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La dynamique des canaux de distribution. Approches théoriques et ruptures stratégiques

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  • Marc Filser
  • Gilles Paché

Abstract

Although for many years the management of distribution channels has been seen as a minor field of marketing science, we must admit that it now plays a significant role. This evolution is due to strategic changeovers that have modified the relationships between suppliers and large retailers, involving more strongly third party logistics in the management of distribution channels. This article provides an overview of the most important changes focusing on three aspects: the upstream management of the channel in a context of increased centralization of operations; the impact of in-store experiential marketing on the relationships between suppliers and large retailers; an organizational perspective of logistical intermediation.

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  • Marc Filser & Gilles Paché, 2008. "La dynamique des canaux de distribution. Approches théoriques et ruptures stratégiques," Revue française de gestion, Lavoisier, vol. 0(2), pages 109-133.
    • Handle: RePEc:cai:rfglav:rfg_182_0109
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    Cited by:

    1. Cheriet, F., 2019. "Perceptions des consommateurs de la sortie de Lidl du hard discount alimentaire en France," Working Papers MoISA 201901, UMR MoISA : Montpellier Interdisciplinary center on Sustainable Agri-food systems (social and nutritional sciences): CIHEAM-IAMM, CIRAD, INRAE, L'Institut Agro, Montpellier SupAgro, IRD - Montpellier, France.
    2. Lessassy, Léopold, 2023. "Investigating a three-way interaction of manufacturer control, retail control and dependence on salesforce performance. Does the role of frontline employees matters ?," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    3. Javier de la Ballina Ballina & Rodolfo Vázquez, 2015. "El papel de las bluelaws en los modelos de evolución de los for¬matos comerciales," Hacienda Pública Española / Review of Public Economics, IEF, vol. 213(2), pages 63-82, June.
    4. Odile Chanut, 2009. "Grande distribution alimentaire et concurrence. La loi LME est-elle de nature à modifier les positions acquises des groupes de distribution français ?," Post-Print hal-01757066, HAL.
    5. Foued Cheriet, 2019. "Consumers Perceptions about Lidl exit of food hard discount in France [Perceptions des consommateurs de la sortie de Lidl du hard discount alimentaire en France]," Working Papers hal-02788619, HAL.
    6. Bruno Durand, 2010. "Logistic strategies of French e-grocery [L'épicerie électronique française sous l'angle de la logistique]," Post-Print hal-01808664, HAL.
    7. Odile Chanut & Dominique Bonet, 2009. "Stratégie de distribution multicanal : Le rôle de la forme organisationnelle du réseau," Post-Print hal-01757049, HAL.
    8. Amélie Goncalves, 2013. "Les organisations logistiques à promouvoir dans le cadre des Politiques de Transport Durable de Marchandises : la question des circuits de proximité," Post-Print hal-00962231, HAL.

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