Creating a win-win relationship by maximizing both manufacturer sales and retailer profits

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Author(s): Takashi Kondo
Collection: Asia Pacific Conference 2005
Keywords: Web Panel, Retail Audit

ESOMAR Excellence Award Nominee - Best Paper 2004/2005
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Members: EUR 12.00

In today's business environment in Japan, manufacturers and retailers struggling against excessive price competition find themselves mired in profoundly strained relationships.

This paper will bring into relief the peculiarity and uniqueness of the purchase behavior of Japan's consumers, then propose a prescription for the sophisticated utilization of retail panel data to transform into win-win relationships between manufacturers and retailers that take into account both manufacturer sales and retailer profits.

The paper will introduce a simulator for the purpose of reaching price policy decisions on the basis of daily POS data.



Date of publication: 13.03.2005
ISBN: 92 831 1374 8
Order Code: S295-14
Number of pages: 21

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