The entry of Wal‐Mart in Brazil and the competitive responses of multinational and domestic firms

Rocha, Ângela da; Dib, Luís Antônio

doi:10.1108/09590550210415266

Cited by 59 publications

(55 citation statements)

References 17 publications

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“…They claim that price changes are due to the habit of end customers searching for promotional prices at retailers. These results can help explain the problems that Wal-Mart had while trying to introduce its EDLP policy in Brazil (Rocha & Dib, 2002). Wal-Mart tried to apply their home country policies but struggled with the impacts of this decision.…”

Section: Introductionmentioning

confidence: 89%

“…2014 www.anpad.org.br/bar hockey stick sales occurs in an extreme and frequent manner (Yin, 2003). The non-durable consumer goods retail segment in Brazil has a number of peculiarities when compared to developed countries (Rocha & Dib, 2002). In Brazil, as well as most Latin American countries, expenditures on nondurable consumer goods represent a significant portion of the expenses for a large part of the population.…”

Section: Description Of the Market And The Research Sitementioning

confidence: 99%

“…In addition, retail buyers will also face change, and thus be resistant. The problems that WalMart (Rocha & Dib, 2002) experienced while implementing EDLP are an example of how hard it is to actually make those changes with different supply chain players.…”

Section: Managerial Implicationsmentioning

confidence: 99%

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Hockey Stick Phenomenon: Supply Chain Management Challenge in Brazil

Sanches

Lima

2014

BAR, Braz. Adm. Rev.

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The objective of this study is to investigate a phenomenon that occurs in Brazil, specifically the spike in demand at the end of the sales period, known as the hockey stick phenomenon. This analysis will encompass the causes as well as the impacts of this phenomenon, in a way that allows alternative policies to be evaluated. Data was collected from a Brazilian branch of a large multinational in the non-durable consumer goods industry and in semi-structured interviews conducted face-to-face with executives of 26 clients. The data was used to generate a continuous simulation model based on the methods of systems dynamics. The findings showed that the phenomenon negatively impacted the manufacturer's financial performance in the long term and indicated required changes necessary to remediate the phenomenon. This is an empirical study on the hockey stick phenomenon, a problem that affects diverse companies in Brazil. The study showed that companies should not assume the hockey stick phenomenon to be an exogenous problem; it showed that there are policies able to improve financial performance; and it provided ideas regarding ways to carry out the change process.

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Section: Introductionmentioning

confidence: 89%

Section: Description Of the Market And The Research Sitementioning

confidence: 99%

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Hockey Stick Phenomenon: Supply Chain Management Challenge in Brazil

Sanches

Lima

2014

BAR, Braz. Adm. Rev.

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“…In contrast, Traditional Retailers are more vulnerable to the foreign market environment, such as local competition, culture, supply chain and regulation (Alexander and Doherty, 2009;Rocha and Dib, 2002), and their operational patterns are normally adapted to each foreign market.…”

Section: Operational Patternsmentioning

confidence: 99%

Uma visão contingencial da internacionalização do varejo: proposição de uma taxonomia e discussão dos desafios teóricos

Gomes¹,

Carneiro²,

Dib³

2017

BASE

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Este é um artigo de acesso aberto, licenciado por Creative Commons Atribuição 4.0 Internacional (CC BY 4.0), sendo permitidas reprodução, adaptação e distribuição desde que o autor e a fonte originais sejam creditados. ABSTRACTThere is no agreement upon the set of dimensions to be used to categorize distinct types of retailers and, consequently, it is difficult to disentangle the particularities of the internationalization trajectories of specific types of retailers. In this article, we propose a taxonomy of the firms involved in international retailing and discuss the differences in the internationalization patterns of the retail business across the types of retailers. The data was collected from an extensive review of the literature on retail internationalization and from several secondary sources, such as a report of a research institute and retailers' websites, as well as from visits to stores. The proposed taxonomy identifies three distinct types: (i) traditional retailers, (e.g., Walmart, JCPenney), which distribute a varied array of third parties' brands, (ii) specialized branded retailers (e.g., Zara, H&M), which are exclusive distributors of their own brands, and (iii) direct branded retailers (e.g., Adidas, Louis Vuitton), firms that are brand manufacturers' that are also distributors of their brands, but in a non-exclusive manner, as such brands are also distributed through other retailers. This contingent view of retail internationalization helps overcome two week points this field has: (i) the pervasive research practice of employing mixed samples of distinct types of retailers; and (ii) the inadvertent focus on traditional retailers, such as supermarkets and department stores, as if they were representative of the population of international retailers as a whole, which contrasts with the noticeable increase in the international retail distribution of consumer products through monobranded stores.Keywords: retail internationalization, retailer types, taxonomy. RESUMOA literatura carece de uma identificação clara dos diferentes tipos de firmas envolvidas com atividades varejistas internacionais, dificultando a identificação das particularidades da traje-

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“…The conditions of the host country, which determine international investment, are also considered an important part of the debate. (See Goldman, 2001;Da Rocha and Dib, 2002 for the analysis of the relationship between the strategies of foreign investment and the behavior of host country retailers in Brazil and China, respectively.) Yet, research on the impacts of changes in retail markets of host countries on their urban land use is quite limited.…”

Section: Introductionmentioning

confidence: 99%

Retailers’ resilience strategies and their impacts on urban spaces in Turkey

Erkíp

Kızılgün²,

Akinci

2014

Cities

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a b s t r a c tRecent developments in the retail sector in Turkey have created a dynamic environment, with different resilience strategies of actors forming the sector providing a new context in which to discuss urban transformation. The developments have contributed to the public's awareness regarding multifaceted problems in the retail sector, many of which have a negative impact on urban space. Retailers, citizens and governing bodies variously contribute to this issue with different perceptions of and strategies on how to adapt to the changes. How these dynamics work and influence urban space in the Turkish context is the main focus of this research. A field survey in Ankara revealed that the resilience strategies of traditional retailers are reactive rather than proactive. This situation provides them with the flexibility to adapt themselves more quickly to the changes in the sector. However, as there is no holistic retail policy in Turkey, reactive strategies also result in unplanned use of urban space.

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The entry of Wal‐Mart in Brazil and the competitive responses of multinational and domestic firms

Cited by 59 publications

References 17 publications

Hockey Stick Phenomenon: Supply Chain Management Challenge in Brazil

Hockey Stick Phenomenon: Supply Chain Management Challenge in Brazil

Uma visão contingencial da internacionalização do varejo: proposição de uma taxonomia e discussão dos desafios teóricos

Retailers’ resilience strategies and their impacts on urban spaces in Turkey

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