The success of distributors' local brands: a model based on skills.

Summary This qualitative research is interested in understanding the links between the success of retailers' terroir brands and the skills developed by their managers. Terroir is a growing market in volume and value without a major manufacturing player. Our methodology is articulated around three main parts: an empirical investigation, the study and analysis of an English case and two French case studies . a review of the literature in strategic management and marketing . the triangulation of propositions to concepts by several groups of practitioners that generate and justify a theoretical model and results. The success of retailers' land brands is first of all linked to learning about cooperation management, learning that can be transferred to subsequent cooperations. Dynamic relational skills are strategic assets that create a sustainable competitive advantage.