探析关系型分销渠道的构建

当今是渠道为王的时代 ,谁拥有渠道 ,谁就拥有天下。传统的分销渠道是交易型分销渠道 ,其地位和作用已受到巨大挑战。对交易型分销渠道与关系型分销渠道在观念、目标、手段、人性假设方面分析比较 ,可揭示其交易型分销渠道存在的问题和弊端 ,以便从选择交易伙伴、发展相互信任、合理解决渠道冲突等方面强化关系型分销渠道的构建。     

电子商务以对分销渠道的影响

本文主要从分销渠道的结构和功能两个方面探讨了电子商务对其的影响.在分销渠道的结构方面,电子商务的影响主要有:增加分销渠道、疏通分销渠道、细化分销渠道、整合分销渠道等;在分销渠道的功能方面,主要影响有:降低分销渠道成本、提高分销渠道效率和增强分销渠道功能.     

黑龙江省农产品分销渠道模式优化研究

黑龙江省是农业大省,加强农产品营销,完善农产品分销渠道,是提升黑龙江省农产品竞争力的重要途径。当前的黑龙江省分销渠道模式已基本形成了以农贸市场为基础、以批发市场为核心的多元化的农产品市场网络体系。现存的农产品分销渠道模式中存在着批发市场的功能不健全、渠道主体薄弱、渠道环节多等主要问题,严重影响着分销渠道的效率。应重点在农产品批发市场建设、农产品流通主体的壮大、发展农产品现代物流等方面作出相应的优化对策研究。     

中国家电企业的营销渠道模式与评价

家电企业普遍采用的渠道模式 区域多家经销商制：区域总经销制：直供分销制。     

浅析电子商务分销渠道的选择和管理

在电子商务迅猛发展的环境下,互联网作为媒介为现代产品的分销渠道提供了快速、有效的商业信息,使得产品的分销渠道显现多样化、销售环境呈现扁平化的发展态势。其中网络分销渠道模式受到越来越多的重视与发展。为了在激烈的市场竞争环境中得以生存,众多商家开始尝试这种新型的网络分销模式。因此,如何选择并正确应用产品的分销渠道成为企业成功与否的重要因素。本文旨在对电子商务环境下的分销渠道展开具体商务探讨和分析,并针对企业该如何选择并有效管理电子商务环境下的分销模式做出合理化分析,并对其中的问题提出可行性的建议,从而推动网络分销渠道的快速发展,使网络分销新型模式走向规范化和标准化。     

汽车行业分销渠道管理思考

分销渠道是汽车行业销售体系的核心与灵魂。目前我国汽车行业的分销渠道存在着直销、代理制、经销商、品牌专卖、集约式汽车交易市场和汽车工业园区等众多模式。针对汽车行业分销渠道中产生的分销渠道选择不科学、渠道控制力不足和渠道服务能力不足等问题,从汽车产业环境、市场竞争环境和企业管理因素等方面进行了原因分析,并结合我国汽车行业的发展现状及趋势,从增强战略意识、严格区域管理、提高科学管理、推进信息化建设以及优化服务水平等方面,提出了优化汽车行业分销渠道的策略。     

当代企业分销渠道构建研究

在产品同质化的今天,销售渠道已成为决定企业市场竞争力强弱的最重要因素。随着市场环境的变化,传统渠道模式在成本、控制、效率和效益等方面的劣势日益显现。如何构建一个高效、低耗、完备的分销网络成为紧迫又现实的难题。本文主要从我国企业分销渠道的现状出发,分析了渠道当前存在的误区,渠道中的冲突和窜货问题,分销渠道与分销商的选择和管理以及分销渠道的构建和创新,指出了当前渠道的弊端并提出合理化的建议。     

论家电企业分销渠道的优化与创新

随着我国家电市场竞争日趋白热化,多数企业的产品价格都有较大幅度的下降,家电企业利润水平也逐年降低,有的甚至出现亏损。各家电企业发现原有传统的分销渠道已经越来越不适应激烈的市场竞争需要。本文基于此,从家电分销渠道的重要性出发,剖析分销渠道需要优化与创新的原因,在分析现有渠道弊端的基础上,针对存在问题,总结出其优化与创新的策略。     

IT产品分销渠道模式的选择

影响IT产品分销渠道模式选择的因素有三个,即渠道广度、渠道长度和渠道宽度。一般来说,选择哪种分销渠道模式需要从以下三方面考虑,即目标市场、产品特性和企业自身条件。     

中国家电企业分销渠道的变革与创新

本文在对中国家电企业分销渠道的现状进行分析的基础上 ,指出了原有的传统渠道的弊端以及企业必须进行渠道变革的基本原因。如今 ,分销渠道结构扁平化以及关系互动化已成为家电企业分销渠道变革的主要趋势 ,在这一大背景下本文对这些企业分销渠道变革的具体途径也进行了探讨。     

全球环境下分销渠道变革原因、条件与方向

分销渠道理论的发展,为当前我国企业分销渠道模式发展提供了理论指导与依据。目前我国企业分销渠道存在很多的现实问题,为此要明确构建基于全球化分销渠道的条件。我国企业分销渠道模式构建的方向应以顾客为中心,采取多通道分销渠道、中间商渠道模式。     

