THE CONFLICTS SOURCES AND ISSUES IDENTIFICATION IN DISTRIBUTION CHANNELS AND THEIR MANAGEMENT: AN EXPLORATORY STUDY IN ENVIRONMENTAL COMPANY OF THE AUTOMOTIVE SECTOR

Abstract

This paper deals with the conflicts management in distribution channels, considering the manufacturer understanding and of their intermediaries, focusing on the causes for conflicts dressing. The objective of the study is to propose actions that will encourage the conflicts management in dyadic manufacturer-intermediary, which negatively affect the performance of the channel. For this, the relationships are examined in the specific context of an automotive company. This is a qualitative research with an exploratory  nature, implemented primarily through in-depth interviews with the implementation of a basic script of questions. The results indicate that there are seven potential sources of conflict and twenty-three controversial issues are considered relevant and impact on the performance of the channel.