销售渠道与企业竞争

本文阐述了如何通过降低销售渠道成本来提升企业竞争优势的策略。分别分析了商品分销渠道的成本优势、规模经济与分销成本、相互联系与成本优势、相互关系与成本优势、商品分销渠道的别具一格优势、商品分销渠道效率的独特性、商品分销渠道满足顾客需要的独特性、商品分销渠道组织形态的独特性等。     

渠道间冲突管理战略的多样化选择 --以H焊割设备制造商为例

渠道间冲突是多重分销中一种重要的经济现象．渠道间冲突对实行多重分销的成败会产生重要影响。目前国内外关于渠道冲突的研究主要从组织行为学、社会心理学等角度对渠道间权力的配置进行分析。本文在对渠道间冲突管理战略的相关研究进行简要回顾基础之上，结合H焊割设备制造商在不同区域实行多样化的冲突管理战略的实例，为类似企业作一个示范。     

企业分销渠道战略的制定

分销渠道是关系到企业生存与发展的重大问题。在国内,分销渠道的研究是营销理论研究中相对薄弱的一个方面,本文试图从什么是分销渠道,分销渠道及其战略的重要性以及如何制定分销渠道战略来进行阐述。     

渠道组合以战略为导向

在未来的三五年内,中国总体的分销渠道结构预计将发生较大的变化。中国的分销和零售市传统分销渠道的变化汽车、家电、通讯产品、食品等总体零售规模较大,增长速度快的行业一般而言将会推动其所在行业渠道的多元化发展;而业态成熟度低,并且盈利水平相对较高的药品、图书音像制品、服装产品等行业,也会吸引新的投资者进入这一领域,并导致相应的分销渠道格局的变化。     

混合分销渠道结构下短生命周期产品供应链库存策略分析

随着竞争的加剧,产品生命周期日渐缩短。信息和网络技术的不断进步,使得网络作为一种特殊的分销渠道出现。传统分销渠道和网上直销渠道并存的混合分销渠道结构给理论研究和管理实践提出了新的挑战,本文针对混合分销渠道结构下短生命周期产品供应链,运用报童问题的框架,分析了两种不同运作模式下生产商和零售商库存策略,并通过数值实验研究了需求不确定性对生产商和零售商最优库存策略的影响。最后,根据数值实验的计算结果,总结了本研究的管理启示。     

进口汽车分销中的供应链渠道治理

本文分析中国进口汽车供应链分销渠道中的一些现象并分析其存在的问题,找出渠道脆弱性因素所在．利用合作博弈论、信用管理、渠道激励对进口汽车供应链分销渠环节进行一定治理,提高供应链健壮性,使得汽车供应链中的分销渠道能够有效运作。     

专利技术授权、产品分销与分销渠道选择研究

从专利技术转化为现实生产力的视角,为研究技术供应商、制造商以及零售商之间的专利技术授权与分销渠道选择问题,构建不同渠道结构下的经济模型。通过模型求解,得到最优专利技术授权与产品定价决策以及分销渠道策略。研究发现：1)在专利技术授权阶段,技术供应商会策略性地选择仅包含固定授权费或者“版税提成+固定授权费”形式的授权合同;2)在产品分销阶段,制造商根据渠道成本、消费者渠道偏好、市场规模等因素来选择不同渠道结构,包括单渠道分销策略和双渠道分销策略;3)不同分销渠道选择不会影响授权合同形式,但会促使技术供应商和制造商调整各自的最优决策。最后,对原始模型进行不同维度的扩展,探究第三方电商平台模式、零售商渠道入侵模式等情形下的专利技术授权问题。     

e-供应链环境下的双渠道协同分销优化模型

针对企业独立运行双渠道进行分销时存在的问题,提出了制造商和分销商在电子订单处理方面的双渠道协同分销模式.在此基础上建立了双渠道协同分销优化模型,通过该模型分析了转移电子订单的协同对双渠道分销中的库存成本、运输成本、缺货成本及利润值等要素的影响,分析结果表明通过转移电子订单给传统渠道,会在一定条件下增加双渠道分销的利润值,并通过算例仿真确定了该条件.研究结果可以为企业实现更大的盈利提供理论指导.     

