The Study Of Optimization Of Management On Reseller Channel Of Firm D By Means Of Perspective Of Value Co-creation

Computer vision technology has been propelled by breakthrough of machine learning and in particular deep learning,which greatly broadens various demand scope as well as boost the technology development of computer vision.What’s more,computer vision technology plays a key role in image classification,face recognition,intelligent transportation,smart medical technologies and so on.Due to its extensive computable scenarios,it has been applied to finance,justice,military,public security,aerospace,electric power,education,medical and other industries.Since computer vision technology is deeply compatible with the business of these users,it is regarded a necessary part of the digital transformation.Under the above circumstances,there are a number of companies of computer vision technology emerged at the beginning of this century in China mainland.In the past 2 decades,Chinese companies grew up and evolved into domestic industrial ecosystem in the field of computer vision.However,such companies needs key components that depends heavily on overseas suppliers,which leads to challenge f om time to time.While the domestic market becomes mature and competitive,domestic manufacturers with improved product performance still rely on and limited by distributors to ensure efficiently circulation as well as achieve the growth of sales revenue.Herein,this paper used Delphi methodology,analytic hierarchy process and fuzzy comprehensive evaluation to identify the existing problems in marketing channel management.The channel manager and the holder of dealer were interviewed to plot an evaluation system of channel performance by means of perspective of manufacturers,which adopt analytic hierarchy process as well as judgment matrix in scoring of expert.Next,Matlab software was applied to verifying consistency of matrices and calculate the weights of elements.Furthermore,questionnaire survey was used to collect data with 5-level Likert scale and verify the reliability and validity by SPSS 25.0 software.Then,the methodology of fuzzy comprehensive evaluation was employed to calculate the score of channel performance.Consequently,the result shown the score of marketing channel performance by qualitative and quantitative empirical analysis.Finally,a conclusion was made by combing the realistic operation status with the problems in D Company’s channel management including of low market share,insufficient channel coverage,weak channel control,declining customer satisfaction and retention rate,and speculation problems of members.In order to ramp up the marketing channel management performance of D company,this study proposed a framework model of value co-creation to integrate the resources of the participator and make interaction between channel manager and dealer,which generate a closed-loop system from the opportunity identification,value proposition,value delivery,and value co-creation.Additionally,the value co-creation theory was conducted to explore two phase of marketing channel and after-sales regarding three dimensions of the will,process and consequence between D company and channel dealer,so as to form service-dominant logic marketing ecosystem dominated by D company.Last but not least,the paper come up with marketing channel optimization strategy of value co-creation and supporting measure to guarantee that the optimization strategy of marketing channel can be implemented smoothly.This study is expected to improve the efficiency of channel marketing and enhance the core competitiveness of channel marketing of D company,so as to ensure the sustainable growth of sales revenue in the competitive market.The dissertation also proposed an evaluation system of channel marketing development suggestion with practical and meaningful reference for information technology manufacturers.