An integrated approach to the development of channel strategy |
| |
| Institution: | 1. School of Management, Xi''an Jiaotong University, 28 Xianning West Road, Xi''an, Shaanxi 710049, China;2. College of Economics and Management, Nanjing University of Aeronautics and Astronautics, 29 Jiangjun Avenue, Nanjing 211106, China;1. Chang''an University, School of Economics and Management, Nan Erhuan Road, PO Box 710064, Xi''an, People''s Republic of China;2. Xi''an Jiaotong University, School of Management, Xianning West Road, PO Box 710049, Xi''an, People''s Republic of China;3. Hong Kong Polytechnic University, Department of Management and Marketing, Faculty of Business, Hum Hong, Kowloon, Hong Kong;4. City University of Hong Kong, Department of Marketing, Tat Chee Avenue, Kowloon, Hong Kong;5. Wuhan University, School of Economics and Management, Ba Yi Road, PO Box 430072, Wuhan, People''s Republic of China |
| |
| Abstract: | For many manufacturing firms, a successful strategy for product distribution can play a key role in the delivery of product and technology excellence to their customers. This article presents a framework for an effective industrial distribution strategy for the manufacturing firm that allows it to find the best possible balance between its corporate strategic goals and the interests of its distributors. Our strategy addresses three critical issues: distributor loyalty, distributor effectiveness and capability, and conflict resolution. The strategy is grounded in a literature review of emerging trends and issues in industrial distribution. It is hoped that the proposed strategy can help firms find direction for managing their distribution efforts into the year 2000 and beyond. |
| |
| Keywords: | |
| 本文献已被 ScienceDirect 等数据库收录！ |
|
