This thesis is focused on creating and managing marketing distribution channels in terms of a particular enterprise. The basic concept for this thesis is marketing, from which further depends on other important concepts. The aim is to assess the current creation and management of marketing distribution channels in the selected company. Based on the analysis to propose appropriate measures for improvement. For these purposes, was chosen production company that specializes in the manufacture of doors and door frames.

Made available in DSpace on 2016-06-02T19:50:05Z (GMT). No. of bitstreams: 1 2403.pdf: 1763054 bytes, checksum: 5c5fe73f8eb5c001537ec7ebde78f348 (MD5) Previous issue date: 2009-03-16 / Financiadora de Estudos e Projetos / Reverse logistics has conquered more importance and space in the companies logistics operation, mainly for its economic potential, but also for the change in the customers consumption culture and for the increase of the importance of environmental preservation. However, the lack of studies in this direction makes it difficult to visualize the advantages of the reverse logistics application. In such a way, the objective of this study is to understand the reverse flow configuration, as well as its critical points, the inherent performance measures to the process and the strategic use of after-sale reverse logistics to the reverse flows management in meat and dairy food distribution channels. Qualitative studies have been developed, in France and Brazil, with the multiple-cases study methodology. In France, two dairy manufacturers and a food retailer have been interviewed and, in Brazil, four meat and dairy manufacturers and three food retailers have been interviewed. In the thesis, the results have been presented and analyzed for each country, and they also have been compared with literature. From the results analysis, it was possible to identify that after-sale reverse logistics has a strategic use for the industrial companies. The main processes of reverse logistics used by the studied companies are the resale in original market, the resale in other markets, the landfill and the loads consolidation for manufacturer collection. The gatekeeping (mainly for the retail) and the existence of collaborative relations between the companies have been considered the most critical factors to reverse logistics management. However, the brazilian companies have affirmed that the retailers uses the coercive power, mainly, to impose to the industry a way to manage the reverse flows. Moreover, the performance measures used by the manufacturers and retail companies in the meat and dairy food distribution channel have been shown. The most used performance measures are: total reverse logistics cost, cost of returned merchandises, cost of deteriorated products, cost of pallet and packing returns, perfect order fulfillment, return percentage and return reason. With this analysis, it was possible to provide recommendations and reference parameters for reverse logistics of perishable food as the derivatives of meats and milk. / A logística reversa tem conquistado maior importância e espaço na operação logística das empresas, principalmente por seu potencial econômico, mas também em função da mudança na cultura de consumo dos clientes e do aumento da importância da preservação ambiental. Apesar disso, a carência de estudos neste sentido dificulta a visualização das vantagens decorrentes da utilização da logística reversa. Desta forma, este estudo busca compreender não somente a configuração do fluxo reverso de produtos (retornos da distribuição), como também os seus pontos críticos, as medidas de desempenho utilizadas na sua avaliação e, especificamente, o papel da logística reversa de pós-venda buscando fornecer um guia para a gestão dos fluxos reversos no canal de distribuição de alimentos cárneos e lácteos. Para o desenvolvimento desta pesquisa, após extensa revisão teórica, foram desenvolvidos estudos qualitativos, na França e no Brasil, com a utilização da metodologia de estudos de casos múltiplos. Na França, foram entrevistados dois fabricantes de alimentos e uma rede de varejo supermercadista para um estudo piloto e, no Brasil, foram entrevistados quatro fabricantes de produtos cárneos e lácteos e três redes do varejo supermercadista. Na tese, os resultados para cada país foram apresentados, discutidos e comparados com a literatura. A partir da análise dos resultados, foi possível identificar que as empresas do elo industrial consideram a logística reversa uma atividade estratégica. Os principais processos de logística reversa utilizados pelas empresas pesquisadas são a revenda em mercado original e em outros mercados, o descarte e a consolidação das cargas para coleta. Os controles de entrada tais como a análise de produtos e a conferência da nota fiscal, bem como a existência de relações colaborativas entre as empresas, foram os fatores considerados mais críticos para a gestão da logística reversa. As empresas estudadas no Brasil afirmaram que o varejo supermercadista utiliza o poder de coerção, principalmente, para impor à indústria uma forma de gestão dos fluxos reversos. Além disso, as medidas de desempenho utilizadas pelas empresas também foram apontadas, com o destaque para as medidas mais utilizadas: custo total da logística reversa, custo de mercadorias devolvidas, custo de produtos estragados, custo do retorno de embalagens e paletes, precisão dos pedidos enviados, porcentagem dos retornos e motivo dos retornos. Com esta análise, foi possível elaborar recomendações para a logística reversa de alimentos perecíveis como os derivados de carnes e leite. Acredita-se que os parâmetros disponibilizados possam ser utilizados pelas empresas processadoras de alimentos perecíveis que também têm no varejo supermercadista seu principal canal de distribuição.

