关于食品分销渠道策略创新的思考--分销渠道逆向重构策略

分销渠道逆向重构策略是指：建立分销渠道体系是从零售商开始，其顺序是：零售商——批发配送商——总经销（代理）商，通过总经销商控制批发市场。这种分销渠道构建的顺序与传统的构建分销渠道的顺序正好相反。本论述了食品行业分销渠道策略创新的必要性，提出了分销渠道逆重构策略的导入及其实施的具体措施。     

制造商如何评价分销渠道新模式

选择合适的分销渠道模式是制造商分销渠道决策的首要内容。我国制造商在选择近几年引直的分销渠道新模式时，不可照抄照搬，应结合我国分销渠道新模式发展的实际，以适应性、经济合理性和可控制性三个标准进行评估。     

打造企业的分销渠道

打造高效的分销渠道是企业赢得竞争的关键。打造企业分销渠道的关键是要做好以下三方面的工作；选择合适的分销渠道；加强对分销渠道的管理；对渠道进行有效的控制。     

基于博弈论的制造商分销渠道设计研究

分销渠道设计是渠道管理的前提，科学合理的分销渠道设计会给营销渠道管理工作减轻相应的负担。该文从制造商的角度出发，建立了渠道设计中制造商与中间商的博弈模型，并在此基础上提出制造商在渠道选择中应采取的相应策略。     

制造商如何评价分销渠道新模式

选择合适的分销渠道模式是制造商分销渠道决策的首要内容。我国制造商在选择近几年引进的分销渠道新模式时 ,不可照抄照搬 ,应结合我国分销渠道新模式发展的实际 ,以适应性、经济合理性和可控制性三个标准进行评估     

分销渠道规模选择模型

分销渠道的规模可以用长度、宽度和广度三维变量来描述,而确定分销渠道长度、宽度和广度的尺度不是通常所指的中间商数目的多少,而是中间环节的数目。影响分销渠道规模的主要因素为消费需求、产品和成本三个变量。在本文中,我将其作为分销渠道规模选择模型中的自变量,而分别将年度销售额和利润作为模型中的因变量,定量的论述分销渠道规模的选择。     

学术性图书营销的分销渠道策略探讨

分销渠道对于图书的生产和消费来说既有利又有弊,而对于出版社而言,要想更好地使分销渠道趋利避害,就必须结合出版社图书产品自身的特点,选择适合实际情况的图书分销渠道。本文从学术性图书特点的实际情况出发,来探讨出版社如何选择分销渠道,实行分销渠道策略。     

渠道冲突与渠道活力

渠道冲突的实质是利益冲突。渠道冲突并不可怕,只要抓住问题关键,良性冲突可以转化为渠道动力。渠道激励和冲货问题是渠道冲突的集中体现,分销层次与价格层次的动态平衡是化解渠道冲突为渠道动力的有效办法。     

中小企业分销渠道管理若干问题的探讨

分销渠道管理是企业完成营销过程的必需,也是提高企业经济效益的重要手段,企业的生存与发展很大程度上依赖于分销渠道系统的协调与效率.本文探讨了中小企业分销渠道的选择、控制以及利用电子商务拓展分销渠道范围等问题.     

中小企业分销渠道管理若干问题解析

分销渠道管理属于企业实现营销过程的必要条件,并且也是提升企业经济效益的主要方式,企业生存和发展在某种程度上以来分销渠道系统的和谐和效率。因此,本文主要解析了中小企业分销渠道管理的若干问题,旨在给其提供一定的参考和帮助。     

对因特网应用冲击传统旅游业务代理的状况研究

对近年来因特网上电子商务应用所形成的对传统旅游代理商运作方式的冲击，对以往旅游分销体系的影响进行分析，试图说明：1.在因特网技术发展和应用的冲击下，在一个时期内，旅游代理商的存在仍有其客观基础；2.网上销售将替代传统旅游代理方式而成为最主要的旅游销售方式；3.旅游供应商网上旅游直销和通过因特网实施旅游代理是基于因特网应用的旅游销售的两条会长期共存的渠道；4.传统旅游代理商和电子旅游代理商的优势具有互补性，两者很有可能在未来几年中发展成为一个共同以因特网应用为核心的中间商系统；5.长远地看，旅游代理商的代理职能将渐渐萎缩。     

最优税制理论发展的启示

最优税制的理论研究已经走过了一百多年的历史，取得了丰硕的成果，在经济学尤其是在财政学的研究中占有很重要的地位。转轨时期的中国税制正处于一个急需理论发展的阶段，如何理解先人的成果，并为我国的税制改革提供更好的思路是摆在我们面前的一个重大问题。就最优税制理论的发展做了综述，认真分析了最优税制理论存在的现实意义和局限性，并提出了对我国税制改革的借鉴意义。     

基于GPS&微信二维码模式下的电商生鲜物流配送

为解决电商生鲜市场的模糊化导致的消费者信任危机问题,电商生鲜物流配送可引入GPS&微信二维码模式。在这种模式下,用户可以对产品的所有在途时间和在库时间都能够一目了然,同时能够对配送时间和配送路线进行实时的追踪,使得原本模糊的购物行为透明化。由于从源头开始就运用了GPS和RFID技术,电商可以保证生鲜产品的品质来源,为客户把好质量关。     

