New Channel Advocacy: The Way of Strategy in the Era of Channel Transformation

Author: Jia Changrong
Publisher:
Publish Date: 2005-12-01
Features: The Way of Strategic Cooperation in the Era of Channel Transformation. The deviation in channel strategy execution is fundamentally a mismatch in channel models, which is the primary manifestation of channel conflicts. The approach to resolving these conflicts lies in comprehensively integrating organizational resources to provide [personalized] services to downstream channel partners, thereby enabling them to execute the manufacturer's channel strategy as perfectly as possible. The movement and transformation of channels are filled with the "sobs" of pain from the vulnerable groups in the channel chain being exploited, and the "brutality" and "bloodshed" of being "crushed out." They are also overflowing with the "cheers" and "rejoices" of the dominant groups seizing the resources of the vulnerable, as well as an insatiable desire for possession and expansion. Tracing the root cause, it is precisely because channel cooperation has yet to establish a "win-win rule" based on "value exchange" that the channel chain has become overly fragile, leading many companies to be unable to withstand the storms of the market and to "capsize" in the chorus of "channel dominance." To provide readers with more vibrant channel insights and help more companies achieve channel innovation, the author has made tireless efforts to ensure that the author's fresh channel ideas are written into this book. In this book, the author strives to present the new trends, emerging signs, new perspectives, and innovative ideas in channel operations in a practical and case-based manner, vividly showcasing them to the readers.