Search results for "Sale channel"
showing 2 items of 2 documents
HOW TRANSACTION COSTS AFFECT THE SALES CHANNEL CHOICE: AN EMPIRICAL RESEARCH IN THE SICILIAN ORNAMENTAL PLANT SECTOR
2014
This paper, based on transaction costs theory, represents a contribution to the existing literature, and a first step towards a more in depth study, aimed to identify the more important transaction costs able to influence the strategic choices of firms. In particular, this approach has been used to evaluate, through a telephone survey, the influence of transaction costs on the sale channels choice made by a small sample of Sicilian firms active in the Ornamental Plants economic sub-sector. Results show that transaction costs increase moving from direct sale to the sale to wholesalers and large scale retail (LSR) channels, confirming our starting hypothesis. In particular, information and ne…
Organizational models in the Sicilian ornamental plant industry: An empirical analysis based on transaction cost theory
2015
The process of market globalization has led to a redefinition of business models in order to compete in domestic and international markets. In the current competitive scenario, the survival of companies is linked to their ability to reduce or contain the sum of both production and transaction costs. The aim of this paper is to identify the existence of similar organizational models of a sample of Sicilian firms active in the Ornamental Plants sector based on those transaction costs that they support in relation to the sales channel and the other human and firm characteristics. Using a clustering procedure, we identified four well-distinct organizational models whose formation is influenced …