Relationship Oriented in the Channel Management Process
Han Chun-yi · 2006
Channel management has experienced some steps: such as manufacture oriented,product oriented,customer oriented and developing to the relationship oriented.Relationship oriented should be tight relationship,smooth message,and common profit between channel members.It can give exchange value through meet the demand of every channel member,also can create profit through satisfied the customers. By relationship oriented management,channel member can make differentia advantage: innovation advantage,service advantage and flexible advantage.So,to build the relationship oriented channel management,the channel member must insist on innovation,inspire,communication and common corporation culture.