A study on the china distribution channel: A Foreign Company in the Petrochemical Industry Case
碩士 === 國立中山大學 === 國際高階經營管理碩士班 === 95 === 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 Chi...
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ndltd-TW-095NSYS54570512019-05-15T19:48:10Z http://ndltd.ncl.edu.tw/handle/ygn526 A study on the china distribution channel: A Foreign Company in the Petrochemical Industry Case 中國大陸代理經銷制度之研究–以外商石化業為例 Hsi-Yi Huang 黃錫倚 碩士 國立中山大學 國際高階經營管理碩士班 95 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. Yue-Shan Chang 張玉山 2007 學位論文 ; thesis 58 zh-TW |
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碩士 === 國立中山大學 === 國際高階經營管理碩士班 === 95 === 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.
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author2 |
Yue-Shan Chang |
author_facet |
Yue-Shan Chang Hsi-Yi Huang 黃錫倚 |
author |
Hsi-Yi Huang 黃錫倚 |
spellingShingle |
Hsi-Yi Huang 黃錫倚 A study on the china distribution channel: A Foreign Company in the Petrochemical Industry Case |
author_sort |
Hsi-Yi Huang |
title |
A study on the china distribution channel: A Foreign Company in the Petrochemical Industry Case |
title_short |
A study on the china distribution channel: A Foreign Company in the Petrochemical Industry Case |
title_full |
A study on the china distribution channel: A Foreign Company in the Petrochemical Industry Case |
title_fullStr |
A study on the china distribution channel: A Foreign Company in the Petrochemical Industry Case |
title_full_unstemmed |
A study on the china distribution channel: A Foreign Company in the Petrochemical Industry Case |
title_sort |
study on the china distribution channel: a foreign company in the petrochemical industry case |
publishDate |
2007 |
url |
http://ndltd.ncl.edu.tw/handle/ygn526 |
work_keys_str_mv |
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