Purpose

Within the fast-moving consumer goods (FMCG) supply chain, one of the problems facing the distribution channel strategy is the presence of the gray market. The article shows two novel antecedents of the participation of official distributors in this gray channel: Negative impact on distributor performance and the relationship with their supplier. Knowledge of this background helps to preserve the strategy outlined for the official distribution channel.

Design/methodology/approach

Data were collected from 172 Spanish wholesale distributors and analyzed using PLS-SEM.

Findings

The authors found that the damage through negative affectation in the official distributor's performance and the cooperation provided by the manufacturer, have different effects. While affectation is shown to be a powerful antecedent of participation in the gray market, the effect of perceived manufacturer cooperation does not show strong results.

Practical implications

In business practice, these findings lead the manufacturer to keep transactions carried out in the gray market at low levels and provide cooperation to official distributors to guarantee the official channel strategy aimed at efficiency in the distribution of branded goods.

Originality/value

The background of the gray market discussed in the study has not been previously analyzed in the literature. In this way, the authors contribute to the knowledge of such a common problem as the presence of the gray market in the segmentation of distribution channels of high-demand products.

中文翻译：

---

使用 PLS-SEM 评估作为快速消费品供应链灰色市场前因的负面影响和合作：对西班牙批发分销商的分析

目的

在快速消费品 (FMCG) 供应链中，分销渠道战略面临的问题之一是灰色市场的存在。文章展示了官方经销商参与此灰色渠道的两个新前因：对经销商绩效及其与供应商关系的负面影响。了解此背景有助于保留为官方分销渠道概述的策略。

设计/方法/途径

数据收集自 172 家西班牙批发分销商，并使用 PLS-SEM 进行了分析。

发现

作者发现，官方经销商的表现和制造商提供的合作中的负面影响造成的损害具有不同的效果。虽然矫揉造作被证明是参与灰色市场的有力先决条件，但感知制造商合作的效果并没有显示出强烈的结果。

实际影响

在商业实践中，这些发现导致制造商将在灰色市场进行的交易保持在低水平，并与官方经销商合作以保证旨在提高品牌商品分销效率的官方渠道策略。

原创性/价值

研究中讨论的灰色市场的背景以前没有在文献中分析过。通过这种方式，作者有助于了解在高需求产品的分销渠道细分中存在灰色市场等常见问题。