编号________本科生毕业论文我国IT企业分销渠道探析TheAnalysisofTheITEnterpriseDistributionChannelsinOurCountry学生姓名吴日忠学号070924126指导教师张淑杰学院经济管理2011年6月摘要激烈的市场竞争、多变的市场需求，使1T企业分销渠道发生了剧烈的变化。传统的线性为主、层次分明的主流渠道模式已逐渐被以客户为中心的渠道模式所代替，整个1ASKChangchunUniversityofScienceandTechnology渠道价值链止向服务和增值型的方向迅速转型。木文以市场营销学基本理论为基础,从我国IT企业的分销渠道模式、结构、存在的问题、发展趋势等方面对目前国内外有关IT企业分销渠道方面进行了论述，力求帮助企业在进行渠道管理时提供决策依据，规范渠道成员的市场行为，加强企业渠道的凝聚力和竞争力，提高企业渠道的整体运作效率和效益，实现企业和渠道成员的双赢。关键词：IT企业分销渠道渠道管理AbstractFiercemarketcompetition,changingmarketdemand,distributionchannelssothatITcompaniesdrasticchangeshavetakenplace.Traditionallinear-based,structuredchannelmodelhasbeenincreasinglymainstreamcustomerasthecenterchannelmodeisreplaced,theentirevaluechainchannels,serviceandvalue-addedpositivedirectionofrapidtransformation.Inthispaper,thebasictheoryofmarketingbasedITcompaniesfromourdistributionchannelmodel,structure,problems,trendsandotheraspectsofthecurrentdomesticandforeignITenterprisesdistributionchannelsarediscussed,andstrivetohelpenterprisesinProvidebasisfordecisionmakingchannelmanagement,channelmembersregulatemarketbehavior,strengthenthecohesionandcompetitivenessofthechannel,andimprovingoveralloperationalefficiencyandchannelefficiencytoachieveawin-winbusinessandchannelmembers.Keywords:ITenterprise；Distributionchannels；Managementofchannel目录摘要.........................................................................................................IABSTRACT.............................................................................II目录.......................................................................................................III引言.........................................................................................................1第1章企业分销渠道概述.............................................................................21」企业分销渠道的概念与特征..................................................................21.2企业分销渠道的功能...........................................................................21.3企业分销渠道的流程...........................................................................31.4企业分销渠道的基木结构.....................................................................5141分销渠道的层级结构.......................................................................51.4.2分销渠道的宽度结构.....................................................................6第2章我国IT企业分销渠道分析.................................................................72」IT企业分销渠道的特殊性....................................................................72.2我国IT企业的分销渠道模式.................................................................82.3我国IT企业渠道管理存在的问题..........................................................9第3章我国IT企业分销渠道管理的措施......................................................113」我国IT企业渠道管理存在的问题分析..................................................113.1.1以全局的高度，提升合作意识.......................................................113」.2独立完成渠道设计...