Manufacturers’ Benefits from Their Cooperation with Key Retailers in the Context of Business Models: A Cluster Analysis

Marzanna Witek-Hajduk and Tomasz Marcin Napiórkowski
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Marzanna Witek-Hajduk: Warsaw School of Economics, Poland
Tomasz Marcin Napiórkowski: Warsaw School of Economics, Poland

International Journal of Management, Knowledge and Learning, 2017, vol. 6, issue 1, 97-114

Abstract: The aim of this study is to examine if, among consumer durable goods’ manufacturers operating in Poland, clusters could be distinguished in terms of the strength of benefits obtained from their cooperation with the key retailer. Also, this article aims to verify if these clusters could be differentiated according to the business models employed by the two parties. With the CATI method data was collected from 613 respondents that were clustered into 5 groups. The established clusters proved to differ statistically in terms of the manufacturer’s business model. From the perspective of the manufacturer, however, these differences proved to be poor predictors of the overall level of the obtained benefits.

Keywords: business model; consumer durables market; cooperation; coopetition; cluster analysis; manufacturer-retailer relationships (search for similar items in EconPapers)
Date: 2017
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