JEFAS (antes Cuadernos de Difusión) Vol. 2 Nº 3 (1993)

Permanent URI for this collectionhttps://hdl.handle.net/20.500.12640/4101

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    Compañía de productos fritos "Bocaos" Ltda.
    (Universidad ESAN. ESAN Ediciones, 1993-04-30) Angulo Olaya, Myriam
    Family business in the food industry managed by five of nine siblings is experiencing declining sales and rising costs. A board of partners must set new directions and policies for the future. The case begins by describing the origin of the problem and then makes a historical account of the development of the company during its 24 years of existence. It exposes the factors and situations that generated its current structure, both internal and its environment. The objective is to awaken in business administration students, particularly in marketing, an analytical and research capacity that will allow them to broaden and deepen their knowledge of topics such as the decision-making process in marketing, new procedures or innovation of existing ones with respect to the management of the elements of the marketing mix, design of strategic plans and marketing programs that guarantee the permanence of an organization. Finally, the case shows the economic, social and political aspects of the environment in which the company operates.
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    Distribuidores Textiles S.A. (DITEXSA)
    (Universidad ESAN. ESAN Ediciones, 1993-04-30) Valdés Palacio, Armando
    This case study presents the situation of a clothing company with many years of operation that is affected when the entry into the market of department stores, or large retailers, causes changes in the distribution system of its products. The discussion should focus on four objectives: first, to get the participants in the discussion to analyze the physical distribution situation before the intervention of large retailers, and to explain how their appearance in the market affects the industrial or commercial company and two main distributors of a product line; second, to get the participants to assume the roles of company executives and reach a joint decision on how to relate to the elements of the distribution chain without affecting the cordial relations with their long-standing customers; third, to motivate participants to become aware of the importance for the company of changes in its environment, in this case, in physical distribution, distribution channels and the relationships between producers, the distribution chain and end customers; finally, to evaluate the aspects to be considered in the design of distribution channels and to study the advisability of making changes in channel participation and in the use of multiple or dual channels.