Participation of SME distributors in the gray marketan empirical analysis of Spanish firms

  1. Fernando Gimeno Arias
Revista:
Small Business International Review

ISSN: 2531-0046

Año de publicación: 2021

Volumen: 5

Número: 2

Tipo: Artículo

DOI: 10.26784/SBIR.V5I2.372 DIALNET GOOGLE SCHOLAR lock_openAcceso abierto editor

Otras publicaciones en: Small Business International Review

Objetivos de desarrollo sostenible

Resumen

En los canales de distribución de productos de gran consumo, para los distribuidores de pequeño y mediano tamaño (PYME), la negociación de acuerdos con sus proveedores oficiales es un momento crítico del desempeño de sus negocios. Este tipo de distribuidores están condicionados por su tamaño al presentarse su poder de negociación ostensiblemente inferior al de sus proveedores, dando lugar a la búsqueda de fuentes alternativas de aprovisionamiento como las proporcionadas por el mercado paralelo. La participación de las PYME en este tipo de distribución no solo está condicionada por la negociación con su proveedor oficial, sino también por el papel que juega la dimensión del mercado paralelo y su relación con sus proveedores. La literatura ha mostrado escasos estudios de PYME en este ámbito del canal, por lo que este artículo contribuye con un modelo explicativo sobre el fenómeno. Sobre la base de una muestra de 181 empresas distribuidoras españolas, los resultados confirman a la negociación como un elemento favorecedor, aunque otorgando escasa importancia a la relación. Sin embargo, la amplia literatura relacional existente invita a seguir indagando sobre el papel que tiene un elemento tan importante como el compromiso en una situación tan peculiar como es la de los canales paralelos de distribución.

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