2022
DOI: 10.1287/mksc.2021.1308
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Determinants of Channel Profitability: Retailers’ Control over Product Selections as Contracting Leverage

Abstract: This study shows that retailers are likely to exploit their control over product selections as a negotiation tool.

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Cited by 10 publications
(2 citation statements)
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“…The leverage ratio is measured as total liabilities to total assets. Leverage is a nancial instrument or borrowed capital that could improve environmental sustainability performance (Hristakeva, 2022). Furthermore, this study controlled Return on Assets (ROA) calculated as the net income before tax divided by the total assets.…”
Section: Control Variablesmentioning
confidence: 99%
“…The leverage ratio is measured as total liabilities to total assets. Leverage is a nancial instrument or borrowed capital that could improve environmental sustainability performance (Hristakeva, 2022). Furthermore, this study controlled Return on Assets (ROA) calculated as the net income before tax divided by the total assets.…”
Section: Control Variablesmentioning
confidence: 99%
“…Hence, as Lee and Fong (2013) show, buyer power has a significant impact on the equilibrium distribution network. 29 Motivated by recent empirical evidence suggesting that retailers may strategically restrict the set of their trading partners to increase their bargaining leverage (see, e.g., Ellison and Snyder, 2010;Ho and Lee, 2019;Starc and Swanson, 2021;Hristakeva, 2022), we examine an alternative approach that abstracts from dynamic considerations but provides sharp predictions about the role of buyer power on exclusion.…”
Section: Downstream Exclusionmentioning
confidence: 99%