scholarly journals Chocolates and ‘Legrias’: Dilemma of the Best Sales Channel

2021 ◽  
Vol 25 (spe) ◽  
Author(s):  
Andre Luiz Barbosa da Silva ◽  
Ricardo Limongi ◽  
Alessandra Cristina Gomes ◽  
Daiana Pimenta
Keyword(s):  
Concept Formation ◽  
Early Stage ◽  
Distribution Channel ◽  
Distribution Channels ◽  
Implementation Challenges ◽  
Sales Channel ◽  
Management Area ◽  
Analysis Of Alternatives ◽  
Brand Concept ◽  
Chocolate Factory

ABSTRACT This teaching case aims to understand the challenges between opening distribution channels and new products. The report involves a small Brazilian chocolate factory. It presents the structuring, production processes, brand concept, formation of sales prices, and the choice of distribution channels in COVID-19 times. The company faced challenges in the market for presenting products with low adherence to distribution channels, high costs and price, and an inadequate brand positioning, resulting in low sales. After repositioning itself with a new brand and price concept, the case raises the dilemma: What is the best distribution channel during the crisis period caused by COVID-19 for the newly restructured company? The pedagogical objectives are focused on the analysis of alternatives in the choice of distribution channels, considering the implementation challenges, the transaction costs for products at an early stage, and the scenario of uncertainties resulting from the pandemic, as well as the application of sales channel concepts and distribution. The case can be applied in undergraduate and MBA courses in the management area and is recommended to encourage students to reflect on the structure and challenges of implementing small entrepreneurs’ distribution channels.

scholarly journals Chocolates e “Legrias”: Dilema da Escolha do Canal de Venda

2021 ◽  
Vol 25 (spe) ◽  
Author(s):  
Andre Luiz Barbosa da Silva ◽  
Ricardo Limongi ◽  
Alessandra Cristina Gomes ◽  
Daiana Pimenta
Keyword(s):  
Concept Formation ◽  
Early Stage ◽  
Distribution Channel ◽  
Distribution Channels ◽  
Brand Positioning ◽  
Implementation Challenges ◽  
Management Area ◽  
Analysis Of Alternatives ◽  
Brand Concept ◽  
Chocolate Factory

ABSTRACT This teaching case aims to understand the challenges between opening distribution channels and new products. The report involves a small Brazilian chocolate factory. It presents the structuring, production processes, brand concept, formation of sales prices, and the choice of distribution channels in COVID-19 times. The company faced challenges in the market for presenting products with low adherence to distribution channels, high costs and price, and an inadequate brand positioning, resulting in low sales. After repositioning itself with a new brand and price concept, the case raises the dilemma: What is the best distribution channel during the crisis period caused by COVID-19 for the newly restructured company? The pedagogical objectives are focused on the analysis of alternatives in the choice of distribution channels, considering the implementation challenges, the transaction costs for products at an early stage, and the scenario of uncertainties resulting from the pandemic, as well as the application of sales channel concepts and distribution. The case can be applied in undergraduate and MBA courses in the management area and is recommended to encourage students to reflect on the structure and challenges of implementing small entrepreneurs’ distribution channels.

LOGISTIC ACTIVITIES IN THE MARKETING OF AGRARIAN ENTERPRISES PRODUCTS

2019 ◽  
Vol 4 (3) ◽  
pp. 282-288
Author(s):  
Irina HANZHURENKO ◽  
Viktoriya FEDOROVA
Keyword(s):  
Distribution Channel ◽  
Distribution Channels ◽  
Agricultural Products ◽  
Marketing Communications ◽  
Logistics System ◽  
Agricultural Enterprises ◽  
Sales Channel ◽  
Sales Channels ◽  
Agricultural Enterprise

