جستجوی مقالات مرتبط با کلیدواژه « کانال توزیع » در نشریات گروه « مدیریت »

One of the mass distribution channels in today's era is the chain stores that have created a great transformation in the goods distribution system. Our country has also started to develop chain stores in the country due to global developments for the past several decades, which has accelerated in the last decade. Regarding this phenomenon, there are two levels of view; The first level, which is the level of the company, which focuses on earning more income and profit through this distribution method for chain store owners, and the second level, which is the macro level, which examines the effects and results of this phenomenon in a horizon higher than the profit of the company and seeks The analysis of the issue is from the perspective of marketing policy, which considers national and public interests. In this research, at the second level of analysis, we seek to identify and analyze the positive and negative consequences of the development of chain stores in the country. In this context, there are different views that will result in agreeing or disagreeing with the development of chain stores in the country. In the first step of this research, positive and negative consequences were identified.

The purpose of this research was to design a distribution channel selection system in the supply chain of the oil industry using the combination of adaptive neural-fuzzy network and meta-heuristic algorithms (Case study: National Oil Products Distribution Company of the dual regions of West Azerbaijan). This research was based on the purpose of the research, developmental-applicative and based on the descriptive-modeling research method. The statistical population of this research was 185 axis sales, Sekodar and fuel supply stations in the two regions of North and South of West Azarbaijan province. In this research, questionnaires and documents were used to collect data. In order to analyze the data, confirmatory factor analysis, adaptive neural-fuzzy network in basic mode and adaptive neural-fuzzy network combined with genetic meta-heuristic algorithms and particle swarm have been used. In this research, first, the combined distribution channel selection system was designed, and then using the system designed based on the least error, the traditional distribution channel and the branding plan of the fuel stations were evaluated based on the input scores. The results show that the best system for selecting the distribution channel was the adaptive neural-fuzzy network combined with the particle swarm algorithm. By comparing the performance of the branding plan and the traditional method, it was determined that the branding plan has a better performance and is a suitable distribution channel for the National Oil Products Distribution Company of the dual regions of West Azerbaijan.

 In the current era, companies are facing challenges and intense pressures of the competitive market, including globalization, competition and cooperation, diversity of customer needs, and a short product life cycle. Marketers are also faced with a complex mix of technology-driven channels. At one time, the way to enter the market was done linearly and directly in the form of sales to distributors, retailers, or by using the sales force, while today, managers are faced with multiple ways to do sales and distribution and the opportunity to compete. Innovation in distribution channel strategies and innovation in products has arisen more than before. With technological advances and increasing the level of competition and the importance of access to the market, reducing the cost of serving customers, creating a distinctive experience for customers, and creating loyalty in them by providing faster and better-quality services than competitors, the need to review the current strategies of the distribution channel and move to Soy has made the combined distribution structure even more important.
  The main goal of the current research is to design a pattern for changing the distribution channel strategy from the experts' point of view. This research was conducted using a qualitative method using the data-based theory approach. The statistical population of this research is executive managers involved in the issue of distribution and sales channels in the fields of clothing, food, and electronic consumer goods. In this research, 16 experts were interviewed, and from the 13th interview onwards, the data was repeated and theoretically sufficient. In this research, the purposeful theoretical sampling method was used. The interview started with questions about the reasons, factors, and signs affecting the need to change the distribution channel strategy, and according to the answers of the interviewees, other questions were also designed and raised.
  The results of open and axial coding showed that 140 open codes, 36 concepts, and 10 categories can be extracted. In axial coding, the primary codes and categories created in open coding are compared, and similar codes are merged. At this stage, the coding paradigm is formed and placed in six categories: causal conditions, central category, intervening conditions, background factors, strategy, and consequence. The theorems that can be extracted from the paradigmatic model were shown as follows:Theorem 1: Factors and prerequisites for changing the distribution channel strategy, including accessibility to customers, customer experience, customer service cost, customer relationship with the organization, and proactive and forward-looking actions of the company.
Theorem 2: The factors and prerequisites for changing the distribution channel strategy through changing the composition of the distribution channel strategy, the availability of infrastructure and resources, the type and nature of the industry, the core competence and view of company managers, and the review and redesign of distribution channels lead to results and achievements. It becomes functional.
Theorem 3: The availability of infrastructure and resources (financial, human, and technological), as well as the type and nature of the industry, moderates the relationship between the category of changing the distribution strategy and its results and achievements.
Theorem 4: The core competency and the view of the company managers, the facilitator, and the foundation for the review and redesign of the distribution channels lead to the achievement of performance results and achievements.
Theorem 5: Changing the distribution channel strategy through reviewing and redesigning the distribution channels leads to performance results and achievements.
The results of the research show that the factors and signs of the necessity of change in the channel strategy can be classified into 10 main categories, which include: accessibility to customers, customer experience, customer service cost, customer relationship with the organization, proactive measures, the future of the company, the availability of infrastructure and resources, the type and nature of the industry, the core competency and the view of the company's managers, and the review and redesign of distribution channels, results, and performance achievements.
According to the results of this research, it is suggested that the managers and officials of the companies get rid of the pressures caused by the daily activities and also based on the expectations of the customers, not being satisfied with the acquired value from the current approach of the distribution channel. Evaluate and accept the logical risk of adopting new distribution channel approaches. Investment in infrastructure and customer life cycle management and including them in the design and revision of the distribution channel strategy should be prioritized. Focus on improving the customer experience through the design and management of new combined channels, despite the cost. In the organization of the support staff and their coordination and integration, plan for extensive training and the use of advanced systems, as well as review the achievable flexible capacity.

