Determinants of joint supplier-retailer project performance in category management field

Abstract

In the situation of increasing competition between retailers and between suppliers successful joint projects in category management field can be viewed as source of competitive advantage obtaining both for supplier and retailer. On the other hand unsuccessful category management projects can harm seriously supplier-retailer relationship. This study aims to investigate the factors which could influence the joint category man-agement project performance in negative or positive way. The factors are classified by the stakeholders of category management process in product category. The finding presents the framework for future research concern-ing eliminating these factors in supplier-retailer relationship management.