The aim of this thesis is to fill the research gap between marketing and community-based tourism, with using the Stakeholder Theory as intermediary. For this purpose, it is analyzed how the Stakeholder Theory can contribute to improve the marketing of community-based tourism. The online marketing approaches of destinations, community- based tourism providers, associations and Tour Operators in Uzbekistan, Kyrgyzstan, and Tajikistan towards the international market are investigated. The platforms were analyzed in May and August 2021. A qualitative thematic content analysis of the used distribution channels (websites and social media) is conducted. Based on the results of each country, a cross-national analysis is performed. The outcomes of the study indicate that all countries have potential to improve their marketing concepts, as well as their approaches towards sustainability and collaboration. A few actors were identified, which can serve as example. The overall result shows that a well-implemented Stakeholder Theory, which is comprised of networks at different levels, can empower individual service providers, and therefore contribute to strengthen the online appearance of different actors, including those offering community-based tourism products.

Click and Collect; Delivery; precio; canales de distribución; satisfacción del cliente; retailing; ropa; marketing Click and Collect; Delivery; price; distribution channels; customer satisfaction; retailing, clothes; marketing. / A medida que el e-Commerce ha ido creciendo, los canales de distribución mediante los cuales hacen llegar el producto final al consumidor han ido evolucionando con la finalidad de satisfacer sus necesidades respecto a conveniencia, rapidez, precio a pagar, entre otros. En consecuencia, surge el Delivery y el Click & Collect (Recojo en Tienda) como opciones de entrega para que el cliente pueda escoger cuál de las dos se adecúa a sus requerimientos. Por ello, es relevante estudiar estos canales de distribución tomando como base investigaciones previas en revistas internacionales para poder definir los conceptos y aplicaciones de cada uno para posteriormente evaluar su aplicación en el retailing peruano para poder identificar los pros y contras percibidos por el consumidor; y a su vez, considerar los beneficios o problemas que le genera al minorista al implementar dichos canales; por ejemplo, al poner en funcionamiento el Click & Collect, la tienda por departamento asume costos extra en la logística debido a la incorporación del punto de recojo específico dentro de su establecimiento. El presente trabajo de investigación permite contrastar la teoría planteada por diferentes autores y su aplicación en los retailers peruanos ya que, no existen investigaciones previas que se enfoquen específicamente en este criterio de la compra online. Finalmente, los resultados de esta investigación buscan brindarle información al minorista para que pueda satisfacer las necesidades de sus consumidores respecto al canal de distribución de su preferencia y promover una relación a largo plazo. / As e-Commerce has grown, the distribution channels through which they deliver the final product to the consumer have evolved in order to satisfy their needs regarding convenience, speed, price to pay, and others. Consequently, Delivery and Click & Collect (Pick up in Store) arise as delivery options so that the customer can choose which of the two suits their requirements. For this reason, it is relevant to study these distribution channels based on previous research in international magazines in order to define the concepts and applications of each one to later evaluate their application in Peruvian retailing in order to identify the pros and cons perceived by the consumer; and in turn, consider the benefits or problems that the retailer generates when implementing these channels. For example, by putting Click & Collect into operation, the department store assumes extra costs in logistics due to the incorporation of the specific collection point within its establishment. This research work allows us to contrast the theory put forward by different authors and its application in Peruvian retailers since there is no previous research that specifically focuses on this criterion of online shopping. Finally, the results of this research seek to provide information to the retailer so that it can satisfy the needs of its consumers regarding the distribution channel of their preference and promote a long-term relationship. / Trabajo de investigación