企业营销渠道冲突管理

目前,我国大部分行业正面临微利背景下的转型市场,市场变化较大、竞争残酷,生产企业、供应商、代理商和经销商等独立渠道成员经常围绕自身利益发生冲突。渠道冲突的表现由于企业受经营理念、规模、人才和经验局限,对分销渠道的设计和管理不合理,分销层次和体系不健全,导致渠道成员之间时常发生矛盾。1.不同品牌与共同渠道的冲突企业为争夺强势分销渠道,都会承诺较之竞争对手更为诱人的条件来吸引分销商,由此导致企业之间“互相压价”,中间商渔翁得利。另外,中间商为了自身的利益也可能经营多种竞争性品牌,因此,往往很难权衡各品牌企业的利益…     

现代营销理论下的市场营销分销渠道策划

在经济形式日新月异的当今市场情况下,市场营销理论根据市场和消费者的特征变化不断演变发展。传统营销理论中的分销渠道设计方面也有了较大的发展,不断的朝科技化、高效化发展。本文先概述了市场营销理论的发展脉络,再简述分销渠道的基本分类,详细阐述了现代营销理论下的市场分销渠道的策划,指出现代营销理论下的市场分析渠道策划所存在的问题,在分析问题存在原因的基础上提出合理化建议,进而为更多的分销渠道策划提供借鉴,以现代营销理论下的市场营销分销渠道策划的合理化发展。     

项目驱动型企业的组织管理环境构建研究

针对当前国内企业项目化转型过程中组织适应性的不足,从组织系统的战略、结构和控制流程体系3个关键要素比较项目驱动型企业与作业驱动型企业的组织管理环境差异;同时,在对项目驱动型企业复杂系统特性研究的基础上,提出企业项目化发展的组织管理环境构建原则,提出建立开放动态化战略体系、能动的组织结构与分权体系、职能任务相融合的计划控制体系以及二维分离的绩效管理体系的方法,以期对作业驱动型企业在项目化转型中组织管理环境各要素的调整与重构提供借鉴。     

INFORMATION CHANNEL DISPOSITION AND USE*

The use of information channels by individuals in organizations is substantially discretionary. Although much studied, variation in patterns of discretionary use has yet to be explained adequately in terms of an accepted integrative theory validated across varieties of channel types and organizational settings. In a step toward the development of such a theory, the present paper proposes a basic channel-disposition model that relates an individual's attitude or disposition toward a channel to his/her actual use of the channel in the context of information and channel supply-and-demand structures in the organization. An exploratory study of the dispositions of 186 users of ten management information system (MIS) reports in four organizational settings provides limited evidence in support of the model proposed.     

An attention-based view of short-termism: The effects of organizational structure

Debates about short-termism in business tend to center around the role of shareholder pressures and managers’ incentives, while the role of organizational structure remains understudied. In our paper, we adopt an attention-based lens to elucidate the role of organizational structure in directing the attention of management towards pressures for short-term results at the expense of the long term. Specifically, we argue that greater scale of operations, hierarchy, bureaucracy, and workforce flexibility reduce slack resources available to senior managers and increase the complexity of information presented to them in different ways. As a result, the senior managers shift their attention to short-term pressures, which are more easily understood, at the expense of attention for long-term considerations. Analysis based on a survey of senior managers in 3221 private firms in the Netherlands provides support for our arguments.     

B2C电子商务模式下多渠道分销系统研究综述

随着网络技术及电子商务的迅速发展,众多企业在保持传统零售渠道的同时,开辟电子市场直接向终端消费者出售产品。B2C电子商务模式下多渠道分销系统问题的研究近几年引起企业界和学术界的重视。本文针对近几年B2C电子商务模式下多渠道分销系统的研究成果进行了跟踪,主要从多渠道结构安排和定价、多渠道冲突与协调、多渠道运作管理等问题对国内外研究现状进行了综述,最后提出了该领域未来的研究方向。     