Introduction. The article emphasizes the importance of the role of the sales channels and the logistics system of the agricultural enterprise. This necessitates their improvement in order to en-sure marketing activities. Forms of product promotion are determined in accordance with economic content, economic and economic conditions of distribution, production and economic relations, place on the market. Choosing distribution channels is a difficult decision for the manufacturer, because of the need to take into account many aspects of the functioning of logistics systems. The purpose of scientific research is to determine the nature and role of logistic activity in the marketing and sailing of agricultural products. Results. The zero-distribution channel, which is most often used by producers in the activities of agricultural enterprises, is characterized. The conditions, under which it is appropriate to use this sales channel, are identified. The specifics of logistics activities and the relationship between the intermediary and the manufacturer are outlined. The essence of two-level and three-level sales channels is characterized, their participants are defined and the conditions for effective interaction between them. The factors that influence the choice of direct or indirect channel of interaction between producer and consumer are systematized. The logistics system and distribution channels are identified as one of the most important components in ensuring the competitiveness of agricultural products. The role and essence of marketing communications in the process of logistic activity of agricultural enterprises is established. The effectiveness of Internet communications, including information portals, is highlighted. The influence of state authorities on the logistic systems formation of agricultural enterprises in the process of products sale is determined. The essence of marketing infrastructure is outlined. Formation of grain marketing channels for logistic activity of domestic agricultural enterprises is proposed. The purpose of the sales department of the agricultural enterprise in its logistic activity is characterized. Conclusions. Logistics activities are important in the marketing of agricultural products. Domestic manufacturers need to consider a large number of factors to determine the feasibility of using different types of distribution channels in the logistics system. Improvement of logistic activity of agrarian enterprise is the key to maintaining the proper level of competitiveness of its products. Keywords: logistics, logistic activity, logistics system, marketing, marketing of agricultural products, agrarian enterprise, sales channel, marketing communications.

scholarly journals Choice of Modern Food Distribution Channels and Its Welfare Effects: Empirical Evidence from Taiwan

Agriculture ◽  
2021 ◽  
Vol 11 (6) ◽  
pp. 499
Author(s):  
Yun-Cih Chang ◽  
Min-Fang Wei ◽  
Yir-Hueih Luh
Keyword(s):  
Control Function ◽  
Smallholder Farmers ◽  
Distribution Channel ◽  
Marketing Channel ◽  
Distribution Channels ◽  
Food Distribution ◽  
Economic Effects ◽  
Farm Households ◽  
Farm Household ◽  
Decomposition Approach

The determinants and/or economic effects of modern food distribution channels have attracted much attention in previous research. Studies on the welfare consequences of modern channel options, however, have been sparse. Based on a broader definition of modern food distribution channels including midstream processors and downstream retailers (supermarkets, hypermarkets, brand-named retailers), this study contributes to the existing body of knowledge by exploring the distributional implications of farm households’ choice of modern food distribution channels using a large and unique farm household dataset in Taiwan. Making use of the two-step control function approach, we identify the effect of modern food distribution options on farm households’ profitability. The results reveal selling farm produce to modern food distributors does not produce a positive differential compared to the traditional outlets. Another dimension of farm household welfare affected by the choice of modern food distribution channel is income inequality. We apply the Lerman and Yitzhaki decomposition approach to gain a better understanding of the effect of the marketing channel option on the overall distribution of farm household income. The Gini decomposition of different income sources indicates that the choice of modern food distribution channels results in an inequality-equalizing effect among the farm households in Taiwan, suggesting the inclusion of smallholder farmers in the modern food distribution channels improves the overall welfare of the rural society.

scholarly journals ANALISIS RUMAH KABEL BAWAH TANAH PADA PROYEK PEKERJAAN JARINGAN UTILITAS SKTT 150 KV PLUMPANG - GAMBIR

2018 ◽  
Vol 6 (2) ◽  
pp. 61-70
Author(s):  
Redaksi Tim Jurnal
Keyword(s):  
Carrying Capacity ◽  
Distribution Channel ◽  
Distribution Channels ◽  
Research Data ◽  
Land Acquisition ◽  
Shear Stability ◽  
Cable Networks ◽  
Underground Cable ◽  
The Stability ◽  
Soil Instability

Underground cable distribution channels to be excellent especially in big cities like Jakarta. This is because the underground cable distribution is a solution to the difficulty of land acquisition that will be used for top cable networks. Nevertheless, there is an important factor to be considered in implementing the underground cable distribution channel that is the condition of the soil through which the cable. This study aims to determine the dimensions of the cable house was safe from the soil instability. The soil instability are the stability of bolsters and the shear stability and take into account the carrying capacity of the foundation used. The data used as a reference in the analysis using research data that has been done previously. In stability analysis and foundation bearing capacity used Geo5 software demo version aid. The results obtained from the analysis, with variations on the dimensions of the cable house used are 2 mx 2 m, 2.5 mx 2.5 m and 3 mx 3 m, it is seen that the greater the dimensions used then the security number of stability bolsters, soil shear stability and the carrying capacity of the foundation decreases. This is due to the greater the dimensions of the cable house used, the greater the burden borne by the soil.