There is a significant transformation taking place in today’s retail landscape with the increasing adoption of digital technologies in society. Customers are finding new purchasing habits and retailers are exploring different channels to serve customers in. Observations indicate that the industry is heading towards an omni-channel landscape where retailers aim to provide customers with a unified shopping experience across channels and touchpoints as e-commerce rapidly penetrates the market. Currently, all growth for durable goods is attributable to online sales in Sweden, yet Swedish online grocery retailing has been lagging and still only constitute 2 percent of the total market share. A qualitative study was conducted to map out the challenges and levers for Swedish grocery retailers in distribution . Semi-structured interviews were carried out with 18 store managers from the three largest grocery store chains in Sweden. The study elicits a framework for firm controlled factors which define customer experience: price, promotion, merchandise, supply chain and location. / Det sker en betydande omvandling i dagens detaljhandelslandskap. Konsumenter hittar nya köpvanor och återförsäljare undersöker olika kanaler för att betjäna kunder i. Iakttagelser indikerar att branschen är på väg mot ett omni-kanal landskap där återförsäljare söker att ge kunderna en enhetlig shoppingupplevelse genom alla försäljningskanaler. Idag är all tillväxt för sällanköpsvaror hänförlig till onlineförsäljning i Sverige, men den svenska dagligvaruhandeln på nätet har legat efter och utgör fortfarande bara 2 procent av den totala marknadsandelen. En kvalitativ studie genomfördes för att kartlägga utmaningar och möjligheter i distribution för svenska dagligvaruhandlare. Semistrukturerade intervjuer genomfördes med 18 butikschefer från de tre största livsmedelskedjorna i Sverige. Studien använder ett ramverk som kapslar in faktorer som kan kontrolleras av företaget och som tillsammans formar kundupplevelsen: pris, kampanjer, sortiment, logistikkedja och plats.

Yes / The issues of channel conflict and channel power have received widespread research attention, including Geylani et al.’s (2007) work on channel relations in an asymmetric retail setting. Specifically, these authors suggest that a manufacturer can respond to a dominant retailer’s pricing pressure by raising the wholesale price for a weak retailer over that for the dominant retailer while transferring demand to the weak retailer channel via cooperative advertising. But, is online expansion another kind of strategic manufacturer’s optimal response to a dominant retailer? In this paper, we extend this work by adding a direct online selling channel to illustrate the impact of the manufacturer’s internet entry on firms’ demands, profits, and pricing strategies and on consumer welfare. Our analysis thus includes a condition in which the manufacturer can add an online channel. If such an online channel is opened, the channel-supported network externality will always benefit the manufacturer but hurt the retailers. Consumers, however, will only benefit from the network externality when a dominant retailer is present and will be hurt when both retailers are symmetric. / National Natural Science Foundation of China, Chongqing’s Natural Science Foundation, British Academy

The master’s thesis on the topic “Market analysis and competition on the soft drinks market” describes current situation on the market, its structure with the focus on existing competition, it put the accent on the evaluation of the strategy applied by the strongest undertaking on the market, examines a describes distribution channels and analyse the market demand for products including its estimation of the trend in the future. This thesis results from theoretical resources as are general analysis used for the purpose of the market studies oriented on business sector as well as common environment and its own functioning and the thesis is based on the competitive strategy defined by M.E. Porter. Further the thesis is dealing with data resources and methods of data handling, including data collection, classification, segmentation and its following evaluation. Master´s thesis is the guideline for the market analysis and decisions concerning entering new markets and among others gives the answers to the questions concerned the actual situation on the market and subjects that are operation on the market.

