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Factores que el fabricante/distribuidor toma en consideración para la comercialización de alimentos especiales en mercados foráneos

Author

Listed:
  • Karen L. Orengo Serra

Abstract

Este artículo tiene como objetivo identificar los factores relacionados con las características del producto que el fabricante y el distribuidor consideran para la comercialización de alimentos especiales en mercados nicho internacionales. Para esto se empleó una metodología cualitativa de estudio de casos a través de entrevistas en profundidad. Los resultados reflejan que la calidad sigue siendo el factor por excelencia en la negociación del distribuidor/importador con el fabricante para comercializar sus productos en el mercado nicho de alimentos especiales. La relación entre el fabricante y los distribuidores debe ser estrecha y fluida de forma que fortalezca la confianza y estimule el desarrollo de una relación mutualmente beneficiosa a largo plazo.

Suggested Citation

  • Karen L. Orengo Serra, 2017. "Factores que el fabricante/distribuidor toma en consideración para la comercialización de alimentos especiales en mercados foráneos," Estudios Gerenciales, Universidad Icesi, vol. 33(144), pages 281-291, August.
    • Handle: RePEc:col:000129:015804
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    File URL: http://www.icesi.edu.co/revistas/index.php/estudios_gerenciales/article/view/2556
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    More about this item

    Keywords

    Alimentos especiales; Mercados nicho; Distribuidor; Fabricante; Mercadeo;
    All these keywords.

    JEL classification:

    • L26 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Entrepreneurship
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • Q13 - Agricultural and Natural Resource Economics; Environmental and Ecological Economics - - Agriculture - - - Agricultural Markets and Marketing; Cooperatives; Agribusiness

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