Some owners of small-farm wineries have moved to direct and alternative revenue management strategies to generate revenue and create brand awareness because of increased competition and regulatory changes. Research has revealed that owners of small-farm wineries remain financially reliant on direct-to-consumer sales through tasting rooms that represent an estimated 70% of their total revenue generated. This qualitative multiple case study was an exploration of how revenue management decisions of small-farm winery owners may contribute to long-term survival in a regulated industry. Dynamic capabilities concept was the conceptual framework for this study. The study population consisted of 3 small-farm winery owners in Connecticut who have operated a winery with Connecticut Grown designation for at least 10 years. Data were collected through semistructured interviews, organizational documents, observation notes, and review of each winery's website. Three themes emerged from data analysis: focus on brand and customer base, constraints consideration, and competitors' impact. The findings and recommendations from this study may further small-farm winery owners' understanding of revenue management strategies they can use to overcome constraint challenges and mitigate competitors' impact. As small-farm winery owners improve profitability and sustain long-term survival, subsequent positive social change, such as small business development and increased employment opportunities, may lead to economic prosperity for the local community and financial stability of community residents.

In the trend of international development, multinational corporations should face three major international challenges: global integration and coordination, regional differences and responses and global innovation and learning. The backgrounds and motivations that enterprises adopt the strategy of internationalization are different. Whereas, enterprises to implement international strategies will inevitably involve the design and layout of channels. Therefore, ¡§Distribution Channel Strategies¡¨ are the major business strategies of the overseas subsidiaries of multinational corporations. Today is the era of ¡§who controlling the channels will win.¡¨ Besides providing superior quality products or service, enterprises should have adequate channels to, with lower cost or shorter transferring time, give customers convenient points to purchase and send the products to the target market, therefore, to create a good business performance. This thesis focuses on the distribution channel strategies of multi-national companies and gives a case study of ¡§Taiwan Furukawa.¡¨ We investigate internal and external environments and the business performances of two distribution channel strategies, and use case study method to the empirical analysis, which belonging to a single case design with a single design pattern of the subject. Three industry analysis methods, including value chain analysis, SWOT analysis, and five force analysis, is adopted to analyze the internal and external environments. We find that the sharp drop in revenue alerted Taiwan Furukawa to investigate the agencies and corporate customers in the sales network. They found the problem is that the business objectives of the agencies and Taiwan Furukawa are inconsistent, causing a significant reduction in sales volume. Then, the revenue has grown significantly after Taiwan Furukawa adopting ¡§direct sales¡¨ and ¡§zero-stage channel¡¨ substituting for ¡§indirect sales¡¨ and ¡§one-stage channel,¡¨ respectively. Above all, we find the ¡§zero-stage channel¡¨ has three functions, including direct sales, information channel, and customer service.

<p>In a fast moving environment and in a globalized market, companies are searching efficient distribution methods that enable broad product assortment, lower level of inventories, shorter customer order fulfilment, lower transportation costs in order to achieve a more efficient procurement process and a improved customer service. This paper will focus on a new solution in supply chain design to solve these trade-offs between management cost cutting and higher customer level within markets characterized by an increasing globalisation. Merge in transit (MIT) distribution method allows companies to reduce inventory and transportation costs while guaranteeing a high customer perceived service level. It is a new technique in which goods shipped from several supply locations are consolidated into one final customer delivery. The company needs to coordinate shipments so that they arrive simultaneously and goods can be bundled and shipped immediately to the final customer for arrival on due date. Economical benefits and drawbacks will be investigated from a supply chain prospective.</p>

In a fast moving environment and in a globalized market, companies are searching efficient distribution methods that enable broad product assortment, lower level of inventories, shorter customer order fulfilment, lower transportation costs in order to achieve a more efficient procurement process and a improved customer service. This paper will focus on a new solution in supply chain design to solve these trade-offs between management cost cutting and higher customer level within markets characterized by an increasing globalisation. Merge in transit (MIT) distribution method allows companies to reduce inventory and transportation costs while guaranteeing a high customer perceived service level. It is a new technique in which goods shipped from several supply locations are consolidated into one final customer delivery. The company needs to coordinate shipments so that they arrive simultaneously and goods can be bundled and shipped immediately to the final customer for arrival on due date. Economical benefits and drawbacks will be investigated from a supply chain prospective.

