TY - JOUR
T1 - The determinants of retailers' margin related bargaining power
T2 - Evidence from the Irish food manufacturing industry
AU - Collins, Alan
PY - 2002/4
Y1 - 2002/4
N2 - This paper investigates the determinants of retailers' margin related bargaining power in the context of food retailer-manufacturer relationships. The study is based on an empirical analysis of 97 trading relationships between Irish food manufacturers and their Irish and British retail customers. It complements earlier research, focused mainly on structural characteristics of the industries, by integrating product and relationship characteristics into the analysis. Using measures based on manufacturers' perceptions, the study finds that retailers' margin related power over food manufacturers is positively related to the importance of economies of scale in manufacturing, retail concentration and own brand penetration of the market. The results also show that retailers' margin related power increases as product shelf-life increases and as manufacturers' specific investments increase.
AB - This paper investigates the determinants of retailers' margin related bargaining power in the context of food retailer-manufacturer relationships. The study is based on an empirical analysis of 97 trading relationships between Irish food manufacturers and their Irish and British retail customers. It complements earlier research, focused mainly on structural characteristics of the industries, by integrating product and relationship characteristics into the analysis. Using measures based on manufacturers' perceptions, the study finds that retailers' margin related power over food manufacturers is positively related to the importance of economies of scale in manufacturing, retail concentration and own brand penetration of the market. The results also show that retailers' margin related power increases as product shelf-life increases and as manufacturers' specific investments increase.
KW - Ireland
KW - Manufacturers
KW - Margin
KW - Power
KW - Retailers
UR - https://www.scopus.com/pages/publications/25844521589
U2 - 10.1080/09593960210127718
DO - 10.1080/09593960210127718
M3 - Article
AN - SCOPUS:25844521589
SN - 0959-3969
VL - 12
SP - 165
EP - 189
JO - International Review of Retail, Distribution and Consumer Research
JF - International Review of Retail, Distribution and Consumer Research
IS - 2
ER -
