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Category Captainship Practices in the Retail Industry

In: Retail Supply Chain Management

Author

Listed:
  • Mümin Kurtuluş

    (Vanderbilt University)

  • L. Beril Toktay

    (Georgia Institute of Technology)

Abstract

This chapter explores the consequences of a recent trend in consumer goods retailing wherein a retailer cedes partial control of category management decisions such as assortment and/or pricing to one of the category’s leading manufacturers (usually referred to as the captain). This process is formally referred to as Category Captainship and has been used extensively in retailing for the past decade. There are reported success stories about category captainship, but also a growing debate about its potential for anti-competitive practices by category captains. The goal of this chapter is to provide an overview of the existing research on category captainship, and identify research directions that would improve our understanding of its impact.

Suggested Citation

  • Mümin Kurtuluş & L. Beril Toktay, 2015. "Category Captainship Practices in the Retail Industry," International Series in Operations Research & Management Science, in: Narendra Agrawal & Stephen A. Smith (ed.), Retail Supply Chain Management, edition 2, chapter 0, pages 147-174, Springer.
    • Handle: RePEc:spr:isochp:978-1-4899-7562-1_7
    DOI: 10.1007/978-1-4899-7562-1_7
    as

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