零售商创建自有品牌的发展策略

创建自有品牌是我国零售商未来发展的一个重要趋势,我国零售商实施自有品牌的不仅具有可行性,而且创建和发展自有品牌成为零售商维持竞争优势的必然选择,零售业自有品牌战略是零售企业应对市场激烈竞争的有效手段,它的产生有着深刻的背景,但实施这一战略,零售企业须注意谨慎选择商品种类与合作厂商、充分利用最新技术手段、正确定位等问题,文章对我国大型零售商实施自有品牌的营销策略进行了深入分析。     

我国本土零售商应对日本跨国零售商的战略分析

目前越来越多的日本跨国零售商在我国展开竞争,对我国零售业的发展而言既是机遇又是挑战。本文介绍了日本跨国零售商在我国发展的历程,然后从我国政府和我国本土零售商的角度提出应对战略,旨在知己知彼,为我国本土零售业应战提供参考。     

本土零售商应如何应对外来竞争——以茂名明湖百货有限公司为例

本文以茂名明湖百货有限公司为例,分析本土零售商应如何应对外来竞争,对于促进零售市场发展、完善具有积极的现实意义.     

跨国零售商在华市场优化管理供应商问题研究

本文在实地调查基础上,阐明跨国零售商在华市场优化管理供应商的基本模式,表明在华跨国零售商过度优化管理供应商的"过激"行为,分析由此引发制造商的短视效应与发展效应;零售业的竞争效应与互补效应;市场环境的失衡效应与整合效应,并针对我国中小供应商、本土零售商以及政府职能管理部门提出应对建议.     

零售商抗衡力量对市场绩效的影响及其政策涵义

本文通过构建有边缘零售竞争者的主导零售商模型,考察了零售商抗衡力量对市场绩效的影响,理论上证明了"加尔布雷斯假说"在一定条件下成立.研究表明:零售商适度的抗衡力量对社会是有利的,但前提是零售层面存在竞争.文章最后针对我国零售市场特点,提出了抗衡力量的反垄断政策涵义.     

我国零售商与供应商冲突的现状、成因及对策

本文首先对零售商供应商冲突的现状进行了分析,阐述了在目前的双方关系中,零售商依靠其渠道优势所引发的冲突;接着分析了冲突的成因:直接根源——利润最大化以及零售企业的强势对供应商所构成的威胁等;最后借鉴国外发达国家政府对零供冲突所做的规制,提出我国政府应对零供冲突的建议以及行业、企业应对双方冲突的对策。     

零售商实施自有品牌的困难与障碍分析

在我国零售市场全面对外开放的宏观背景下,很多本土零售商希望通过自有品牌开发与外资零售商抗衡,但是效果并不理想。究其原因,除了受传统的经营观念限制外,很显然还客观地存在其他方面的障碍因素如缺乏研发人才、制造商品牌压力、观念障碍、企业规模障碍等。本文就此进行分析。     

农产品生产巨头的终端“野心”

在零售商正通过农超对接、海外直采等方式寻求供应链变革以应对未来竞争时，农产品生产巨头正悄无声息地向零售渠道延伸。     

阵地战与堡垒战——本土零售商与外资零售商扩张模式对比

中国零售业全面开放以来,外资零售商加快了进入中国零售市场的步伐,本土零售商在与外资零售商争夺中国零售市场份额时分别运用了“阵地战”与“堡垒战”两种不同的扩张模式。“阵地战”具有区域集中,业态多样,低辐射性;而“堡垒战”具有布局广泛,业态单一,高辐射性。对于外资零售商采用的“堡垒战”只适用于城市,便利性较弱,两种扩张模式对比,从中得出本土零售商要大力开拓和稳固县镇及农村市场,扩大品牌影响力,提高大区域物流能力以及注重人才储备,培养竞争力的启示。     

外资零售商的业态扩张及本土零售商的应对

外资零售商在我国市场快速扩张的过程中,有的采取单一业态战略,有的采取多业态战略。尽管目前多数只选择了单一业态,但已逐步转向多业态发展,并通过业态的细分化和融合创新,不断提升在我国市场的竞争力,对我国本土零售商生存和发展造成了很大的压力。我国本土零售商应当在业态上与外资零售商实行错位经营,并通过业态创新、发展多种业态及合作联盟的方式积极应对。     

