115-132

• Μαλινδρέτος, Γεώργιος
• Θεοφανίδης, Φαίδων

This article is engaged with the planning of distribution channels, mainly in the sector of car industry in Europe and the supply of the Greek car market. This subject has special importance, in view of the rapid progress and extension of application of Marketing and Logistics Management during the last thirty years, by the use of modern information technology, network and digital, in the frame of the socalled ‘technological explosion’. This expanding move has succeeded convergence of views and practices in the past, and to achieve understanding and collaboration, in formulating a ‘new strategy’ for thecorporation adjustment to the new ‘landscape’ of trade and technologies. The convergence of this parallel advance has contributed to the ‘holistic’ approach of the supply chain and planning of the Distribution Channels, aiming at improvement of business performance. The factors that affect the corporation distribution strategy in international markets are examined, focusing particularly on the physical channels and more generally on distribution practices applied by multinational companies. More specifically, the strategies of autos entry in the international markets are identified, along with the application of modern Logistics in the automotive industry. In this article the results of a survey researchon the European physical distribution channels, from the car factories to the importers in Greece, are presented and evaluated. Finally, certain important conclusions are presented with regard to the strategy of distribution channels of companies in this sector and the possibilities of further research for the identification of the optimal channels supplying the markets.

• Economics and Business

• Economics

Marketing, Logistics, Distribution Channels, International Markets, New Corporation Strategy, automotive industry, Response Time

JEL classification: L62, M39