Channel management strategies of the unit trust industry in Hong Kong.
by Ip Sum-Sum. === Thesis (M.B.A.)--Chinese University of Hong Kong, 1998. === Includes bibliographical references (leaves 36-37). === ABSTRACT --- p.ii === TABLE OF CONTENT --- p.iv === LIST OF CHARTS/ TABLES --- p.v === Chapter CHAPTER I --- INTRODUCTION --- p.1 === Definition of Channel Manag...
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| Format: | Others |
| Language: | English |
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1998
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| Online Access: | http://library.cuhk.edu.hk/record=b5889396 http://repository.lib.cuhk.edu.hk/en/item/cuhk-322087 |
| Summary: | by Ip Sum-Sum. === Thesis (M.B.A.)--Chinese University of Hong Kong, 1998. === Includes bibliographical references (leaves 36-37). === ABSTRACT --- p.ii === TABLE OF CONTENT --- p.iv === LIST OF CHARTS/ TABLES --- p.v === Chapter CHAPTER I --- INTRODUCTION --- p.1 === Definition of Channel Management --- p.1 === Critical Success Factor of Channel Management --- p.2 === Objective of the Study --- p.5 === Methodology --- p.7 === Research Design --- p.7 === Limitation --- p.8 === Chapter CHAPTER II --- INDUSTRY BACKGROUND --- p.9 === The Unit Trust / Mutual Funds Industry in Hong Kong --- p.9 === Definition of Unit Trusts/ Mutual Funds --- p.10 === Unit Trusts Business Growth --- p.10 === Chapter CHAPTER III --- CHARACTERISTICS OF THE UNIT TRUSTS DISTRIBUTION CHANNEL --- p.13 === Three Level Conventional Marketing Channel --- p.13 === Multi-Relationships in Channel Management --- p.14 === Clear Division of Work and Responsibilities --- p.16 === Marketing Cooperation --- p.16 === Transactions Handling and Servicing --- p.18 === Commission Based Revenue Sharing Mechanism --- p.18 === Chapter CHAPTER IV --- EVALUATION OF THE EXISTING UNIT TRUSTS CHANNEL --- p.20 === Cost Perspective --- p.20 === Cost Effectiveness to Tackle the Mass Market --- p.20 === Customer Base Leveraging --- p.21 === "Standard Products, Standard Price" --- p.22 === Adaptation Perspective --- p.23 === Flexibility in Alignment with Business Strategies --- p.23 === Control Perspective --- p.24 === Control in Communication --- p.24 === Possible Differences in Business Priorities --- p.25 === Business Flexibility Being Limited --- p.27 === Chapter CHAPTER V --- DILEMMA IN THE EXISTING CHANNEL MANAGEMENT --- p.28 === Chapter CHAPTER VI --- HINDRANCES TO THE INDUSTRY - OTHER FACTORS --- p.30 === Overall Investment Environment --- p.30 === Hong Kong Investors' Attitude --- p.30 === Regulatory Regime --- p.31 === Chapter CHAPTER VII --- RECOMMENDATIONS --- p.32 === Focused Approach in Distribution Relationship --- p.32 === Focused Approach in Target Segment --- p.32 === Strategic Alliance --- p.33 === Technology- Led Information Delivery --- p.33 === Periodic Checks with the Distributors --- p.34 === Product Development According to the Needs of Distributors --- p.34 === Chapter CHAPTER VIII --- SUMMARY AND CONCLUSION --- p.35 === BIBLIOGRAPHY --- p.36 |
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