长春理工大学本科毕业论文编号本科生毕业论文我国IT企业分销渠道探析TheAnalysisofTheITEnterpriseDistributionChannelsinOurCountry长春理工大学毕业论文PAGE\*MERGEFORMAT18长春理工大学毕业论文Ⅰ摘要激烈的市场竞争、多变的市场需求，使IT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，整个渠道价值链正向服务和增值型的方向迅速转型。本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ⅡAbstractFiercemarketcompetition,changingmarketdemand,distributionchannelssothatITcompaniesdrasticchangeshavetakenplace.Traditionallinear-based,structuredchannelmodelhasbeenincreasinglymainstreamcustomerasthecenterchannelmodeisreplaced,theentirevaluechainchannels,serviceandvalue-addedpositivedirectionofrapidtransformation.Inthispaper,thebasictheoryofmarketingbasedITcompaniesfromourdistributionchannelmodel,structure,problems,trendsandotheraspectsofthecurrentdomesticandforeignITenterprisesdistributionchannelsarediscussed,andstrivetohelpenterprisesinProvidebasisfordecisionmakingchannelmanagement,channelmembersregulatemarketbehavior,strengthenthecohesionandcompetitivenessofthechannel,andimprovingoveralloperationalefficiencyandchannelefficiencytoachieveawin-winbusinessandchannelmembers.Keywords:ITenterprise；Distributionchannels；ManagementofchannelⅢ目录TOC\o"1-3"\hHYPERLINK\l_Toc18272摘要ⅠHYPERLINK\l_Toc30249AbstractⅡ目录..............................................................................................................................................IIIHYPERLINK\l_Toc12108引言PAGEREF_Toc121081HYPERLINK\l_Toc26991第1章企业分销渠道概述PAGEREF_Toc269912HYPERLINK\l_Toc308841.1企业分销渠道的概念与特征PAGEREF_Toc308842HYPERLINK\l_Toc32871.2企业分销渠道的功能PAGEREF_Toc32872HYPERLINK\l_Toc232211.3企业分销渠道的流程PAGEREF_Toc232213HYPERLINK\l_Toc86801.4企业分销渠道的基本结构PAGEREF_Toc86805HYPERLINK\l_Toc23931.4.1分销渠道的层级结构PAGEREF_Toc23935HYPERLINK\l_Toc280591.4.2分销渠道的宽度结构PAGEREF_Toc280596H