{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,8,2]],"date-time":"2025-08-02T17:27:17Z","timestamp":1754155637832,"version":"3.41.2"},"reference-count":57,"publisher":"Emerald","issue":"8","license":[{"start":{"date-parts":[[2013,8,23]],"date-time":"2013-08-23T00:00:00Z","timestamp":1377216000000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2013,8,23]]},"abstract":"<jats:sec><jats:title content-type=\"abstract-heading\">Purpose<\/jats:title><jats:p>In the premium price range, retailer collaboration and showroom decoration as well as information dissemination play an important role in the consumer sector, particularly in furniture sales. The purpose of this research is to report findings from Swedish wholesaler and its process to improve sales of order driven furniture business.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Design\/methodology\/approach<\/jats:title><jats:p>A large case study including 26 companies follows in longitudinal manner the retailers' contribution to value creation based on a value gaps model. Both qualitative and quantitative data are used. Approach was chosen as wholesaler needed to change its business strategy due to high competition.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Findings<\/jats:title><jats:p>Innovative products may lose consumer perceived value, if information of the product is distorted by the retailers. It is of course so that the number of display pieces in retailer outlets play important role, but actually the way these are presented is most critical. Only one retailer in this study followed wholesaler's guidance, but again this retailer was able to show best sales. In turn, some retailers performed much lower than expected, as they were not interested from new sales concept implemented due to strategy change at wholesaler.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Research limitations\/implications<\/jats:title><jats:p>The service quality gaps model has been adjusted and is presented as a value gaps model that may be used to understand, how value creation is not limited to a single company in a supply chain. However, the authors would like to emphasize that the observations are not necessarily enough as only one wholesale company and its retailer network in Sweden was followed.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Practical implications<\/jats:title><jats:p>The common practice for wholesalers to focus on display pieces is not sufficient. The retailers' ability to contribute to value creation needs to be considered, and this starts from collaboration at showroom level. This particularly concerns items in other than low cost product groups.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Originality\/value<\/jats:title><jats:p>The research introduces information distortion as a concept to understand, how consumer perceived value might be reduced by value gaps in a supply chain. Research is also unique in a way that it reports business strategy in other than low end segment (lowest costs), but still wholesaler procures products from Asia (China), and develops models in Sweden.<\/jats:p><\/jats:sec>","DOI":"10.1108\/imds-02-2013-0078","type":"journal-article","created":{"date-parts":[[2013,9,6]],"date-time":"2013-09-06T07:51:14Z","timestamp":1378453874000},"page":"1169-1188","source":"Crossref","is-referenced-by-count":7,"title":["Creating value through wholesaler and retailer interface"],"prefix":"10.1108","volume":"113","author":[{"given":"David","family":"Eriksson","sequence":"first","affiliation":[]},{"given":"Per","family":"Hilletofth","sequence":"additional","affiliation":[]},{"given":"Olli\u2010Pekka","family":"Hilmola","sequence":"additional","affiliation":[]}],"member":"140","reference":[{"key":"key2022012620410134100_b1","unstructured":"Alderson, W. (1950), \u201cMarketing efficiency and the principle of postponement\u201d, Cost and Profit Outlook, Vol. 3, pp. 15\u201018."},{"key":"key2022012620410134100_b2","unstructured":"Argyris, C. and Sch\u00f6n, D.A. (1995), Organizational Learning II: Theory, Method and Practice, FT Press, London."