Category Captainship Practices in the Retail Industry

Mümin Kurtuluş () and L. Beril Toktay
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Mümin Kurtuluş: Vanderbilt University
L. Beril Toktay: Georgia Institute of Technology

Chapter Chapter 7 in Retail Supply Chain Management, 2015, pp 147-174 from Springer

Abstract: 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.

Keywords: Category management; Category captainship; Retailing; Supply chain management (search for similar items in EconPapers)
Date: 2015
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DOI: 10.1007/978-1-4899-7562-1_7

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