La dynamique des canaux de distribution. Approches théoriques et ruptures stratégiques

Marc Filser and Gilles Paché

Revue française de gestion, 2008, vol. n° 182, issue 2, 109-133

Abstract: Although for many years the management of distribution channels has been seen as a minor field of marketing science, we must admit that it now plays a significant role. This evolution is due to strategic changeovers that have modified the relationships between suppliers and large retailers, involving more strongly third party logistics in the management of distribution channels. This article provides an overview of the most important changes focusing on three aspects: the upstream management of the channel in a context of increased centralization of operations; the impact of in-store experiential marketing on the relationships between suppliers and large retailers; an organizational perspective of logistical intermediation.

Date: 2008
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Working Paper: La dynamique des canaux de distribution: approches théoriques et ruptures stratégiques (2008)
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