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Slotting Allowances: A New Variable in the Distribution Channel

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Proceedings of the 1991 Academy of Marketing Science (AMS) Annual Conference

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Abstract

Channel power and control, once the domain of manufacturers within the food industry, is now widely held by channel intermediaries. This change in power has contributed to the use of slotting allowances. This paper examines the nature and origins of slotting fees, analyzes the behaviors of wholesalers and retailers employing slotting allowances, assesses the legal issues surrounding slotting allowances, and suggests research propositions to facilitate further research in this area.

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Author information

Authors and Affiliations

  1. Louisiana Tech University, Richmond, USA

    Judy Siguaw

Authors
  1. Judy Siguaw
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Editor information

Editors and Affiliations

  1. University of Richmond, Richmond, Virginia, USA

    Robert L. King

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© 2015 Academy of Marketing Science

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Siguaw, J. (2015). Slotting Allowances: A New Variable in the Distribution Channel. In: King, R. (eds) Proceedings of the 1991 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17049-7_19

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