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Distribution directe et création de valeur : le cas de la vente de vin

Author

Listed:
  • Catherine Lapassouse-Madrid

    (IUT Bordeaux Montesquieu)

  • Florence Kremer

    (IRGO - Institut de Recherche en Gestion des Organisations - UB - Université de Bordeaux - Institut d'Administration des Entreprises (IAE) - Bordeaux)

Abstract

This article is interested in the creation of value through a strategy of direct distribution for small agrifood businesses. Faced with the producer's difficulty in thinking of an effective way to distribute, the notion of "business model" is used as a framework to give structure to the contributions from channel theory and evaluate a distribution strategy. Based on the case of two winemakers, empirical analysis sheds light on how they choose to distribute.

Suggested Citation

  • Catherine Lapassouse-Madrid & Florence Kremer, 2017. "Distribution directe et création de valeur : le cas de la vente de vin," Post-Print hal-01684593, HAL.
    • Handle: RePEc:hal:journl:hal-01684593
    DOI: 10.15122/isbn.978-2-406-06863-1.p.0097
    as

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