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1、上海交通大学硕士学位论文导体分销商的市场竞争战略研究---以公司为例姓名：熊海锋申请学位级别：硕士专业：工商管理导教师：王方华20040111THESTRATEGYRESEARCHONTHEMARKETINGCOMPETITIONOFSEMICONDUCTORDISTRIBUTOR---XYCOMPANYASANEXAMPLEABSTRACTThisthesisfirstlyintroducestheconceptofdistributionchannelanddistributor,andreviewsthehistoryofthedistributionindustrydevelopm
2、entinChina.TheauthorgivestheoutlineoftheChinesesemiconductorindustryandanalyzesthebasiccommercialcircumstancebriefly.Secondly,thisthesismakesitclearthatwhatthebusinessmodelandthecurrentstatusofthesemiconductorindustryareinChina.Thesemiconductorproductsincludetwospecies.Oneiscommodity.Theotheristhe
3、ASSP.Thebusinessmodelisdifferentaccordingtothesetwokindsofproducts.Later,theauthorsumsupthatwhatthecorecompetenceandthemarketingstrategyare,afterthisthesisanalyzedthedataofmarketsurveyonthesemiconductordistributionmarket.Thirdly,theauthor,withrichexperienceinsemiconductordistributionindustry,setsX
4、YCompanyasanexampletopresenthowtorealizethemarketingstrategy.Basedonthisanalysis,weknowthecorecompetencesofXYCompanyaretheproductintegrationability,demandcreationability,turn-keysolution,technicalsupport,expertiseinnichemarket,etc.Thereafter,onthecustomers'viewpoints,theauthordiscussesthemajorconc
5、ernshowtheendcustomerschooseasupplierashispartner.Anexcellentsuppliermusthavebestperformanceonthemarketpartition,theproductposition,logistics,finance,salesnetwork,value-addedservice,closerelationshipwithcustomers,etc.Intheend,theauthordrawsamatrixaboutthedifferentdistributors'styleandthedirectiono
6、ftheirdevelopment.Then,theauthorconductsanexploringresearchonthefutureofthedistributionchannelinChinamarket,andpointsoutthedevelopmentopportunitiesofthedistributorsinthefourdifferentdirections.Finally,theresearchprovidessomesuggestionstoletthesedistributorsadapttheirmarketstrategytomeetthecustomer
7、s'requirementsmoresuitably.KEYWORDS:semiconductor,distributor,corecompetence,strategy上海交通大学MBA学位论文半导体分销商的市场竞争战略研究…以XY公司为例Tf_JL_刖言写作背景在新环境下，本世纪头二十年，电子产业将是发展最快、覆盖范围最广、最具市场潜力的领域之一。决定中国电子产业在本世纪前二十年将持续发展有以下四大因素：(1)中国人
