A case study of Chunghwa Telecom Mobile Business on marketing channel contract management model and cooperative relationship

• Main Authors: Hui-Tzu Yu, 余蕙慈
• Other Authors: 作者未提供
• Format: Others
• Language: zh-TW
• Published: 2004
• Online Access: http://ndltd.ncl.edu.tw/handle/32525155143793630219

碩士 === 銘傳大學 === 管理學院高階經理碩士學程 === 92 === Under a circumstance of keen competitiveness at mobile phone market and an uncertainty of technique knowledge, the system carriers deeply realized that the best you can control the channel, the best you can win. For the past two years, a war of promotional channels at telecommunication industries, most likely, had started. The carriers in different industries aggressively upgraded an added-value service platform for mobiles. The mobile phone dealers found that they had to face a rapidly changeable environment in this industry. The voice mail carries needed to find a mutual distribution partner instead of a pure distribution dealer. The target of this survey is focused on the mobile telecom businesses which were carried by the national-base Chunghwa Telecom Co. The scope of this survey was ranging from the information collection, analysis and summaries in telecommunication industry to taking an interview of relative in-charge persons. The objective is to study how and what the Chunghwa Telecom, when to encounter such a keen competitively external environment, is going to take for their mobile phone business; and or to differ the contents of the contract, or to differ the managing or monitoring patterns in between the mobile phone promotional distributors and the added-value-service system cooperative dealers. More, when to talk about the different cooperative patterns, what is the influence in terms of the clarity and the condensed about the contents of the contract? The survey will further elaborate what is the influence in the performance in between the mutual rely-on relationship and the mutual trust relationship. The results from this study indicate that: 1. Once a mutual co-operational relationship between system carriers and distributors has had an obvious and vital influence in annual target completion, revenues, and task interdependence, a concise and condensed contract format will be applied, on the contrary, a high distribution performance could be expected. 2. If the mutual trust in cooperation is high, the system carriers will tend to build a close cooperation relationship with distributors. 3. Under a changeable industrial environment and keen competition, the system carriers will enlarge the cooperation scope with the partners and enhance the primary attraction for cooperation. 4. If the inter rely is high, system carriers will be willing to build up a flexible, interaction and information sharing relationship in order to enhance the mutual trust.