Profits in the pie of the beholder

• Main Authors: CORSTEN, Daniel, KUMAR, Nirmalya
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2003
• Subjects: efficient consumer response; marketing; management; supplier relationship management; customer relations; supply chain management; product acceptance; business forecasting; Marketing; Strategic Management Policy
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5190; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6189/viewcontent/ProfitsPieBeholder_2003_HBR_afv.pdf
• Institution: Singapore Management University

In the early 1990s, grocery suppliers and retailers joined forces to streamline operations - an initiative called "efficient consumer response." Today, suppliers feel like they're not getting their fair share of the profits from ECR. But they stand to lose more if they give up on it,...