Resource alignment in the category management of builders’ merchants
2014 (English)In: Proceedings of the IMP conference, 30th Annual Industrial Marketing and Purchasing Conference, 1st-6th September 2014, Bordeaux, France, 2014Conference paper (Other academic)
Previous research on collaborations within networks report both positive and negative outcomes of collaborations. Resource alignment, or how resources of collaborating actors affect each other, has consequences for the utilization of the resources in a network. More research is however needed to determine how resource alignment works. Retailers’ category management includes activities that span several actors and where the resources of the network become important. The main actors that contribute to category management are the central organization of the retailer, the individual stores and the suppliers of the products in the category. An interesting sector for understanding how resources contribute to the success of category management is the builders’ merchants sector, where mainly professional builders buy the products they need for performing their trade. The aim of this paper is therefore to explore resource alignment among actors involved in the category management of builders’ merchants. The paper is based on an interview study of top managers in four Swedish builders’ merchants. Three propositions are formulated that suggest explanations for how supplementary and complementary resources are interrelated and how the network influences the need for supplementary resources.
Place, publisher, year, edition, pages
resource alignment, c ategory management, supplier - retailer relationships, builders’ merchants
IdentifiersURN: urn:nbn:se:liu:diva-113815OAI: oai:DiVA.org:liu-113815DiVA: diva2:784838
IMP conference, 30th Annual Industrial Marketing and Purchasing Conference, 1st-6th September 2014, Bordeaux, France