Multichannel Distribution Strategies in Latin America
The process of designing and selecting distribution channels is challenging and it demands an in-depth understanding of the market. Leading firms competing in Latin America are exploring creative ways to effectively reach and efficiently serve each segment of the market. This paper characterizes the...
| Main Authors: | , |
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| Format: | Working Paper |
| Language: | en_US |
| Published: |
Massachusetts Institute of Technology. Engineering Systems Division
2016
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| Online Access: | http://hdl.handle.net/1721.1/102931 |
| _version_ | 1811080736512409600 |
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| author | Blanco, Edgar E. Garza, Jaime |
| author_facet | Blanco, Edgar E. Garza, Jaime |
| author_sort | Blanco, Edgar E. |
| collection | MIT |
| description | The process of designing and selecting distribution channels is challenging and it demands an in-depth understanding of the market. Leading firms competing in Latin America are exploring creative ways to effectively reach and efficiently serve each segment of the market. This paper characterizes the key drivers that shape the design and selection of sales and distribution channels. Based on a series of workshops and in-depth analyses from 14 enterprises and 35 distinct distribution schemes we identify key factors and propose a framework that characterize drivers currently used by Latin American companies to design distribution channel strategies. |
| first_indexed | 2024-09-23T11:35:57Z |
| format | Working Paper |
| id | mit-1721.1/102931 |
| institution | Massachusetts Institute of Technology |
| language | en_US |
| last_indexed | 2024-09-23T11:35:57Z |
| publishDate | 2016 |
| publisher | Massachusetts Institute of Technology. Engineering Systems Division |
| record_format | dspace |
| spelling | mit-1721.1/1029312019-04-11T08:51:37Z Multichannel Distribution Strategies in Latin America Blanco, Edgar E. Garza, Jaime The process of designing and selecting distribution channels is challenging and it demands an in-depth understanding of the market. Leading firms competing in Latin America are exploring creative ways to effectively reach and efficiently serve each segment of the market. This paper characterizes the key drivers that shape the design and selection of sales and distribution channels. Based on a series of workshops and in-depth analyses from 14 enterprises and 35 distinct distribution schemes we identify key factors and propose a framework that characterize drivers currently used by Latin American companies to design distribution channel strategies. 2016-06-03T16:02:11Z 2016-06-03T16:02:11Z 2012-06 Working Paper http://hdl.handle.net/1721.1/102931 en_US ESD Working Papers;ESD-WP-2012-16 application/pdf Massachusetts Institute of Technology. Engineering Systems Division |
| spellingShingle | Blanco, Edgar E. Garza, Jaime Multichannel Distribution Strategies in Latin America |
| title | Multichannel Distribution Strategies in Latin America |
| title_full | Multichannel Distribution Strategies in Latin America |
| title_fullStr | Multichannel Distribution Strategies in Latin America |
| title_full_unstemmed | Multichannel Distribution Strategies in Latin America |
| title_short | Multichannel Distribution Strategies in Latin America |
| title_sort | multichannel distribution strategies in latin america |
| url | http://hdl.handle.net/1721.1/102931 |
| work_keys_str_mv | AT blancoedgare multichanneldistributionstrategiesinlatinamerica AT garzajaime multichanneldistributionstrategiesinlatinamerica |