物联网环境下企业组织管理特征、问题与方法

随着物联网、人工智能、智慧城市等万物互联的智能时代来临，在上世纪大规模生产背景下及其之后互联网背景下产生的传统管理学理论，面临着新的挑战，为此，本文以物流行业为应用对象，提出物联网环境下企业组织管理新问题和方法。首先分析了物联网系统和环境的基本特征，然后从结构、流程、行为和宏观环境四个方面，分析了企业在物联网系统、技术和物联网环境下企业组织所具有的特征和性能。基于这些分析，从组织的结构、流程、行为和运作四个方面，提出了物联网环境下企业组织管理研究的科学问题和新的研究方法。为物联网环境或智能环境下企业组织管理研究提供了思路并指出了发展方向。     

The effectiveness and specificity of change management in a public organization: Transformational leadership and a bureaucratic organizational structure

There is an extensive private sector literature on organizational change management. However, recent studies have suggested that the specific context of public organizations may have consequences for the management organizational change. This study examines to what extent different change approaches and transformational leadership of direct supervisors contribute to the effective implementation of organizational change in public organizations, and to what extent the bureaucratic structure of public organizations makes the implementation of organizational change s3pecific. The implementation of an organizational change in a Dutch public organization is studied using quantitative methods and techniques. The results indicate that bureaucratic organizations may effectively implement organizational change with both planned and emergent change approaches. The contribution of transformational leadership depends on the type of change approach and organizational structure. Transformational leadership behavior of direct supervisors contributes little to planned processes of change, but is crucial in emergent processes of change in a non-bureaucratic context. Although the literature on change management mostly emphasizes the leadership of senior managers, the leadership role of direct supervisors should not be overlooked during organizational change in public organizations.     

The changing pattern of distribution

Over the last decade the domestic distribution function has changed its internal and external appearance in order to meet the needs of the market, and enable companies to remain competitive in the market place.The object of this paper is threefold: firstly, to define what changes have occurred within the domestic distribution system; secondly, to identify the reasons for these changes; and thirdly, to forecast future developments within the marketing channel structure.Recently there have been considerable improvements in productivity within the distribution function leading to both absolute cost reductions and increases in customer service levels. Four main factors are considered to have influenced these changes. Firstly, improved management awareness in the role of the distribution functions. Secondly, a significant number of technical developments affecting the operating activities within the distribution function. Thirdly, structural change within the channel and co-operation between the independent channel memebers. Finally, the external channel environment has changed considerably as a result of urban renewal programmes and increasing Government constraints.The methods by which management could achieve change with the distribution function are identified and an outline is given of the problems which may be encountered in the process.It is forecast that planning activities will play an important role in developing the distribution system to meet the market needs of the future.     

Organicity and performance in excellent HRM organizations: the importance of organizational learning capability

Organizational learning capability is a key element in organizational performance. This issue spurs interest to discover how to generate environments with high organizational learning capability. In this paper, we analyze the relationship between the degree of organicity of the structure, organizational performance and organizational learning capability. A total of 251 firms with demonstrated excellence in human resource management took part in the study. Results suggest that the degree of organicity of the structure has a positive relationship with performance perceptions and this relationship is fully mediated by organizational learning capability.     

组织创新、组织能力和组织绩效的关系研究

构建了组织创新、组织能力和组织绩效分析框架,以研究三者之间相互影响的机制和路径,并以华南地区的194家企业为样本进行实证研究。研究结果表明:组织能力是组织创新作用于组织绩效的中介变量;组织能力的前因,来自管理创新的影响大于来自技术创新的影响;组织创新从组织能力影响组织绩效的强度,比从技术创新影响组织绩效的强度更强;组织创新对于组织长期绩效、短期绩效的影响路径有所不同。     

组织环境对工程项目成本管理影响研究——基于中铁二局的案例分析

工程项目成本管理是施工企业生存发展的关键所在。本文从组织环境这一宽泛的视角,探讨组织内外部环境中对工程项目成本管理产生影响的重要因素。以中铁二局为研究对象,通过实地访谈研究识别企业组织环境对工程项目成本管理的影响因素。本文应用扎根理论,通过对访谈数据逐级编码分析,构建了基于组织结构、控制体系和社会关系等三大支持系统的"3S"理论,从而揭示组织环境对工程项目成本管理的作用机制和对企业成本管理的意义。