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Issue 3/ 2016, article 5

Authors: Szymon Strojny, Maria Chromińska


Keywords: company, wholesale trade, multichannel trade, omnichannel sale


Background: The increasing role of trade as the integrator of distribution channels has been observed in Poland recently. Retail companies have gained a competitive advantage in relationships with both  suppliers and recipients. The natural questions are, how the situation of the wholesale trade looks at present in such a situation and what prospects it has for the future. The main aim of this paper is to identify and describe the influence of new conditions on the development of the wholesale trade as part of the supply chain. The hypothesis was assumed that this development is determined by processes related to the concentration of trade companies, which were also visiblerecently in Poland.
Methods: The main concentration processes in Polish trade were identified based on a literature review and previous research. Then, based on the results of a survey and data obtained from the Central Statistical Office, the influence of these trends on the development of wholesale trade was evaluated. The further directions of changes in Polish wholesale trade were also indicated. Empirical research was conducted by the use of a direct interview with a random sample of 108 wholesale companies, both independent  and as part of chains. The research focused on wholesalers' opinions of market trends and integration processes in Polish wholesale trade and cover the  years 2014-15.
Results: The results show the key market processes with regard to trade concentration. The biggest threats to the development of the wholesale trade are the processes of the horizontal concentration in retail. The concentration of retail companies leads to a shortening of the distribution channels and direct purchases from producers omitting the wholesale stage. Despite these threats, wholesalers describe their situation as good, and their opinion can be confirmed in data provided by the Central Statistical Office.
Conclusions: The market processes identified must be taken into consideration in formulating the strategies of wholesale companies in Poland. The author believes that  one of possible solutions which should be implemented by wholesalers is multichannel sales, as described in this paper.

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DOI: 10.17270/J.LOG.2016.3.5
For citation:

MLA Strojny, Szymon, and Maria Chromińska. "Processes of concentration of wholesale trade in poland in the light of empirical research." Logforum 12.3 (2016): 5. DOI: 10.17270/J.LOG.2016.3.5
APA Szymon Strojny, Maria Chromińska (2016). Processes of concentration of wholesale trade in poland in the light of empirical research. Logforum 12 (3), 5. DOI: 10.17270/J.LOG.2016.3.5
ISO 690 STROJNY, Szymon, CHROMIńSKA, Maria. Processes of concentration of wholesale trade in poland in the light of empirical research. Logforum, 2016, 12.3: 5. DOI: 10.17270/J.LOG.2016.3.5
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