A Study on Factors of Channel Power between Manufacturers and Distributors in IA Industry of Taiwan

• Main Authors: Chiang-Hai Lin, 林江海
• Other Authors: Hrong-Der Lu
• Format: Others
• Language: zh-TW
• Published: 2003
• Online Access: http://ndltd.ncl.edu.tw/handle/w9f26p

碩士 === 中原大學 === 企業管理研究所 === 92 === In the past ten years, enterprises build up an important manufacturing base in world wide via cooperating with government. Currently, PC has faced a limited development due to market saturate and technic limitation. In future, most studies expect that IA (information application) will replace PC as super star in next stage. In PC industry, Channel has been another focus for competing in past years. For IA industry, enterprises will face the same competed mode. Therefore, enterprises should understand industry structure and some key factors within this campaign first, and then select the right strategy so that enterprise will win the campaign within IA industry. Initiative, this study review some related theory－channel climate, channel structure, transaction mode, which affect the channel power via former studies verification. Moreover, this study also considers the relation between channel climate and channel power in aspect of ecosystem, the relation between channel structure and channel power in aspect of structure, the relation between transaction mode and channel power in aspect of context. Finally, proof this study theory frame via interviewing with managers within IA industry. This study summary some conclusion as follows: 1. Channel power will be various under different channel climate; this study also found that manufacturer obtains stronger channel power under channel structure with cooperative atmosphere. 2. Channel power will be various under different channel structure, this study also found that the more autonomic in channel, the less channel power which manufacturer get. 3. Channel power will be various under different transaction mode within channel members. If transaction within channel only focus product, the channel power will be unobvious.