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

• Autores: Karen L Orengo, Maribel Ortíz Soto
• Localización: Estudios Gerenciales: Journal of Management and Economics for Iberoamerica, ISSN 0123-5923, Vol. 33, Nº. 144, 2017, págs. 281-291
• Idioma: español
• DOI: 10.1016/j.estger.2017.06.003
• Enlaces
  • Texto completo (pdf)
• Resumen

  • 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.

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