我国流通组织和流通渠道的设计与选择

本文认为,商品流通组织与流通渠道是各具独立性,又密不可分的局部与整体的关系;只有流通组织具备多种交易职能,流通渠道设计得适合商品流通的需要,才能货畅其流,促进生产和消费.流通组织的选择和流通渠道的设计应有利于提高商品流通的效率,降低流通总成本,增加消费者总价值;应大力促进有限服务批发组织、超级市场和连锁经营组织的发展,提倡垂直型流通渠道、水平型流通渠道和多重商品流通渠道等新型商品流通渠道.     

灰色营销渠道刍议

营销渠道已成为企业应对市场竞争的核心手段,研究渠道不能回避灰色渠道,而目前对灰色渠道的研究还很欠缺。本文通过对灰色渠道中的产品特征、销售区域特征以及相关参与者的利益分析,揭示出灰色渠道的本质特征,这对实务操作者和理论研究者都有重要作用。     

Negotiation in Channels of Distribution

A model of the negotiation process is developed and tested on a sample of motor carriers that provide contractual service in distribution channels. The result indicate that expectation of continuity in a channel relationship leads to cooperative negotiating behavior. This cooperative (integrative) negotiating behavior, in turn, results in mutually beneficial outcomes. In addition, perceived dependence has a weak effect on negotiating behavior and outcomes. Managers are advised about conditions and outcomes of the use of both cooperative and arms-length negotiating strategies.     

消费品分销渠道设计的创新

<正>在消费产品进入同质化的新形势下,分销渠道体系是企业扩大销售,顺利实现经济目标,赢得发展的重要保障。因此,创新设计产品分销渠道,被上升为企业发展的战略武     

Selection of International Marketing Channels

This paper discusses channel selection in international markets. After positioning the problem as one of selecting the most appropriate level of vertical integration, traditional explanations are presented. Following an overview of the transaction cost analysis framework, the implications of this framework for channel selection are discussed. This framework suggests contingent and often opposing effects on channel structure to those found in the literature. Application of the transaction cost analysis framework by managers is demonstrated by showing how to assess such costs, and thus avoid being taken advantage of by opportunistic intermediaries.     

中国开放式基金的营销渠道分析

本文从当前国内开放式基金销售面临的现实困难出发,对比分析了中美开放式基金的营销环境,指出我国的营销环境、目标客户都与美国不同,要发展我国的开放式基金,应建立以证券交易系统为主、银行系统为辅的多渠道销售模式,向真正的目标客户销售,同时可以极大地提高基金申购赎回的效率.     

中国饭店企业选择网络分销的关键因素研究

从管理者角度对饭店选择网络分销渠道的关键影响因素进行研究,通过前期对饭店管理者和专家访谈以及问卷调查,结合定性分析和定量分析的方法,从八个大的方面总结归纳出26个小的影响因子。在调查研究的基础上,从中提取关键性的因子,得出了影响饭店选择网络分销渠道(中介)的五个关键因素,按重要性顺序排列为:形象基础、效益因素、系统提供商、技术支持和市场因素。为我国饭店企业开展网络分销提供了新的指导和理论视角。     

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。     

Pricing over Alternative Distribution Channels

Abstract

Pricing issues can become complex and confusing to marketing students. Pricing issues can become even more confusing when prices at each level of the distribution channel are considered. This paper introduces a “what-if” spreadsheet approach to helping students develop a working understanding of how pricing decisions affect distribution channel strategy. Classroom experience with the approach has demonstrated its viability as a computer-assisted learning exercise for this complex topic.     

工业品分销渠道的冲突与协调

分销是工业品销售者销售产品的关键因素.而工业品营销以推式策略为主的特点,决定了中间商(包括分销商、代理商)在分销过程中必须扮演主动的角色.因此,分销渠道及分销渠道中的工商关系,成为营销渠道的核心部分.本文将从渠道冲突的一般表现形式入手,探讨渠道冲突的原因和管理机制.     

构建以市场为导向分销渠道的思考

经济全球化对传统的分销渠道产生了显著的影响,使得原本存在的分销链条长,渠道成本高,销售利润薄,信息流通不畅,渠道内耗严重,终端管理混乱,市场定位不清等问题加剧.本文认为,构建以市场为导向的分销渠道应采取加强销售终端管理,实现分销渠道扁平化,构建协调合作的渠道关系等策略.其基本原则应从消费者出发,结合国情,结果应看是否满足了消费者需求,实现了渠道价值最大化.     