Os aspectos que envolvem a discussão acerca da diminuição da fome e da miséria em todo o mundo passam pelo entendimento de como se comportam os produtores de alimentos e, por consequência, da sua manutenção no campo. Em se tratando de produtores de alimentos, o entendimento de como se estruturam os canais de distribuição se faz importante à compreensão de como se organiza o poder econômico nessas configurações inter-organizacionais e, por conseguinte, as consequências sociais daí depreendidas. Considerando a cultura da maçã dentre as mais importantes produções de frutas in natura do estado do Rio Grande do Sul e das mais consumidas no Brasil e no mundo, vislumbrar essa estrutura do canal de distribuição e o modo como está estruturado e composto mostrou-se o desafio a ser vencido na pesquisa realizada. Para tanto, o uso e aplicação de métodos de pesquisa que passam desde questionários até entrevistas não-estruturadas permitiu, a partir de uma concepção inicial da estrutura de um canal de comercialização genérico, buscar um desenho e o entendimento das relações entre os players do canal de distribuição da maçã produzida no município de Vacaria (maior produtor gaúcho de maçã e entre os maiores do Brasil). Os resultados indicaram que as relações entre os membros do canal são estabelecidas uma a uma e foram se fortalecendo ao longo dos anos para aqueles players que conseguiram manter-se no mercado. A substituição e renovação daqueles que não conseguiram se manter fortes economicamente aparentaram ser efetivos, como uma Lei de Seleção Natural desenvolvida por Charles Darwin. O divisor entre a manutenção e a extinção passa pelo o uso de tecnologias refrigeradas de transporte e armazenamento. O uso dessas tecnologias reconfiguraram o setor e representaram avanços significativos ao processo de crescimento e internacionalização da produção de maçã brasileira, especificamente de Vacaria. Finalmente, a característica dos grandes players existentes no canal o diferencia de outros canais de distribuição. / Aspects involved in the global discussion regarding hunger and extreme poverty reduction must be addressed using a framework that considers the behavior of food producers and consequently their conditions in the field. When dealing with such a sample, understanding the structure of distribution channels is mandatory for the comprehension of economic power´s organization in these interorganizational configurations and its inherent social outcomes. Considering the apple as one of the most relevant in natura cultures in the State of Rio Grande do Sul, Brazil, as well as one with the highest levels of consumption in Brazil and in the world, analyzing its distribution channel structure and the way it is organized was the central challenge that was dealt with in this research. Hence, the use of methodology based on questionnaires and non-structured interviews allowed – through the use of generic distribution channel structures´ concept – to achieve a robust design and comprehension of relationships between agents of the apple´s distribution channel in the township of Vacaria (main apple producer in the State of Rio Grande do Sul and one of the most important nationwide). Results suggest that relationships between channel members are established on a one-by-one basis and were strengthened over time for those agents who were able to maintain their market position. Substitution and renewal were effective processes for those who did not manage to sustain economic performance – as in an analogy of the Theory of Natural Selection developed by Charles Darwin. The core determinant for market position preservation (or its loss) seems to be the use of refrigerated transport and storage. The use of such technologies reshapes this sector´s structure and represents significant advances in the growth and internationalization processes of Brazilian apple production, specifically for the case of Vacaria. Lastly, characteristics of large agents in this distribution channel pose some specificities when comparing to other channels and sectors.

