A Framework of Retailer-Manufacturer Cooperation and Coopetition: Consumer Durable Goods Retailers’ Case Studies

Marzanna Katarzyna Witek-Hajduk () and Anna Napiórkowska ()
Additional contact information
Marzanna Katarzyna Witek-Hajduk: Warsaw School of Economics, Collegium of World Economy, Poland
Anna Napiórkowska: Warsaw School of Economics, Collegium of World Economy, Poland

Entrepreneurial Business and Economics Review, 2017, vol. 5, issue 1, 59-76

Abstract: Objective: The purpose of this paper is to develop a framework of cooperation and coopetition between retailers and key manufacturers from a perspective of retailers offering consumer durables. Research Design & Methods: In order to answer the research questions semistructured, in-depth and face-to-face interviews with managers of six SMEs or large retailers operating in Poland and offering consumer durables were carried out. Findings: The empirical studies confirm both cooperation and coopetition between retailers and manufacturers – suppliers of consumer durables depending on, among others, the category of consumer goods and the balance of power between retailers and manufacturers. The scope of cooperation is not too wide, and concerns only some of the value chain processes indicated in the literature. Implications & Recommendations: Conducted studies are exploratory and need to be deepen with the use of quantitative research that will help determine the impact of the balance of power between manufacturers and retailers and the strength of retailer-manufacturer relations on the range / areas and financial and non-financial performance of this cooperation. Contribution & Value Added: The originality of this work lies in studying some aspects of retailers’ relations with their key suppliers operating in consumer durables market.

Keywords: retailer-manufacturer relationships; cooperation; coopetition; consumer durables (search for similar items in EconPapers)
JEL-codes: L19 L81 M31 (search for similar items in EconPapers)
Date: 2017
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
https://eber.uek.krakow.pl/index.php/eber/article/download/259/pdf (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:krk:eberjl:v:5:y:2017:i:1:p:59-76

Ordering information: This journal article can be ordered from

Access Statistics for this article

Entrepreneurial Business and Economics Review is currently edited by Krzysztof Wach, PhD, hab.

More articles in Entrepreneurial Business and Economics Review from Centre for Strategic and International Entrepreneurship at the Cracow University of Economics. EBER Journal Cracow University of Economics Faculty of Economics and International Relations Centre for Strategic and International Entrepreneurship ul. Rakowicka 27 31-510 Krakow Poland. Contact information at EDIRC.
Bibliographic data for series maintained by Piotr Stanek, PhD. ().