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广西师范大学硕士学位论文化工染料行业营销渠道策略研究——以江苏亚邦染料有限公司为例姓名：饶强申请学位级别：硕士专业：企业管理指导教师：王艳20070401I-----2004.1997:.19972005-,IIIIIChemicaldyestuffindustrymarketingchannelstrategy----AcaseofyabangdyestufflimitedcompanyGraduatenameQiangRaoInstructorsname:YanWangDisciplines:EnterpriseManagementresearch:MarketingGrade:2004AbstractMarketingchannels,asalinkbetweentheproductandcustomerchannelsIntoday'scompetitiveedgehasbecomethecoreofthenewmold.Guidanceonhowtocorrectlyusethemarketingchannelmarketingchannelmanagement,createacompetitiveadvantageforenterprisestothesuccessofcorporatestrategy.ChannelmanagementandindustrialmarketingchannelsintoFMCGmarketingchannels.Marketingindustrialnotablefeatures:thefewerbuyerstopurchasealargequantity,closetobothsupplyanddemand,thelackofdemandelasticity.professionalprocurement,thepurchaseoftheaffectedpeople,etc.Therefore,aproductmarketinginthecourseofindustrialproductionshouldbebasedonproductcharacteristics,thecombinationofchannelstructure,behaviorandrelationstheories,andsetupthecorrectchannelmarketingstrategycanwininthecompetition.Chemicaldyestuffsindustryasamajorindustrialproducts,outputhasbeentheworld.variouschemicaldyestuffproductscannotonlymeetthebasicneedsofnationaleconomicdevelopment.Moreover,manyproductsalreadyaccountsforaconsiderableshareintheinternationalmarket.Butinthemeantime,chemicaldyestuffsindustryisalsofacedwithalowentrythreshold,thefiercepricecompetitionamongenterprises.developmentability,etc,therefore,Manychemicaldyestuffenterprisesarestrivingtoformulateandimplementthecorrectstrategyformarketingchannelsinthemarketcompetitiontoachievevictory.Thechemicaldyestuffsindustryanalysisandmarketingchannelstrategyexperiencebeneficialindustry'soverallprogressandimprovement.Thisispreciselythepurposeofwritingthispaper.Thispaperyabangdyestufflimitedcompanyisadyestuffproductionofhigh-qualityprincipalbusinessofjoint-stockenterprisesisaleadingenterpriseinthedomesticchemicaldyestuffsindustry.Theexpansionofthecompany'smarketingchannelsveryquickly,theyalsohavetheirownchannelsforefficientIVmanagementandstrategiesisatypicalrepresentativeofthetrade.Companyledaseriesofproductsanddispersedyestuffsdomesticproductranksfirstinthe2005annualsales.Withstrongproductadvantages.Tomeettherequirementsofenterprisestrategicgoals,accordingtodyestuffsproductsintheindustrialmarketismorecompetitivefeatures.Yabangdyestuffsstuffslimitedcompanydevelopedthemarketingchannelstrategy,intheproduct-basedmarketforthecenter,establishasounddistributionnetworkandaleadingdistributorofenterprisemarketingchannelsandcontrolmechanisms.However,inthefaceofmoreintensecompetitioninthemarket,thecompanyfacesthesamemarketingchannelstrategymanyproblems.Forexample,channelresourcesintegrationstrategy,thedevelopmentanduseofnewchannelsandthedeepeningofcustomerrelationshipmanagementandmaintenance,Depthdistributionconflictshavealsoplaguedthedevelopmentofenterprises.Howtosolvetheseproblems?Marketingchannelsforenterprisestoworkouthowtoensurethatthedevelopmentstrategytomeetthedemand?Howtomaintainbusinesschanneledge?Enterprisesarefacingreality.Toconductinvestigationsandinterviews,statisticalinformationanddata,andotherrelevantinformation.Inthispaper,thestatusquoofChina'schemicalindustryandchemicaldyestuffsanddyestuffsindustryintomarketingchannelstrategy,summaryandanalysis,DyestuffsthenYaBangLimitedmarketingchannelsfocusedonthestatusquoandexistingproblems,andanalyzethecauses,Intheprocessofmarketingandthecompany'schannelstrategyforresearchandlessonslearned.channelstrategytoidentifythecompanywonmarketcompetition,industry-leaderoftheroleplayedbytheprocess.Enterprisechannelwillalsodevelopandimplementstrategiestoanalyzetheproblemsthatexist.Andfurtherexplorethee-businessenvironment,enterpriseshowtochannelinnovation,developnewmarketingchannelstrategytoadapttothenewmarketenvironment.Meanwhile,itishopedthatthismarketingchannelstrategyofchemicaldyestuffssLimitedcouldprovidesomeotherchemicaldyestuffsindustryusefulexperienceandreferences.Keywords:ChemicaldyestuffMarketingchannelstrategyChannelinnovation521,,,,,15%-40%23;:;;;41PlaceDistribution19011935(Physicaldistribution):[1](AMA):()[2].:[3]SlywotzkyAdrianJ.[4][5]52.G.[6]1-11-11234567891061-1:1-11-1::;7;1:191619232070:19961970198019691982.19831987IJ20011950620607019661979(1999)(2001)82;;;;;,,19.[7]1950..1960.1244Ps4Rs21-21-2:,10,,712345673[8]:(1)(2)(3)(4)(5)11:()412.A.[9]:..:13()()()1-31-31017985326414185714090%119800.5%,,,,;,,;,,2,,WTO,,,200459.8360%2-1[10]29.1,6.5,22.71520008003073001062-2[11]2-12-2,,,,116,2-42-3,,,,,,,,(),,,,,,,(),,,,,12,345,67,8,1234567172.2-12-1;:19901990IT18WTO19400400020000[12]202-2212-222;;2324[13]2512326,,,,,27.[14]2005,:,[15]281500020200537344-14-120064-2100%55.44%51%XX5%17%17%30%38%29422005171.232000251.8375200531-92604-350%1-24-44344277%17%6%05000010000015000020000025000011000013000015000017500020000010635123501550018400203704530.525558.637370.679030.1310045.62006200720082009201030198680%20%4-54-54-14-11999200020012003200631BtoB,BtoC3-8.4-64-62001500324-720064-714-8,,2006ExportingVolumein2006320,9%