Category Captainship: Who Wins Who Loses?

8 Pages Posted: 11 Jan 2007

See all articles by Mumin Kurtulus

Mumin Kurtulus

Vanderbilt University - Operations Management

L. Beril Toktay

Georgia Institute of Technology - Sustainability

Date Written: 2005

Abstract

Retailers in the consumer goods industry often rely on a leading manufacturer for category management, a form of manufacturer-retailer collaboration referred to as category captainship. There are reported success stories about category captainship, but also a growing debate about its potential for anti-competitive practices by category captains. Motivated by conficting viewpoints, the goal of our research is to deepen our understanding of the consequences of such collaboration initiatives between the retailer and only one of its manufacturers.

Keywords: category management, category captainship, supply chain, retailing

Suggested Citation

Kurtulus, Mumin and Toktay, L. Beril, Category Captainship: Who Wins Who Loses? (2005). Available at SSRN: https://ssrn.com/abstract=934970 or http://dx.doi.org/10.2139/ssrn.934970

Mumin Kurtulus (Contact Author)

Vanderbilt University - Operations Management ( email )

Nashville, TN 37203
United States

L. Beril Toktay

Georgia Institute of Technology - Sustainability ( email )

800 West Peachtree St.
Atlanta, GA 30308
United States

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