Paper info: Format decisions and sourcing strategies in clothing retailing: howproduct/process innovation affects the buyer-seller relationship
Format decisions and sourcing strategies in clothing retailing: howproduct/process innovation affects the buyer-seller relationship
Università degli Studi di Perugia
Università degli Studi di Firenze
Place of Publication
The paper was published at the 21st IMP-conference in Rotterdam, Netherlands in 2005.
The main aim of the paper is to analyse the implications emerging from the relationship betweenretailers and their suppliers (textile manufacturers and clothing manufacturers) operating at differentlevels in the clothing-textile pipeline, in a situation influenced by a number of factors of change. Theanalysis starts by highlighting the strong relation between different production management modelsand the distributor’s capacity for retail format innovation. In this context, the paper supports evidenceon the changing status of interaction between the buyer (clothing retailer) and the seller (textile and/orclothing manufacturers). The paper provides a theoretical background on negotiation, drawing adistinction between “styles” and “strategies” in manufacturer-retailer interaction. It introduces evidenceconcerning the nature of negotiation processes in relation to the new sourcing strategies of theclothing retailer, seeking to identify which orientation, whether “transactional” or “relational”, prevails inthe interaction. The paper concludes with some research hypotheses and final remarks.Keywords: negotiation, buyer-seller relationship, clothing, retailing