Made available in DSpace on 2016-06-02T19:51:22Z (GMT). No. of bitstreams: 1 DissHSRF.pdf: 929413 bytes, checksum: eba0e23afc5b9ddf9f62c74dabad99cf (MD5) Previous issue date: 2006-08-07 / The main change in modern businnes management is the supply chain building and management, due to increasing need to turn them more competitive, in result of the recognition that the competition, in these days, happens between supply chains, no more between isolated business. Besides managing its internal activities, the supply chain management has the challenge of coordinating and managing its partners, including suppliers and customers. The references indicate some organizational and management tools that can help in performing those activities, and in this paper, they will be called coordinating practices to suplly chain management. This paper focus is to analyse the application of some tools in the automotive channel, and the main objectives are: identify and evalute the benefits performance reached through the use and application of some coordinating practices in automotive supply chain, focalizing the relationship between industry and channel, formed by car dealerships. The secondary objectives are: identify power, dependende and conflict relationships between OEM and channel; define the leadership and control; verify the main franchising contracts characteristics; identifiy the impact and the benefits of coordinating iniciatives in different car dealership sizes. Among its reasons, this paper aims to fill out the gap in researched literature, marked by few academic studies with unit of analysis in car vehicles distribution or in industry-distribution channel relationship. In this paper, the research type is a exploratory survey in one of the four main automotive industries in country, and in its respective channel. Expecting that the research results improve the practices applicability, and also help both industry and dealerships in managing the existing relationship. / A principal mudança na gestão das empresas atuais está voltada à construção e à gestão das cadeias de suprimentos, decorrente da necessidade de tornálas mais competitivas, resultado do reconhecimento de que, a competição no mercado atual ocorre no nível de cadeias e não mais apenas entre unidades de negócios isoladas. Além da necessidade de gerenciar suas atividades internas, a gestão da cadeia de suprimentos tem como desafio a coordenação e a gestão de todos seus elos, o que inclui os agentes à montante e à jusante. A literatura indica algumas ferramentas gerenciais e organizacionais que podem auxiliar no desempenho destas atividades, que nesta dissertação, são chamadas de práticas de coordenação à gestão da cadeia de suprimentos. O foco do trabalho está na análise de algumas ferramentas no canal de distribuição automotivo, e os principais objetivos são: identificar e avaliar o desempenho dos benefícios alcançados com o uso e aplicação de algumas práticas de coordenação utilizadas à jusante na cadeia automotiva, focando as relações entre montadora e canal de distribuição, formado pelas concessionárias de automóveis. Como objetivos secundários procura-se: identificar as relações de poder, dependência e conflito existentes entre montadora e concessionárias; verificar as formas de liderança e controle do canal; verificar as características dos contratos de concessão; identificar o impacto e avaliar o desempenho dos benefícios das práticas de coordenação em concessionárias de diferentes portes. Dentre suas justificativas, o trabalho procura preencher a lacuna existente na literatura pesquisada, marcada pela pequena quantidade de estudos acadêmicos em que a unidade de análise seja a distribuição de veículos ou a relação montadora-rede de distribuição. Nesta dissertação, o tipo de pesquisa é um survey exploratório em uma das quatro principais montadoras instaladas no país e em seu respectivo canal de distribuição. Espera-se que os resultados apresentados sirvam para aprimorar o funcionamento das práticas utilizadas, bem como, auxiliar tanto a montadora, quanto as concessionárias, na gestão dos relacionamentos existentes.

