IT渠道商生存與發(fā)展研究.pdf

1、對外經濟貿易大學碩士學位論文IT渠道商生存與發(fā)展研究姓名：成春光申請學位級別：碩士專業(yè)：工商管理指導教師：賈懷勤20050501IIIABSTRACTInchapter1theauthornarratesthehistoryanddevelopmentofITintermediarymerchantsinChina.25yearspassedfromtheriseofChinaITintermediarymerchantsin1980w

2、henMr.ChenChunxianestablishedthefirstZhongguancunprivatehightechenterprise.Thewholehistoryisdividedintofivesuccessivephasesinthisarticle.CharacteristicsofEachphasearenarratedindetailseparately.Inchapter2theauthorstatesth

3、eITmerchants’currentandexistencesituationbyfigure.ThenationalITintermediarymerchantsquantityhasalreadytopped76000byyear2004andthenumberofemployeesexceeds1million.Atthesametimethetotalturnoverhasalreadybeencloseto300billi

4、onyuan.Theaverageturnoverrisesto3910000yuanthisyeartoo.Inchapter3fivemainchallengeswhichChinamerchantsfacesarepresented.1)Manufacturersdoawaywithahierarchicalchannelsystemstrategy.2)WiththeChinaentryintotheWTODomesticITm

5、erchantswillcompetewiththeforeignmerchantswithnewchannelmode..3)BecauseofhomogeneityofITproductspricecompetitionisbecomemoreandmorefierce.TheprofitofITmerchantsdropssharply.4)Manufacturersmarketingtacticsandthenationalfi

6、nancialpolicybringgreatcapitalpressuretoITmerchants.5)ThelivingspaceofITmerchantsispushedunderthediversificationchannelpolicyofmanufacturers.Inchapter4theauthorproposethreecountermeasuretothechallenges:1)Thecommercialmod