La logistique urbaine, et celle du dernier kilomètre notamment, est un sujet de préoccupation majeure pour les villes d’aujourd’hui. Pour répondre à cette préoccupation, nous avons établi dans le chapitre introductif un historique de la problématique de la logistique urbaine pour mieux comprendre son développement au fil des années, permettant ainsi de déduire qu’il est fondamental d’étudier la globalité de la chaîne de distribution dans ce travail de thèse pour mieux résoudre la problématique de la logistique urbaine. En revanche, nous étions confrontés à un sujet redoutable par sa complexité et l’absence de données complètes et fiables. De plus, nous assistons dans les dernières années, à une multiplication des schémas logistiques que ce soit pour la livraison des magasins à partir des entrepôts des fournisseurs ou pour l’approvisionnement des clients à partir des surfaces de vente.De ce fait, nous avons fixé comme objectif d’identifier toutes les organisations logistiques existantes et émergentes en France et ailleurs (deux séjours d’un an en Angleterre et en Suisse). Pour ce faire, nous avons déterminé dans le deuxième chapitre les paramètres de différenciation des modes d’organisation en amont (de l’entrepôt du fournisseur à la surface de vente) et en aval de la chaîne (de la surface de vente au domicile du client). Or il n’existe pas aujourd’hui de bilan économique et environnemental complet permettant d’arbitrer entre différentes formes de distribution classiques et à distance en tenant compte des particularités des familles des produits (non alimentaires, secs, frais, surgelés) et de la diversité de leurs modes de livraison.Face à ces contraintes de taille, nous avons eu recours aux enquêtes de terrain dans ce travail de recherche, qui ont été l’occasion de nouer de très nombreux contacts avec les acteurs de la grande distribution, permettant ainsi de recueillir des données techniques et économiques de première main et inédites jusqu’ici. En plus de la résolution du verrou empirique dans le troisième chapitre, ce travail de thèse a permis également de lever des verrous méthodologiques relatifs à la reconstitution et à l’évaluation des coûts et des émissions logistiques (pour les entrepôts de stockage et les plateformes de transit en amont ; et pour les surfaces de vente et les plateforme de mutualisation en aval) et des coûts et des émissions des véhicules de transport (des articulés et des porteurs en amont ; et des VUL, voitures particulières, transports publics, deux roues, et marche à pied en aval). Enfin, ce travail de thèse a permis d’aboutir à la construction d’une base de données et la mise au point d’un outil d’aide à la décision permettant ainsi de déduire, dans le quatrième chapitre, les bilans économique et environnemental de la globalité de la chaîne depuis l’entrepôt du fournisseur jusqu’au domicile du ménage. Cet outil devrait se révéler très utile pour les politiques publiques, les stratégies futures des grands distributeurs et leurs prestataires logistiques afin de privilégier les modes d’organisation économes et durables, et même pour le client final afin d’estimer les coûts et les émissions de ses actes d’achat dans les différentes alternatives de vente classique et à distance. / Urban logistics and the last mile in particular, is a major concern for cities today. To address this concern, we have established in the introductory chapter a history of the problem of urban logistics. This allows a better understanding of its development over the years, and deducing that it’s essential to study the supply chain in its entirety to better solve the problem of urban logistics. However, we were faced with a daunting task: the lack of comprehensive and reliable data. In addition, there has been a multiplication of distribution channels in recent years. This includes the delivery from warehouses to stores and further to households from the retail space.Therefore, we intended to identify all existing and emerging logistics organizations in France and beyond (one year exchange stay in England and Switzerland for research purposes). To do this, we established in the second chapter certain parameters that differentiate the logistics modes of various organizations upstream (from manufacturers to retail stores) and downstream (from retail stores to households). Unfortunately, there does not exist any economic and environmental assessment to settle between different forms of traditional and modern electronic distribution, by taking into account the various characteristics of different products families (non-food, dry, fresh, frozen) and the diversity of their delivery modes.Faced with constraints of such size, we conducted surveys with different actors of distribution channels, which provided the opportunity to make contacts, thus collect firsthand and so far unpublished technical and economic data. In addition to the resolution of empirical inadequacy in the third chapter, this research also helped to develop a methodological approach related to the reconstruction and evaluation of logistics costs and emissions (in warehouses, transit platforms, retail stores and shared platforms) and also the costs and emissions of vehicles (trucks, delivery van, cars, public transport, bikes, motorbikes and walking).Finally, this research has lead to the construction of a database and the development of a decision support tool to infer, in the fourth chapter, the economic and environmental appraisal of the entire supply chain from the supplier's warehouse to the final customer. This tool can be useful for public policy, future strategies of retailers and Third-Party Logistics providers to focus on efficient and sustainable modes of organization, and even it will benefit the customer to estimate the costs and emissions of its acts of purchase in classic and e-grocery shopping.