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。     

关于分销渠道的思考

首先从市场、产品、组织等角度考察了分销渠道的选择，接着讨论了分销渠道的强度，特别是集中分销、选择分销和专卖分销的特点，最后分析了分销渠道的管理，包括分销渠道的冲突及作为分销渠道合作手段的纵向营销系统。     

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。     

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.     

分销渠道的设计与管理策略研究

独特的分销渠道设计能够增强企业的竞争优势,甚至可以成为其核心竞争力的重要组成部分。本文从分销渠道的概念出发,主要就企业分销渠道的设计和管理策略进行研究探讨。     

经营分销渠道,赢得中国市场

在中国市场的分销渠道领域挑战和机会并存,中外企业若在经营分销渠道方面领先一步,可赢得中国市场.     

关于分销渠道的思考

首先从市场、产品、组织等角度考察了分销渠道的选择,接着讨论了分销渠道的强度,特别是集中分销、选择分销和专卖分销的特点,最后分析了分销渠道的管理,包括分销渠道的冲突及作为分销渠道合作手段的纵向营销系统。     

Distribution in a Centrally Planned and Market-Oriented Economy

Distribution in market-oriented economies is shaped on the basis of market regulation while in socialist economies the main role is played by various types of nonmarket regulation. The seller's market is a structural characteristic of the socialist economy. Its consequences for various economic and social phenomena are entirely different from the buyer's market. The adaptive process of economic units proceeds differently. Characteristics of the market distribution and the administrative distribution playing a significant role in Poland differ as well. The distribution is characterized by its low adaptability, and it constitutes a bottleneck in the economy contributing with its high social costs to the deepening of the economic disequilibrium. The article discusses various characteristics of the centralized and administrative distribution. In the socialist economy, there exist parallely different systems of product allocation, which aggravates a negative impact of the distribution on the entire economy. It is characterized, moreover, by its excessive and unjustified concentration. The author points at directions of improving the distribution system in Poland.     

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。     

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。     

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.     

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.     

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.     

供应链:流通渠道的创新

本文认为,供应链问题在我国仍然主要是理论上的问题.供应链使供应渠道从一个松散的、连接着独立企业的群体,变为一种致力于提高效率和增加竞争能力的合作力量.它是一个开放的系统工程.以小生产的流通支持大工业甚至信息化的大工业,这是我国流通领域最大的问题,也是国民经济素质难以提高和企业现代化经营运作难以实现的主要原因.通过整合建立供应链首先要解决观念问题,一是要树立分工与协作的观念,二是树立以优势为核心竞争力的战略观念.     

The Selection of Distribution Channels in China

This contribution first traces the development of the distribution system in China from state monopoly to one which permits the limited participation of foreign ventures, and examines the problems faced by foreign investors in managing the distribution channels under such a transitional economy. Due to China's abundance of linguistic, cultural and economic differences, combined with growing territorialism at the provincial level, different problems may be encountered in different citieslregions, and therefore foreign investors need to modify their distribution strategies accordingly. Detailed case studies are provided as illustrations.     

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     

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.