JCL——Distribution Channel Conflicts And Channel Re-engineering

A successful enterprise is characterized by its ability to deliver the goods to the customer timely and properly. ft is believed that mediator is essential in the circulation of product from manufacturer to end-user in the market because it acts as guardian and organizer during the processes. The ~ part of this thesis gives the detailed information of channel conflicts and the channel situation of JCL and its competitors. The 2nd part states that the role and functions of mediator, using JCL as example. Furthermore it presents the nature and the reason of the channel conflicts with the consequent conclusion that: 1 in the market middleman抯 activity is inexorable; 2 the cause of conflicts are due to the different type of role and different idea is shared by the channel members. The solution to such conflicts is consultation and negotiation, etc. Based on this analyze, a preliminary channel plan for JCL is also put forwarded. The 3rd part is the guidance to the case which offers the references for those in the similar business range as JCL. Some related questions of channel conflicts are also presented for future study.