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A model for the distribution channels planning process

Marcos Fava Neves (Professor, Business/Marketing Department, School of Economics and Business, University of São Paulo, São Paulo, Brazil)
Peter Zuurbier (Professor, Department of Economics and Management, Wageningen University, Wageningen, The Netherlands)
Marcos Cortez Campomar (Professor, Business Department, School of Economics and Business, University of São Paulo, São Paulo, Brazil)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 December 2001

7338

Abstract

Research of existing literature reveals some models (sequence of steps) for companies that want to plan distribution channels. None of these models uses strong contributions from transaction cost economics, bringing a possibility to elaborate on a “distribution channels planning model”, with these contributions and organizing the steps according to a sequence that would be useful for companies when reviewing the distribution process. This sequence was refined through in‐depth interviews with companies. Presents the final version of our model incorporating the results from the interviews.

Keywords

Citation

Fava Neves, M., Zuurbier, P. and Cortez Campomar, M. (2001), "A model for the distribution channels planning process", Journal of Business & Industrial Marketing, Vol. 16 No. 7, pp. 518-539. https://doi.org/10.1108/08858620110408757

Publisher

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MCB UP Ltd

Copyright © 2001, MCB UP Limited

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