Relacionamentos no canal de distribuição de alimentos no Brasil: uma investigação exploratória

• Ano de defesa: 2004
• Autor(a) principal: Laban Neto, Silvio Abrahão
• Orientador(a): Parente, Juracy Gomes
• Tipo de documento: Tese
• Tipo de acesso: Acesso aberto
• Idioma: por
• Palavras-chave em Português: Atacado; Poder; Varejo
• Palavras-chave em Inglês: Administrative power; Wholesale; Relationship marketing; Conflict management
• Link de acesso: https://hdl.handle.net/10438/2567

This thesis comprises an exploratory research on the relationship development process that takes place among the actor on the food distribution channel in Brazil. The main objective of this work is to describe and explain those relationships at their present state. In order to conclude this work, many the author revised the existent literature on marketing channels, its behavioral dimensions, with emphasis in power and conflict, and the macro environmental aspects that can influence the channel development. Additionally, some relationship marketing aspects were reviewed together with five important relationship models. The empirical research used a Grounded Theory approach. The main conclusion of this research is that the relationships are adversarial with the prevalence of conflict, fueled by the a continuous negotiation process that encompasses all agents. The research also suggests that channel power is moving from the producer towards the consumer, through the intermediaries. It also offers some insights some specific issue about the Brazilian channels environment that can help in explaining such relationships.