Determining retail buyers' negotiation willingness for automatic replenishment programs

Journal of Fashion Marketing and Management

Volumn 8, Issue 1, 2004, Pages 27-40

  Dandeo, Lisa M ^a   Fiorito, Susan S ^b   Giunipero, Larry ^b   Pearcy, Dawn H ^c  

^a LYNN UNIVERSITY   (United States)

^b FLORIDA STATE UNIVERSITY   (United States)

^c EASTERN MICHIGAN UNIVERSITY   (United States)

Author keywords

Buyers; Channel relationships; Quick response retailing; Reorder levels; Retail management

Indexed keywords

AUTOMATION; BUYER; BUYING; MARKETING; RESEARCH AND DEVELOPMENT; RETAILING;

EID: 1842731888     PISSN: 13612026     EISSN: None     Source Type: Journal    
DOI: 10.1108/13612020410518673     Document Type: Article

References (28)

1. Abernathy, F.H., Dunlop, J.T., Hammond, J.H. and Weil, D. (1999), A Stitch in Time: Lean Retailing and the Transformation of Manufacturing - Lessons from the Apparel and Textile Industries, Oxford Press, New York, NY.
2. Anthony, C. and Jolly, L. (1991), "The influence of uncertainty on ratings of information importance by retail apparel buyers", Clothing and Textiles Research Journal, Vol. 10, pp. 1-7.
3. Armstrong, J.S. and Overton, T.S. (1977), "Estimating non-response bias in mail surveys", Journal of Marketing Research, Vol. 14, pp. 396-402.
4. Babbie, E. (1998), The Practice of Social Research, Macmillan, Chicago, IL.
5. Daugherty, P., Myers, M. and Autry, M.C. (1999), "Automatic replenishment programs: an empirical examination", The Journal of Business Logistics, Vol. 20, pp. 63-82.
6. Ettenson, R. and Wagner, J. (1986), "Retail buyer salability judgments: a comparison of information across three levels of experience", Journal of Retailing, Vol. 62, pp. 41-63.
7. Fairhurst, A. and Fiorito, S. (1990), "Retail buyers' decision-making process: an investigation of contributing variables", International Review of Retail, Distribution and Consumer Research, Vol. 1, pp. 87-100.
8. Fiorito, S.S. (1990), "Testing a portion of Sheth's theory of merchandise-buying behavior with small apparel firms", Entrepreneurship Theory and Practice, Vol. 14, pp. 19-34.
9. Fiorito, S., Giunipero, L. and Oh, J. (1999), "Channel relationships and quick response implementation", paper presented at the 10th annual International Conference on Research in the Distributive Trades, Stirling.
10. Fiorito, S.S., May, E. and Straughn, K. (1995), "Quick response in retailing: components and implementation", International Journal of Retail & Distribution Management, Vol. 23, pp. 12-21.
11. Fiorito, S., Giunipero, L and Yan, H. (1998), "Retail buyers' perceptions of quick response", International Journal of Retail & Distribution Management, Vol. 23, pp. 237-44.
12. Francis, S. and Brown, D. (1985), "Retail buyers of apparel and appliances: a comparison", Clothing and Textiles Research Journal, Vol. 4, pp. 1-8.
13. Hirschman, E. (1981), "An exploratory comparison of decision criteria used by retail buyers", in Darden, W.R. and Lusch, R.F. (Eds), Proceedings: Patronage Theory Conference, Lake Placid, NY.
14. Hunter, N.A. (1990), Quick Response in Apparel Manufacturing, The Textile Institute, Manchester.
15. Johnsen, N. (1997), "Answering the tough QR questions", Bobbin, Vol. 36, pp. 58-9.
16. Kincade, D. and Cassill, N. (1993), "Company demographics as an influence on adoption of quick response by North Carolina manufacturers", Clothing and Textiles Research Journal, Vol. 11, pp. 3-30.
17. Ko, E. and Kincade, D.H. (1999), "Product line characteristics as determinants of quick response implementation for US apparel manufacturers", Clothing and Textiles Research Journal, Vol. 16, pp. 11-18.
18. Kurt Salmon Associates (KSA) (1997), A $13 billion success story: quick response", Bobbin, Vol. 38, pp. 46-8.
19. Lowson, B., King, R. and Hunter, A. (1999), Quick Response: Managing the Supply Chain to Meet Customer Demand, John Wiley & Sons, Chichester.
20. Mullinix, L.H. (1998), "Order management as a core competency", Supply Chain Management Review, Vol. 2, pp. 87-94.
21. Nunnally, J.C. (1967), Psychometric Theory, McGraw-Hill, New York, NY.
22. Sheldon's Retail Directory (1999), Phelon, Sheldon and Masar, Fairview, NJ.
23. Sheth, J.N. (1981), "A theory of merchandise-buying behavior", in Stampfl, R.W. and Hirschman, E.C. (Eds), Theories of Retailing, American Marketing Association, Chicago, IL, pp. 182-90.
24. Shim, S. and Drake, M. (1991), "Profitability of women's apparel shops: business practices, promotions, and store/owner characteristics", Clothing and Textiles Research Journal, Vol. 10, pp. 68-75.
25. Shipley, D. (1985), "Resellers' supplier selection criteria for different consumer products", European Journal of Marketing, Vol. 64, pp. 199-214.
26. Triola, M. (1998), Elementary Statistics, Addison-Wesley, Philadelphia, PA.
27. Wagner, J., Ettenson, R. and Parrish, J. (1989), "Vendor selection among retail buyers: an analysis by merchandise division", Journal of Retailing, Vol. 65, pp. 58-79.
28. Webster, F.E. Jr. and Wind, Y. (1972), "A general model for understanding organizational buyer behavior", Journal of Marketing, Vol. 36, pp. 12-19.