Salesperson Slotting Allowance Authority in Manufacturer-Retailer Negotiations

REFERENCES

• Aalberts , R. J. , & Jennings , M. M. ( 1999 ). The ethics of slotting: Is this bribery, facilitation marketing or just plain competition . Journal of Business Ethics , 20 ( 3 ), 207 – 215 .
   Web of Science ®Google Scholar
• Achrol , R. S. ( 2012 ). Slotting allowances: A time series analysis of aggregate effects over three decades . Journal of the Academy of Marketing Science , 40 ( 5 ), 673 – 694 .
   Web of Science ®Google Scholar
• Anderson , J. C. , & Gerbing , D. W. ( 1988 ). Structural equation modeling in practice: A review and recommended two-step approach . Psychological Bulletin , 103 ( 3 ), 411 – 423 .
   Web of Science ®Google Scholar
• Anderson , R. E. , Swaminathan , S. , & Yim , F. H. ( 2009 ). Psychological empowerment of salespeople: Antecedents and consequences . Journal of Selling & Major Account Management , 9 ( 4 ), 28 – 42 .
   Google Scholar
• Armstrong , J. S. , & Overton , T. S. ( 1977 ). Estimating nonresponse bias in mail surveys . Journal of Marketing Research , 14 ( 3 ), 396 – 402 .
   Web of Science ®Google Scholar
• Arya , A. , & Pfeiffer , T. ( 2012 ). Manufacturer-retailer negotiations in the presence of an oligopolistic input market . Production and Operations Management , 21 ( 3 ), 534 – 546 .
   Web of Science ®Google Scholar
• Bagozzi , R. P. , & Phillips , L. W. ( 1982 ). Representing and testing organizational theories: A holistic construal . Administrative Science Quarterly , 27 ( 3 ), 459 – 489 .
   Web of Science ®Google Scholar
• Bagozzi , R. P. , & Yi , Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science , 16(1), 74–94.
   Google Scholar
• Bloom , P. N. , Gundlach , G. T. , & Cannon , J. P. ( 2000 ). Slotting allowances and fees: Schools of thought and the views of practicing managers . Journal of Marketing , 64 ( 2 ), 92 – 108 .
   Web of Science ®Google Scholar
• Bone , P. F. , France , K. R. , & Riley , R. ( 2006 ). A multifirm analysis of slotting fees . Journal of Public Policy & Marketing , 25 ( 2 ), 224 – 237 .
   Web of Science ®Google Scholar
• Chakrabarty , S. , Brown , G. , & Widing , R. E. ( 2010 ). The effects of perceived customer dependence on salesperson influence strategies . Journal of Personal Selling and Sales Management , 30 ( 4 ), 327 – 342 .
   Google Scholar
• Chun , T. ( 2012 ). Research on negotiation for slotting allowances between retailers and suppliers based on game theory . Advanced Materials Research , 426 , 376 – 381 .
   Google Scholar
• Churchill , G. A., Jr. ( 1979 ). A paradigm for developing better measures of marketing constructs . Journal of Marketing Research , 16 ( 1 ), 64 – 73 .
   Web of Science ®Google Scholar
• Dahlstrom , R. , & Nygaard , A. ( 1995 ). An exploratory investigation of interpersonal trust in new and mature market economies . Journal of Retailing , 71 ( 4 ), 339 – 361 .
   Web of Science ®Google Scholar
• Federal Trade Commission . ( 2003 ). Slotting allowances in the retail grocery industry: Selected case studies in five product categories. Washington, DC: U.S. Government Printing Office. Retrieved from www2.ftc.gov/os/2003/11/slottingallowancerpt031114.pdf
   Google Scholar
• Fieser , J. ( 1996 ). Do businesses have moral obligations beyond what the law requires? Journal of Business Ethics , 15 ( 4 ), 457 – 468 .
   Web of Science ®Google Scholar
• Fornell , C. , & Larcker , D. F. ( 1981 ). Evaluating structural equation models with unobservable variables and measurement error . Journal of Marketing Research , 18 ( 1 ), 39 – 50 .
   Web of Science ®Google Scholar
• Frenzen , H. , Hansen , A. , Krafft , M. , Mantrala , M. K. , & Schmidt , S. ( 2010 ). Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance . International Journal of Research in Marketing , 27 ( 1 ), 58 – 68 .
   Web of Science ®Google Scholar
• Gerbing , D. W. , & Anderson , J. C. ( 1988 ). An updated paradigm for scale development incorporating unidimensionality and its assessment . Journal of Marketing Research , 25 ( 2 ), 186 – 192 .
   Web of Science ®Google Scholar
• Grewal , R. , Cote , J. A. , & Baumgartner , H. ( 2004 ). Multicollinearity and measurement error in structural equation models: Implications for theory testing . Marketing Science , 23 ( 4 ), 519 – 529 .
   Web of Science ®Google Scholar
• Gundlach , G. T. , & Bloom , P. N. ( 1998 ). Slotting allowances and the retail sale of alcohol beverages . Journal of Public Policy & Marketing , 17 ( 2 ), 173 – 184 .
   Web of Science ®Google Scholar
• Innes , R. , & Hamilton , S. F. ( 2013 ). Slotting allowances under supermarket oligopoly . American Journal of Agricultural Economics , 95 ( 5 ), 1216 – 1222 .
