How Does Supermarket Category Management Shape What Is on Supermarket Shelves and Influence Diet and Health? Secondary Analysis of Qualitative Interviews With Retailers and Suppliers

Articles in Press

Document Type : Original Article

Authors

1 MRC Epidemiology Unit, School of Clinical Medicine, University of Cambridge, Cambridge, UK

2 Sheffield Business School, Sheffield Hallam University, Sheffield, UK

Abstract

Background 
Unhealthy diets drive high rates of non-communicable diseases. Many food environments are dominated by foods high in fat, salt, and sugar (HFSS). Supermarkets are a predominant source of groceries, and the relationships between retailers and their suppliers determine the foods displayed on their shelves. The disproportionate display of less healthy foods suggests that existing regulatory frameworks are sub-optimal for public health. We aimed to investigate the nature of relationships between supermarkets and their suppliers in the UK, and their implications for dietary public health.
 
Methods 
We undertook secondary analysis of in-depth interviews with UK retailers and suppliers (n = 19), using inductive and deductive approaches to thematic analysis, underpinned by our quest to understand how food retailing drives less healthy diets. Codes and themes were generated and refined, then mapped diagrammatically and are presented in an explanatory narrative.
 
Results 
Large suppliers are critical to the supplier-retailer relationship, dominating category management and supermarket shelves. The relationship brings mutual benefits for supplier and retailer. Category managers from large suppliers engender indebtedness among retailers by building rapport and trust, and investing financially and materially in retailers. Reciprocity by retailers is enacted with preferential contracts and the award of leading roles in category management (“category captaincy”). Large suppliers thus gain competitive advantage, with preferential access to premium shelf space, driving greater sales. Important positive reinforcing feedback loops maintain the relationship, described as a “virtuous circle.” Yet, there are also countering forces, which act as negative feedback loops.
 
Conclusion 
Where the retailer-supplier relationship involves the largest manufacturers, it drives the product mix and volumes on supermarket shelves, resulting in a disproportionate dominance of the largest, processed food brands. The nature of this relationship is likely a key factor preventing movement towards an overall healthier food offer to consumers and remains a public health concern.

Keywords

References

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International Journal of Health Policy and Management

Articles in Press, Corrected Proof
Available Online from 10 March 2026

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History

  • Received Date: 27 January 2025
  • Revised Date: 02 December 2025
  • Accepted Date: 10 March 2026
  • First Published Date: 10 March 2026
  • Published Date: 10 March 2026

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