We found a match
Your institution may have access to this item. Find your institution then sign in to continue.
- Title
Segmentação Logística: um Estudo na Relação entre Fornecedores e Varejistas no Brasil.
- Authors
Figueiredo, Kleber; Goldsmid, Ilana Kogan; Arkader, Rebecca; Hijjar, Maria Fernanda
- Abstract
In the present state of retailer-manufacturer relationships in Brazil, suppliers are being pressured to achieve improvements in customer service as well as reduction in logistics costs. In this context, logistics segmentation, one of the key logistics competences, is a valuable tool to support supplier positioning efforts. Benefit-based logistics segmentation helps suppliers to differentiate their offer, by focusing on attributes desired by customers, and to reduce costs, by eliminating elements that are not valued by them. The objective of this study was to identify retailer segments according to expectations concerning the level of logistics service they receive, as well as to characterize them by means of easy-access variables, such as demographic and organizational variables. Using data collected in a comprehensive survey research conducted with Brazilian retailers, both two and three segment solutions were identified based on customer expectations regarding logistics service provided by manufacturers. However, there was insufficient support for the characterization of these segments according to easy-access variables, making it difficult for manufacturers to identify them in practice and to match their offer of logistics services to the needs of each customer segment as well as to achieve better logistics cost management.
- Subjects
BRAZIL; CUSTOMER services; INDUSTRIALISTS; PURCHASING agents; SUPPLIERS
- Publication
RAC: Revista de Administração Contemporânea, 2007, Vol 11, Issue 4, p11
- ISSN
1415-6555
- Publication type
Article
- DOI
10.1590/S1415-65552007000400002