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20世纪中后期信息技术的广泛运用促使新经济在世界范围内逐步兴起;加入WTO和快速改革发展的我国也纳入到这个浪潮之中,我国经济进入由传统经济向新经济,由计划经济向市场经济转变的新时期。我国传统的工业品分销体系也朝着市场化方向逐步调整发展,但我国工业品领域在改革开放过程中的发展步伐滞后于消费品,更落后于全球市场的演变进程。大多数企业依然是守株待兔的分销模式,仅靠打打电话、上门推销或者听从上级指令调拨的方式已经不能适应经济发展形势的需要,不符合新经济条件下企业生存和发展的客观要求。本文指出了新时期影响企业进行工业品分销模式选择的八个关键因素,以望能对工业品生产和营销企业的分销模式变革予以理论上的指导。
The extensive use of information technology in the late 20th century led to the gradual emergence of a new economy around the world. China, which has entered the WTO and has been rapidly reform and development, has also been included in this wave. China’s economy has entered the transition from a traditional economy to a new economy and a planned economy to the market New period of economic change. China’s traditional industrial distribution system has also been gradually adjusted toward the direction of marketization. However, the pace of development of China’s industrial products in the process of reform and opening up has lagged behind that of consumer goods and lagged behind the evolution of the global market. Most enterprises are still waiting to get used to their own ways. Only by phone, door-to-door marketing or listening to orders from higher authorities can no longer meet the needs of economic development and do not meet the objective requirements of the survival and development of enterprises under the new economic conditions. This article points out eight key factors that affect the choice of industrial products distribution mode in the new era, in the hope of providing theoretical guidance to the reform of the distribution mode of industrial products production and marketing enterprises.