An Exploratory Research of Manufacturer-Retailer Collaboration in Shopper Marketing Strategy for Consumer Packaged Goods in Vietnam

Abstract

The purpose of this paper is to explore the collaboration between manufacturer and retailer in shopper marketing strategy for consumer packaged goods (CPG) in Vietnam. The research integrates relevant theories of collaboration in shopper marketing and conducts empirical research through in-depth interviews with managers of CPG manufacturers and retailers of the traditional and modern channel systems. The results show the significant difference about shopper marketing activities and the collaboration between two channels (traditional and modern). The traditional retail system has limited resources and differences in objectives and viewpoints, so it is not willing to cooperate in the implementation of marketing programs in stores. In contrast, modern retailers such as supermarkets and convenience stores show a high commitment to closely working with manufacturers to launch marketing activities in stores.