Il "potere" nei rapporti industria-distribuzione

Translated title of the contribution: [Autom. eng. transl.] "Power" in industry-distribution relations

Research output: Chapter in Book/Report/Conference proceedingChapter


[Autom. eng. transl.] Professor Gaetano Golinelli for me is not only an academic who has represented a point of reference for my university history, but he is also a person to whom I am particularly fond. A person with whom I have always had the pleasure of having a sincere, frank, free and open relationship. I got to know the Professor "closely" in 1997 on the occasion of the last and demanding national competition for 2nd level professors. The Professor was President of the Competition Commission and I was one of its members. We worked intensely, together with other colleagues, for a whole year. From an academic point of view, I had the opportunity to appreciate their authoritativeness and commitment to the scientific community and the studies of Economics and Business Management. From a human point of view, the Professor has become an interlocutor of "trust", and I also like to think of a "friend", with whom to confront, with whom to advise me, with whom to calmly express even different points of view. I have always appreciated his informal attitude, his intellectual curiosity, his interest in the activities and lives of others. This is why I enthusiastically accepted the request to contribute to the realization of the "writings" in his honor. In particular, I thought it appropriate to focus the attention of my "paper" on the issue of "power" relations in relations between Industry and Distribution, evaluating the implications that these relationships have on the so-called "Supply Chain Marketing". For two reasons. The first reason is that it is a very topical issue in the field of Business Economy and Management, as well as in Marketing processes. The second reason is that the same prof. Golinelli dealt with it in a contribution entitled "Purchasing groups as typical forms of cooperation between retailers", published by Giappichelli in 1997. In that work the Professor, with vision and analytical foresight, highlighted the role of commercial associations as a factor strengthening the negotiating power of small distributors towards leading brand industrial producers.
Translated title of the contribution[Autom. eng. transl.] "Power" in industry-distribution relations
Original languageItalian
Title of host publicationContributi in onore di Gaetano Maria Golinelli
EditorsSalvatore Esposito De Falco, Corrado Gatti, Alberto Pastore, Enrico Massaroni, Bernardino Quattrociocchi, Francesco Ricotta, Gianluca Vagnani, Giuseppe Sancetta Sergio Barile
Number of pages13
Publication statusPublished - 2020


  • Marketing di filiera
  • Relazioni di canale
  • Supercentrali di acquisto
  • Trade marketing


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