},{"key":"key2022012620410134100_b3","doi-asserted-by":"crossref","unstructured":"Bucklin, L. (1965), \u201cPostponement, speculation and the structure of distribution channels\u201d, Journal of Marketing Research, Vol. 2 No. 1, pp. 26\u201031.","DOI":"10.1177\/002224376500200103"},{"key":"key2022012620410134100_b4","doi-asserted-by":"crossref","unstructured":"Canever, M., Van Trijp, H. and Beers, G. (2008), \u201cThe emergent demand chain management: key features and illustration from the beef business\u201d, Supply Chain Management: An International Journal, Vol. 13 No. 2, pp. 104\u2010115.","DOI":"10.1108\/13598540810860949"},{"key":"key2022012620410134100_b5","doi-asserted-by":"crossref","unstructured":"Charlebois, S. (2008), \u201cThe gateway to a Canadian market\u2010driven agricultural economy: a framework for demand chain management in the food industry\u201d, British Food Journal, Vol. 110 No. 9, pp. 882\u2010897.","DOI":"10.1108\/00070700810900594"},{"key":"key2022012620410134100_b6","unstructured":"Chopra, S. and Meindl, P. (2010), Supply Chain Management: Strategy, Planning, and Operations, Pearson, Upper Saddle River, NJ."},{"key":"key2022012620410134100_b7","doi-asserted-by":"crossref","unstructured":"Christopher, M. (2000), \u201cThe agile supply chain: competing in volatile markets\u201d, Industrial Marketing Management, Vol. 29 No. 1, pp. 37\u201044.","DOI":"10.1016\/S0019-8501(99)00110-8"},{"key":"key2022012620410134100_b8","doi-asserted-by":"crossref","unstructured":"Christopher, M. and Towill, D. (2001), \u201cAn integrated model for the design of agile supply chains\u201d, International Journal of Physical Distribution & Logistics Management, Vol. 31 No. 4, pp. 235\u2010246.","DOI":"10.1108\/09600030110394914"},{"key":"key2022012620410134100_b9","doi-asserted-by":"crossref","unstructured":"Christopher, M., Lowson, R. and Peck, H. (2004), \u201cCreating agile supply chains in the fashion industry\u201d, International Journal of Retail & Distribution Management, Vol. 32 No. 8, pp. 367\u2010376.","DOI":"10.1108\/09590550410546188"},{"key":"key2022012620410134100_b10","doi-asserted-by":"crossref","unstructured":"Christopher, M., Peck, H. and Towill, D. (2006), \u201cA taxonomy for selecting global supply chain strategies\u201d, International Journal of Logistics Management, Vol. 17 No. 2, pp. 277\u2010287.","DOI":"10.1108\/09574090610689998"},{"key":"key2022012620410134100_b11","doi-asserted-by":"crossref","unstructured":"Dapiran, P. (1992), \u201cBenetton, global logistics in action\u201d, International Journal of Physical Distribution & Logistics Management, Vol. 22 No. 6, pp. 7\u201011.","DOI":"10.1108\/EUM0000000000416"},{"key":"key2022012620410134100_b12","doi-asserted-by":"crossref","unstructured":"Dass, M. and Kumar, P. (2012), \u201cAssessing category vulnerability across retail product assortments\u201d, International Journal of Retail & Distribution Management, Vol. 40 No. 1, pp. 64\u201081.","DOI":"10.1108\/09590551211193603"},{"key":"key2022012620410134100_b13","doi-asserted-by":"crossref","unstructured":"De Treville, S., Shapiro, R. and Hameri, A.\u2010P. (2004), \u201cFrom supply chain to demand chain: the role of lead\u2010time reduction in improving demand chain performance\u201d, Journal of Operations Management, Vol. 21 No. 6, pp. 613\u2010627.","DOI":"10.1016\/j.jom.2003.10.001"},{"key":"key2022012620410134100_b14","doi-asserted-by":"crossref","unstructured":"Dubois, A. and Gadde, L.\u2010E. (2002), \u201cSystematic combining: an abductive approach to case research\u201d, Journal of Business Research, Vol. 55 No. 7, pp. 553\u2010560.","DOI":"10.1016\/S0148-2963(00)00195-8"},{"key":"key2022012620410134100_b15","doi-asserted-by":"crossref","unstructured":"Eisenhardt, K.M. (1989), \u201cBuilding theories from case study research\u201d, Academy of Management Review, Vol. 14 No. 4, pp. 532\u2010550.","DOI":"10.5465\/amr.1989.4308385"},{"key":"key2022012620410134100_b16","doi-asserted-by":"crossref","unstructured":"Esper, T., Ellinger, A., Stank, T., Flint, D. and Moon, M. (2010), \u201cDemand and supply integration: a conceptual framework of value creation through knowledge management\u201d, Journal