by Lee Kwong-Wang, Lo Pui Kwong. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1998. / Includes bibliographical references (leaves 70-71). / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iv / LIST OF TABLES --- p.vi / Chapter / Chapter I. --- INTRODUCTION --- p.1 / Statement of the Problem --- p.1 / Report Structure --- p.3 / Methodology --- p.4 / Chapter II. --- DEMOGRAPHICS --- p.6 / Findings --- p.6 / Retail Participation in Investment --- p.6 / Characteristics of Investors --- p.6 / Monthly Household Expenditure --- p.8 / Growth Trend of Income and Expenditure --- p.8 / Summary --- p.10 / Chapter III. --- MUTUAL FUND MARKET IN HONG KONG --- p.12 / Market Statistics --- p.12 / Comparison of Fund Assets and Stock Market Capitalization --- p.17 / Comparison of Selling Activities . --- p.19 / Chapter IV. --- INVESTOR BEHAVIOR AND ATTITUDES --- p.22 / Findings --- p.22 / Preference of Investment Instruments --- p.22 / Risk Level of Different Investment Tools . --- p.23 / Expected Return of Investors --- p.23 / Transaction Costs and Convenience Level . --- p.24 / Summary --- p.25 / Chapter V. --- MARKETING PERSPECTIVES --- p.27 / Products --- p.27 / Capital Appreciation --- p.27 / Investment Protection --- p.28 / Saving --- p.31 / Price --- p.32 / Promotion --- p.35 / Code of Mutual Funds --- p.35 / Promotion Means --- p.35 / Place --- p.37 / Chapter VI. --- DO MUTUAL FUNDS BEAT THE MARKET? CAN THEY WEATHER THE STORM? . --- p.40 / Chapter VII. --- THE IMPACT OF MANDATORY PROVIDENT FUND --- p.47 / Background --- p.47 / Scheme Details --- p.48 / Potential Impacts --- p.49 / Investment Portfolio --- p.50 / Investment Strategy --- p.51 / Increase of Capital Expenditure and Service Personnel --- p.52 / Conclusion --- p.53 / Chapter VII. --- CONCLUSION --- p.55 / Recommendations --- p.57 / APPENDIX --- p.59 / BIBLIOGRAPHY --- p.70

by Ip Sum-Sum. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1998. / Includes bibliographical references (leaves 36-37). / ABSTRACT --- p.ii / TABLE OF CONTENT --- p.iv / LIST OF CHARTS/ TABLES --- p.v / Chapter CHAPTER I --- INTRODUCTION --- p.1 / Definition of Channel Management --- p.1 / Critical Success Factor of Channel Management --- p.2 / Objective of the Study --- p.5 / Methodology --- p.7 / Research Design --- p.7 / Limitation --- p.8 / Chapter CHAPTER II --- INDUSTRY BACKGROUND --- p.9 / The Unit Trust / Mutual Funds Industry in Hong Kong --- p.9 / Definition of Unit Trusts/ Mutual Funds --- p.10 / Unit Trusts Business Growth --- p.10 / Chapter CHAPTER III --- CHARACTERISTICS OF THE UNIT TRUSTS DISTRIBUTION CHANNEL --- p.13 / Three Level Conventional Marketing Channel --- p.13 / Multi-Relationships in Channel Management --- p.14 / Clear Division of Work and Responsibilities --- p.16 / Marketing Cooperation --- p.16 / Transactions Handling and Servicing --- p.18 / Commission Based Revenue Sharing Mechanism --- p.18 / Chapter CHAPTER IV --- EVALUATION OF THE EXISTING UNIT TRUSTS CHANNEL --- p.20 / Cost Perspective --- p.20 / Cost Effectiveness to Tackle the Mass Market --- p.20 / Customer Base Leveraging --- p.21 / "Standard Products, Standard Price" --- p.22 / Adaptation Perspective --- p.23 / Flexibility in Alignment with Business Strategies --- p.23 / Control Perspective --- p.24 / Control in Communication --- p.24 / Possible Differences in Business Priorities --- p.25 / Business Flexibility Being Limited --- p.27 / Chapter CHAPTER V --- DILEMMA IN THE EXISTING CHANNEL MANAGEMENT --- p.28 / Chapter CHAPTER VI --- HINDRANCES TO THE INDUSTRY - OTHER FACTORS --- p.30 / Overall Investment Environment --- p.30 / Hong Kong Investors' Attitude --- p.30 / Regulatory Regime --- p.31 / Chapter CHAPTER VII --- RECOMMENDATIONS --- p.32 / Focused Approach in Distribution Relationship --- p.32 / Focused Approach in Target Segment --- p.32 / Strategic Alliance --- p.33 / Technology- Led Information Delivery --- p.33 / Periodic Checks with the Distributors --- p.34 / Product Development According to the Needs of Distributors --- p.34 / Chapter CHAPTER VIII --- SUMMARY AND CONCLUSION --- p.35 / BIBLIOGRAPHY --- p.36