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Case
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Reference no. E590-001-1
Spanish language
Subject category: Marketing
Published by: INSEAD
Originally published in: 2016
Version: 10.2016

Abstract

This is a Spanish version. This is part of a case series. The case illustrates the problems faced by manufacturers of high retail concentration and the application of negotiation skills. The consequences of the termination of the relationship between the manufacturer and the distributor are also analysed. To describe the retail environment for consumer goods in France and to assess the balance of power between manufacturers and retailers in distribution channels. To illustrate problems created for manufacturers of high retail concentration. Application of negotiation skills. Analysis of consequences of termination of relationship manufacturer/distributor.
Other setting(s):
1982

About

Abstract

This is a Spanish version. This is part of a case series. The case illustrates the problems faced by manufacturers of high retail concentration and the application of negotiation skills. The consequences of the termination of the relationship between the manufacturer and the distributor are also analysed. To describe the retail environment for consumer goods in France and to assess the balance of power between manufacturers and retailers in distribution channels. To illustrate problems created for manufacturers of high retail concentration. Application of negotiation skills. Analysis of consequences of termination of relationship manufacturer/distributor.

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Other setting(s):
1982

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