Independent Retail and Grocery Shops in Zimbabwe: Survival and Demise in a Crisis and Post-Crisis Era

Research on independent retail and grocery shops has largely been confined to more advanced markets such as those of the United States and the United Kingdom, ignoring trends in this sector in other markets such as Africa. Findings from these previous studies have established increasing pressure for survival faced by these independent retailers due to the dominance of big local supermarket chains and increased foreign competition. This research investigates the impact of increased local and foreign supermarket retail competition on independent retailers in Zimbabwe during the turbulent hyperinflation crisis era and the post-crisis recovery dollarization era. Key findings from the study focus on the impact of the changing retail landscape on growth and demise of these retailers. The study outlines constraints faced by the retailers and coping strategies that are being used to address the changing landscape and constraints. Implications for marketing practice and policy are then outlined.     

提升我国零售企业竞争力 发展大型连锁零售企业集团

当前我国零售企业的现状与国民经济快速发展的要求很不相称。我国加入WTO后,零售业竞争加剧,提升我国零售企业竞争力,发展大型连锁零售企业集团已是当务之急。我国要利用当前发展大型零售企业的有利条件。制定出国内零售企业提升竞争力的途径。     

Retail environment and manufacturer competitive intensity

We study how the intensity of competition and the degree to which manufacturers enjoy market power depends on the retail environment in a given market. Past research has discussed the growing importance of retailers and the power they enjoy over manufacturers. Yet, the empirical literature to date has not determined which retail characteristics have the largest impact on competitive behavior.Our starting point is the estimation of a structural demand-and-supply model, where both consumers’ decisions and the strategic interactions between manufacturers and retailers are explicitly modeled. We identify the type of competitive behavior of manufacturers by measuring the deviation from a Bertrand-Nash equilibrium. This measure of competitive conduct is expressed as a function of key retail characteristics such as size of the retailer, its assortment depth, and category expertise.We illustrate the proposed approach using data for the ground coffee category in Germany. Our findings indicate that retail characteristics have indeed a significant effect on competitive intensity among upstream firms and on their ability to exercise market power. Hence, a manufacturer considering entry into a new market should not only take into account its competitors but also the specifics of the retail environment in this market.     

The Role of Retail Competition,Demographics and Account Retail Strategy as Drivers of Promotional Sensitivity

We study the determinants of sensitivity to the promotional activities of temporary price reductions, displays, and feature advertisements. Both the theoretical and empirical literatures on price promotions suggest that retailer competition and the demographic composition of the shopping population should be linked to response to temporary price cuts. However, datasets that span different market areas have not been used to study the role of retail competition in determining price sensitivity. Moreover, little is known about the determinants of display and feature response. Very little attention has been focused on retailer strategic decisions such as price format (EDLP vs. Hi-Lo) or size of stores. We assemble a unique dataset with all U.S. markets and all major retail grocery chains represented in order to investigate the role of retail competition, account retail strategy, and demographics in determining promotional response. Previous work has not simultaneously modeled response to price, display, and feature promotions, which we do in a Bayesian Hierarchical model. We also allow for retailers in the same market to have correlated sales response equations through a variance component specification. Our results indicate that retail strategic variables such as price format are the most important determinants of promotional response, followed by demographic variables. Surprisingly, we find that variables measuring the extent of retail competition are not important in explaining promotional response.     

Future of Retailer Profitability: An Organizing Framework

Retailers are dynamic in nature, and their strategies keep evolving with changing scenarios and availability of new technologies. In the current scenario, there is a need for a comprehensive and organizing framework for retailers to develop and implement a complex set of strategies. In this article, we broadly categorize retailers’ implementation of strategies at four levels—market, firm, store and customer. The four-level categorization has been done using a triangulation approach consisting of inferences from previous literature, interviews with practitioners, and reviewing popular press. In the future, retailers will expand to even more countries, and there will be plenty of scope for using advanced technologies and big data. This organizing framework accommodates for any such changes as well as guides retailers about ways of increasing profitability in the future. In this article, we also provide generalized expectations of strategies under each level which not only can be used by researchers as a direction of future research but also by practitioners to understand and implement their strategies in an effective and efficient way.     

