在現今非常兢爭的資訊產業中 , 由於產品不斷的推陳出新 , 縮短了新產品的生命週期 , 除了提高產品品質及降低生產成本外 , 如何將產品透過有效的銷售管道 , 迅速的佔有市場 , 成為各個資訊產品供應商在有限的成長市場環境中 , 極為重要的一環 。敝人任職於資訊產品供應商多年 , 深深感受到銷售管道對於供應商之重要性 , 因此在本研究中 , 針對供應商和配銷商間的資訊管理機制 , 做一深入的探討 , 期望藉由研究結果 , 規劃及改善出一套有效及迅速的配銷商管理資訊系統 , 以促使在如此微利時代的資訊產業中突破逆境持續成長。 / On the competition edge of IT industry, innovation and emerging technologies lead to an increasingly shorter product life cycle. Besides product quality improvement and cost rationalization, effective management on market channels to increase market-shares becomes significantly crucial for IT-product suppliers to survive in such a rapid-changing, low profit-margin business environment. This research thus aims at finding the way for effective handling on the IT-product market-channels. This paper describes at first the market situation regarding IT products. Thereafter, we than elaborate the importance of the sales-channel, in particular of wholesales, to the suppliers. An analysis on the case of a large-scale international corporation is then presented, where by we study the behavior and information management among wholesalers and the firms. Last but not least, the study results in improving information management for more efficient and effective distribution and sales of IT-Products.