An analysis of inter-unit control in channel systems

Control within a channel can be effected by either wholly- or quasi-integrating the system. The degree of control exercised can range from a maximum to a minimum level, with each extreme along the continuum offering a unique set of relative advantages. It is contended that the level of control practiced should be determined by an examination of the environmental factors that prevail in a given situation. For the most part, wholly-integrated systems have emerged to satisfy those environments which call for maximum control. However, there appear to be numerous opportunities for more aggressive application of quasi-integration. The overall success of a channel, in terms of profit and/or stability it can return to its members, may very well depend on a process of (integrated) coordinated action. (Stern, 1965)     

The impact of transportation deregulation in the united states on Canadian—U.S. distribution channels

During the 1978-80 period the United States deregulated its transportation industry. Common carriers, through increased reward and expert power, can now perform a more dominant role in the distribution channel. Because of major differences created in the regulatory environment of the U.S. and Canada, deregulation has also had an impact on the distribution channels between the two countries. It is evident horizontal competition between U.S. and Canadian carriers, and between shippers for both domestic and export markets in the respective countries has increased. Another major result of deregulation has been that Canadian shippers and carriers engaged in international traffic to the U.S., even though they have been in complicance with Canadian law, have found themselves subject to the extra-territorial reach of the U.S. anti-trust legislation.     

Channel member satisfaction: Controversy resolved

This study investigates the satisfaction-sources of power model of channel member behavior within an industrial channel of distribution. Specifically, the study sought to explain the controversy and inconsistencies found in previous empirical tests of the satisfaction-sources of power model. The results support previous findings that channel member satisfaction is directly related to noncoercive sources of power, and inversely related to coercive sources of power. For the first time franchisors are told what sources of power to manage to increase franchisee satisfaction. And finally, no support was found for French and Raven's classificational scheme for sources of power.     

Exchange relationships and interfirm power in channels of distribution

Conclusion The article by Weitz and Jap in this volume makes a significant contribution to the marketing literature, as it enhances our understanding of relationship marketing in channels of distribution. Our commentary was designed to elaborate on important issues raised by Weitz and Jap. We hope it generates interest in channel relationships that are in trouble, leads channel researchers to consider alternative channel contexts when formulating and testing theory, and motivates a more open and positive view of interfirm power and its use. His research, teaching, and consulting efforts focus on the structuring and management of channels of distribution. He is a frequent contributor to leading research journals and has won several awards for his teaching. He has consulted for such companies as AT&T, Carnation, General Electric, General Motors, Hewlett-Packard, Honeywell, IBM, Intel, Merck, 3M, Northrop, TRW, and Weyerhaeuser. Before joining USC in 1984, he served on the faculty at the University of Illinois. His research and teaching interests focus on the structure and coordination of channels of distribution and on services marketing. Prior to his admittance in the doctoral program, Kersi worked in India for Software Research Corporation as a software developer and at Citibank. His dissertation proposal has just been awarded a grant by the University of Pittsburgh’s Center for Research on Contracts and the Structure of Enterprise.     

Sales promotions and channel coordination

Consumer sales promotions are usually the result of the decisions of two marketing channel parties, the manufacturer and the retailer. In making these decisions, each party normally follows its own interest: i.e. maximizes its own profit. Unfortunately, this results in a suboptimal outcome for the channel as a whole. Independent profit maximization by channel parties leads to a lack of channel coordination with the implication of leaving money on the table. This may well contribute to the notoriously low profitability of sales promotions. This paper first shows analytically why the suboptimality occurs, and then presents an empirical demonstration, using a unique dataset from an Efficient Consumer Response (ECR) project; ECR is a movement in which parties work together to optimize the distribution channel). In this dataset, actual profit is only a small fraction of potential profit, implying that there is a large degree of suboptimality. It is important that (1) channel parties are aware of this suboptimality; and (2) that they have tools to deal with it. Solutions to the channel coordination problem should ensure that the goals of the individual channel parties are aligned with the goals of the channel as a whole. The paper proposes one particular agreement for this purpose, called proportional discount sharing. Application to the ECR data shows a win-win result for both the manufacturer and the retailer. Recognition of the channel coordination problem by the manufacturer and the retailer is the necessary starting point for agreeing on a way of solving it in a win-win fashion.     

渠道管理理论与模型研究

在渠道管理中,渠道控制理论和关系管理理论是共存的。有效地综合运用这两种理论,就能更好地进行渠道管理。要使渠道得到长期的发展,必须实现渠道的循环反馈机制,不断改进渠道管理。     

Two sides to attitudinal commitment: The effect of calculative and loyalty commitment on enforcement mechanisms in distribution channels

Previous conceptualizations of attitudinal commitment are extended by considering two very different components of a manufacturer's attachment to an independent channel intermediary. Relying on commitment theory, a model is developed that describes how attitudinal commitment may reside in either the instrumental or the social strain of a manufacturer's relationship with its distributor. For each strain, the developmental role played by key facets of the channel setting—relative dependence, pledges, and trust—are shown. Furthermore, the nature of the attachment bond is posited to motivate very different governance mechanisms as the distribution agreement is enforced by either social or contractual means. Empirical support for the model demonstrates that an expanded view of attitudinal commitment is important in understanding the complex nature of attachment in channel relationships. David I. Gilliland is an assistant professor of marketing at Colorado State University. He received his Ph.D. in marketing from Georgia State University. He has published articles on governance and control of domestic and international channel relationships in the Journal of Marketing, Industrial Marketing Management, and other journals. Daniel C. Bello is the Round Table Research Professor of Marketing at Georgia State University. His research interests include distribution strategy in domestic and international channel systems. He has published widely in professional journals and currently serves on the editorial boards of the Journal of Marketing, the Journal of International Marketing, the Journal of Business Research, and the Journal of Marketing Management (United Kingdom).