of Academic Marketing Science, Vol. 38 No. 5, pp. 5\u201018.","DOI":"10.1007\/s11747-009-0135-3"},{"key":"key2022012620410134100_b17","doi-asserted-by":"crossref","unstructured":"Fearne, A. and Fowler, N. (2006), \u201cEfficiency versus effectiveness in construction supply chains: the dangers of \u2018lean\u2019 thinking in isolation\u201d, Supply Chain Management: An International Journal, Vol. 11 No. 4, pp. 283\u2010287.","DOI":"10.1108\/13598540610671725"},{"key":"key2022012620410134100_b18","unstructured":"Feitzinger, E. and Lee, H. (1997), \u201cMass customization at Hewlett\u2010Packard: the power of postponement\u201d, Harvard Business Review, January\/February, pp. 116\u2010121."},{"key":"key2022012620410134100_b19","unstructured":"Fisher, M. (1997), \u201cWhat is the right supply chain for your product?\u201d, Harvard Business Review, Vol. 75 No. 2, pp. 105\u2010116."},{"key":"key2022012620410134100_b20","unstructured":"Flick, U. (2009), An Introduction to Qualitative Research Methods, Sage, London."},{"key":"key2022012620410134100_b21","doi-asserted-by":"crossref","unstructured":"Hamister, J.W. (2012), \u201cSupply chain management practices in small retailers\u201d, International Journal of Retail & Distribution Management, Vol. 40 No. 6, pp. 427\u2010450.","DOI":"10.1108\/09590551211230250"},{"key":"key2022012620410134100_b22","doi-asserted-by":"crossref","unstructured":"Heikkil\u00e4, J. (2002), \u201cFrom supply to demand chain management: efficiency and customer satisfaction\u201d, Journal of Operations Management, Vol. 20 No. 6, pp. 747\u2010767.","DOI":"10.1016\/S0272-6963(02)00038-4"},{"key":"key2022012620410134100_b23","unstructured":"Hilletofth, P. (2010), \u201cDemand\u2010supply chain management\u201d, doctorial thesis, Chalmers University of Technology, Gothenburg."},{"key":"key2022012620410134100_b24","doi-asserted-by":"crossref","unstructured":"Hilletofth, P. (2011), \u201cDemand\u2010supply chain management: industrial survival recipe for new decade\u201d, Industrial Management & Data Systems, Vol. 111 No. 2, pp. 184\u2010211.","DOI":"10.1108\/02635571111115137"},{"key":"key2022012620410134100_b25","doi-asserted-by":"crossref","unstructured":"Hilletofth, P. (2012), \u201cDifferentiation focused supply chain design\u201d, Industrial Management & Data Systems, Vol. 112 No. 9, pp. 1274\u20101291.","DOI":"10.1108\/02635571211278929"},{"key":"key2022012620410134100_b26","doi-asserted-by":"crossref","unstructured":"Hilletofth, P. and Eriksson, D. (2011), \u201cCoordinating new product development with supply chain management\u201d, Industrial Management & Data Systems, Vol. 111 No. 2, pp. 264\u2010281.","DOI":"10.1108\/02635571111115173"},{"key":"key2022012620410134100_b27","doi-asserted-by":"crossref","unstructured":"Jacobs, D. (2006), \u201cThe promise of demand chain management in fashion\u201d, Journal of Fashion Marketing & Management, Vol. 10 No. 1, pp. 84\u201096.","DOI":"10.1108\/13612020610651141"},{"key":"key2022012620410134100_b28","doi-asserted-by":"crossref","unstructured":"Jones, P., Comfort, D., Clarke\u2010Hill, C. and Hillier, D. (2010), \u201cRetail experience stores: experiencing the brand at first hand\u201d, Marking Intelligence and Planning, Vol. 28 No. 3, pp. 241\u2010248.","DOI":"10.1108\/02634501011041408"},{"key":"key2022012620410134100_b29","doi-asserted-by":"crossref","unstructured":"J\u00fcttner, U., Christopher, M. and Baker, S. (2007), \u201cDemand chain management: integrating marketing and supply chain management\u201d, Industrial Marketing Management, Vol. 36 No. 3, pp. 377\u2010392.","DOI":"10.1016\/j.indmarman.2005.10.003"},{"key":"key2022012620410134100_b30","doi-asserted-by":"crossref","unstructured":"K\u00e4rkk\u00e4inen, H., Pippo, P. and Tuominen, M. (2001), \u201cTen tools for customer\u2010driven product development in industrial companies\u201d, International Journal of Production Economics, Vol. 69 No. 2, pp. 161\u2010176.","DOI":"10.1016\/S0925-5273(00)00030-X"},{"key":"key2022012620410134100_b31","doi-asserted-by":"crossref","unstructured":"Khan, O. and Creazza, A. (2009), \u201cManaging the product