摘要：The purpose of this study is to analyze the recent evolution of competitive conditions in the asphalt distribution sector in northeast Brazil, as well as competitive strategies adopted by the companies that operate in this sector and their effectiveness. It particularly intends to investigate how differentiation strategies based on providing supplementary services to the distribution of asphalt products have provided better results to companies that operate in the sector. In order to do so, sector competitiveness conditions are analyzed, market segments and the competitive strategies adopted by the companies are identified, the mechanisms through which complementary services comprise competitive advantages are evaluated and strategies effectiveness is analyzed. The research also takes into consideration a comparative study between two companies, Petrobras Distribuidora S/A and Greca Distribuidora de Asfaltos Ltda., which was implemented through interviews with company directors and questionnaires sent to twenty clients from these companies.
关键词：Strategy;Complementary Services;Asphalt;Estrategia;Servicios Adicionales;Productos de Asfalto;Estratégia;Serviços Suplementares;Produtos Asfálticos
