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Mechanismen der Vertriebskanalsteuerung by Struijk, Tijmen

Mechanismen der Vertriebskanalsteuerung

by Tijmen Struijk
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Book cover type: Paperback
  • ISBN13: 9783330859883
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Verlag Unser Wissen
  • Publisher Imprint: Verlag Unser Wissen
  • Publication Date:
  • Pages: 52
  • Original Price: GBP 25.14
  • Language: German
  • Edition: N/A
  • Item Weight: 82 grams
  • BISAC Subject(s): General

Da immer mehr Unternehmen in der High-Tech-Branche auf unabh�ngige Wiederverk�ufer f�r den Vertrieb angewiesen sind, nimmt der Einfluss von Channel-Incentive-Programmen zu. In dieser Arbeit wird die Auswirkung von ergebnisbasierten Channel-Incentive-Vertr�gen auf die Unternehmensleistung untersucht. Dar�ber hinaus werden die Interaktionseffekte der Organisationskultur des Lieferanten untersucht. Die Forschungsfrage, die beantwortet werden soll, lautet: "Wie wirken sich ergebnisorientierte Vertr�ge auf die Effektivit�t eines Motivationsmechanismus (eines Kanalanreizprogramms) aus?" Die Unterfrage dieser Arbeit lautet: "Wie wirken sich verschiedene Arten der Organisationskultur des Zulieferunternehmens auf die Beziehung zwischen ergebnisbasierten Vertr�gen und der Unternehmensleistung aus?" Die Untersuchung hat keine signifikanten Auswirkungen auf diese Hypothesen ergeben. Die akademische Relevanz dieser Arbeit liegt in der Perspektive dieser Untersuchung. W�hrend sich die fr�here Literatur haupts�chlich auf die Wiederverk�uferseite der Beziehung konzentriert hat, betrachtet diese Arbeit die Seite der Lieferanten. Diese Arbeit ist f�r Manager wertvoll, da sie eine neue Methodik zur Untersuchung der Organisationskultur von Wettbewerbern bietet und ihre Ergebnisse potenzielle M�glichkeiten in der Branche aufzeigen.

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