从国际比较看我国消费品流通渠道的优化

通过对中国、美国和日本流通渠道的国际比较发现,美国流通渠道以零售商为主导,并以扁平化为特点,日本流通渠道实现了以制造商为主导的纵向一体化,而我国流通渠道尚未与工业化大生产的分销需求相匹配。因此,我国需要遵循流通渠道的演变规律,根据生产发展适时调整渠道结构,顺应消费升级趋势创新流通渠道,维护公平环境构建和谐渠道关系,应用新型技术手段提升渠道效率,从培育批发商主导模式、零售商主导模式和生产企业主导模式三条路径入手,优化我国消费品流通渠道。     

企业社会资本对营销渠道策略的影响

社会资本对企业的经营能力和经济效益有直接的提升作用,本文利用社会资本理论与渠道理论,建立了企业社会资本对渠道策略的影响模式,从企业社会资本的结构维度、关系维度和认知维度,研究其对渠道设计、渠道冲突解决和渠道绩效管理的影响,在分析这些影响的基础上提出从网络结构、共同信仰等方面拓展渠道,优化分销网络;利用信任、规范机制、制度与信仰等解决渠道冲突;利用信任、合作、互惠规范、外部相关关联的网络,改善市场绩效的对策。     

流通渠道中竞合关系的演化及竞争政策的作用——基于日本家电业案例的分析

文章以日本家电业的流通渠道演化为案例,对渠道主体间纵向、横向双维度竞合关系的内在作用机制及外部因素的影响途径进行考察。渠道纵向关系变化的核心在于交易契约,上下游主体基于契约形成合作关系,而违反或重订契约时则会出现渠道冲突;横向的竞争结构可以影响双方动态博弈中行为选择的成本与收益,因而成为了纵向关系改变的直接原因;生产技术、消费环境等外部因素会通过改变横向关系来推动渠道演变,也可以发挥促进交易关系转变的作用。基于上述机制,以反垄断干预为代表的竞争政策可以从纵向、横向两个方面来影响渠道演变,推动流通环节的合理化进程。     

对中间商激励问题研究

随着市场竞争的不断加剧,渠道优势已经成为企业必不可少的竞争优势。只有通过不断激励渠道成员,提高其分销能力和忠诚度,企业才能建立起一个长期导向、高效的伙伴型分销系统,获得渠道优势。本文首先论述了对中间商激励的必要性,接着较系统地论述了对中间商激励的两种主要方式,即直接激励和间接激励。     

Guanxi and distribution in China: the case of Ferrero Group

This paper aims to analyze how guanxi-based business relations impact on distribution choices of foreign companies entering China. In particular, it investigates the influence of guanxi on decisions regarding both the organization of distribution channels and the management of distribution channels. It emerges that from an organizational point of view guanxi-based business relations may favor interdependence, low integration in the channel relationships, and foster multichannel choices. From a management point of view, guanxi may reduce the control of local partners over channel, create coexistence between conflict and collaboration in the channels relationships, and favor unmediated communication. The authors examine the emblematic case of Ferrero, a well-known Italian multinational company, specialized in chocolate production, which began to develop its entry strategy in China more than 30 years ago.     

Will Online Shopping Compete More with Traditional Retailing or Catalog Shopping?

This paper examines consumer substitution behavior among three distribution channels: online shopping, traditional retail and catalog shopping. A model of consumer transactions costs is presented in which consumer investments in shopping human capital determine distribution channel choice. This model predicts that consumers who make investments that spillover to multiple channels will tend to have lower transactions costs for those two channels and will tend to consider these two channels to be closer substitutes than other channels. The model implies that, even if these investments are not measured, they will represent a component of the regression models' residual terms, which will predict distribution channel choice. I test this implication using the GVU Center's survey data on channel selection for various product categories. The results strongly suggest that consumers consider online shopping and catalog shopping to be closer substitutes than any other pair of channels.     

Strategic Decentralization and Channel Coordination

In this paper, we show that under certain conditions, strategic decentralization through the addition of a retailer in the distribution channel can increase a manufacturer's profits. The specific case on which we focus is the quantity coordination (double marginalization) problem for a manufacturer selling durable goods in a two-period setting. We show that the standard solution that coordinates a channel for non-durables does not coordinate the channel for durables. In particular, even though a manufacturer can achieve channel coordination by offering per-period, two-part fees, the equilibrium wholesale price in the first period is strictly above the manufacturer's marginal cost. This is in stark contrast to the two-part solution for non-durables where the equilibrium wholesale price is equal to marginal cost. We also identify a strategy that solves both the channel coordination and the Coase problem associated with durable goods. In this strategy, at the beginning of period 1, the manufacturer writes a contract with the retailer specifying a fixed fee and wholesale prices covering both periods. We show that by adding a retailer and using this contract, the manufacturer makes higher profits than it could if it were to sell directly to consumers.     

Service encounter in multi-channel distribution context: virtual and face-to-face interactions and consumer satisfaction

This article studies service quality and customer satisfaction in a context of multi-channel service distribution. The objective is to identify quality factors influencing the overall satisfaction of a multi-channel customer. A quantitative study was conducted among 445 customers mainly targeted on users of the traditional physical channel and online channel of a French retail bank. Using structural equation models with AMOS, the results show that perceived service quality in the virtual channel, perceived service quality in the traditional channel, and multi-channel integration quality have a positive influence on the overall satisfaction of the multi-channel customer.