Base d’une recherche comparative sur le système des marges arrière : l’exemple du système du « rebate » au Japon

Abstract : In France, « back margin » even highly criticized remains a not largely studied topic due to their opacity and their strategic use. This paper purpose is to settle the basements of a comparative research on back margin system in Japan and in France. Japanese system, mostly studied in this paper as it is the researcher expertise field, is called “rebate system”. Mostly, the “rebate system” permits to keep an equilibrium inside marketing channels relationships by personalizing relationships between producers, wholesalers and retailers. Depending on relationship’s history and economic wealth of each parties, each relationship is characterized by a particular set of rebates. At the same time, the “rebate system” stimules competition and search of performance by recompensing efficiency.
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Claire Capo. Base d’une recherche comparative sur le système des marges arrière : l’exemple du système du « rebate » au Japon. 13émes Journées de Recherche en Marketing de Bourgogne, Nov 2008, Dijon, France. ⟨hal-01745655⟩

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