design\u2010supply chain interface: towards a roadmap to the \u2018design centric business\u2019\u201d, International Journal of Physical Distribution & Logistics Management, Vol. 39 No. 4, pp. 301\u2010319.","DOI":"10.1108\/09600030910962258"},{"key":"key2022012620410134100_b32","doi-asserted-by":"crossref","unstructured":"Kov\u00e1cs, G. and Spens, K. (2005), \u201cAbductive research in logistics research\u201d, International Journal of Physical Distribution & Logistics Management, Vol. 35 No. 2, pp. 132\u2010144.","DOI":"10.1108\/09600030510590318"},{"key":"key2022012620410134100_b33","unstructured":"Langabeer, J. and Rose, J. (2002), \u201cIs the supply chain still relevant?\u201d, Logistics Manager, March, pp. 11\u201013."},{"key":"key2022012620410134100_b34","unstructured":"Lee, H. and Whang, S. (2001), \u201cDemand chain excellence\u201d, Supply Chain Management Review, March\/April, pp. 41\u201046."},{"key":"key2022012620410134100_b35","unstructured":"Leonard, D. and Rayport, J.F. (1997), \u201cSpark innovation through empathic design\u201d, Harvard Business Review, November\/December, pp. 102\u2010113."},{"key":"key2022012620410134100_b36","unstructured":"MacMillan, I. and McGrath, R. (1997), \u201cDiscovering new points of differentiation\u201d, Harvard Business Review, July\/August, pp. 133\u2010145."},{"key":"key2022012620410134100_b37","doi-asserted-by":"crossref","unstructured":"Mason\u2010Jones, R., Naylor, J. and Towill, D. (2000), \u201cEngineering the leagile supply chain\u201d, International Journal of Agile Management Systems, Vol. 2 No. 1, pp. 54\u201061.","DOI":"10.1108\/14654650010312606"},{"key":"key2022012620410134100_b38","doi-asserted-by":"crossref","unstructured":"Mentzer, J., DeWitt, W., Keebler, J., Min, S., Nix, N., Smith, C. and Zacharia, Z. (2001), \u201cDefining supply chain management\u201d, Journal of Business Logistics, Vol. 22 No. 2, pp. 1\u201025.","DOI":"10.1002\/j.2158-1592.2001.tb00001.x"},{"key":"key2022012620410134100_b39","doi-asserted-by":"crossref","unstructured":"Nsairi, Z. (2012), \u201cManaging browsing experience in retail stores through perceived value: implications for retailers\u201d, International Journal of Retail & Distribution Management, Vol. 40 No. 9, pp. 676\u2010689.","DOI":"10.1108\/09590551211255965"},{"key":"key2022012620410134100_b40","doi-asserted-by":"crossref","unstructured":"Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1985), \u201cA conceptual model of service quality and its implication for future research\u201d, Journal of Marketing, Vol. 49, Fall, pp. 41\u201050.","DOI":"10.1177\/002224298504900403"},{"key":"key2022012620410134100_b41","unstructured":"Piercy, N. (2002), Market\u2010Led Strategic Change, Butterworth\u2010Heinemann, Oxford."},{"key":"key2022012620410134100_b42","unstructured":"Porter, M. (1996), \u201cWhat is strategy?\u201d, Harvard Business Review, Vol. 74 No. 6, pp. 61\u201078."},{"key":"key2022012620410134100_b43","unstructured":"Prahalad, C. and Ramaswamy, V. (2000), \u201cCo\u2010opting customer competence\u201d, Harvard Business Review, January\/February, pp. 79\u201087."},{"key":"key2022012620410134100_b44","doi-asserted-by":"crossref","unstructured":"Prahalad, C. and Ramaswamy, V. (2004), \u201cCo\u2010creating unique value with customers\u201d, Strategy & Leadership, Vol. 32 No. 3, pp. 4\u20109.","DOI":"10.1108\/10878570410699249"},{"key":"key2022012620410134100_b45","doi-asserted-by":"crossref","unstructured":"Rainbird, M. (2004), \u201cDemand and supply chains: the value catalyst\u201d, International Journal of Physical Distribution & Logistics Management, Vol. 34 Nos 3\/4, pp. 230\u2010250.","DOI":"10.1108\/09600030410533565"},{"key":"key2022012620410134100_b46","doi-asserted-by":"crossref","unstructured":"Sandberg, E. and Abrahamsson, M. (2010), \u201cThe role of top management in supply chain management practices\u201d, International Journal of Retail & Distribution Management, Vol. 38 No. 1, pp. 57\u201069.","DOI":"10.1108\/09590551011016331"},{"key":"key2022012620410134100_b47","doi-asserted-by":"crossref","unstructured":"Scandura, T.A. and Williams, E.A. (2000), \u201cResearch