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Supply chain segmentation in the sporting goods industry
journal contribution
posted on 2023-06-08, 23:35 authored by Samuel Roscoe, Peter BakerThe purpose of this paper is to explore the factors that influence supply chain segmentation when selling to consumers through retail chains. The initial research is based on a review of supply chain segmentation literature and the application of relevant parameters to a specific case study, comprising two major brands in the sporting goods industry. The empirical research itself comprises semi-structured interviews, covering demand planning, sales, marketing and supply chain managers, supported by quantitative demand data. The case study demonstrates that a number of existing frameworks are relevant but that none are adequate by themselves. It also shows the importance of linking segmentation of the end consumers to that of the retail intermediaries. The paper provides an exploratory supply chain segmentation framework for companies selling to end consumers through intermediary retailers, aligning their marketing, sales, demand planning and supply chain functions.
History
Publication status
- Published
Journal
International Journal of Logistics Research and ApplicationsISSN
1367-5567Publisher
Taylor & FrancisExternal DOI
Issue
2Volume
17Page range
136-155Department affiliated with
- Business and Management Publications
Full text available
- No
Peer reviewed?
- Yes
Legacy Posted Date
2015-12-01Usage metrics
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