Submitted by Guilherme Takamine Correia (gtakamine@gmail.com) on 2014-09-17T20:23:35Z No. of bitstreams: 1 Guilherme_Takamine_0830714_FINAL.pdf: 2537049 bytes, checksum: 8b19bdd2ebff97340ff7de1e8792701c (MD5) / Approved for entry into archive by Janete de Oliveira Feitosa (janete.feitosa@fgv.br) on 2014-10-23T19:00:55Z (GMT) No. of bitstreams: 1 Guilherme_Takamine_0830714_FINAL.pdf: 2537049 bytes, checksum: 8b19bdd2ebff97340ff7de1e8792701c (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2014-10-29T17:36:30Z (GMT) No. of bitstreams: 1 Guilherme_Takamine_0830714_FINAL.pdf: 2537049 bytes, checksum: 8b19bdd2ebff97340ff7de1e8792701c (MD5) / Made available in DSpace on 2014-10-29T17:36:58Z (GMT). No. of bitstreams: 1 Guilherme_Takamine_0830714_FINAL.pdf: 2537049 bytes, checksum: 8b19bdd2ebff97340ff7de1e8792701c (MD5) Previous issue date: 2014-04-28 / Por que a maior empresa de cosmético do mundo não entra no canal de vendas da maior empresa de cosméticos do Brasil? O trabalho a seguir tem o objetivo de analisar a L’Oréal Brasil e entender os motivos de ela não atuar no canal de vendas door-to-door, principal canal de vendas da Natura, a maior empresa de cosméticos do Brasil. Com base no método do Estudo do Caso, foram feitas 23 entrevistas tendo como amostra o corpo executivo da L’Oréal Brasil, bem como seu CEO. O estudo abrangeu diversas áreas da organização: marketing, suprimentos, fabricação, recursos humanos, vendas e logística. Com base na teoria da Lógica Dominante, notou-se que apesar de o canal de vendas door-to-door ser atrativo, existem diversas razões estratégicas/crenças que impedem que a L’Oréal entre no canal, são elas: a desconfiança no futuro do canal, a operação logística e o paradigma histórico da L’Oréal. / Why does the largest cosmetics company in the world does not enter the channel of the largest cosmetic company in Brazil? The main objective of this work is to analyse the L'Oréal Brazil’s case and understand its motivations or reasons not to act in the door-to-door channel today dominate by Natura, the largest cosmetic company in Brazil. The method of case study included 23 interviews, among them the executive body of L'Oréal Brazil and its CEO. Several areas of the organization have been studied: marketing, supply chain, manufacturing, human resources, sales, among others. Based on the theory of Dominant Logic, it was noted that despite being attractive the is door-to-door channel, is not a strategic option for L'Oréal due to by: a lack of confidence about the future of the channel-door to-door, the operational logistics and mismatch paradigm of L'Oréal with the channel.