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member recruitment 41
4.3 The channel conflicts 44
4.3.1 The vertical conflicts 44
4.3.2 Horizontal conflicts 45
4.3.3 The multi conflicts 45
4.3.4 The power that Owens Coring employing 46
5 Discuss 48
5.1 The SWTO analysis 48
5.2 The channel design at the entry 51
5.2.1 The analysis of the strategy of channel structure 51
5.2.2 The analysis of channel member recruitment 55
5.3 The analysis of the channel conflicts in Owens Coring 56
5.3.1 The channel member and their power 56
5.3.2 The usability of power for the conflict resolution 57
6 Conclusion 63
6.1 marketing channel in China 63
6.1.1 The channel structure 63
6.1.2 The factors that impact the strategy at the entry 65
6.1.3 The evaluation of the distributors 66
6.1.4 The channel conflicts in the developing market 66
6.2 Recommendation 68
6.3 The limitation of the study 70
Reference 73
Appendix 1 Summary of the interview with Owens Coring 79
Appendix 2 Summary of the interview with the distributors: an example 82
Appendix 3 the table of AHP used in the interview 84
Appendix 4: the data processing: an example 85

List of table
Table 1 the method to resolve the conflict from Christine. et al 23
Table 2 the categories of critical success factors for structure design 29
Table 3 the channel structure adopted by Owens Corning 30
Table 4the channel conflict resolution in Owen Corning 31
Table 5 the channel member and the allocation of task 41
Table 6 the examination content during the preliminary selection 42
Table 8 the first level’s integrative weight of Owens Coring 43
Table 8 the second level’s integrative weight of Owens Coring 43
Table 9 the second level’s integrative weight of Owens Coring 44
Table 10 the table for project declaration for distributors of Owens Coring 47
Table 11 the policy of return point in Owens Corning 47
Table 12 the character of different channel structure 51
Table 13 the pay-off between the two distributors for the first time 60
Table 14 the payoff when Owens Corning adopted the punishment policy 60
Table 15 the pay-off between the two distributors in finite game 60
Table 16 the game between the distributors and Owens Corning 62
Table 17: the second level investigation for Channel efficiency 83
Table 18: the second level investigation for Channel cost 83
Table 19 the second level investigation for Channel power 84
List of figure
Figure 1Descriptive model of infra-channel conflict 21
Figure 2 the AHP model for evaluation of distributors 33
Figure 3 the process of channel design 37
Figure 4 the channel structure of Owens Corning 38
Figure 5 the routine of recruitment of distributor in Owens Coring 41
Figure 6 the value chain of glass fiber industry in China 50
Figure 7 the choice for Owens Coring 62

 
1 Introduction
The main function of marketing lies on the business processing which include marketing activity management, marketing plan management and monitoring market competition. And in the marketing four factors, the marketing channels are the lower end of the va本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。