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The supplier‐retailer relationship in the context of strategic groups

Francisco José Más Ruíz (Francisco José Más Ruíz is Professor of Marketing in the Department of Economics, Business and Marketing, University of Alicante, Spain.)

International Journal of Retail & Distribution Management

ISSN: 0959-0552

Article publication date: 1 March 2000

Abstract

Aims to extend the individual analysis of one supply sector to that of another, thereby permitting a more detailed examination, not only of the bilateral relationships that exist between the supply and the retail sectors, but also of the influence that such relationships have on the client‐retailers’ loyalties to, or mobility among, their different supply firms. Employs a cognitive approach based on the study of strategic groups. This should afford us a better understanding of the links that exist between the supply and the retail sectors, as well as the retail companies’“fickleness”, or mobility among their suppliers. The methodology employs cluster analysis to define groups, and logit models to explain the client‐companies’ mobility. The results imply that the quality, the design and the price of a supplier’s product have proven to be good indicators of its client group’s migration trends over a given period of time.

Keywords

Citation

José Más Ruíz, F. (2000), "The supplier‐retailer relationship in the context of strategic groups", International Journal of Retail & Distribution Management, Vol. 28 No. 2, pp. 93-106. https://doi.org/10.1108/09590550010315278

Publisher

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MCB UP Ltd

Copyright © 2000, MCB UP Limited