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1、對外經(jīng)濟貿(mào)易大學在職人員以同等學力申請碩士學位論文論文題目:X公司分銷渠道策略和渠道管理研究主題詞:渠道策略沖突管理專業(yè):壘些筆理研究方向:壺揚萱繾止時間:—2004.8ABSTRACTThisthesisisbasedonthechannelstrategyandpolicyofXcompany,deep1yinvestigateschannelmanagementmethodo1ogy,especia1lyfocusedonchannelconflictmanagementItincludesthefollowingp
2、artsParti:backgroundofXcompanyFirst.thisthesisintroducesXcompan5whichisagloba11eaderininformationsecurity,providescompletesecurityuti1izingitsencryptiontechn01ogiest0pr0tectcommuertyanddigita1?1dent■1ties,and0ffersafu11shardware,nications,intellectualproppectrumof
3、productsinc1udingsoftware,andchips.Thisartic1egavesomefinancenumberstoshowtherapidgrowthofXcompany,itsleadershipininformationsecurityindustryandtheimportanceofchannelmanagementstrategy.So,theissuesthisartic1ediscussedarerepresentativetootherITcompanies.Second,this
4、articleintroducesthecurrentchannelstructureofXcompany,thecurrentchanne1policiesanddistributormanagementrulesPartII:casestudyandinvestigationInthispart,thewriterfocusonthefol1owing6issues1.DistributioniSmorebeneficialthandirectsa1e2.Howtoavoidchanne1conf1icts3.Chan
5、ne1levelshouldnotbeSOdeepforDRMproduct4.Channe1partnershouldhaveanaveragesca1e5.TheadvantageanddisadvantageofBi一Brandingdistributionbutors^Stockshouldbeconthetheoryofdistributor^SfunctionfromPhsused,andtheh1anandtheoryofconfictmanagementfromAnneT.CougErinAdersonis
6、quotedtodescribethechannessuesofXcompanyAtthesametime,manydataandexperienceareusedtodrawanconelusion.partIII:c0ncst■10nsBased0nXc0mp0wt0lusionandsuany,thewritergivesomesuggestionsonhrecognizeharmfulconflicts,howtocontrolthem,howtosatisfythedistr■1butors.Thesesugge
7、stionsarepractica1andeffectivepartIv.issuesandreferenceThispartlistsinsufficiencyofthisinvestigation,andreference.Keywords:DirectSaleDistributionChannelConf1icts2001年9月1同,工作了三年的我,開始了在對外經(jīng)貿(mào)大學國際商學院研究生課程班的學習。重回校園是希望能夠開闊眼界,結(jié)識同行,更希望能從理論中找到對現(xiàn)實工作有指導意義的東西。近兩年的學習,對于我們這些在職人來
8、說,能夠堅持下來不是非常容易的事,緊張工作了五天,周末繼續(xù)上課,同時要完成作業(yè)和通過考試,所幸有老師的耐心指導,同學的熱心幫助。現(xiàn)在回想起來,無數(shù)熱烈討論、唇槍舌劍的場面還歷歷在口。近兩年的學習,讓我深深體會到對外經(jīng)貿(mào)大學“博學、誠信、求索、篤行''的校訓,以及“團結(jié)、愛校、敬業(yè)、創(chuàng)新"的校風。管理學、