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
| Identifer | oai:union.ndltd.org:cuhk.edu.hk/oai:cuhk-dr:cuhk_322087 |
| Date | January 1998 |
| Contributors | Ip, Sum-Sum., Chinese University of Hong Kong Graduate School. Division of Business Administration. |
| Source Sets | The Chinese University of Hong Kong |
| Language | English |
| Detected Language | English |
| Type | Text, bibliography |
| Format | print, 37 leaves : ill. ; 30 cm. |
| Coverage | China, Hong Kong |
| Rights | Use of this resource is governed by the terms and conditions of the Creative Commons “Attribution-NonCommercial-NoDerivatives 4.0 International” License (http://creativecommons.org/licenses/by-nc-nd/4.0/) |
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