Analysing Barriers of Sales and Distribution Processes in Agrochemical Industry

Abstract

The agrochemical sector has always been in the industry’s spotlight resulting in its unique characteristic that has impressive-expressive roles in the market and conflict-affected areas from the strict regulations. Especially sales patterns and distribution channels are the areas where most barriers emerge in this sector. Hence this study mainly aims to reveal the barriers confronting sales & distribution processes of the agrochemical industry and analyze them to display the causal relationship amidst barriers and prioritize them to focus on them to overcome them in further stages. In this context with the help of specialists a focus group discussion was held to determine the most important and pertinent barriers to the sales and distribution operations. Found barriers were analyzed through The Decision-Making and Evaluation Laboratory (DEMATEL) method which divides the interacting parts of a system into cause-and-effect groups as a structural modeling approach. © 2023 Elsevier B.V. All rights reserved.