐Scott
中科院分区：
文献类型：
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作者：
S. Hogarth‐Scott
讨论的关系文献，借鉴关系营销，营销，组织行为和战略文献，并提供了一个概述的权力/依赖，承诺和信任的核心结构。随后的讨论通过讨论三种类型的零售商与供应商的关系，在英国食品行业的背景下检查这些结构：零售商和强大的品牌供应商（通常是市场领导者）之间的伙伴关系;自有品牌/自有品牌的关系;和零售商与二级品牌制造商的关系。少数自有品牌供应商与零售商有相互依赖的关系。然而，它们缺乏强大的市场品牌，而这在很大程度上反映了品牌市场领导者的议价能力。这三种类型的关系反映了不同程度的相互依赖/依赖，并提供了有用的见解，管理者可能会使用的结构，以更好地管理和优先考虑这些关系。考虑到行业中的权力不平衡，对过度使用和经常不精确的概念（权力，信任等）进行了现实的评估。零售业的重大创新（类别管理和有效的消费者响应）需要贸易伙伴的密切协调。零售商和制造商建立了一系列的关系--从离散的交换关系到价值负载关系。为理解这些不同关系的价值提供了一个框架。最后，本文展望了下一个千年。
Discusses the relationship literature, drawing on relationship marketing, marketing, organisational behaviour, and strategy literatures and provides an overview of the central constructs of power/dependency, commitment and trust. Subsequent discussion examines these constructs in the UK food industry context through a discussion of three types of retailer‐supplier relationship: partnership between retailer and strong branded supplier (usually market leader); own brand/private label relationship; and retailer relationships with secondary brand manufacturers. A small number of own brand suppliers have interdependent relationships with retailers. However, they lack the strong marketplace brand which reflects a large part of the bargaining power of branded market leaders. These three types of relationship reflect different levels of interdependence/dependence and provide useful insights into the constructs that managers might use to better manage and prioritise these relationships. Takes account of the power imbalances in the industry, provides realistic evaluation of somewhat overused and frequently imprecise concepts – power, trust etc. Major innovations in retailing – category management and efficient consumer response – require close co‐ordination of trading partners. Retailers and manufacturers embark on a range of relationships – discrete exchange relations to value laden relationships. Provides a framework for understanding the value of these different relationships. Finally, this paper looks forward to the next millennium.