Concepedia

Retailer Negotiation

Retailer Negotiation is a strategic decision-making process within retail trade marketing wherein a retailer engages with suppliers or vendors to reach mutually acceptable terms on price, volume, delivery, and other transactional conditions, distinguished by its focus on optimizing retail-specific objectives such as margin, shelf space, and promotional support.

24

Publications

1.4K

Citations

51

Authors

44

Institutions

Publications per year

2017–2026

8

Parents

Publications

24

The Strategic Positioning of Store Brands in Retailer–Manufacturer Negotiations

Fiona Scott Morton, Florian Zettelmeyer · Review of Industrial Organization · 2004 · 296 citations

, , +16

The Strategic Role of Third‐Party Marketplaces in Retailing

Benny Mantin, Harish Krishnan, Tirtha Dhar · Production and Operations Management · 2014 · 291 citations

, , +11

Retailer power: recent developments and policy implications

Paul Dobson, Michael Waterson · Economic Policy · 1999 · 126 citations

, , +11

Dual-channel supply chain pricing decisions with a risk-averse retailer

Bo Li, Ping Chen, Qinghua Li et al. · International Journal of Production Research · 2014 · 125 citations

, , +17

Multilateral Bargaining and Downstream Competition

Liang Guo, Ganesh Iyer · Marketing Science · 2013 · 82 citations

, , +13

1–5 of 24

Authors

51

  1. PN
    Peter Newberry

    Pennsylvania State University, United States

    3 publications · 79 citations

    3

    h-index

  2. PJ
    Pranav Jindal

    University of North Carolina at Chapel Hill, United States

    3 publications · 79 citations

    3

    h-index

  3. GI
    Ganesh Iyer

    University of California, Berkeley, United States

    2 publications · 93 citations

    2

    h-index

  4. FZ
    Florian Zettelmeyer

    University of California, Berkeley, United States

    2 publications · 314 citations

    2

    h-index

  5. LG
    Liang Guo

    Hong Kong University of Science and Technology, Hong Kong SAR China

    2 publications · 93 citations

    2

    h-index

1–5 of 51

Institutions

44

  1. University of North Carolina at Chapel Hill

    Chapel Hill, United States

    4 h-index

    6 publications

    151 citations

  2. University of California, Berkeley

    Berkeley, United States

    4 h-index

    4 publications

    407 citations

  3. Pennsylvania State University

    State College, United States

    2 h-index

    2 publications

    67 citations

  4. Yale University

    New Haven, United States

    2 h-index

    2 publications

    314 citations

  5. University of Tennessee at Chattanooga

    Chattanooga, United States

    1 h-index

    1 publications

    17 citations

  6. University of Waterloo

    Waterloo, Canada

    1 h-index

    1 publications

    291 citations

  7. Centre National de la Recherche Scientifique

    Paris, France

    1 h-index

    4 publications

    140 citations

  8. University of Vienna

    Vienna, Austria

    1 h-index

    1 publications

    11 citations

1–8 of 44

Venues

  1. Production and Operations Management

    POMS · 3 publications · 319 citations

    3

    h-index

  2. SSRN Electronic Journal

    Repository · 2 publications · 29 citations

    2

    h-index

  3. Journal of Marketing Research

    2 publications · 67 citations

    2

    h-index

  4. Management Science

    2 publications · 47 citations

    2

    h-index

  5. International Journal of Production Research

    2 publications · 177 citations

    2

    h-index

1–5