A NEW PARADIGM FOR INDIAN SUPERMARKET RETAILERS BASED ON CUSTOMER-CENTRIC STRATEGIC APPROACH

Seema S. Shenoy, Dr.A.H.Sequeira and Dr. Devaraj K
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Seema S. Shenoy: NITK, Surathkal, & Faculty,iNDIA
Dr.A.H.Sequeira: NITK, Surathkal ,Karnataka, India
Dr. Devaraj K: SDM PG centre for management studies &research,iNDIA

Manager Journal, 2011, vol. 14, issue 1, 238-248

Abstract: Supermarket retailers in India admist fierce competition and the only way out is through the attainment of competitive advantage. Strategy is the route to attain competitive advantage that could facilitate firms attain superior performance. The objective of this paper is to develop a conceptual framework on customer-centric retail strategy, to facilitate supermarket retailers in India attain competitive advantage. The paper draws heavily from existing literature on retail strategies and competitive advantage in order to ascertain the most effective customer-centric strategies. Adding strength to the research is the result derived from interviews of supermarket managers and customers; and also the results of pilot study .The work involves identification of constructs and research hypothesis for the proposed framework. The framework contributes to literature by emphasizing on not just effective customer-centric strategies but also, on specific performance outcomes that supermarket retailers could be enjoying riding on these strategies. A new dimension to attainment of competitive advantage and superior performance has definitely been recognized by this research effort. Supermarket retailers in India can be certain of attaining competitive advantage by riding on the proposed strategies.

JEL-codes: D83 I21 J64 (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:but:manage:v:14:y:2011:i:1:p:238-248

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