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Slotting Allowances in China: Perspectives of a Large Manufacturer Versus a Large Retailer in the China Grocery Market
Kaynak,Erdener1; Chow,Clement S.F.2; Xie,Jason Z.3
2015-01-02
Source PublicationJournal of Marketing Channels
ISSN15407039 1046669X
Volume22Issue:1Pages:27-41
Abstract

ABSTRACT: Slotting allowances and contractual marketing agreements pervade the retail environment in the United States. They represent a profit center for large retailers who exercise market power and represent a cost center for large manufacturers. Many manufacturers have alleged that they are “held captive” to procure prime retail space. Despite the influx of retailers and manufacturers based in the United States, the deployment of slotting allowances in China is less prevalent but does pervade the grocery sector. The purpose of this study is therefore to explore the attitudes of large Western manufacturers and retailers toward the issue of slotting allowances in the China grocery market through a qualitative study. In-depth interviews were conducted with key decision-makers from Coca-Cola (manufacturer) and Carrefour (retail hypermarket) to critically explore their attitudes toward slotting allowances. The interviews reveal principal differences grounded in cultural norms.

KeywordCarrefour China Coca-cola Cultural Dimensions Guanxi Retailing Slotting Allowances
DOI10.1080/1046669X.2015.978697
URLView the original
Indexed BySSCI
Language英语
WOS Research AreaBusiness & Economics
WOS SubjectBusiness
WOS IDWOS:000415527300003
Fulltext Access
Citation statistics
Document TypeJournal article
CollectionDEPARTMENT OF MANAGEMENT AND MARKETING
Corresponding AuthorKaynak,Erdener
Affiliation1.School of Business Administration,Pennsylvania State University–Harrisburg,,Harrisburg,United States
2.University of Macau,,Macau,Macao
3.Companhia de Telecomunicaoes de Macau S.A.R.L.,,Macau,China
Recommended Citation
GB/T 7714
Kaynak,Erdener,Chow,Clement S.F.,Xie,Jason Z.. Slotting Allowances in China: Perspectives of a Large Manufacturer Versus a Large Retailer in the China Grocery Market[J]. Journal of Marketing Channels,2015,22(1):27-41.
APA Kaynak,Erdener,Chow,Clement S.F.,&Xie,Jason Z..(2015).Slotting Allowances in China: Perspectives of a Large Manufacturer Versus a Large Retailer in the China Grocery Market.Journal of Marketing Channels,22(1),27-41.
MLA Kaynak,Erdener,et al."Slotting Allowances in China: Perspectives of a Large Manufacturer Versus a Large Retailer in the China Grocery Market".Journal of Marketing Channels 22.1(2015):27-41.
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