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Channel Management and differentiation strategies: A case study from the market for fresh produce

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  • Sodano, Valeria
  • Hingley, Martin

Abstract

The paper analyses the current differentiation strategies in the market for fresh produce. First a short review of the literature on channel structure and product differentiation is presented, in order to identify, on a theoretical grounding the incentives for differentiation strategies. Second, a case study is drawn of a UK channel intermediary organisation carrying out differentiation policies in the fresh produce category (on behalf of UK multiple retailer customers) supplied by a dedicated Italian grower. Results show that in the fresh produce industry there is room for product differentiation, but with contradictory welfare effects.

Suggested Citation

  • Sodano, Valeria & Hingley, Martin, 2007. "Channel Management and differentiation strategies: A case study from the market for fresh produce," 105th Seminar, March 8-10, 2007, Bologna, Italy 7869, European Association of Agricultural Economists.
    • Handle: RePEc:ags:eaa105:7869
    DOI: 10.22004/ag.econ.7869
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    References listed on IDEAS

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    2. Valeria Sodano, 2006. "Power and the Analysis of the Food System," Department of Economics University of Siena 478, Department of Economics, University of Siena.
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    7. S. Chan Choi, 1991. "Price Competition in a Channel Structure with a Common Retailer," Marketing Science, INFORMS, vol. 10(4), pages 271-296.
    8. Avenel, E. & Caprice, S., 2006. "Upstream market power and product line differentiation in retailing," International Journal of Industrial Organization, Elsevier, vol. 24(2), pages 319-334, March.
    9. d'Aspremont, C & Gabszewicz, Jean Jaskold & Thisse, J-F, 1979. "On Hotelling's "Stability in Competition"," Econometrica, Econometric Society, vol. 47(5), pages 1145-1150, September.
    10. Ellickson, Paul, 2005. "Supermarkets as a Natural Oligopoly," Working Papers 05-04, Duke University, Department of Economics.
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    Cited by:

    1. Hingley, Martin, 2008. "Evolution of Category Management in UK Supermarket Fresh Produce Networks: A Return to Direct Supply Channels?," 110th Seminar, February 18-22, 2008, Innsbruck-Igls, Austria 49852, European Association of Agricultural Economists.
    2. Valeria Sodano, 2008. "Innovation and food system sustainability: public concerns vs. private interests," Department of Economic Policy, Finance and Development (DEPFID) University of Siena 1108, Department of Economic Policy, Finance and Development (DEPFID), University of Siena.
    3. Sodano, Valeria, 2008. "Innovation and Food System Sustainability: Public Concerns vs Private Interests," 110th Seminar, February 18-22, 2008, Innsbruck-Igls, Austria 49891, European Association of Agricultural Economists.

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