Category captainship is a management practice where a retailer relies on one manufacturer in the category for recommendations regarding strategic category management decisions such as assortment planning. This research investigates the conditions under which category captainship practices are...

Problem Definition: We study a retailer's category management strategy and interactions with its supply chain partners in a setting in which increasing the store brand (SB) market share in a focal category improves the retailer's overall profitability by creating demand spillover to other...

Shelf space scarcity is a predominant aspect of the consumer goods industry. This paper analyzes its implications for category management. We consider two category management mechanisms: retailer category management, where the retailer determines product prices, and category captainship, where a...

Retail assortment planning can have a tremendous impact on a retailer's bottom line performance. Over the past years, retailers have increasingly relied on their leading manufacturers for recommendations regarding the assortment to be offered to the consumers in a particular category, a practice...