The Economics of Slotting Contracts: Contractual Negotiations between Retail Chains and Suppliers in Contemporary Russia

Slotting allowances are an important part of the process of negotiating and concluding transactions between suppliers and retailers. Their conditions can act as a tool of market pressure or effective interaction between two counterparties, as has been proven in numerous empirical and theoretical works. In the course of the study, the main goal of which was to identify the conditions for concluding marketing contracts, the questionnaires of suppliers and retail chains in Russia were analyzed. Due to the breadth of the questions in the questionnaire, it was possible to confirm hypotheses that correspond to theories of efficiency and market power; to draw up a logistic model that made it possible to evaluate the contribution of each of the schools of thought to the likelihood of a marketing agreement. A general conclusion is made that marketing contracts help effective interaction along with the realization of market power, but deeper studies and questioning of managers in the context of Russian conditions are required.