   Web of Science ®Google Scholar
• Israilevich , G. ( 2004 ). Assessing supermarket product-line decisions: The impact of slotting fees . Quantitative Marketing and Economics , 2 ( 2 ), 141 – 167 .
   Google Scholar
• Jöreskog , K. , & Sörbom , D. ( 2013 ). LISREL 9.10 . Skokie , IL : Scientific Software International, Inc .
   Google Scholar
• Joseph , K. ( 2001 ). On the optimality of delegating pricing authority to the sales force . Journal of Marketing , 65 ( 1 ), 62 – 70 .
   Web of Science ®Google Scholar
• Kohli , A. K. , & Zaltman , G. ( 1988 ). Measuring multiple buying influences . Industrial Marketing Management , 17 ( 3 ), 197 – 204 .
   Web of Science ®Google Scholar
• Lal , R. ( 1986 ). Delegating pricing responsibility to the salesforce . Marketing Science , 5 ( 2 ), 159 – 168 .
   Google Scholar
• Lariviere , M. A. , & Padmanabhan , V. ( 1997 ). Slotting allowances and new product introduction . Marketing Science , 16 ( 2 ), 112 – 128 .
   Web of Science ®Google Scholar
• Marx , L. M. , & Schaffer , G. ( 2007 ). Upfront payments and exclusion in downstream markets . Journal of Economics , 38 ( 3 ), 823 – 843 .
   Web of Science ®Google Scholar
• Marx , L. M. , & Schaffer , G. ( 2010 ). Slotting allowances and scarce shelf space . Journal of Economics & Management Strategy , 19 ( 3 ), 575 – 603 .
   Web of Science ®Google Scholar
• McFarland , R. G. , Challagalla , G. N. , & Shervani , T. A. ( 2006 ). Influence tactics for effective adaptive selling . Journal of Marketing , 70 ( 4 ), 103 – 117 .
   Web of Science ®Google Scholar
• Narayandas , D. , & Rangan , K. ( 2004 ). Building and sustaining buyer-seller relationships in mature industrial markets . Journal of Marketing , 68 ( 3 ), 63 – 77 .
   Web of Science ®Google Scholar
• Nunnally , J. ( 1978 ). Psychometric theory . New York , NY : McGraw-Hill .
   Google Scholar
• O'Driscoll , M. P. , & Beehr , T. A. ( 2000 ). Moderating effects of perceived control and need for clarity on the relationship between role stressors and employee affective reactions . Journal of Social Psychology , 140 ( 2 ), 151 – 159 .
   PubMed Web of Science ®Google Scholar
• Palmatier , R. W. , Scheer , L. K. , Evans , K. R. , & Arnold , T. J. ( 2008 ). Achieving relationship marketing effectiveness in business-to-business exchanges . Journal of the Academy of Marketing Science , 36 ( 2 ), 174 – 190 .
   Web of Science ®Google Scholar
• Palmatier , R. W. , Scheer , L. K. , Houston , M. B. , Evans , K. R. , & Gopalakrishna , S. ( 2007 ). Use of relationship marketing programs in building customer-salesperson and customer-firm relationships: Differential influences on financial outcomes . International Journal of Research in Marketing , 24 ( 3 ), 210 – 223 .
   Web of Science ®Google Scholar
• Rennhoff , A. D. ( 2004 ). Paying for shelf space: An investigation of merchandising allowances in the grocery industry. Research Report No. 84, Food Marketing Policy Center. Storrs, CT: University of Connecticut.
   Google Scholar
• Sparks , B. A. , Bradley , G. L. , & Callan , V. J. ( 1997 ). The impact of staff empowerment and communication style on customer evaluations: The special case of service failure . Psychology & Marketing , 14 ( 5 ), 475 – 493 .
   Web of Science ®Google Scholar
• Sudhir , K. , & Rao , V. R. ( 2006 ). Do slotting allowances enhance efficiency or hinder competition? Journal of Marketing Research , 43 ( 2 ), 137 – 155 .
   Web of Science ®Google Scholar
• Sujan , H. , Weitz , B. A. , & Kumar , N. ( 1994 ). Learning orientation, working smart, and effective selling . Journal of Marketing , 58 ( 3 ), 39 – 52 .
   Web of Science ®Google Scholar
• Sullivan , M. W. ( 1997 ). Slotting allowances and the market for new products . Journal of Law and Economics , 40 ( 2 ), 461 – 493 .
   Web of Science ®Google Scholar
• Wang , G. , Li , F. , & Liu , X. ( 2008 ). The development of the retailing industry in China: 1981–2005 . Journal of Marketing Channels , 15 ( 2–3 ), 145 – 166 .
   Google Scholar
• Wang , H. ( 2006 ). Slotting allowances and retailer market power . Journal of Economic Studies , 33 ( 1 ), 68 – 77 .
   Google Scholar
• White , J. C. , Troy , L. C. , & Gerlich , N. R. ( 2000 ). The role of slotting fees and introductory allowances in retail buyers’ new-product acceptance decisions . Journal of the Academy of Marketing Science , 28 ( 2 ), 291 – 299 .
   Web of Science ®Google Scholar
• Wolburg , J. M. ( 2003 ). Double-Cola and antitrust issues: Staying alive in the soft drink wars . Journal of Consumer Affairs , 37 ( 2 ), 340 – 363 .
   Google Scholar