CT's Distribution Channel Development Research

This paper reviewed the channel development of Chinese Telecom Corporation (CT). Based on the analysis of status quo and shortages of CT's channel, I proposed to improve it by developing distribution channel as reinforcement of CT's self-made direct channel. Then using channel design theory, I analysed the influencing factors of distribution channel structure, and put forward a framework of CT's distribution channel system and its rough operational mode.The dissertation is combined with four sections. The first section including chapter 1 and 2 reviewed the channel development of Chinese telecom industry, explained the importance of the topic, and introduced some related basic theories. Section 2 including chapter 3 is the research on the necessity of developing distribution channel. Firstly, I made a description about how the evolution of CT's channel went though three stages, and detailedly analysed the existing channel system and the shortcoming of its structure and function. Then with comprehensive consideration of the competition situation, product trasformation and corporation development, I explained the necessarity of developing distribution channel. Section 3 including charper 4 used the theories of the adaptability of channel with customers/products and SWOT to expound the influencing factors of channel design, including product, customer, corporation's resource, industry situation, and competitors' channel strategy. Then by comparing the differences and characteristics of four channel modes, I proposed the framework and basic operational mode of distribution channel system that is fit for CT. Section 4 including chapter 5 is a brief introduction of some important issues to which CT should pay attention when implement the distribution strategy, such as...