Strategic reactions of national brand manufacturers towards private labels: An empirical study in The Netherlands

European Journal of Marketing

Volumn 36, Issue 11-12, 2002, Pages 1309-1326

  Verhoef, Peter C ^a   Nijssen, Edwin J ^b   Sloot, Laurens M ^a  

^a ERASMUS UNIVERSITY ROTTERDAM   (Netherlands)

^b RADBOUD UNIVERSITY NIJMEGEN   (Netherlands)

Author keywords

Brands; Fast moving consumer goods; Management; The Netherlands

Indexed keywords

EID: 23644452381     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560210445191     Document Type: Article

References (32)

1. Aaker, D.A. (1990), Managing Brand Equity, The Free Press, New York, NY.
2. Agres, S.J. and Dubitsky, T.M. (1996), “Changing needs for brands”, Journal of Advertising Research, Vol. 36 No. 1, pp. 21‐30.
3. Ashley, S.R. (1998), “How to effectively compete against private‐label brands”, Journal of Advertising Research, Vol. 38 No. 1, pp. 75‐82.
4. Baltas, G. and Doyle, P. (1998), “An empirical analysis of private brand demand recognizing heterogeneous preferences and choice dynamics”, Journal of the Operational Research Society, Vol. 49 No. 8, pp. 790‐8.
5. Burton, S., Lichtenstein, D.R., Netemeyer, R.G. and Garretson, J.A. (1998), “A scale for measuring attitude toward private label products and an examination of its psychological behavioral correlates”, Journal of the Academy of Marketing Science, Vol. 26 No. 4, pp. 293‐306.
6. Dahr, S.K. and Hoch, S.J. (1997), “Why store brand penetration varies by retailer”, Marketing Science, Vol. 16 No. 3, pp. 208‐27.
7. Dess, G.G. and Davis, P.S. (1984), “Porter’s (1980) generic strategies as determinants of strategic membership and organizational performance”, Academy of Management Journal, Vol. 27, pp. 467‐88.
8. Dunne, D. and Narasimhan, C. (1999), “The new appeal of private labels”, Harvard Business Review, Vol. 77 No. 3, pp. 41‐52.
9. Glémet, F. and Mira, R. (1993a), “The brand leader’s dilemma”, The McKinsey Quarterly, No. 2, pp. 3‐15.
10. Glémet, F. and Mira, R. (1993b), “Solving the brand leader’s dilemma”, The McKinsey Quarterly, No. 4, pp. 87‐98.
11. Hair, J.F., Anderson, R.E., Tatham, R.L. and Black, W.C. (1998), Multivariate Data Analysis, 5th ed., Prentice Hall, Englewood Cliffs, NJ.
12. Hoch, S.J. (1996), “How should national brands think about private labels”, Sloan Management Review, Vol. 37 No. 2, pp. 89‐102.
13. Hoch, S.J. and Banerji, S. (1993) “When do private labels succeed?”, Sloan Management Review, Vol. 34, No. 4, pp. 57‐67.
14. Jobber, D. and Blaesdale, M.J.R. (1987), “Interviewing in an industrial market research: the state‐of‐the art”, Quarterly Review of Marketing, Vol. 12, No. 2, pp. 7‐11.
15. Kalwani, M.U. and Narayandas, N. (1995), “Long‐term manufacturer‐supplier relationships: do they pay off for supplier firms?”, Journal of Marketing, Vol. 59 No. 1, pp. 1‐16.
16. Messinger, P.R. and Narasmihan, C.H. (1995), “Has power shifted in the grocery channel?”, Marketing Science, Vol. 14 No. 2, pp. 189‐223.
17. Morris, D. and Nightingale, J. (1980) “Why should firms manufacture retailer brands?”, Managerial and Decision Economics, Vol. 1, pp. 132‐7.
18. Nunnally, J.C. (1978), Psychometric Theory, 2nd ed., McGraw‐Hill, New York, NY.
19. Porter, M.E. (1976), Interbrand Choice, Strategy, and Bilateral Market Power, Harvard University Press, Cambridge, MA.
20. Porter, M.E. (1980), Competitive Strategy, Techniques for Analyzing Industries and Competitors, The Free Press, New York, NY.
21. Porter, M.E. (1985), Competitive Strategy, Creating and Sustaining Competitive Advantage, The Free Press, New York, NY.
22. Prahalad, C.K. and Hamel, G. (1990), Competing for the Future, Harvard Business School Press, Boston, MA.
23. Quelch, J.A. and Harding, D. (1996), “Brands versus private labels: fighting to win”, Harvard Business Review, Vol. 74 No. 1, pp. 99‐109.
24. Richardson, P.S., Jain, A.K. and Dick, A. (1996), “Household store brand proneness: a framework”, Journal of Retailing, Vol. 72 No. 2, pp. 159‐85.
25. Robinson, R.B. and Pearce, J.A. II (1988), “Planned patterns of strategic behavior and their relationship to business‐unit performance”, Strategic Management Journal, Vol. 9, pp. 43‐60.
26. Ruekert, R.W. and Churchill, G.A. (1984), “Reliability and validity of alternative measures of channel member satisfaction”, Journal of Marketing Research, Vol. 21 No. 2, pp. 226‐33.
27. Saunders, J. (1999), “Cluster analysis”, in Hooley, G.J. and Hussey, M.K. (Eds), Quantitative Methods in Marketing, 2nd ed., International Thomson Business Press, London.
28. Shankar, V., Carpenter, G.S. and Krishnamurthi, L. (1998), “Late mover advantage: how innovative late entrants outsell pioneers”, Journal of Marketing Research, Vol. 35 No. 1, pp. 54‐70.
29. Treacy, M.E. and Wiersema, F. (1993), “Customer intimacy and other value disciplines”, Harvard Business Review, Vol. 71 No. 1, pp. 84‐94.
30. Waarts, E. and Wierenga, B. (2000), “Explaining competitor’s reactions to new product introductions: the roles of event characteristics, managerial interpretation, and competitive context”, Marketing Letters, Vol. 11 No. 1, pp. 67‐80.
31. DeKimpe, M.G. and Steenkamp, J.B.E.M., “The increasing power of store brands: building loyalty and market share”, Long Range Planning, Vol. 30 No. 6, pp. 917‐30.
32. Hauser, J.R. and Shogun, S.M. (1983), “Defensive marketing strategies”, Marketing Science, Vol. 2 No. 4, pp. 319‐60.