scholarly journals Environmental marketing as an optimal system of marketing and certification as a part of commodity policy

2021 ◽  
pp. 189-195
Author(s):  
A. Rashchenko
Keyword(s):  
Distribution System ◽  
Distribution Channels ◽  
Main Role ◽  
Environmental Characteristics ◽  
Sales Channel ◽  
The Core ◽  
Environmental Marketing ◽  
Certification Procedure ◽  
Enterprise Policy

The article reveals some aspects of environmental marketing. The issue of choosing the optimal sales system and certification as part of enterprise policy is studied. It is established that products with excellent environmental characteristics, when organizing the system of its distribution often require specific conditions of storage of goods and compliance with certain rules in its sale. It was found that in order to choose the distribution channels of environmentally friendly products was optimal, it is necessary to follow a certain algorithm. Firstly, it is advisable to have a clearly defined purpose of organizing the sales channel. Secondly, to formulate the conditions and restrictions under which a certain distribution system is chosen. Thirdly, determine sales goals and measures to achieve them. The developed algorithm will ensure compliance of the selected system with environmental, economic, and consumer criteria for the operation of the enterprise within the concept of environmental marketing. Within the concept of environmental marketing, the certification procedure is a means of confirming the presence in the products or activities of the enterprise of different environmental characteristics, which are the core of product policy and are declared in communications. The main role of certification in the formation of demand and promotion of pro-environmental products is to disseminate information about certain characteristics of products or activities of the enterprise and confirm the reliability of such information. The effectiveness of certification as a tool of environmental marketing is to provide consumers and other members of the contact audience with certain guarantees to ensure that all stages of production (or product components) meet certain standards or requirements, as well as minimize the likelihood that the company will adversely affect the environment.

scholarly journals Distribution Channels for Wine Tourism in New Zealand

2021 ◽  
Author(s):  
◽  
Ying Liu
Keyword(s):  
New Zealand ◽  
Distribution Channel ◽  
Information Provision ◽  
Distribution Channels ◽  
Tourism Industry ◽  
Corporate Groups ◽  
Wine Tourism ◽  
Factors Influencing ◽  
Tourism Product ◽  
Direct Distribution

<p>This study examines the structure of the distribution channels and the underlying factors influencing the most prominent channel choices within the wine tourism industry in New Zealand. This research specifically compares wine tourism in Marlborough and Auckland. It aims to provide a better understanding of the distribution channels for practitioners in the wine tourism industry, with the hope of assisting them to develop their wine tourism businesses successfully and manage the businesses growth effectively. This is a destination-based study performed by employing qualitative approaches focusing on the supply-side through semi-structured interviews. These in-depth interviews were conducted with the owners or managers of the local wine tour operators and wineries in the two regions. The findings generally show that wine tourism businesses place a clear priority on direct distribution of their wine tourism product to visitors “at destination”; the majority of customers of all these businesses are independent visitors. Specifically, overseas independent tourists comprise the largest portion of customers to local wine tour operators in Marlborough and Auckland. The wine tour operators work more actively with intermediaries and reach tourists “in market”, “while travelling” and “at destination” than wineries in these two regions. Marlborough wineries and Auckland wine tour operators and wineries receive domestic corporate groups, most of whom are approached “at destination” with direct distribution. Compared with wineries in Marlborough, more corporate groups use Auckland wine tour operators to visit wineries. Marlborough wineries and wine tour operators, and Auckland wine tour operators receive more international visitors, whereas the majority of visitors to Auckland wineries are from Auckland. When considering the function of wine tourism distribution channels, information provision, reservation and purchase are nearly equally important to local wine tour operators in both Marlborough and Auckland; the most widely used functions for Marlborough wineries is information provision; for Auckland wineries, information provision and purchase play significant roles in the distribution of wine tourism product. Factors influencing distribution channel choice include information provision cost, commissions, businesses’ attitudes towards tourism, perceptions of the Internet, service diversity, capacity, accessibility, availability, market segments, reputation and nature of intermediaries.</p>

scholarly journals Paths to the Market: analysing tourism distribution channels for community-based tourism