Gray markets refer to those markets where multinational brands are distributed throughout the local markets of a country through unofficial sources of brand activity. Consequently, companies that are responsible for distribution of multinational brands in the host country will face difficulties. Given that consumers tend to gray markets to buy the original brand at lower prices during economic fluctuations in particular countries, it is impossible to eliminate gray markets, (Dasu et al., 2012). On the other hand, the lack of appropriate management of such markets and the passive approach of multinational companies toward such markets undermine the value of those international brands in the host countries and undervalue branding efforts. In our country, gray markets also exist and have significant economic consequences. The home appliance market is one of the most critical existing gray markets in Iran, which has emerged due to a lack of screening and extensive activities in the illegal distribution of home appliance brands. Samsung home appliance company is regarded as one of the international companies that has suffered accordingly. Gray markets that do not provide adequate support and following services for consumers have caused problems for the Samsung brand. This problem-oriented study on the gray market for Samsung home appliance products intends to address why such gray markets have emerged despite various marketing activities by Samsung Company. This study aims at identifying antecedents and consequences of the existence of gray markets for Samsung products.

The present empirical study is developmental in terms of purpose and qualitative in terms of data collection. This research has been conducted according to the grounded theory. The research sample includes a group of managers working at Sam Service Company and university professors who were selected by purposeful sampling. The data were collected through interviews and then coded in three levels of open, axial, and selective coding. Eventually, the results were coded into five categories of causal, contextual, and intervening conditions, as well as strategies and consequences based on Strauss and Corbin model.

Causal conditions include economic fluctuations and lack of screening in the country's entrance refers to the critical phenomenon of emergence of gray market. Contextual conditions entail rules and regulations and also consumers’ culture. Intervening conditions include empowerment of legal intermediaries and consumers’ awareness. Strategies encompass customized and passive production strategies. And finally outcomes include sales performance and brand value. The research findings indicated that there were not adequate necessary advertisement to persuade buyers from intermediaries and sales agents; besides, Samsung company has focused its advertisement on their products instead of official distributors. Therefore, it is very important to reconsider and invest in advertising and communication to inform customers about the significance of buying from official suppliers. Focusing on creating a consumer culture corresponding to service quality and reducing the risk of product problems can also strengthen consumer culture and reduce consumer risk-taking to buy from gray markets. In terms of laws, there are not adequate restrictive laws leading to the formation of the gray market in the field of home appliances, and in particular Samsung brand.

The results of this study showed that it is necessary to address the specific economic conditions of the host market, the extent of distributing channels and supply of products of the main company, creating a culture of buying from official channels, familiarizing customers with follow-up service, and establishing systems to engage customers accordingly. In terms of theoretical participation, findings of this study can be considered in the application of necessary theories related to customer engagement for international companies. The lack of constant communication between Sam Service Company and its customers has established a sense of Service Company for customers rather than a company that is the official provider of products. It leads to the image that customers should only refer to the company when there is a problem and they need repair services. Therefore, it is related to the natural dissatisfaction caused by product problems or service failure. However, in case of creating customer engagement systems, a continuous and coherent relationship is established with the parent company and the official representative can increases the brand value. It also results in incentives such as loyalty discounts, customer club points, and etc. during future purchases. It causes customers to disregard gray markets and turn to official markets, and also leads to constant communication with customers.

