Environmental Changes and conflicts in marketing channels (networks): The case of low volume irrigation

Luciano Thomé e Castro; Marcos Fava Neves; Roberto Fava Scare

Environmental Changes and conflicts in marketing channels (networks): The case of low volume irrigation

In: Dynamics in chains and networks

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Luciano Thomé e Castro

Luciano Thomé e Castro University of São Paulo, FEARP - School of Economics and Business, PENSA, Av dos Bandeirantes 3900, 14040-900 Ribeirão Preto - SP - Brazil

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Marcos Fava Neves

Marcos Fava Neves University of São Paulo, FEARP - School of Economics and Business, PENSA, Av dos Bandeirantes 3900, 14040-900 Ribeirão Preto - SP - Brazil

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Roberto Fava Scare

Roberto Fava Scare University of São Paulo, FEARP - School of Economics and Business, PENSA, Av dos Bandeirantes 3900, 14040-900 Ribeirão Preto - SP - Brazil

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Type:: Chapter

Pages:: 581–583

DOI:: https://doi.org/10.3920/9789086865260_068

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For marketing of farm inputs, the indirect channels are very important because of their proximity with the farmer and the service provided in the installing and the maintenance of sold equipments, that regarding Brazil’s dimension, it becomes almost impossible to be done on national scale solely by one manufacturer. It is a market of more than US$ 10 billion in sales per year, being the second defensives market and the third in fertilizers. However, competition and the need for price reduction have altered the established distribution systems. It was seen that the main conflicts emerged from direct sales and the absence of coordination among channel members and firm’s sales force.

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Dynamics in chains and networks

E-Book ISBN:: 9789086865260

Publisher:: Wageningen Academic

Print Publication Date:: 10 Oct 2004

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- Life Sciences

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Environmental Changes and conflicts in marketing channels (networks): The case of low volume irrigation

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Dynamics in chains and networks

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