published_or_final_version / Business Administration / Master / Master of Business Administration

by Leung Ka Ho. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1998. / Includes bibliographical references (leaves 62-63). / DISCLAIMER --- p.I / ACKNOWLEDGEMENTS --- p.II / ABSTRACT --- p.III / TABLE OF CONTENTS --- p.IV / Chapter CHAPTER I --- FOUNDATIONS --- p.1 / Company Background --- p.1 / The Software Industry and Automate --- p.2 / Automate's 、Business Model - The Virtual Corporation --- p.4 / Distribution Channel Development History in Hong Kong --- p.6 / Chapter CHAPTER II --- INDUSTRIAL ANALYSIS --- p.9 / Software Market in General --- p.9 / Internal Rivalry --- p.10 / Entry --- p.11 / Substitutes --- p.12 / Buyer Power --- p.13 / Supplier Power --- p.14 / Automate --- p.15 / Competition and new entrant --- p.16 / Threat of Substitutes --- p.16 / Buyer Power --- p.17 / Supplier Power --- p.18 / Channel - Distributors --- p.18 / Competition and new entrant / Threat of Substitutes --- p.19 / Buyer Power --- p.20 / Supplier Power --- p.20 / Channel Dealers and Resellers --- p.21 / Competition and new entrant --- p.22 / Threat of Substitutes --- p.23 / Buyer Power --- p.23 / Suppl ier Power --- p.23 / Chapter CHAPTER III --- CHANNEL STRUCTURE --- p.25 / The Product Line - A Economic Perspective --- p.25 / Market Structure and Competition --- p.28 / Before 1988 --- p.29 / 1988 -1993 --- p.29 / 1993-1996 --- p.30 / 1996onwards --- p.34 / Chapter CHAPTER IV --- GROWTH OPPORTUNITIES --- p.37 / Growth Projections --- p.37 / New Market Challenges --- p.39 / Product Line Extension --- p.40 / Chapter CHAPTER V --- CHANNEL RESTRUCTURING --- p.42 / Economic Models --- p.42 / Determination of Service Level --- p.45 / Free Riding --- p.47 / Channel Structure --- p.48 / Retail Price Maintenance --- p.49 / Vertical Integration --- p.50 / Distributor's Role --- p.51 / The Problem Child --- p.52 / Cournot Competition Among Distributors --- p.52 / Pricing --- p.54 / Push Pricing Strategy --- p.56 / Pull Pricing Strategy --- p.57 / """Push"" or "" Pull""" --- p.58 / CONCLUSION --- p.61 / REFERENCES --- p.62 / Books --- p.62 / Periodicals --- p.62

by Cheung Lam Hung, Vincent. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1992. / Includes bibliographical references. / ABSTRACT / ACKNOWLEDGEMENT / TABLE OF CONTENTS / LIST OF TABLES / CHAPTER / Chapter I. --- INTRODUCTION --- p.1 / Background --- p.1 / Objectives --- p.2 / METHOD --- p.4 / Literature Review --- p.4 / Interview --- p.4 / Survey --- p.5 / Chapter II. --- VERTICALLY-INTEGRATED SYSTEMS - A THEORETICAL FRAMEWORK --- p.6 / Channel System --- p.6 / Theoretical Perspective --- p.7 / Economic Perspective --- p.8 / Transaction Cost Analysis --- p.10 / Chapter III. --- THE LOCAL GARMENT MARKET --- p.12 / Market Trend --- p.12 / Market Size --- p.20 / Summary of Findings --- p.22 / Channel Strategy --- p.25 / Chapter IV. --- CASE STUDY - GIORDANO LTD --- p.29 / Background --- p.29 / History & Development --- p.29 / Analysis on Channel Strategy --- p.31 / Chapter V. --- CONCLUSION --- p.35 / APPENDIXES / Chapter 1) --- Channel Alternatives for a Manufacturer of Industrial and Consumer Goods / Chapter 2) --- Hong Kong's Imports of Articles of Apparel and Clothing Accessories (SITC84 ) / Chapter 3) --- Hong Kong's Re-exports of Articles of Apparel and Clothing Accessories (SITC84 ) / Chapter 4) --- Giordano's Retailing and Distribution Operation Chart / Chapter 5) --- Giordano's Taiwan Outlet Location Map / Chapter 6) --- Giordano's Singapore Outlet Location Map / Chapter 7) --- Giordano's Hong Kong Outlet Location Map / Chapter 8) --- Customer Survey / Chapter 9) --- Seller Survey / BIBLIOGRAPHY

