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...

Motivated by the mixed results of collaborative forecasting initiatives in the fast-moving consumer goods sector, this paper investigates the conditions that favor the establishment of collaborative forecasting between a supplier and a retailer. We consider a two-stage supply chain where a...

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...