Distribution strategies in emerging markets : case studies in Latin America

Defining sales and distribution schemes to serve a Latin American country is more of an art than science. The process of designing and selecting distribution channels is quite challenging and it demands an in-depth understanding of the market. The fact that most Latin American countries are experiencing significant growth and development makes it difficult for companies to implement the same distribution strategies used to serve mature markets. Leading firms are now exploring creative ways to effectively reach and efficiently serve each segment of the market. This research intends to explore the key drivers that shape the design and selection of sales and distribution channels, as well as to build a framework that could help companies design or select channels that are aligned to their core business strategy.

Department dc:contributor.department

Massachusetts Institute of Technology. Engineering Systems Division.

Grantor dc:publisher

Massachusetts Institute of Technology

Year dc:date.issued

2011

Author dc:creator

• Garza Ramírez, Jaime

Advisor dc:contributor.advisor

• Edgar Blanco.

• Engineering Systems Division.
• System Design and Management Program.

Statement dc:rights

• M.I.T. theses are protected by copyright. They may be viewed from this source for any purpose, but reproduction or distribution in any format is prohibited without written permission. See provided URL for inquiries about permission.

Licence dc:rights.uri

• http://dspace.mit.edu/handle/1721.1/7582

Language dc:language.iso

eng

Handle dc:identifier.uri

http://hdl.handle.net/1721.1/76917

OAI identifier oai:identifier

oai:dspace.mit.edu:1721.1/76917