A distribution channel decision is very important. A foreign chemical additive manufacturer wishes to develop an indirect distribution channel into the China refinery and petrochemical market. The selection of a favorable distributor to work with in the China market will involve a number of complex decisions by the manufacturer. Developing the criteria and strategy to screen and select a China distributor is studied in this research.
A mutual understanding and cooperation between the manufacturer and distributor to define explicit roles, expectations, and responsibilities is necessary. Three critical definitions include: 1) The contract terms and conditions, especially with regard to time period, contract termination, and consideration of efforts during contract life once contract is terminated; 2) Commitment of the manufacturer to fully support distributor once distribution contract is awarded; 3) The distributor¡¦s opportunities to expand distribution rights in return for strong performance.
Motivating the owners and employees of the independent organizations in a distribution chain requires great effort. Methods of motivating a distributor organization will be reserved for a more advanced study in the future.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0807107-104021 |
| Date | 07 August 2007 |
| Creators | Huang, Hsi-Yi |
| Contributors | Stephen D. Tsai, Chang-Yung Liu, Yue-Shan Chang |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0807107-104021 |
| Rights | restricted, Copyright information available at source archive |
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