This work focuses attention on the area of the smaller grocery retailers and their digitalisation strategy. The information will be acquired through in-depth interviews with two smaller grocery retailers that have implemented a social media marketing activity by joining an online cashback website. This information help to understand the underlying reasons and the results that entrepreneurs have achieved and which they expect to achieve through use of the Web. An additional analysis will also be conducted via implementation of a questionnaire to be filled out by consumer customers of the two smaller retailers in order to obtain data about the reasons, expectations and results gained by the same in terms of satisfaction and greater value achieved.

The rapid development of information communication technology (ITC) has opened up potential new marketing channels, and the enterprises must keep abreast of the evolution of the context and start operating with a multichannel approach, that is, with the interaction of various different marketing channels. It is in this perspective that the work examines a small Italian sportswear retailer operating locally. Said retailer has achieved a very significant market position in its sector of expertise thanks to the use of the social networks. For this purpose, information will be acquired from questionnaires filled out by consumers in the aim of highlighting the marketing instruments and activities that give rise to adequate customer satisfaction. The analysis of the results will make it possible to identify the capabilities which, via appropriate integration of the tools made available by the internet, suggest the best practices for small businesses.

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Today the competition in the distribution sector is becoming increasingly more cut-throat and consumers have multiple channels to choose from for making their purchases, each with different characteristics and use methods. The objective of this chapter is to obtain information and identify the elements that allow for highlighting the ability of the grocery retailers who use the web and the social media to expand their own reference markets and establish lasting relationships with the consumers, establishing high loyalty rates of the same. The basic idea is that of verifying the importance for the enterprises operating in the grocery sector both in Italy and Belarus of setting up an e-commerce website, and of making the means and instruments available to the clientele to allow them to shop in different ways to the traditional one. The information will be acquired by means of interviews with customers of a retailer in Italy and a retailer in Belarus. The analyses of the results will provide useful indications concerning the marketing activities of the retailers in both countries.

This work focuses attention on the area of a specific sector consisting of Italian small and medium enterprises that market traditional Italian products. A questionnaire submitted to a group of Chinese consumers provides their definition of a traditional product and, in particular, gives their positive opinion on traditional Italian food products, whose “reliability” and “health” content they acknowledge as fundamental attribute perceptions, together with the importance of an agreeable “taste”. The study stresses the strategic importance for small and medium Italian enterprises offering traditional Italian food products to adopt more appropriate marketing techniques and practices which take into account the indications emerging from the survey for developing the Chinese market.