Supermarket product selection uncovered: manufacturer promotions and the channel intermediary Academic Article

abstract

• In 1998, food and packaged goods manufacturers presented 17,977 new items for evaluation by channel intermediaries (grocery buyers, merchandisers, and category managers). This product selection process is recognized as a time and labor intensive effort on the part of manufacturers and their retail counterparts. Ultimately, only one-third of these new product introductions may be accepted for distribution. Thus, manufacturers may benefit from increased insight to the channel intermediary's criteria for deciding which products to stock in their retail stores. It is suggested that this decision may be influenced by the presence of certain promotional and cash offerings, and this issue is examined in a logistic regression. 2001 Elsevier Science Inc. All rights reserved.

authors

• Park, John

published proceedings

• International Food and Agribusiness Management Review

author list (cited authors)

• Park, J. L.

citation count

• 8

complete list of authors

• Park, John L

publication date

• December 2001

publisher

• Elsevier  Publisher

published in

• International Food and Agribusiness Management Review  Journal

keywords

• 35 Commerce, Management, Tourism And Services
• 3503 Business Systems In Context
• 3506 Marketing

Digital Object Identifier (DOI)

• 10.1016/s1096-7508(01)00076-3

start page

• 119

end page

• 131

volume

• 4

issue

• 2

URL

• http://dx.doi.org/10.1016/s1096-7508(01)00076-3