中小型IT企業(yè)營(yíng)銷(xiāo)渠道管理探討—以“321科技”為例.pdf

1、Y‘770493飪旦大學(xué)學(xué)投代碼：10246學(xué)號(hào)；02202521U碩士學(xué)位論文中小型IT企業(yè)營(yíng)銷(xiāo)渠道管理探討～以“321科技’為例院系(所)：管理學(xué)院專(zhuān)姓業(yè)：名：工商管理王祖超指導(dǎo)教師：駱品亮完成日期：200俾lO月16日022025210王祖超中小型盯企業(yè)營(yíng)誚渠道管理探討——以。321科技”為例AbstractAlongwiththedevelopmentoftheworld’SITindustry，china’SITmarketh

2、asbecomeoneofthelargestmarketintheworldSincethelast20years—espec：allythemiddleof1990s—therearegreatchangesinboththenumberandSizeofchi[1a’sITenterprisesLargecompanies1ike1enovo，F(xiàn)angzheng，Neusoft，Kindeehaveinfluencedgreatl

3、yonthedomesticmarketatthesametime，thousandsofmedium—SizedandsmallITcompanieshavebeendevelopingquicklYtlowever，marketingiSalwaysanobstacletothedevelopmentofthosemedium—SizedandsmallIRcompaniesbecausetheylackincapital，mark

4、etresourcesandthebrandforceThereforewhatkindofsaleschanneltochoose，hasbeenarami1iarproblemforthesecompaniesOutersaleschanneliSamust—bechoiceforthemedium—sizedorsmallITcompaniesConsideringthefactofsmallcapitalandbrandforc

5、e，themanufactureshavenotenoughcapabilitytoinfluencethemarketing：andthecompetitionofthemarketiSgrowingmoreandmoreferocfOUStlence，matters1ikehowtochoosethechannelhowtodealwiththeconfliCtiSaproblemtothemAsasalespeoplewhohas

6、workedintheITindustryfor5years，Itriestoputforthsomequestions，diSCUSSthem，andfinal1y，reachsomeusefulconclUSionslIorthesaleschannelofmediumsizedandsmalliLcompaniesKeywords：medium—sizedandsmallcompanies，IT，Channel，321techno