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Grande distribuzione alimentare e criteri di selezione dei fornitori nella prospettiva dei piccoli e medi produttori
[Suppliers selction criteria for large retailers: The small and medium manufacturers perspective]


  • Musso, Fabio
  • Risso, Mario
  • Francioni, Barbara


Large retailers’ suppliers selection criteria are changing towards a greater attention to factors that can increase variety and differentiation of assortments. This paper aims to analyze the changes in which small and medium manufacturers are involved as retailers’ suppliers. A survey on a sample of SMEs in the food industry has been conducted in order to understanding the level of pressure that manufacturers perceive in retailers’ selection criteria. The analysis reveals as retailers’ attention is moving towards issues concerning the ability of the supplier to sustain a high level of efficiency along the whole supply chain.

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  • Musso, Fabio & Risso, Mario & Francioni, Barbara, 2010. "Grande distribuzione alimentare e criteri di selezione dei fornitori nella prospettiva dei piccoli e medi produttori [Suppliers selction criteria for large retailers: The small and medium manufactu," MPRA Paper 31353, University Library of Munich, Germany, revised 2011.
  • Handle: RePEc:pra:mprapa:31353

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    References listed on IDEAS

    1. Raff, Horst & Schmitt, Nicolas, 2009. "Buyer power in international markets," Journal of International Economics, Elsevier, vol. 79(2), pages 222-229, November.
    2. repec:ccp:journl:v:1:y:2001:i:3:p:247-281 is not listed on IDEAS
    3. Musso, Fabio, 1996. "Potere e stabilità nei rapporti di fornitura della grande distribuzione britannica [Power and stability in supplying relationships of British large etailers]," MPRA Paper 57969, University Library of Munich, Germany.
    4. Cosetta Pepe & Fabio Musso & Mario Risso, 2010. "SME Food Suppliers Versus Large Retailers: Perspectives in the International Supply Chains," DSI Essays Series, DSI - Dipartimento di Studi sull'Impresa, vol. 13.
    5. Paul Dobson & Roger Clarke & Stephen Davies & Michael Waterson, 2001. "Buyer Power and its Impact on Competition in the Food Retail Distribution Sector of the European Union," Journal of Industry, Competition and Trade, Springer, vol. 1(3), pages 247-281, September.
    6. Musso, Fabio, 1999. "Relazioni di canale e strategie di acquisto delle imprese commerciali. Potere e stabilità nella grande distribuzione britannica [Channel Relationships and Buying Strategies of British Large Retaile," MPRA Paper 58508, University Library of Munich, Germany, revised 1999.
    Full references (including those not matched with items on IDEAS)

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    More about this item


    large retailing; suppliers selection; SMEs; channel relationships; buying; purchasing;
    All these keywords.

    JEL classification:

    • L14 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Transactional Relationships; Contracts and Reputation
    • M14 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Corporate Culture; Diversity; Social Responsibility
    • L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce


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