IDEAS home Printed from https://ideas.repec.org/a/osi/bulimm/v22y2022p155-168.html
   My bibliography  Save this article

Challenges Of Category Management In Online Sales Management

Author

Listed:
  • Dijana Vukovic

    (University of the North, Croatia)

  • Ana Globocnik Zunac

    (University of the North, Croatia)

  • Anica Hunjet

    (University of the North, Croatia)

Abstract

Today's modern conditions of megatransition from industrial to information economy, from economies of scale to knowledge economy, from rigid hierarchical structural organizations to organizations of fluid alliances and alliances, from human management to human relations management, from information to expert systems, from one retail location management of multiple channel formats, is characterized by increasing complexity, dynamism and increasingly difficult predictability of business results in which changes take on turbulent meaning. Online sales applies a multichannel strategy and continuously introduces new formats in order to achieve market and financial sales results. The application of the category management concept affects the importance and significance of operational logistics activities Online sales, improves optimization processes and confirms the importance of logistics performance on the profitability of Online store. The aim of the research is to show how category management plays a central role in the success and efficiency of the company. In accordance with the main objective of the research, a survey will be conducted among online buyers to define variables such as total quality management practices, customer trust, purchase risk management, and their impact on the financial result of sales.

Suggested Citation

  • Dijana Vukovic & Ana Globocnik Zunac & Anica Hunjet, 2022. "Challenges Of Category Management In Online Sales Management," Business Logistics in Modern Management, Josip Juraj Strossmayer University of Osijek, Faculty of Economics, Croatia, vol. 22, pages 155-168.
    • Handle: RePEc:osi:bulimm:v:22:y:2022:p:155-168
    as

    Download full text from publisher

    File URL: http://www.efos.unios.hr/repec/osi/bulimm/PDF/BusinessLogisticsinModernManagement22/blimm2211.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Pravin Nath & Neeraj Bharadwaj, 2020. "Chief marketing officer presence and firm performance: assessing conditions under which the presence of other C-level functional executives matters," Journal of the Academy of Marketing Science, Springer, vol. 48(4), pages 670-694, July.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Saeed Janani & Ranjit M. Christopher & Atanas Nik Nikolov & Michael A. Wiles, 2022. "Marketing experience of CEOs and corporate social performance," Journal of the Academy of Marketing Science, Springer, vol. 50(3), pages 460-481, May.
    2. Zixia Cao & Kehan Xu, 2022. "CEO narcissism, brand acquisition and disposal, and stock returns," Journal of the Academy of Marketing Science, Springer, vol. 50(4), pages 777-799, July.
    3. Edeling, Alexander & Srinivasan, Shuba & Hanssens, Dominique M., 2021. "The marketing–finance interface: A new integrative review of metrics, methods, and findings and an agenda for future research," International Journal of Research in Marketing, Elsevier, vol. 38(4), pages 857-876.
    4. Katrin Hussinger & Wunnam Issah, 2023. "Early Patent Disclosure and R&D Investment in Family Firms," DEM Discussion Paper Series 23-17, Department of Economics at the University of Luxembourg.
    5. V. Kumar & Sourav Bikash Borah & Amalesh Sharma & Laxminarayana Yashaswy Akella, 2021. "Chief marketing officers’ discretion and firms’ internationalization: An empirical investigation," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 52(3), pages 363-387, April.
    6. Wilden, Ralf & Leiblein, Michael J. & Lin, Nidthida, 2024. "Exploring performance heterogeneity: Integrative insights from strategic management and marketing," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    7. Sharma, Amalesh & Yashaswy Akella, Laxminarayana & Bikash Borah, Sourav, 2022. "Knowledge structure of Chief Marketing Officers (CMOs): A review, bibliometric analysis, and research agenda," Journal of Business Research, Elsevier, vol. 151(C), pages 448-462.
    8. Oh, Kwangwuk & Song, Sujin, 2023. "Do female CMOs enhance firm performance? Power matters," Journal of Business Research, Elsevier, vol. 158(C).
    9. Kimberly A. Whitler & Ben Lee & Sarah Young, 2022. "The impact of boards of directors on chief marketing officer performance: Framing and research agenda," AMS Review, Springer;Academy of Marketing Science, vol. 12(1), pages 116-136, June.
    10. Ya You & Shuba Srinivasan & Koen Pauwels & Amit Joshi, 2020. "How CEO/CMO characteristics affect innovation and stock returns: findings and future directions," Journal of the Academy of Marketing Science, Springer, vol. 48(6), pages 1229-1253, November.
    11. Neeraj Bharadwaj & Dominique M. Hanssens & Ramesh K. S. Rao, 2020. "Corporate brand value and cash holdings," Journal of Brand Management, Palgrave Macmillan, vol. 27(4), pages 408-420, July.
    12. Saurabh Mishra & Sachin B. Modi & Michael A. Wiles, 2022. "Economic policy uncertainty and shareholder wealth: the role of marketing, operations, and R&D capabilities," Journal of the Academy of Marketing Science, Springer, vol. 50(5), pages 1011-1031, September.
    13. Sleep, Stefan & Gala, Prachi & Harrison, Dana E., 2023. "Removing silos to enable data-driven decisions: The importance of marketing and IT knowledge, cooperation, and information quality," Journal of Business Research, Elsevier, vol. 156(C).
    14. Shenghui Ma & Yasemin Y. Kor & David Seidl, 2022. "Top management team role structure: A vantage point for advancing upper echelons research," Strategic Management Journal, Wiley Blackwell, vol. 43(8), pages 1-28, August.
    15. Wenbin Sun & Rahul Govind, 2022. "A New Understanding of Marketing and “Doing Good”: Marketing’s Power in the TMT and Corporate Social Responsibility," Journal of Business Ethics, Springer, vol. 176(1), pages 89-109, February.
    16. Kirova, Valentina, 2023. "The wind of change: A dynamic managerial capabilities perspective on the role of marketing managers as strategic change agents," Journal of Business Research, Elsevier, vol. 160(C).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:osi:bulimm:v:22:y:2022:p:155-168. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Davor Dujak,PhD (email available below). General contact details of provider: https://edirc.repec.org/data/efosihr.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.