TY - JOUR 
A1 - Gimeno Arias, Fernando
T1 - Participación de distribuidores PYME en el mercado paralelo: Un análisis empírico en empresas españolas

Y1 - 2021
SN - 2531-0046
UR - http://hdl.handle.net/10317/9744
AB - [ENG] Within the distribution channels of fast-moving consumer goods (FMCG), the negotiating of agreements with official suppliers is critical for the performance of small and medium-sized (SME) distributors. These distributors are limited by their size and negotiating power, which is significantly lower than that of their suppliers, leading them to seek alternative supply sources, such as that provided by the gray market. The participation of SME distributors in the gray market is not only conditioned by the negotiations with their oficial suppliers, but also by the role played by the size of the gray market and by the relationship with their suppliers. The literature shows very few studies into SMEs within this area of the distribution channel, so this article contributes an explanatory model of this phenomenon. Based on a sample of 181 Spanish distribution companies, our results confirm that negotiation is a favorable element, while granting limited importance to the role of the relationship. In addition, we find evidence of the key role of commitment between parties in a situation as peculiar as that of parallel marketing channels.

KW - Gray market
KW - SME
KW - Fast-moving consumer goods
KW - Negotiation
KW - Commitment
KW - Mercado paralelo
KW - PYME
KW - Productos de gran consumo
KW - Negociación
KW - Compromiso
KW - 5311 Organización y Dirección de Empresas
KW - M10
KW - M20
KW - M30
KW - M31
KW - M39
LA - eng
PB - AECA (Asociación Española de Contabilidad y Administración de Empresas)
PB - Universidad Politécnica de Cartagena
ER -