The Survival And Development Of China's IT Channel Companies

Twenty years ago, as the first case of channel development in IT in China, HP authorized CEIEC to be the first general agent of the products of HP in China. Since the beginning of nineties century, the channel of distribution developed fast. It promoted the popularization of the computer and the application in China, it also brought up national IT industry. A great deal of national IT corporations like Legend, Digital China, Founder emergenced. However, as the world came into 21st century, Dell entered into the market of China by direct-sale. And there is being a great discussion spanning centuries that is where Chinese channel corporation should go. As the coming of e-commerce time, the e-channel is giving the distributors and resellers great impact and challenges. So can Chinese channel corporations maintain the traditional head channel status in this reform? And how they develop themselves?By analyzing the character of industry, competition, the changes of demand, this thesis eliminates the suspicion to the living space of domestic IT channel corporations and indicates two ways that the channel corporations survive and develop, that is they should make the advantage of native and make SCM and value-added service out.The innovations of this thesis are: 1. from the point of view of industry finding the living space of domestic channel corporation by the numbers;2. defining the competitive advantages of domestic channel corporation by analyzing the history, industry and the changes of the market;3. indicating the way of development of domestic channel corporation in present and in the future.