<?xml version="1.0" encoding="ISO-8859-1"?><article xmlns:mml="http://www.w3.org/1998/Math/MathML" xmlns:xlink="http://www.w3.org/1999/xlink" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance">
<front>
<journal-meta>
<journal-id>0186-1042</journal-id>
<journal-title><![CDATA[Contaduría y administración]]></journal-title>
<abbrev-journal-title><![CDATA[Contad. Adm]]></abbrev-journal-title>
<issn>0186-1042</issn>
<publisher>
<publisher-name><![CDATA[Universidad Nacional Autónoma de México, Facultad de Contaduría y Administración]]></publisher-name>
</publisher>
</journal-meta>
<article-meta>
<article-id>S0186-10422023000300111</article-id>
<article-id pub-id-type="doi">10.22201/fca.24488410e.2023.3125</article-id>
<title-group>
<article-title xml:lang="es"><![CDATA[Estudio del oportunismo en el canal de distribución desde la teoría de grupos de referencia: un análisis empírico]]></article-title>
<article-title xml:lang="en"><![CDATA[Study of opportunism in marketing channel from the theory of reference groups; An empirical analysis]]></article-title>
</title-group>
<contrib-group>
<contrib contrib-type="author">
<name>
<surname><![CDATA[Gimeno Arias]]></surname>
<given-names><![CDATA[Fernando]]></given-names>
</name>
<xref ref-type="aff" rid="Aff"/>
</contrib>
</contrib-group>
<aff id="Af1">
<institution><![CDATA[,Universidad de Murcia  ]]></institution>
<addr-line><![CDATA[ ]]></addr-line>
<country>Spain</country>
</aff>
<pub-date pub-type="pub">
<day>00</day>
<month>09</month>
<year>2023</year>
</pub-date>
<pub-date pub-type="epub">
<day>00</day>
<month>09</month>
<year>2023</year>
</pub-date>
<volume>68</volume>
<numero>3</numero>
<copyright-statement/>
<copyright-year/>
<self-uri xlink:href="http://www.scielo.org.mx/scielo.php?script=sci_arttext&amp;pid=S0186-10422023000300111&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.mx/scielo.php?script=sci_abstract&amp;pid=S0186-10422023000300111&amp;lng=en&amp;nrm=iso"></self-uri><self-uri xlink:href="http://www.scielo.org.mx/scielo.php?script=sci_pdf&amp;pid=S0186-10422023000300111&amp;lng=en&amp;nrm=iso"></self-uri><abstract abstract-type="short" xml:lang="es"><p><![CDATA[Resumen El presente trabajo de investigación tiene por objeto analizar el oportunismo en el canal de distribución mediante una de sus formas más peculiares: la participación en un mercado paralelo de un distribuidor del canal oficial. Para ello se recurre a la teoría sociológica de grupos de referencia con el objeto de explicar el oportunismo en el canal de distribución mediante la imitación de los miembros del grupo de referencia. Las hipótesis expuestas se contrastan con una muestra de distribuidores mayoristas españoles de productos de gran consumo, encontrando evidencias de que el efecto imitación del oportunismo puede graduarse en función de la posición jerárquica que ocupa el oportunista original dentro del grupo de referencia.]]></p></abstract>
<abstract abstract-type="short" xml:lang="en"><p><![CDATA[Abstract The objective of this research is to analyze opportunism in the distribution channel through a peculiar form: the participation in gray market of official cannel distributor. The sociological theory of reference groups is used in order to explain opportunism in the distribution channel imitating the members of reference groups. The hypotheses presented are contrasted with a sample of Spanish wholesale distributors of Fast Moving Consumer Goods (FMCG), finding evidence that the imitation effect of opportunism can be graduated according to the hierarchical position occupied for the original opportunist within the reference group.]]></p></abstract>
<kwd-group>
<kwd lng="es"><![CDATA[M31]]></kwd>
<kwd lng="es"><![CDATA[M10]]></kwd>
<kwd lng="es"><![CDATA[oportunismo]]></kwd>
<kwd lng="es"><![CDATA[canal de distribución]]></kwd>
<kwd lng="es"><![CDATA[mercado paralelo]]></kwd>
<kwd lng="es"><![CDATA[grupos de referencia]]></kwd>
<kwd lng="en"><![CDATA[M31]]></kwd>
<kwd lng="en"><![CDATA[M10]]></kwd>
<kwd lng="en"><![CDATA[M19]]></kwd>
<kwd lng="en"><![CDATA[opportunism]]></kwd>
<kwd lng="en"><![CDATA[marketing channel]]></kwd>
<kwd lng="en"><![CDATA[gray market]]></kwd>
<kwd lng="en"><![CDATA[reference groups]]></kwd>
</kwd-group>
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