碩士 / 東海大學 / 高階經營管理碩士在職專班 / 103 / This study investigates the affect of competition between using dual channel strategy and management model when the enterprises enter the Mainland China. This study adopts case study method, to investigate how the manufacturer of automation equipment element establishes intensive distributors through dual channel strategic thinking and management system in Mainland China. Through in-depth interview‘s content analysis, this study constructs the theoretical framework and management strategy of regional distributors. First of all, when the company wants to enter the Mainland China market quickly, but its competitive position is in insufficient resources, the company would adopt a market penetration of dual channel strategy to resist strong brand competitors. Secondly, the dual channel strategy has two aspects, one is setting up a direct subsidiary company in each sale region, and the other is setting up many regional distributors in the sale region to grasp core competition resource of market information and customer relationship through in-depth local market to response market changes rapidly. In order to monitor regional distributor's opportunistic behavior, the corporation designs internal control mechanisms to enhance business performance. Furthermore, setting up a dual channel strategy can monitor distributor's opportunistic behavior and execute company’s strategy.
| Identifer | oai:union.ndltd.org:TW/103THU01026045 |
| Date | January 2015 |
| Creators | Chen, Chin Hsin, 陳志鑫 |
| Contributors | Chang, Kuo Hsiung, 張國雄 |
| Source Sets | National Digital Library of Theses and Dissertations in Taiwan |
| Language | zh-TW |
| Detected Language | English |
| Type | 學位論文 ; thesis |
| Format | 48 |
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