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Sojusze marketingowe między detalistami i producentami dóbr konsumpcyjnych trwałego użytku

Author

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  • Marzanna K. Witek-Hajduk
  • Andrzej Sznajder

Abstract

Celem artykułu jest analiza aliansów marketingowych między producentami i detalistami, które to zagadnienie jest jeszcze mało zbadane i w niewielkim stopniu opisane w literaturze. W artykule postawiono następujące pytania badawcze: 1) Jaki jest zakres sojuszy marketingowych między detalistami a producentami na rynku dóbr konsumpcyjnych trwałego użytku? 2) Jakie są motywy sojuszy marketingowych łączących detalistów handlujących dobrami konsumpcyjnymi trwałego użytku z producentami-dostawcami tych dóbr? Aby odpowiedzieć na te pytania przeprowadzono badania jakościowe w formie wywiadów pogłębionych z menedżerami detalistów i producentów działających na polskim rynku dóbr konsumpcyjnych trwałego użytku. Jak wynika z analizy badanych przypadków, współpraca między badanymi producentami dóbr konsumpcyjnych trwałego użytku a detalistami handlującymi tymi dobrami często wykracza poza standardowy zakres pionowych relacji między podmiotami łańcucha dostaw/systemu dystrybucji i obejmuje też kooperację w zakresie różnych aktywności marketingowych. Podstawowy motyw aliansów marketingowych detalistów z producentami to ograniczanie ryzyka związanego z prowadzeniem biznesu. Ograniczenie ryzyka biznesowego jest możliwe m.in. dzięki wymianie informacji rynkowych między partnerami aliansów. Istotnym motywem tworzenia aliansów jest też współdziałanie partnerów w kształtowaniu asortymentu produktów, co sprzyja ograniczaniu ryzyka i zwiększaniu przychodów.

Suggested Citation

  • Marzanna K. Witek-Hajduk & Andrzej Sznajder, 2017. "Sojusze marketingowe między detalistami i producentami dóbr konsumpcyjnych trwałego użytku," Gospodarka Narodowa. The Polish Journal of Economics, Warsaw School of Economics, issue 4, pages 83-98.
    • Handle: RePEc:sgh:gosnar:y:2017:i:4:p:83-98
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    References listed on IDEAS

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