金蝶ERP分销渠道管理与创新研究

华中科技大学硕士学位论文金蝶ERP分销渠道管理与创新研究姓名：张军申请学位级别：硕士专业：工商管理指导教师：李长江20081031I15ERPSAPERPERPERPSWOTERPERPERPERPERPERPIIAbstractAfter15yearscontinoulydevelopment,KingdeeGrouphasbeenakeyplayerinChinaERPmarekt.Howerver,theexistingmarketplacehasdeclinednowbecauseofthemainrivals’strongcompetitions,suchasSAPandUF,thefamousERPcompaniesathomeandabroad.Moreover,thesingle-channelcoverage,theweakmarketingandservicingcapabilitiesofthecurrentdistributorsofKingdeeGroupandtheinappropriatechannelsconrollingmeansseriouslylimitsthedevelopmentofKingdee’corecompetitivenesses.ThereforeafteranalyisthecompetitionenviromentofChinadomesticmarket,itseemstobemoreandmoreimportantforKingdeetobuildupanewandpracticaldistributionchannelsinthemarketplace.ThedissertationdiscoveriestheopportunitiesandthreathtensofKingdeeafteranalysesthemacroeconomicenviroment,industrialcompetitionandmarketingdemands.Duringtheanalysis,theSWOTanalysismethodalsobeusedThenitillustratesthemainproblemsandweaknessofthedisbritutionchannelmanagementofKingdeeaftertheanalysisontheinternalbusinessenviroment,suchasbusinessresources,companystrategies,corecompetitivenesses,distributionmamagmentsystems,disbritutionmarketingoperationsofthestatusquoandsoforth.Finally,itsuggestsKingdeetoapproachalong-termdisbritutiondevelopmentstrategyforthewholegroup.ItalsorecommendsKingdeewouldlaunchtheinnovationbothonERPdistributionchannelmanagementandmanagementstyle.Thedissertationjointsthetheoriesandpracticaltogether,implementsresearchbothonqualitativeandquantitivemethods.TheresearchresultwouldcontributenotonlyonKingdeeERPdistributionchannelre-buildingup,italsowouldbebeneficiarytothekeyplayersofERPindustrialinChinadomesticmarket.Keywords:KingdeeERPsystemsEnterprisemanagementsoftwareDistributionchannelsChannelPartnersManagementInnovation111.1ERP1.1.1ERPERPEnterpriseResourcesPlanningGarterGroupERP[1]ERPERPERP1.1.2ERPERP[2]204050”MRP”MaterialRequirementsPlanning”204050MRPMRP2206070MRPMRPIIMRPII2060MRPMRPIICIMSMRPII20702080MRPIIERPMRPIIERP2090GartnerGroupMRPIIERPERPMRPIIERPITERPERP1.1.3ERP1981MRPII3ERP20ERPMRPII19902000MRPII/ERPERP20012010ERPERPERPERPERP1.2ERPCCWResearch2007251.21418.2%2011477[3]ERPCCIDERP604020SAPSage[4]20ERPERPERPERP15ERP[5]4352000WTOSAPSageERPERPERPERP5ERPERPERP1.3ERPERP1-11-14231622.12.1.1[6]·/[7][8]/2.1.21[9]7232.1.3[10]2.1.41[11]82[12]3[13]2.22.2.1[14][15][16]92.2.2[17]1[18]2MRC————————————3()42.2.3208010[19][20]113ERPERPERPERPCRMHRSCMBIOA3.13.1.1ERP208090ERPWTOERPERPERPERP20ERPERPERPERPERP3.1.212007CCWResearch2007248.512006206.7520.2%106.5921.4%12141.9219.3%[21]2200766.2%62.925.33-13-120072006(2007(06/0753.3062.9518.10%45.2053.1617.60%41.1348.4917.90%19.8024.4123.30%19.0123.7424.90%16.3019.7221.00%12.0116.0433.50%206.75248.5220.20%CCWResearch20.2%200732007133-22006-20072006(2007(06/07200772.6086.1018.60%34.60%37.9044.9818.70%18.10%30.4937.0121.40%14.90%15.3918.7121.60%7.50%13.5216.1419.40%6.50%11.0413.0818.50%5.30%10.5812.9222.10%5.20%5.526.5518.70%2.70%4.745.5216.40%2.20%4.987.4950.50%3.00%206.75248.5220.20%100.00%2007200742007SAPOracleSaaSERP143.1.32007SAPORACLEERPBI200712.3%SAP7.3%7.0ORACLE(3-3)3-3200713.112.30%SAP7.87.30%7.457.00%ORACLE5.14.80%3.813.60%3.12.90%66.2362.10%106.59100%33.77%66.23%Infor20073.1.418.2%2012605.6CCWResearch200815CCWResearch2008296.5200719.3%168.3200618.6%20.3%128.23.23.2.11993880268502007IBMIBMSOASaaS[22]54346003.2.2800WindowsKISDNAERPK/3MDAERPIIEASJAVAApusicSOABOSApusicBOS16KISK/3EASERP3AAnyoneAnytimeAnywhere3.2.354600432000500ERPIDGERPAMTERPCCW20062007GartnerSOA503.2.41ITERPCallCenter2KingdeeWay175033.2.5[23]200720077.6623%1.3842%2008630,53029.00,34.45%2.84[24]2010201003-12008-2010183.2.612199319981999IDG3000200764IBM20012,120057200112ERP2006421ERP200795ERPERPERPA20093WindowsJAVAWAPEIS19KISK/3EASERP4200320052006ERPBOS200862000500403.3SWOT3.3.115ERP4346005002000ERP3.3.2ERPERP[25]ERPBOS20ERPERPERPERPERPERP3.3.3ERPHREAS97K/3KIS3.3.4ERPSAPORACLEERPSAPERP2006SAPORACLESageERP21224ERPERPEASK/3KISK/3KIS4.1SAPOracle200320035ERP+20052320053IBM2006SAP4.24.2.11[26]23244.2.2K/3KIS1K/3K/3K/3K/3HRK/34-12KISKISKISKISKISKIS4-1K/3K/3K/3K/3HRvvvvvvvvvvvvvvK/3K/3+()K/3+()K/3++K/3HRHR254.2.3BOS4.2.42008600K/3KIS4.34.3.15002000264.3.2Saas4.3.32005274.3.4SAPOracle4-2NCU9EASU9U8U8K/3K/3U8U8U6K/3K/3K/3KIS4-2ERPVSERP()()5030001000EASK/3NCU9203000600202000300K/3U9U85500100K/3K/3U8U8220020U811003K/3KIS0.1201KIS4.3.5ERP2008SAPOracle2897SAPOracle2008295ERP5.15.1.1[27]1ERPERPERP2GDPn200013ERP30ERPERP5-15-1EASK/3KISK/3KIS25.1.2ERPERP5.25.2.131ERP5-25-2EASISVSIK/3ITISVSIKISISVSIERP5.2.215-13222006,32CRM433CSP53310669125.2.3[27].20308090[28]34125.2.4[29]35[30]12345.35.3.136[31]ERPERP5.3.2[32]2007ERP2007KSPP2007Openday375.3.3ERPSIISVITIT/KISB2C5.3.4[33]2006ERP385.3.5SOASAPORACLE20083420099.8%3%4%4303800ERPSAPOracle2008ERPERP39ERPERPBOSERPERPERPERPERPPSSPKEPPKSPP4041ERPERPERPERPERPERPERP422MBA2008103143[1].ERP[EB/OL].[2].ERP[EB/OL].[3]CCWResearch.2006-2007[J]..2007,5(1):