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.

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 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 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>

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.

Skyworth TV: channel dynamics and growth in China's rural market

2013 ◽  
Vol 3 (4) ◽  
pp. 1-13
Author(s):  
Sherriff T.K. Luk ◽  
Ivy Siok Ngoh Chen ◽  
John Coombes
Keyword(s):  
Rural Areas ◽  
Urban Areas ◽  
Consumer Behaviour ◽  
Emerging Market ◽  
Distribution Channel ◽  
Distribution Channels ◽  
Channel Network ◽  
Household Appliances ◽  
Content Type ◽  
Brand Reputation

Subject area Marketing. Study level/applicability Target audience this decision case has been tried and tested in a classroom setting with final-year undergraduate BBA students and postgraduate students studying an MSc in marketing. The specific course in which this case was used was marketing management in China. This case may also be suitable for an undergraduate or masters level courses in consumer behaviour, distribution management or marketing in China. The case covers environment analysis, market segmentation, consumer behaviour and distribution channels. Case overview Skyworth, a Chinese manufacturer of television sets, was faced with some major decisions. Government subsidies on consumer purchases of household appliances had stimulated demand for TV sets especially in rural areas. However, there were limited distribution channels serving rural areas. Large-scale nationwide chain stores like Gome and Suning served mainly urban areas and top-tier cities. These retailer chains were less interested in selling TV sets as their profit margins were lower. How should Skyworth set up its distribution network to take advantage of the growth in rural markets? Establishing its own channel network would involve huge investments that would affect Skyworth's profits in the next few years. Relying on existing retailer chains may not give it the coverage it wanted. Skyworth's brand reputation had also suffered because of poor product quality and customer support. Can the distribution channel network help to improve its brand reputation and customer loyalty? This case highlights how government policies in China can shape the growth of the household appliance market and change consumption patterns. Expected learning outcomes By studying this case, students will: 1. Examine how environmental factors affect television manufacturers in China; 2. Understand the buying behaviour of rural households for household appliances; 3. Examine distribution channels in an emerging market; 4. Evaluate a company's product portfolio strategy; and5. Suggest segmentation bases for the market for television sets in China. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or e-mail [email protected] to request teaching notes.

scholarly journals Komponen Pemasaran Teh Herbal Bukit Hexon pada PT. Karya Pak Oles Tokcer Denpasar Bali

2018 ◽  
pp. 71
Author(s):  
STEVI VIONA LUMBANTORUAN ◽  
I WAYAN WIDYANTARA ◽  
PUTU UDAYANI WIJAYANTI
Keyword(s):  
Direct Marketing ◽  
Distribution Channel ◽  
Secondary Data ◽  
Distribution Channels ◽  
Study Data ◽  
Sales Promotion ◽  
Selling Price ◽  
Herbal Tea ◽  
Product Price ◽  
External Constraints

Marketing component of Herbal Tea Bukit Hexon at PT. Karya Pak OlesTokcer Denpasar Bali Marketing is a combination of four variables that are the core of the company'smarketing system, consisting of product, price, place/distribution channels, andpromotions. This study is aimed at identifying the components of marketing carriedout by PT. Karya Pak Oles Tokcer and the constraints faced in marketing theirproducts. The research location was selected by purposive sampling. Types of datacollected included primary and secondary data. Data were collected by observation,interview, and documentation study. Data were analyzed descriptively andqualitatively. Based onthe results of research known component of the marketingdone by PT. By Pak Oles lessening of the products that the company provides onetype of packing to look more attractive in the eyes of connsumers, this type of use thepacking box. The selling price of tea sold is determined based on a calculation of rawmaterial usage, labor, production, operating costs and other costs. Based on theplace/distribution channels, herbal tea Bukit Hexon marketed through directmarketing distribution channel and indirectly. Promotional products are madethrough direct marketing activities (sales counter), sales promotion (rebates andbonuses) and advertising (flyers, newspaper and radio from the company it self).Constraints facing the company consists of internal and external constraints. Internalconstraints in terms of the promotion are less effective. External constraints in termsof competitors’ similar products. Suggested the company should use the print media,better known by the public such as the Bali Post and electronic media such as ads ontelevision so that are building relationships with the community and having apromotion more aggressively by opening a special stand tea sales as practiced bycompanies other tea products.

Pengaruh Diferensiasi Produk Dan Saluran Distribusi Terhadap Loyalitas Pelanggan Pada CV. Makmur Auto Sejahtera Medan

2020 ◽  
Vol 6 (1) ◽  
pp. 1-11
Author(s):  
Yulianti ◽  
Edwin Sugesti Nasution
Keyword(s):  
Regression Analysis ◽  
Linear Regression ◽  
Product Differentiation ◽  
Customer Loyalty ◽  
Linear Regression Analysis ◽  
Distribution Channel ◽  
Sampling Technique ◽  
Distribution Channels ◽  
Multiple Linear Regression Analysis ◽  
Permanent Customers

This study aims to determine the effect of product differentiation on customer loyalty on CV. Makmur Auto Sejahtera Medan, knows the effect of distribution channels on customer loyalty on CV. Makmur Auto Sejahtera Medan, and find out the effect of product differentiation and distribution channels on customer loyalty on CV. Makmur Auto Sejahtera Medan. The population in this study is CV. Makmur Auto Sejahtera Medan as many as 62 permanent customers. The sampling technique in this study used saturated samples. Thus, the number of research samples used was 62 permanent customers. Data were analyzed using the method of multiple linear regression analysis. The results of the analysis give the equation Customer Loyalty = 0,108+ 0,249 Product Differentiation + 0,383DistributionChannels + e. The results of the study partially indicate that product differentiation has a positive and significant effect on customer loyalty CV. Makmur Auto Sejahtera Medan. This is evidenced from the acquisition of tarithmetic 4.834 > ttable 1.67065 and a significant value of 0,000 < 0.05 and the distribution channel has a positive and significant effect on customer loyalty CV. Makmur Auto Sejahtera Medan. This is evidenced from the acquisition of the value of tarithmetic 4.818 > ttable 1.67065 and a significant value of 0.000 < 0.05. Simultaneously, product differentiation and distribution channels simultaneously have a positive and significant effect on customer loyalty CV. Makmur Auto Sejahtera Medan. This is evidenced from the acquisition of the calculated Farithmetic 30,308 > Ftable 3,15 and a significant value of 0,000 <  0.05. Product differentiation and distribution channels can explain customer loyalty by 49.0% and the remaining 51.0% is influenced by other variables outside of this study such as customer satisfaction, brand and price.

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