Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Creating value through wholesaler and retailer interface
School of Engineering, University of Borås, Borås, Sweden.
Jönköping University, School of Engineering, JTH. Research area Industrial Production.
Department of Industrial Management, Lappeenranta University of Technology, Kouvola, Finland.
2013 (English)In: Industrial management + data systems, ISSN 0263-5577, E-ISSN 1758-5783, Vol. 113, no 8, p. 1169-1188Article in journal (Refereed) Published
Abstract [en]

Purpose – In the premium price range, retailer collaboration and showroom decoration as well as information dissemination play an important role in the consumer sector, particularly in furniture sales. The purpose of this research is to report findings from Swedish wholesaler and its process to improve sales of order driven furniture business.

Design/methodology/approach – A large case study including 26 companies follows in longitudinal manner the retailers' contribution to value creation based on a value gaps model. Both qualitative and quantitative data are used. Approach was chosen as wholesaler needed to change its business strategy due to high competition.

Findings – Innovative products may lose consumer perceived value, if information of the product is distorted by the retailers. It is of course so that the number of display pieces in retailer outlets play important role, but actually the way these are presented is most critical. Only one retailer in this study followed wholesaler's guidance, but again this retailer was able to show best sales. In turn, some retailers performed much lower than expected, as they were not interested from new sales concept implemented due to strategy change at wholesaler.

Research limitations/implications – The service quality gaps model has been adjusted and is presented as a value gaps model that may be used to understand, how value creation is not limited to a single company in a supply chain. However, the authors would like to emphasize that the observations are not necessarily enough as only one wholesale company and its retailer network in Sweden was followed.

Practical implications – The common practice for wholesalers to focus on display pieces is not sufficient. The retailers' ability to contribute to value creation needs to be considered, and this starts from collaboration at showroom level. This particularly concerns items in other than low cost product groups.

Originality/value – The research introduces information distortion as a concept to understand, how consumer perceived value might be reduced by value gaps in a supply chain. Research is also unique in a way that it reports business strategy in other than low end segment (lowest costs), but still wholesaler procures products from Asia (China), and develops models in Sweden.

Place, publisher, year, edition, pages
2013. Vol. 113, no 8, p. 1169-1188
National Category
Engineering and Technology Economics and Business
Identifiers
URN: urn:nbn:se:hj:diva-22516DOI: 10.1108/IMDS-02-2013-0078ISI: 000324660400005Scopus ID: 2-s2.0-84884165255Local ID: JTHIndustriellISOAI: oai:DiVA.org:hj-22516DiVA, id: diva2:661118
Available from: 2013-10-31 Created: 2013-10-31 Last updated: 2019-01-18Bibliographically approved

Open Access in DiVA

fulltext(383 kB)89 downloads
File information
File name FULLTEXT01.pdfFile size 383 kBChecksum SHA-512
b4c9d0a6bd1d638af56520bb94e4f2d2ae254007c051ffce3eaecb05e07a4c4a91994fc0dc985cb9a5cd2d0fb575813cf371f81104a849b0df1ee1df20744e69
Type fulltextMimetype application/pdf

Other links

Publisher's full textScopus

Authority records BETA

Hilletofth, Per

Search in DiVA

By author/editor
Hilletofth, Per
By organisation
JTH. Research area Industrial Production
In the same journal
Industrial management + data systems
Engineering and TechnologyEconomics and Business

Search outside of DiVA

GoogleGoogle Scholar
Total: 89 downloads
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

doi
urn-nbn

Altmetric score

doi
urn-nbn
Total: 468 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf