Sales channel building on the example of Russian charcoal company

• Номер работы:
  580444
• Раздел:
  Все работы   →   Магистерские работы   →   Другое
• Год добавления:
  29.02.2020 г.
• Объем работы:
  147 стр.
• Содержание:
  List of Diagrams and Terms v
  Chapter 1 Introductions 1
  1.1 Background and Statement of the Problem 1
  1.2 Purpose and Significance of the Study 2
  1.3 Assumptions, Limitations, and Delimitations 3
  1.4 Summary 3
  Chapter 2 Literature Review 5
  2.1 The Concept of Sales Channel 5
  2.1.1 Definitions 5
  2.1.2 Channel Types 6
  2.1.3 Channel Building 10
  2.1.4 Integration 12
  2.1.5 Channels and Export 15
  2.2 Strategies for Intermediaries in a Sales Channel 20
  2.2.1 Strategies and Functions 20
  2.2.2 Relations among Intermediates: Competition and Partnership 23
  2.2.3 Building Partnership According to Experts 28
  2.3 Customer Relationship Management in a Sales Channel 31
  2.3.1 The Concept of CRM 31
  2.3.2 The Place of CRM in the Sales Channel 35
  2.4 Value Chain and other Instruments of Strategic Analysis 38
  2.4.1 The Essence and the Structure of Value Chain Model 38
  2.4.2 Value Chain Model as a Dynamic Instrument 41
  2.4.3 Other Tools for Analysis 43
  2.5 Summary 48
  Chapter 3 Methodology 47
  3.1 Research Design 47
  3.2 Data Collection and Analysis 48
  3.3 Summary 51
  Chapter 4 Research Findings and Discussion 52
  4.1 Findings 52
  4.1.1 World Market of Wood Charcoal 52
  4.1.2 The Russian Market 60
  4.1.3 The Chinese Market 62
  4.1.2 Russian Legislation 65
  4.1.3 Import of Wood Charcoal to China 70
  4.1.4 Cultural Factor in Business Communications 71
  4.1.5 Short Information about the Company 75
  4.1.6 Product Features 76
  4.1.7 Technology 78
  4.1.8 Standards for Charcoal in Russia 81
  4.1.9 Main Features of Charcoal Business 82
  4.1.10 The Study of Consumers 98
  4.1.11 The Study of Intermediaries 107
  4.2 Discussion 110
  4.2.1 Market data 110
  4.2.2 Estimation of the Resource Base 113
  4.2.3 Value Chain Analysis 115
  4.3 Suggested Solutions 118
  4.4 Plan of Implementation 121
  4.5 Summary 122
  Chapter 5 Conclusions 130
  5.1 Summary of Findings 130
  5.2 Discussion and Results 132
  5.3 Suggestions for Future Research 133
  5.4 Summary 134
  References List 135
  Appendix 148
  Acknowledgements 154
  
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  Chapter 1 Introductions
  1.1 Background and Statement of the Problem
  Each organization tends to achieve such a goal as creating value. As a rule, it is related to gaining profit through the creation of a competitive advantage . Moreover, this competitive advantage should be supported on a long-term basis .
  To achieve desired results, correct alignment of work is necessary . Because the existing environment of the company includes both internal and external environments, the efforts should be made in these directions. Under the influence of management decisions, a change in the parameters of the internal environment occurs and the ability to adapt to the external environment is manifested. It allows the company to move in the direction of implementing the relevant tasks .
  Because external factors can be hardly controlled, good adjustment of internal factors may decrease their negative influence and provide balance to the organization. It evidences the necessity to build a reliable system of management.
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