Relacionamento comercial entre distribuidores de aço e lojas de material de construção no médio Paraíba Fluminense: um estudo de caso

Abstract

The region of Médio Paraíba Fluminense/RJ has gained representation in the steel industry in the 40s and presently this branch performs and relevant role in the industrial scenario in Rio de Janeiro, promoting the growth of production and employment in the region. The movement created by this sector is extensive and includes distribution of steel, area of marketable activity that, at enhance commercial relationship strategies with building materials, heads to development in the market. Based on a literature review and a case study analysis, try to understand how this relationship is processed. Literature review covers aspects of this sector under study, strategy in the distribution of steel, marketing and sales management. The case study was based mainly on interviews with major retailer of building materials, managers and sellers of steel distribution. The main expected results dealing with the degree of closeness developed between these retailers and distributors of steel for civil construction