by Hung Sze Man, Joan and Man Ngar Wing. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1998. / Includes bibliographical references (leaves 70-72). / Questionnaire also in Chinese. / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iv / LIST OF ILLUSTRATIONS --- p.vi / LIST OF TABLES --- p.vii / ACKNOWLEDGEMENTS --- p.viii / Chapter / Chapter I --- INTRODUCTION --- p.1 / Chapter II --- INDUSTRY ANALYSIS --- p.3 / Distribution System --- p.3 / Macro Environment --- p.5 / Company Profile --- p.8 / Chapter III --- LITERATURE REVIEW --- p.11 / Chapter IV --- METHODOLOGY --- p.14 / Questionnaire --- p.14 / Interviews --- p.17 / Shop Visits --- p.17 / In-Store Participation --- p.18 / Chapter V --- EMPERICAL RESULTS --- p.19 / Factors Affecting Consumers' Choice of Stores --- p.19 / Customer Segmentation --- p.27 / Chapter VI --- INTERPRETATION OF RESULTS --- p.30 / Factors Affecting Choice of Store --- p.30 / Customer Segmentation --- p.32 / Factor Importance for Each Clusters --- p.34 / Store Positioning --- p.36 / Competitive Structure of the Market --- p.41 / Chapter VII --- PROBLEMS & ADVANTAGES OF DUAL DISTRIBUTION / Problems of Dual Distribution --- p.43 / Advantages of Dual Distribution --- p.45 / Chapter VIII --- CONCLUSIONS AND RECOMMENDATOINS --- p.49 / Service-Oriented Strategy --- p.50 / Product --- p.52 / APPENDIX --- p.53 / BIBLIOGRAPHY --- p.70

published_or_final_version / Comparative Asian Studies / Master / Master of Arts

by Chan Kwong-Tak. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1999. / Includes bibliographical references (leaves 80-81). / ABSTRACT --- p.i / TABLE OF CONTENTS --- p.iii / LIST OF ILLUSTRATIONS --- p.v / LIST OF TABLES --- p.vi / Chapter / Chapter I. --- INTRODUCTION --- p.1 / Chapter II. --- MARKETING CHANNELS: STRUCTURE AND FUNCTIONS --- p.4 / The Basic Framework of Marketing Channels --- p.4 / The Functions of Intermediaries --- p.6 / Variation in the Basic Framework --- p.8 / Determinants of the Marketing Channel Structure --- p.11 / Chapter III. --- THE CAR LOAN MARKET IN HONG KONG --- p.14 / Marketing of Services --- p.14 / Indirect Lending Through the Car Dealers --- p.16 / Background For the Predominance of Indirect Lending --- p.19 / Cooperation and Conflict between the Car Dealers and Financiers --- p.21 / Major Car Dealers and Financiers in Indirect Lending --- p.23 / Rebate Commission --- p.26 / Functions of the Car Dealers --- p.27 / Growth of Direct Lending --- p.29 / Reasons For the Rise of Direct Lending --- p.30 / The Customers --- p.31 / Chapter IV. --- THE BANK --- p.32 / Background --- p.32 / Customer Profile --- p.33 / SWOT Analysis --- p.34 / Strengths --- p.34 / Weaknesses --- p.36 / Opportunities --- p.37 / Threats --- p.37 / Chapter V. --- CHANNEL STRATEGY --- p.40 / Analytical Framework --- p.40 / Corporate Objectives --- p.40 / Marketing Objectives --- p.41 / Competitive Strategies --- p.41 / Channel Objectives --- p.42 / SWOT Analysis --- p.43 / Direct Lending or Indirect Lending --- p.43 / Corporate Mission --- p.44 / Marketing Strategies --- p.46 / Competitive Strategies --- p.47 / Cost Leadership --- p.47 / Focus Strategy - Segmentation Decision --- p.47 / Differentiation Strategy- Service Excellence --- p.49 / Channel Objectives --- p.50 / Marketing Coverage and Distribution Intensity --- p.50 / Channel Control --- p.51 / Flexibility --- p.51 / SWOT Analysis --- p.52 / Strengths --- p.52 / Weaknesses --- p.52 / Opportunities --- p.53 / Threats --- p.53 / Dual Channel Structure --- p.54 / Integrated Marketing Activities --- p.56 / Chapter VI. --- CONCLUSION --- p.58 / APPENDIX --- p.61 / BIBLIOGRAPHY --- p.80