The present study aimed to explore Factors affecting development a distribution channel performance for companies manufacturing and importing fast moving consumer goods in Iran. During the model development phase, the literature on the distribution channel of the fast-moving consumer goods was first reviewed in depth, and then there was a coding process to extract concepts and themes. Since the model was supposed to be developed for Iran, after extracting themes from the relevant literature, an open-ended interview was carried out with 19 marketing, sales and logistics experts to complete and confirm the list of extracted themes. After answering the questions, the coding process was undertaken to extract the relevant factors from the responses, each of which was then assigned to a theme. The identified themes are as follows: (1) Organizational considerations, (2) core considerations of distribution channel, (3) channel design and maintenance strategy, (4) macro environmental considerations, (5) micro environment considerations, and (6) performance outcomes. Finally, the conceptual model was plotted. To have a quantitative assessment of the model, structural equation modeling was used. To this end, a questionnaire encompassing 81 items was developed and submitted to some marketing and supply chain experts via Press Line software, e-mail, and social networks, 67 of which were returned. According to the findings, there was a significant relationship between organizational considerations, core considerations of distribution channel, channel design and maintenance strategy, macro environment considerations, and micro environment considerations with performance outcomes.

the lack of knowledge behind the identification of factors affecting the formation of the appropriate composition of distribution channels and the resulting results, has led the researcher to formulate and expand knowledge in this field of marketing in the form of academic studies. For this purpose, using a qualitative research method based on data-foundation theory, by interviewing 16 experts and specialists in the field of distribution channels, a conceptual model was designed in this field. The findings of this qualitative study show that causal factors influencing the composition of distribution channels can lead to financial results such as: reducing costs (reducing marketing costs, reducing operating costs, etc.) and increasing revenue and share. Market (increase in catalytic sales, increase in potential income and consumption, increase in profit margins, and increase in the level of coverage, etc.). The results showed that causal factors influencing the formation of distribution channel combinations include market context (target market, market access and market map) and distribution channel chain (analysis of current channel chain, direct and indirect channel composition, channel proposal). Alternative, channel reorganization). Modifiers in the process of shaping the composition of distribution channels include: sales complexity and market responsibility and underlying factors include the company's promotion policies (traction and compression promotion policies) and channel composition shaping strategies. Distribution lines include: alignment of distribution channels, customer lifecycle management, ease of use of the channel, willingness to repurchase, customer satisfaction and customer trust.

The study of scientific production and research on the distribution channels of tourism in recent years can provide a road map for a better future. Therefore Peugeh has been working with the purpose of analyzing bilibiometric researches published on the Web of Science Web site on the topic of distribution of tourism from the beginning to the present and drawing the world's scientific map (over the past 35 years). This research is a bibliometric study and 142 scientific sources on the topic of the distribution of tourism channels from the Web of Science Web site were subject to bimetric analysis. Data analysis was performed by the facilities of this site as well as the VOS viewer software, a visualization software. The retrieved sources covered scientific outputs from 1983 to 2018. The results of this study indicate the upward trend in the publication of articles in the field of distribution channels in the last 10 years. Most articles in 2018, 26 articles, and the highest citations in 2018 were 212 citations. Most of the publications in this field were original articles (55.63%) and from the countries of China, then Spain, the United States, New Zealand and Taiwan. The compilation of a network of journals in the field of tourism distribution channels was displayed in 3 clusters with a total of 275 joint authorizations. Key words also evolved from the status of the tourism supply approach to the tourism system approach and, ultimately, the tourism demand approach.

The number of companies using Hybrid channels strategy for distributing of each of their products is increasing steadily. Despite of this popularity and increasing use of this strategy, a conclusive research in this field have not been performed and we strongly need for a scientific and valid model in this field. This study has been performed in order to develop a model for using hybrid distribution channels strategy in financial organizations. Model’s constituents and the relations between them have been determined by using of grounded theory and in-depth interview with 18 experts in banking and insurance. This model helps organizations in different industries particularly those in financial services sector to enhance their understanding of distribution channels and consider model’s constituents when deciding on distribution channels design and using of hybrid channels strategy. In this case, by using this model financial firms could benefit of increasing types of distribution channels while avoiding from its problems and challenges.

