Is category management in small supermarkets worth the effort?

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Leandro Angotti Guissoni
Matheus Alberto Consoli
Jonny Mateus Rodrigues

Abstract

Category management (CM) is an important tool to strengthen the relationship between manufacturers and retailers. This process has been associated with large corporate retailers; however, some recent researches show that CM is open to companies of any type or size. This possibility is important in emerging markets, where neighborhood supermarkets are still representative and are often considered an alternative for manufacturers to achieve higher margins compared to big chains. In this context, the aim of this research was to analyze the results of a CM initiative in small neighborhood supermarkets from a manufacturer perspective. Data for the study comes from a food manufacturer in Brazil that implemented a CM process with 180 small retailers. A quantitative analysis was conducted in order to analyze the effect of the program on the food manufacturer’s sales and market share. Our analysis suggests an overall positive effect of the program on both, sales and market share.

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How to Cite
GUISSONI, L. A.; CONSOLI, M. A.; RODRIGUES, J. M. Is category management in small supermarkets worth the effort?. RAE - Revista de Administracao de Empresas , [S. l.], v. 53, n. 6, p. 591–603, 2013. Disponível em: https://periodicos.fgv.br/rae/article/view/29956. Acesso em: 28 feb. 2024.
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Author Biographies

Leandro Angotti Guissoni

Professor at Escola de Administração de Empresas de São Paulo, Fundação Getulio Vargas – São Paulo – SP, Brazil.

Matheus Alberto Consoli

Project Coordinator at Center of Research and Projects in Marketing and Strategy, Markestrat – Ribeiro Preto – SP, Brazil.

Jonny Mateus Rodrigues

Master’s in Business Administration at Faculdade de Economia, Administração e Contabilidade de Ribeirão Preto, Universidade de São Paulo – Ribeirão Preto – SP, Brazil.