Authors: Andrea Runfola; Marina Gigliotti
This article follows the debate within the IMP studies on the role of intermediaries in distribution networks and its evolution over time. In particular the paper deals with distribution networks in the fair trade industry, focusing on the role played by the pioneering intermediary of this peculiar supply network: the ATO (Alternative Trade Organization). The article tries to answer to the following research questions: What are the main network dynamics that affect the intermediary in the fair trade industry? What relational strategies and what business relationships are relevant to these actors? How do these relationships change and what competences are spent and acquired through the interaction? In order to respond to these questions we propose the result of a longitudinal case study. The firm analyzed is Ctm Altromercato, the second largest ATO in the world. The case is the result of data gathered both from secondary data and interviews with firm’s representatives of different functions. According the literature and on the basis of the results of the case study we define some research propositions on emerging challenges for intermediaries. In particular, three main challenges can be outlined: managing heterogeneous relationships, leveraging potential burdens in suppliers relationships as opportunities, managing potential contrasting needs in the customer base.
Journal: n.a. (n.a. – n.a.)
Web Address: n.a.
Publish Year: 2016
Conference: Poznan, Poland (2016)