Win-Win Strategies at Discount Stores

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Win-Win Strategies at Discount Stores

Author Info

Deleersnyder, B.
Dekimpe, M.G.
Steenkamp, J.B.E.M.
Koll, O. (Erasmus Research Institute of Management (ERIM), RSM Erasmus University)

Additional information is available for the following registered author(s):

Marnik G. Dekimpe

Abstract

An important development that contributes to store brandsâ€™ growing success in the grocery market is the increasing number of discount stores that sell predominantly own, private-label, brands. To fight private labels, manufacturers of national brands feel increasingly compelled to develop better trade relations with discounters. Some discounters, from their part, are looking for opportunities to differentiate themselves, and to move beyond a pure price-based competition, by extending their assortment with attractive national brands. In this study, we determine what factors drive national-brand success at discount stores, and lead to positive outcomes for both the manufacturer and the discounter.

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Paper provided by Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam. in its series Research Paper with number ERS-2005-050-MKT Revision_Date: 2009-07-29.

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Date of creation: 14 Sep 2005
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Handle: RePEc:dgr:eureri:30007518

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This paper has been announced in the following NEP Reports:

NEP-ALL-2005-09-29 (All new papers)
NEP-MKT-2005-09-29 (Marketing)

References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:

Robert L. Steiner, 2004. "The Nature and Benefits of National Brand/Private Label Competition," Review of Industrial Organization, Springer, vol. 24(2), pages 105-127, 03. [Downloadable!]
Steenkamp, Jan-Benedict E M & Gielens, Katrijn, 2003. " Consumer and Market Drivers of the Trial Probability of New Consumer Packaged Goods," Journal of Consumer Research: An Interdisciplinary Quarterly, University of Chicago Press, vol. 30(3), pages 368-84, December.

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(explanations, Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.)

Cleeren, Kathleen & Dekimpe, Marnik G. & Gielens, Katrijn & Verboven, Frank, 2008. "Intra- and Inter-Format Competition Among Discounters and Supermarkets," CEPR Discussion Papers 6964, C.E.P.R. Discussion Papers. [Downloadable!] (restricted)

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This page was last updated on 2009-11-11.

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