分销渠道建设的出发点反思

传统企业在建立自己的销售渠道时的出发点是站在消费者需要的服务层次的基础上,随着时代的变化,科技的发展,消费者的变化,这个出发点已经不能再适合企业建立渠道的需要,渠道的建立以消费者的渠道偏好为出发点成为未来的大趋势。     

Control Mechanisms Within Export Channels of Distribution

A large percentage of U.S. manufacturers are either refraining from exporting or are involved in inefficient methods of exporting because they may not understand how to control their export operations. The authors of this study suggest how the majority of U.S. manufacturers may effectively participate in exporting through intermediary usage by building the correct degree and type of control mechanisms. Literature derived from transaction cost analysis and export stages are used to link the antecedents of control to the degree and the type of control mechanisms (monitoring and providing information). The results show that manufacturers periodically monitor their intermediaries and provide information in order to achieve control. Important implications are drawn for both exporters and nonexporters.     

开拓国际分销渠道的七条原则

在开拓国际分销渠道时,跨国公司知道自己需要与当地经销商合作.但是,他们之间的合作最终往往以分手而告终.在市场进入之初,由于经销商对当地的市场特征十分清楚,大多数消费者也倾向与这些当地经销商打交道,跨国公司与当地经销商之间的合作感觉会非常良好,市场表现也很优异.然而,好景不长,经销商现有的顾客在熟悉其产品之后,销量的增长就会陷入停滞,跨国公司会产生诸如经销商不知道如何拓展市场、经销商并没有为业务增长率进行投资、经销商的志向不够远大之类的抱怨.于是,跨国公司不得不进行巨大的调整,或者是收购当地的经销商,或者收回经销权并开设自己的分支机构.这些调整不仅耗资巨大,而且暗藏着风险.     

企业的分销渠道管理创新

面对全球化的新技术革命和市场变迁,企业的分销渠道正面临重大的变化.本文主要从我国企业分销渠道的基本现状出发,探讨在分销渠道决策管理程序、分销渠道组织构架上的变革与创新思路,并以一个上市公司的分销渠道管理实例作分析框架.     

A Contingency Model of Supplier-Reseller Satisfaction Perceptions in Distribution Channels

Abstract

It is important for a supplier to be clear as to which customer service attributes are important to the reseller, as well as the supplier performance level as expected and perceived by the reseller. This paper investigates the difference between reseller satisfaction as expressed by the reseller and presumed reseller satisfaction as interpreted by the supplier. The authors formulate and empirically test six hypotheses to determine the influence of certain environmental variables on the difference in perceived satisfaction in a channel context. They find differences in perceived satisfaction levels across matched dyads composed of one reseller and the supplier's representative responsible for that account. All of the environmental conditions tested were significant drivers of a difference in satisfaction. Specifically, sales representatives tend to underestimate reseller satisfaction when product line growth is increasing, when pricing policy is excellent, and when the channel configuration is indirect. Sales representatives overestimate reseller satisfaction when the reseller is larger, when there is more rivalry, and when the reseller perceives itself as more powerful.     

如何构建我国有效的收入分配通道

在叙述了我国收入分配差距现状之后,提出了必须深化我国市场经济体制改革,健全收入分配制度,完善社会保障制度,实现教育公平,解决城乡二元结构及腐败问题,构建有效收入分配通道的建议。     

Distribution Equity: Creating Value through Managing Knowledge Relationships with Distribution Channels

We introduce the concept of distribution equity torepresent the asset value of a distribution relationship. Distributionequity is characterized as the increase in options value ofmarketing opportunities that result when a firm effectively utilizesits knowledge relationships with an existing distribution channelpartner to create and market its products. By providing a frameworkcharacterizing various forms of knowledge in a channel partnerrelationship and the ways in which they can increase the optionsvalue of a firm's product development and marketing opportunities,we provide a framework for improving the management of distributionequity.     

对我国中小企业债务融资渠道的探讨

本文从各种债务融资渠道特点出发,分析了适合中小企业的债务融资渠道,并就国内外中小企业利用债务融资渠道的情况进行了分析.最后就如何拓展我国中小企业债务融资渠道进行了探讨.     

Definition and Measurement of Environmental Uncertainty in Channels of Distribution Research:

A definition and measure for environmental uncertainty are proposed for channels of distribution research. They reflect the notion that environmental uncertainty should be viewed as a perceptual phenomenon experienced through decision-making. Key outcomes of interest that a channel member faces in the decision environment are important components of this construct. Uncertainty is operationalized based on a respondent's lack of information about, and inability to predict the future occurrence of, each outcome of interest. Results of a pilot test support the reliability and pragmatic validity of a modified 18-item measure of environmental uncertainty.