by Yin Wai Yin, Juanna. / Questionnairies in Chinese. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1997. / Includes bibliographical references (leaves 106-108). / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iii / LIST OF ILLUSTRATIONS --- p.vi / LIST OF TABLES --- p.vii / Chapter / Chapter I. --- INTRODUCTION --- p.1 / Methodology --- p.5 / The Interviews --- p.5 / The Questionnaire Survey --- p.6 / Chapter II. --- BACKGROUND ANALYSIS --- p.7 / The Company --- p.7 / The Royal Dutch/Shell Group --- p.7 / The lubricant division --- p.8 / Willie --- p.9 / The Market --- p.10 / Market Size --- p.10 / For initial fill --- p.10 / For testing purpose --- p.11 / For oil change --- p.11 / Market Share --- p.13 / At the manufacturers' and traders' level --- p.13 / At the end users' level --- p.15 / Hydraulic Oil Distribution Channels --- p.17 / Machine Manufactures' Buying Channels --- p.17 / Traders' Buying Channels --- p.18 / End-users' buying channels --- p.18 / Shell Tellus Hydraulic Oil --- p.19 / Strengths of Shell Tellus Oil --- p.19 / Weaknesses of Shell Tellus Oil --- p.20 / Opportunities of Shell Tellus Oil --- p.21 / Threat of Shell Tellus Oil --- p.21 / Competitors --- p.22 / Strengths of Competitors --- p.22 / Weaknesses of Competitors --- p.23 / Marketing Programs of Competitors --- p.23 / Price of Competitors --- p.24 / The Customer --- p.25 / Who are our customers ？ --- p.25 / Machine Manufacturers (Or called builders by the insider) --- p.25 / Machine Traders --- p.25 / End-users --- p.25 / Purchase Decision --- p.26 / For initial fill --- p.27 / For oil change --- p.27 / Buying Criteria --- p.28 / Machine builders / traders --- p.28 / End-users --- p.28 / Customers' and Non-customers' General Perception --- p.29 / Machine Builders / Traders --- p.29 / End-users --- p.31 / How do customers compare Shell with competitors ？ --- p.32 / Overall impression --- p.32 / Opinions on specific items --- p.32 / Other Environmental Factors --- p.34 / Export --- p.34 / The stagnant plastic industry --- p.35 / The increasing import tax of China --- p.35 / Re-export --- p.37 / Import --- p.37 / Chapter III. --- CHANNEL CONFLICTS --- p.38 / New and Existing Relationships --- p.40 / Relationship Reevaluation Triggers --- p.41 / The role of perceptions and behaviors --- p.41 / Asymmetrical power relationships --- p.42 / Performance of channel members --- p.43 / Goal incongruity --- p.44 / External influences on conflict --- p.44 / Partnership Advantage Evaluation --- p.45 / Marketing enhancements --- p.45 / Cost reductions --- p.46 / "Managing uncertainty (Williamson, 1981)" --- p.46 / "Protection of specific assets (Williamson, 1981)" --- p.47 / Formulating Channel Strategies --- p.47 / Relationship Components --- p.48 / The role of manufacturer - Shell --- p.48 / The role of distributors --- p.49 / The role of account managers --- p.50 / Programs and Action Plans --- p.52 / Essential elements --- p.53 / Capability-building programs --- p.54 / Incentive programs --- p.55 / Measuring Performance --- p.56 / Feedback --- p.57 / Chapter IV. --- THE MARKETING PLAN --- p.58 / Marketing Objectives --- p.59 / Product --- p.60 / Objectives --- p.60 / Strategy --- p.60 / The product itself --- p.60 / The services --- p.62 / Price --- p.63 / Objective --- p.63 / Strategy --- p.63 / Price setting --- p.63 / Reselling price control --- p.64 / Place --- p.65 / Objectives --- p.65 / Strategy --- p.65 / Promotion --- p.66 / Objectives --- p.66 / Strategies --- p.66 / Advertising --- p.67 / Sales promotion --- p.68 / Public relations --- p.69 / Chapter V. --- CONCLUSION --- p.71 / APPENDIX --- p.73 / BIBLIOGRAPHY --- p.106