Study On Vertical Distribution Channel Management On Z Mobile Device Company

As the intelligent device gets into the new normal and the rising of domestic brand,the growth rate of device industry has slowed down.Facing the adjustment of channel structure,agents are getting more competitive in the distribution channel area.Traditional management of vertical distribution channel which leads to the instability of channel relationship.The management of distribution channels is an important part of enterprise channel management.To achieve long-term development,device agents must take effective measures to make the channels work.So how to strengthen the device distribution channel management has become an important issue among device agent enterprise.Meanwhile distribution channel management has been a long topic in academia which discuss how to manage distribution channels to realize win-win situation of both sides and parties in distribution channels.As for the research on distribution channel mainly focus on Western Developed Economic Entities,while in domestic which are abundant in household electrical appliances and furniture.The distribution channel study contributes a little among device agent enterprises.This dissertation is based on the harmful effects of distribution channel management in Z mobile device company,with the introduction of Distribution Channel Relation Theory,Channel Conflict Theory and Channel Management Theory,in order to create Z mobile device company vertical distribution channel theory model.In the dissertation,the reasons of distribution channel relationship are analyzed through “Trust-dependence” model and by knowing the present situation of Z mobile device company including its distribution channel to find out the inside and outside distribution channel relation factors.It will also analysis data like device industry proportion,channel layout and marketing sales to find out the hidden distribution channel management problems in Z mobile device company.Furthermore,using interview method survey to investigate its different level distributors and its stuff respectively.Basing on the results from investigations and data analysis,the suggested solutions like channel motivation,channel support ability and product layout were given to improve distribution channel management.According to the results,this dissertation will present brings forward advice about distribution channel relationship?amalgamation of channel and device product and team building from commitment strategy,collaboration strategy,differentiation strategy and channel service strategy perspectives.The management in distribution channel is aim to enhance the coordination to the members of the channel so as to improve the operation efficiency.