Paper info

Russian Retail Chains vs. Foreign Retailers:Changes within the Industry and Supplier-Retailer Relationships

Olga Tretyak,Marina Sheresheva

The paper was published at the 21st IMP-conference in Rotterdam, Netherlands in 2005.

In recent years there has been major growth in the retail sector in Russia. TheRussian retail market has undergone numerous changes, with retail chains becomingincreasingly powerful. This process was clearly accelerated by recent arrival offoreign retail “heavyweights” known for their aggressive marketing strategy and thesuccessful implementation of modern business practices. Challenged by the prospectof fast arising foreign competition, Russian retailers actively seek for adequateresponse trying to gain additional advantages. In this paper we look at the changesthat have recently happened in the Russian retailing and what the impact, if any, hasbeen on supplier-retailer relationships.