Retail Market Power in a Shopping Basket Model of Supermarket Competition

Supermarket retailers typically operate with relatively low margins, suggesting a highly competitive retail environment. However, despite the fact that consumers purchase an entire shopping basket at a time from supermarkets, this evidence is largely based on models of retail competition with single-category purchases. In this paper, we develop and test an empirical model of retail price competition that explicitly accounts for the effect of demand complementarity among items in consumer shopping baskets. Relative to the case where consumers purchase products with independent demands, we demonstrate that equilibrium prices are higher for all items when retailers take demand-complementarity into account. Our findings indicate that non-price strategies intended to encourage complementarity, such as co-merchandising, strategic shelf-positioning, or featuring complementary goods tend to soften price competition, and lead to higher equilibrium prices.     

Why is Price Dispersion Higher Online than Offline? The Impact of Retailer Type and Shopping Risk on Price Dispersion

When physically similar products, of similar quality, are offered by retailers both online and offline, we often observe that the dispersion in prices of these products online is greater than the price dispersion offline. This observation runs counter to early theories that suggested price dispersion online would be smaller than that offline due to the ease of search and information availability online. This paper investigates and provides an explanation for this puzzling phenomenon by examining the impact of two important drivers of price dispersion: retailer type and consumers’ shopping risk. Retailer type refers to whether a retailer is a pure offline, pure online, or dual channel retailer. Shopping risk is defined as the product of consumers’ perceived risk of shopping and the transaction uncertainty related to shopping at different types of retailers.A game-theoretic approach is adopted to model consumers’ price search and product purchase, as well as price competition within and across retailer types in online and offline markets. Equilibrium pricing strategies are derived for different retailer types competing for different consumer segments with different levels of perceived shopping risk. The impact of retailer type and shopping risk on online versus offline price dispersion are quantified, and conditions when price dispersion is greater online than offline are identified.Results indicate that price dispersion is greater online when the number of pure online retailers is sufficiently large and is increasing in the number of pure online retailers. In addition, a reduction in online shopping risk may actually increase online price dispersion. Results further suggest that even without any online sales, dual channel retailers should maintain their online presence for the purpose of information dissemination, which justifies the importance for pure offline retailer to incorporate webrooming strategies, where consumers can search for prices online but purchase offline.     

The impact of store flyers on store traffic and store sales: a geo-marketing approach

This paper analyzes the impact of the composition of a retailers’ weekly store flyer on store performance. The paper presents and tests propositions on how a store flyer’s size, its average discount size, and the allocation of store flyer space to category and brand types, affects store traffic and sales. The moderating impact of location variables—socio-demographics of trading area inhabitants, characteristics of the store and competition—is also discussed and empirically tested. The outcomes provide key insights for retailers with regard to the financial ramifications of store flyer competition.     

Retail Micro-Marketing Strategies and Competition

The goal of this paper is to open the debate about the effect of customer specific retail marketing on competition. Segmentation and targeting based on loyalty card information affects horizontal and vertical relationships. Few retailers can take advantage of the power connected to the ownership of customer information. Consumers benefit from a more targeted approach to value creation but the distribution of such value varies widely, as a consequence of micro-targeting. A second goal is to test a new way of conducting joint research with practitioners. An online community was set up for the discussion of micro-marketing related issues. Online, the authors have been able to test the hypothesis and deliver the survey questionnaire to participating retailers who, in turn, can access results through the community website: www.partnership4loyalty.com.     

Violation behavior in vertical restraint: Empirical analyses in the case of retail price maintenance

An extensive body of work within the marketing and economics literature has been devoted to studying vertical restraints, yet only a few researchers have investigated the violation behavior of retailers. In this paper, we investigate violation behavior in the context of retailer price maintenance. We investigate this behavior using a unique data set from a subsidy program in China, which includes transaction-level information that shows retail price maintenance (RPM) practices in multiple product categories by multiple manufacturers across multiple markets. The results from our fixed effects regression show that retailer violations are more likely to occur when intra-product competition is high. However, how retailer violation likelihood varies with inter-product competition may depend on the product category. We find that inter-product competition, is negatively associated with the likelihood of violation, for “less popular” product categories in the program such as washing machines, air conditioners, etc., but is positively associated with the likelihood of violation for “popular” product categories such as refrigerators, televisions, and cell phones. Our research provides some of the first empirical evidence about retailer violation behavior under RPM in the world’s largest emerging market by focusing on the relationship between violation behavior and market structure. We discuss the implications for monitoring efforts of manufacturers and regulators.