Potential capacity and competitive pricing are among the factors that affect the attractiveness of Iranian products, especially petroleum products in international markets. Therefore, in this study we attempted to express the concept of marketing capabilities and be reviewed the influence of local environmental factors - external and type of the petrochemical industry. The research type is that of applied and data collecting method is that of descriptive-survey. Tools used for collecting questionnaire data and the methods used to assess hypotheses are that of multiple regression analysis and confirmatory factor analysis. The results confirm the impact of variable pricing, new products development, distribution channel management, delivery management, after sales services and marketing communications as a subset of marketing capabilities, also Confirm the Influence of the product and external environment on that. However, the environmental factors that influence indoor Brtvanmndy marketing, less than the usual 95% confidence level was significant, indicating a greater impact on improving the capabilities of the product in relation to environmental factors are an International Marketing.

Nowadays، efficient goods distribution in target markets is one of the most important challenges of marketing managers and goods producers. Distribution of goods and services has a significant contribution in Gross Domestic Product (GDP) of countries. So an efficient distribution network can support constant economic development of countries and reduces end-user price of products. Identifying and prioritizing factors which effect on efficiency of Goods Distribution Network are main objectives of this research. Research method is based on Survey، and questionnaire has been used for data collection. In this research، 220 questionnaires have been distributed among experts and 148 questionnaires have been returned. Spearman correlation test has been used for analyzing data to identify relations between factors، and Freidman test has been used for prioritizing factors which effect on efficiency of Goods Distribution Network. Based on research results، shortening goods distribution channels، building Hypermarkets and chain stores، increasing skills and expertise of human resources، developing goods distribution and transportation infrastructures and creating strong national brands، in order have more effects on efficiency of Goods Distribution Network

In this article we attempt to design a comprehensive model for goods procurement and distribution network (GPDN) in Iran. The emphasis of this model is on improvement of efficiency, productivity, economy of scale and reducing physical distribution cost of goods in the country. Statistical sample has taken from expert and marketing managers of Ministry of Commerce, Ministry of Cooperation, distribution cooperation companies, chamber of cooperation, chain stores, goods distributors and transportation companies. The result shows that the performance of goods distribution system of Iran is not appropriate. Traditional structure of goods distribution channels caused that physical distribution cost is more than 50% of end user price of goods. So distribution system needs a new structure as National Marketing Center (NMC) to branding, smart advertising, integrating distribution network and clustering in the country NMC can manage the new GPDN in association with 6 ministries and cooperation of private sector companies like goods distributors, chain stores, wholesalers and transportation companies. This situation can result to reducing prices, shortening distribution channel, increasing productivity of distribution network and purchasing power of consumers. At the end of article, model of GPDN along with situation, role and communication of different players in this network has been showed.

This case study evaluates channel members’ dissatisfaction with the foodstuff distribution system in Tehran and presents a complaint management model. It examines three major distribution companies in Tehran: Behpakhsh, Ghasem Iran, and Alborz. This is a practical study in terms of objectives, yet it has a correlational approach in implementation. The research population is all sales points, which take delivery of goods from the above three distribution companies. The sample size is 196 stores, which is increased to 240 in this study. Data were collected from a questionnaire with a Cronbach’s Alpha multiple of 0.858 and evaluated by descriptive and inferential methods. Overall, the results show that the main assumption of the study is not valid; consequently, designing and implementing the appropriate complaint management model will increase the satisfaction of intermediary channels.

In Spite of the importance of marketing concept in public and non-profit organization as well as in private sectors, there is no evidence to show a sufficient attention among Iranian public organization. According to Developed countries researchers, these public organizations receives a number of considerable budget and their performances have so much effects on so many people however, unfortunately most of these organizations are not efficient and effective. As approved in developed countries researches, marketing discipline can help these organizations to deliver their services more and more effective to their customers. Nevertheless there are not sufficient practical approaches to show case the beneficial usage of marketing discipline in Iranian organizations. In this regard, based on a research which defined in a project in Iran Telecom Research Center (ITRC), we try to define an heuristic approach for defining a place strategy as a one the main marketing mixes. These heuristic approach then implemented in a Telecommunication company as a case study. This paper will present this heuristic approach and its implications in a case study, with hope to help other public organizations to more reliance on marketing discipline including place strategy.