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Barriers and opportunities for choosing a channel model for the Brazilian fertilizer agribusiness

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  • Martins, Lucas Roberto Gotelipe
  • Patah, Leandro Alves

Abstract

Given the size of Brazilian agribusiness and the opportunity generated by bringing the agricultural input industry closer to the field, this article, based on available literature, investigated the motivations and difficulties encountered by stakeholders regarding their market access strategy, hypothesizing the construction of a volume-variety matrix of channels as a method capable of providing inputs to supply chain experts and other strategic areas. This article suggests that the omni-channel model tends to generate significant competitive advantages for the chain. Furthermore, the individual contribution of each channel model ("single-", "dual-", "multi-", "cross-", and "omni-") to upstream and downstream business operations was evaluated, generating different insights and opportunities for process improvement, such as the inclusion of online sales platforms and the integration and collection of data between sales and distribution channels, for the benefit of the customer. However, the choice of model requires reflection on the part of the experts regarding the intended outcome of the implementation or the reasons for the change or migration of the model. Finally, the article proposed, as a strategy, the use of qualitative case study research as a scientific methodology for validating the results and deepening the study.

Suggested Citation

  • Martins, Lucas Roberto Gotelipe & Patah, Leandro Alves, 2022. "Barriers and opportunities for choosing a channel model for the Brazilian fertilizer agribusiness," Quaestum, University of Sao Paulo, vol. 3.
    • Handle: RePEc:ags:quaest:392455
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    File URL: https://ageconsearch.umn.edu/record/392455/files/606-Texto%20do%20artigo-2891-3230-10-20220729.pdf
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