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A study was conducted to examine the role of manufacturer and retailer characteristics in the joint determination of trade promotion budgets for supermarket brands. Findings indicate that manufacturers with formal trade promotion usually decrease allocation to off-invoices. Marketing policy implications are also discussed.

Customer satisfaction plays a key role in a successful business strategy. The relationship between store attribute perceptions and customer satisfaction and between customer satisfaction and sales performance is examined. A statistical model is presented to analyze the intricacies in the satisfaction sales performance links.

INTRODUCTION In recent years retail competition has intensified, generally as a consequence of new technologies, more sophisticated management practices and industry consolidation. These trends have been particularly pronounced in the [...]

A survey of senior level retail managers in the US was conducted to study retailers' perceptions of the order fulfillment process. Two major objectives were to identify their preferences for electronic technologies and to predict expectations for future changes. Results suggest that responsibilities such as source tagging, pricing and custom labelling will continue to shift towards vendors. In addition, supplier value will shift from the provision of goods and services to complete business solution orientation., Abstract This study present the results of a survey of senior level retail executives in the USA. Responses provide an indication of retail perceptions surrounding the order fulfillment process. As [...]

The new product purchasing practices of several major US supermarket chains are investigated. The results show that a surprisingly large number of new products are rejected by these chains and of the ones that do make it to store shelves, nearly half are pulled out within a year. These findings indicate that food and agribusiness firms should have a good understanding of the standard procedures, wants and needs of the retailer before focusing efforts on the consumer.

A modified Delphi method is used to forecast future trends and developments in the food industry. Four major areas in the food system are specifically analyzed. These are supermarket sales distribution, technological developments, operational developments and structural developments. The study indicates a continued strong demand for fresh and branded foods. Technology is also seen to significantly affect the future of the food industry, specially in customer service.

The article presents a model designed to let the retailer foster store loyalty among his customers. The model reveals that store loyalty is largely dependent on service quality as well as merchandise quality perceptions. The article also points out that merchandise pricing and the perceived value for money is considered by the customer in store loyalty, particularly if there is a high degree of competition in the market. The model for retaining and attracting the right customers can be an effective tool for retailers in light of the increased competition in the market.

Research was conducted on the acceptance and rejection rates for new products by a major channel intermediary. The intermediary's acceptance - rejection decisions were described with a high degree of accuracy using logistic regression models. Analysis of intermediary's acceptance decisions are important because of the high cost of introducing and marketing new products. The implications for improvement of the marketing system and for the creation of new strategies were discussed.