methodology in management: current practices, trends, and implications for future research\u201d, Academy of Management Journal, Vol. 43 No. 5, pp. 1248\u20101264.","DOI":"10.2307\/1556348"},{"key":"key2022012620410134100_b48","doi-asserted-by":"crossref","unstructured":"Simonson, I. (1993), \u201cGet closer to your customers by understanding how they make choices\u201d, California Management Review, Vol. 35 No. 4, pp. 68\u201084.","DOI":"10.2307\/41166755"},{"key":"key2022012620410134100_b49","unstructured":"Statistics of Sweden (2013), \u201cTurnover in the service sector \u2013 annual consumer durable sales\u201d, available at: www.scb.se\/Pages\/Product____6638.aspx."},{"key":"key2022012620410134100_b50","doi-asserted-by":"crossref","unstructured":"Van Kleef, E., Trijp, H. and Luning, P. (2005), \u201cConsumer research in the early stages of new product development: a critical review of methods and techniques\u201d, Food Quality and Preference, Vol. 16 No. 3, pp. 181\u2010201.","DOI":"10.1016\/j.foodqual.2004.05.012"},{"key":"key2022012620410134100_b51","doi-asserted-by":"crossref","unstructured":"Vollmann, T. and Cordon, C. (1998), \u201cBuilding successful customer\u2010supplier alliances\u201d, Long Range Planning, Vol. 31 No. 5, pp. 684\u2010694.","DOI":"10.1016\/S0024-6301(98)00073-9"},{"key":"key2022012620410134100_b52","doi-asserted-by":"crossref","unstructured":"Walker, B., Bovet, D. and Martha, J. (2000), \u201cUnlocking the supply chain to build competitive advantage\u201d, The International Journal of Logistics Management, Vol. 11 No. 2, pp. 1\u20108.","DOI":"10.1108\/09574090010806119"},{"key":"key2022012620410134100_b53","doi-asserted-by":"crossref","unstructured":"Walters, D. (2006), \u201cDemand chain effectiveness \u2013 supply chain efficiencies: a role for enterprise information management\u201d, Journal of Enterprise Information, Vol. 19 No. 3, pp. 246\u2010261.","DOI":"10.1108\/17410390610658441"},{"key":"key2022012620410134100_b54","doi-asserted-by":"crossref","unstructured":"Walters, D. (2008), \u201cDemand chain management+response management=increased customer satisfaction\u201d, International Journal of Physical Distribution & Logistics Management, Vol. 38 No. 9, pp. 699\u2010725.","DOI":"10.1108\/09600030810925980"},{"key":"key2022012620410134100_b55","doi-asserted-by":"crossref","unstructured":"Walters, D. and Rainbird, M. (2004), \u201cThe demand chain as an integral component of the value chain\u201d, Journal of Consumer Marketing, Vol. 21 No. 7, pp. 465\u2010475.","DOI":"10.1108\/07363760410568680"},{"key":"key2022012620410134100_b56","unstructured":"Yin, R.K. (2008), Case Study Research: Design and Methods, Sage, London."},{"key":"key2022012620410134100_b57","doi-asserted-by":"crossref","unstructured":"Zeithaml, V., Bitner, M. and Gremler, D. (2009), Services Marketing \u2013 Integrating Customer Focus Across the Firm, McGrawHill, Singapore.","DOI":"10.1002\/9781444316568.wiem01055"}],"container-title":["Industrial Management &amp; Data Systems"],"original-title":[],"language":"en","link":[{"URL":"http:\/\/www.emeraldinsight.com\/doi\/full-xml\/10.1108\/IMDS-02-2013-0078","content-type":"unspecified","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/www.emerald.com\/insight\/content\/doi\/10.1108\/IMDS-02-2013-0078\/full\/xml","content-type":"application\/xml","content-version":"vor","intended-application":"text-mining"},{"URL":"https:\/\/www.emerald.com\/insight\/content\/doi\/10.1108\/IMDS-02-2013-0078\/full\/html","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2025,7,24]],"date-time":"2025-07-24T21:51:13Z","timestamp":1753393873000},"score":1,"resource":{"primary":{"URL":"http:\/\/www.emerald.com\/imds\/article\/113\/8\/1169-1188\/185056"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2013,8,23]]},"references-count":57,"journal-issue":{"issue":"8","published-print":{"date-parts":[[2013,8,23]]}},"alternative-id":["10.1108\/IMDS-02-2013-0078"],"URL":"https:\/\/doi.org\/10.1108\/imds-02-2013-0078","relation":{},"ISSN":["0263-5577"],"issn-type":[{"type":"print","value":"0263-5577"}],"subject":[],"published":{"date-parts":[[2013,8,23]]}}}