Distribution strategies in emerging markets : case studies in Latin America
Author(s)Garza Ramírez, Jaime
System Design and Management Program.
MetadataShow full item record
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.
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).
DepartmentSystem Design and Management Program.; Massachusetts Institute of Technology. Engineering Systems Division
Massachusetts Institute of Technology
Engineering Systems Division., System Design and Management Program.