2020 ◽  
Author(s):  
Christian Schott
Keyword(s):  
Central Government ◽  
Market Access ◽  
Distribution Channel ◽  
Distribution Channels ◽  
Channel Structure ◽  
Economic Sustainability ◽  
Community Based ◽  
Five Factors ◽  
Information And Communication ◽  
Distribution Structure

<p>This research investigates distribution channels as a critical business mechanism for community-based tourism (CBT) by connecting CBT projects with the market. Specifically, it examines the distribution channels structure of a culture & heritage focused CBT project in Cambodia, explores the key influencing factors behind the observed structure, and develops recommendations for improved economic sustainability. The paper is informed by 21 interviews which were conducted with respondents from Banteay Chhmar CBT, key private sector businesses, NGOs, local and central government, and CBT experts. The examination of the distribution channel structure reveals considerable channel diversity which sees both direct and a variety of indirect channels included in the distribution mix. Due to the community-guided nature of the CBT project, intermediaries had a very strong presence in the distribution structure and maintained both direct and multi-layered indirect channels with consumers. Five factors were identified to underlie the observed distribution structure: commissionable product, product characteristics and market access, information and communication technology, partnership issues, and community capacity. Based on these findings a range of recommendations are proposed that seek to improve the distribution channels related economic sustainability of the CBT project.</p>

The Strategic Value of the Mono-Brand Store for European Luxury Fashion Brands

2021 ◽  
Author(s):  
Christopher M. Moore
Keyword(s):  
Agency Theory ◽  
Distribution Channel ◽  
International Markets ◽  
First Century ◽  
Luxury Brand ◽  
Sales Channel ◽  
Sales Channels ◽  
Strategic Value ◽  
Insight Into

Mono-brand stores have traditionally served as the pre-eminent sales and distribution channel for luxury fashion goods. Although the emergence of digital sales channels platforms has certainly challenged the sales channel dominance of mono-brand stores, the consequential impact of digitalisation of luxury-brand selling has been to recast and intensify the strategic value of mono-brand stores, principally as a means of reinforcing, protecting, and communicating the luxury brand’s proposition across international markets. By drawing from and applying agency theory and institutional theory to an understanding of the role of the mono-brand store, we can gain insight into the evolution of the most traditional of luxury-brand distribution methods in the twenty-first century.

Global E-Banking Trends

2010 ◽  
pp. 1-16
Author(s):  
Sujana Adapa
Keyword(s):  
Financial Services ◽  
Management Strategies ◽  
Distribution Channel ◽  
Distribution Channels ◽  
Alternative Strategy ◽  
Future Directions ◽  
Bank Branches ◽  
Industrialized Nations ◽  
Traditional Mode ◽  
The Impact

The traditional mode of delivering products and services by banks to the consumers’ is through a single distribution channel and that is physical bank branches. Financial services industry is metamorphosing due to the advent of internet, rapid technological evolutions, deregulation, globalization as well as the impact of changing competitive and regulatory forces. In order to cope with the quick changes in the business scenario, banks started to rely on distribution channels as an alternative strategy for differentiation and gaining further competitive advantage. The abovementioned paved way for the development of the ebanking phenomena. This chapter attempts to provide a comprehensive explanation of what ebanking is, the evolution of ebanking, existing trends of ebanking in developed, developing and newly industrialized nations, future directions for further possible research and concluding remarks. The content provided in this chapter would be useful for existing and potential banks to better understand the global ebanking trends and thus aid in the effective formulation of channel management strategies and reap the benefits out of it.

Managing Conflict in Distribution Channels: A Laboratory Study

1973 ◽  
Vol 10 (2) ◽  
pp. 169-179 ◽  
Author(s):  
Louis W. Stern ◽  
Brian Sternthal ◽  
C. Samuel Craig
Keyword(s):  
Laboratory Study ◽  
Distribution Channel ◽  
Distribution Channels ◽  
Superordinate Goal

This article examines a laboratory methodology for studying interorganizational conflict between members of a distribution channel. A parasimulation approach was used to investigate the effectiveness of a superordinate goal and an exchange-of-persons program in managing conflict.

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