Os aspectos que envolvem a discussão acerca da diminuição da fome e da miséria em todo o mundo passam pelo entendimento de como se comportam os produtores de alimentos e, por consequência, da sua manutenção no campo. Em se tratando de produtores de alimentos, o entendimento de como se estruturam os canais de distribuição se faz importante à compreensão de como se organiza o poder econômico nessas configurações inter-organizacionais e, por conseguinte, as consequências sociais daí depreendidas. Considerando a cultura da maçã dentre as mais importantes produções de frutas in natura do estado do Rio Grande do Sul e das mais consumidas no Brasil e no mundo, vislumbrar essa estrutura do canal de distribuição e o modo como está estruturado e composto mostrou-se o desafio a ser vencido na pesquisa realizada. Para tanto, o uso e aplicação de métodos de pesquisa que passam desde questionários até entrevistas não-estruturadas permitiu, a partir de uma concepção inicial da estrutura de um canal de comercialização genérico, buscar um desenho e o entendimento das relações entre os players do canal de distribuição da maçã produzida no município de Vacaria (maior produtor gaúcho de maçã e entre os maiores do Brasil). Os resultados indicaram que as relações entre os membros do canal são estabelecidas uma a uma e foram se fortalecendo ao longo dos anos para aqueles players que conseguiram manter-se no mercado. A substituição e renovação daqueles que não conseguiram se manter fortes economicamente aparentaram ser efetivos, como uma Lei de Seleção Natural desenvolvida por Charles Darwin. O divisor entre a manutenção e a extinção passa pelo o uso de tecnologias refrigeradas de transporte e armazenamento. O uso dessas tecnologias reconfiguraram o setor e representaram avanços significativos ao processo de crescimento e internacionalização da produção de maçã brasileira, especificamente de Vacaria. Finalmente, a característica dos grandes players existentes no canal o diferencia de outros canais de distribuição. / Aspects involved in the global discussion regarding hunger and extreme poverty reduction must be addressed using a framework that considers the behavior of food producers and consequently their conditions in the field. When dealing with such a sample, understanding the structure of distribution channels is mandatory for the comprehension of economic power´s organization in these interorganizational configurations and its inherent social outcomes. Considering the apple as one of the most relevant in natura cultures in the State of Rio Grande do Sul, Brazil, as well as one with the highest levels of consumption in Brazil and in the world, analyzing its distribution channel structure and the way it is organized was the central challenge that was dealt with in this research. Hence, the use of methodology based on questionnaires and non-structured interviews allowed – through the use of generic distribution channel structures´ concept – to achieve a robust design and comprehension of relationships between agents of the apple´s distribution channel in the township of Vacaria (main apple producer in the State of Rio Grande do Sul and one of the most important nationwide). Results suggest that relationships between channel members are established on a one-by-one basis and were strengthened over time for those agents who were able to maintain their market position. Substitution and renewal were effective processes for those who did not manage to sustain economic performance – as in an analogy of the Theory of Natural Selection developed by Charles Darwin. The core determinant for market position preservation (or its loss) seems to be the use of refrigerated transport and storage. The use of such technologies reshapes this sector´s structure and represents significant advances in the growth and internationalization processes of Brazilian apple production, specifically for the case of Vacaria. Lastly, characteristics of large agents in this distribution channel pose some specificities when comparing to other channels and sectors.

Ao longo do tempo a configuração do canal de distribuição de automóveis novos passou por alterações. De início os distribuidores atuavam de forma isolada, representando somente um fabricante. Após a abertura do mercado brasileiro ao exterior, no início dos anos 90, verificou-se tendência para a formação de grupos de distribuição, representando uma ou várias marcas. Assim, esta tese busca propor um modelo explicativo para a configuração do canal de distribuição de automóveis novos no Brasil. Para isto foi feito estudo de caso de natureza exploratório-conceitual por meio de recursos qualitativos. Verificou-se na limitada bibliografia sobre distribuição de bens especiais, em material de divulgação do setor de distribuição de automóveis e em entrevistas realizadas com representantes de distribuidoras e montadoras, a presença de três variáveis que podem constituir o modelo. Estas três variáveis são: porte dos distribuidores, comportamento do consumidor e ambiente legal. A partir disto construiu-se um modelo que apresenta como resultado três configurações de canal possíveis aos distribuidores: isolado e monomarca, grupo e monomarca e grupo e multimarcas. Dessa forma, espera-se com esta tese contribuir para o entendimento da evolução histórica do setor, bem como auxiliar na análise de tendências futuras da distribuição de automóveis novos no Brasil. / Along the time the configuration of the distribution channel of new automobiles was altered. At the beginning the distributors acted in an isolated way representing only one manufacturer. After the opening of the Brazilian market to the exterior, in the beginning of the nineties, tendency was verified for the formation of distribution groups representing one or several brands. Like this, this text looks for proposing an explanatory model to the configuration of the distribution channel of new automobiles in Brazil. For this it was developed a case study of exploratory-conceptual nature through qualitative resources. It was verified in the limited bibliography about distribution of special goods, in dissemination material of the sector of distribution of automobiles and in interviews accomplished with dealers' representatives and assemblers, the presence of three variables that can constitute the model. These three variables are: economical-financial capacity of the distributors, the consumer's behavior and legal atmosphere. Then a model was built that presents as result three possible organizational forms to the distributors: isolated and one brand, group and one brand and group and several brands. In that way, it is waited with this thesis to contribute for the understanding of the historical evolution of the sector, as well as to aid in the analysis of future tendencies of the distribution of new automobiles in Brazil.

