Engaging retailers: giving them voice or controlling their voice, a supplier’s perspective

Jackson, Keith, Jackson, Jacqueline and Hopkinson, Gillian (2013) Engaging retailers: giving them voice or controlling their voice, a supplier’s perspective. In: British Academy of Management Conference (BAM 2013): Managing to Make a Difference, 10-12 September 2013, Liverpool, UK. (Unpublished)

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Hirschman (1970) suggests that every member of a group can influence the group by either expressing their voice or exiting the group. Subsequent research has looked at exit-voice loyalty from the supplier-retailer perspective (Blois, 2008). This paper takes an overview of the wholesaler-retailer relationship in the UK convenience sector; it considers how their approach to exit-voice-loyalty may be affecting the wholesalers’ turnover. The results of the research suggest that the wholesalers do not use cost of exit or enabling retailer voice exclusively; instead they now tend to combine both within their retailer relationship strategies.

Item Type: Conference or Workshop Item (Paper)
Departments: Centre for Regional Economic Development (CRED)
Additional Information: This paper is from the BAM2013 Conference Proceedings.
Depositing User: Anna Lupton
Date Deposited: 15 Jun 2016 14:37
Last Modified: 12 Jan 2024 11:46
URI: https://insight.cumbria.ac.uk/id/eprint/1585


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