Distribution strategies in emerging markets : case studies in Latin America
Name
824170728-MIT.pdf
Description
Full printable version
Size
19.35 MB
Format
Adobe PDF
Checksum (MD5)
95d5d91bf3783a48d6f658cdc5f70121
Author(s)
Garza Ramírez, Jaime
Advisor(s)
Edgar Blanco.
Date Issued
2011
Publisher
Massachusetts Institute of Technology
Abstract
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.
Description
Thesis (S.M. in Engineering and Management)--Massachusetts Institute of Technology, Engineering Systems Division, System Design and Management Program, 2011.
Cataloged from PDF version of thesis.
Includes bibliographical references (p. 119-131).
Subjects
Engineering Systems Division.
System Design and Management Program.
MIT Department
System Design and Management Program.
Massachusetts Institute of Technology. Engineering Systems Division
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copyright. They may be viewed from this source for any purpose, but
reproduction or distribution in any format is prohibited without written
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