Os aspectos que envolvem a discussão acerca da diminuição da fome e da miséria em todo o mundo passam pelo entendimento de como se comportam os produtores de alimentos e, por consequência, da sua manutenção no campo. Em se tratando de produtores de alimentos, o entendimento de como se estruturam os canais de distribuição se faz importante à compreensão de como se organiza o poder econômico nessas configurações inter-organizacionais e, por conseguinte, as consequências sociais daí depreendidas. Considerando a cultura da maçã dentre as mais importantes produções de frutas in natura do estado do Rio Grande do Sul e das mais consumidas no Brasil e no mundo, vislumbrar essa estrutura do canal de distribuição e o modo como está estruturado e composto mostrou-se o desafio a ser vencido na pesquisa realizada. Para tanto, o uso e aplicação de métodos de pesquisa que passam desde questionários até entrevistas não-estruturadas permitiu, a partir de uma concepção inicial da estrutura de um canal de comercialização genérico, buscar um desenho e o entendimento das relações entre os players do canal de distribuição da maçã produzida no município de Vacaria (maior produtor gaúcho de maçã e entre os maiores do Brasil). Os resultados indicaram que as relações entre os membros do canal são estabelecidas uma a uma e foram se fortalecendo ao longo dos anos para aqueles players que conseguiram manter-se no mercado. A substituição e renovação daqueles que não conseguiram se manter fortes economicamente aparentaram ser efetivos, como uma Lei de Seleção Natural desenvolvida por Charles Darwin. O divisor entre a manutenção e a extinção passa pelo o uso de tecnologias refrigeradas de transporte e armazenamento. O uso dessas tecnologias reconfiguraram o setor e representaram avanços significativos ao processo de crescimento e internacionalização da produção de maçã brasileira, especificamente de Vacaria. Finalmente, a característica dos grandes players existentes no canal o diferencia de outros canais de distribuição. / Aspects involved in the global discussion regarding hunger and extreme poverty reduction must be addressed using a framework that considers the behavior of food producers and consequently their conditions in the field. When dealing with such a sample, understanding the structure of distribution channels is mandatory for the comprehension of economic power´s organization in these interorganizational configurations and its inherent social outcomes. Considering the apple as one of the most relevant in natura cultures in the State of Rio Grande do Sul, Brazil, as well as one with the highest levels of consumption in Brazil and in the world, analyzing its distribution channel structure and the way it is organized was the central challenge that was dealt with in this research. Hence, the use of methodology based on questionnaires and non-structured interviews allowed – through the use of generic distribution channel structures´ concept – to achieve a robust design and comprehension of relationships between agents of the apple´s distribution channel in the township of Vacaria (main apple producer in the State of Rio Grande do Sul and one of the most important nationwide). Results suggest that relationships between channel members are established on a one-by-one basis and were strengthened over time for those agents who were able to maintain their market position. Substitution and renewal were effective processes for those who did not manage to sustain economic performance – as in an analogy of the Theory of Natural Selection developed by Charles Darwin. The core determinant for market position preservation (or its loss) seems to be the use of refrigerated transport and storage. The use of such technologies reshapes this sector´s structure and represents significant advances in the growth and internationalization processes of Brazilian apple production, specifically for the case of Vacaria. Lastly, characteristics of large agents in this distribution channel pose some specificities when comparing to other channels and sectors.

This thesis deals with marketing used on the Czech market of roofing products and with all aspects of consumers' behavior during the choosing and roofing of the roof. Czech roofing market is a global mixture of many inter-relations among different distribution channels on the production and selling part on one hand and specifying and installing part on the other hand. The thesis deals with also all parts of the 4P and 4C models used by producers of roofing materials and with 4P model of other distribution channels -- resellers and installers. Quantitative survey on roofers and qualitative survey on roofers and resellers of roofing materials confirmed, that roofer is the closest professional to investor while his decision process. As such, he has big influence on his decision and is able to change his mind and final decision. Local presence of the reseller is crucial for the buying of goods at the respective point of sale. There are differences in used roofing materials depending on the region of the Czech Republic. The difference could be given by historical habit, or by influence and knowledge of the brand of roofing material in the respective region or by technical performance of the roofing material, which is requested due to weather conditions in respective parts of the country. All distribution channels on the Czech roofing market use marketing methods to achieve their goals by selling roofing products and with it linked services.