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dc.contributor.advisorHenry Birdseye Weil.en_US
dc.contributor.authorGorsky, John Paulen_US
dc.contributor.otherSloan School of Management.en_US
dc.date.accessioned2006-07-31T15:12:27Z
dc.date.available2006-07-31T15:12:27Z
dc.date.copyright2005en_US
dc.date.issued2005en_US
dc.identifier.urihttp://hdl.handle.net/1721.1/33558
dc.descriptionThesis (S.M.)--Massachusetts Institute of Technology, Sloan School of Management, 2005.en_US
dc.descriptionIncludes bibliographical references.en_US
dc.description.abstractOne of the most challenging problems for high technology firms in an increasingly global marketplace is the effective utilization of intermediated sales channels. As product development cycles shorten, there can be a scenario where the rate of product and solutions development and introduction to the market out-pace the manufacturer's ability to sell, service, and support the new products and solutions. There are many challenges to be overcome in providing a third party organization with the knowledge, skills and tools necessary to successfully propose, implement, operate and support high technology products and solutions designed, manufactured and marketed by another company. As firms both large and small look to indirect channels to expand their coverage in existing markets and or to penetrate new markets, significant investments in channel support infrastructure and best-in-class channel management techniques are increasingly a necessity to achieve success in a global channel network.en_US
dc.description.abstract(cont.) The objective of this thesis will be to closely examine the enterprise data communications equipment market segment to develop an understanding of how successful firms effectively utilized intermediated channels to attain remarkable market share at the expense of competitors who were not able to do so. From this understanding generalizations will be drawn that will provide a number of management practices that guide other high technology firms in design and implementation of their intermediated channel programs.en_US
dc.description.statementofresponsibilityby John-Paul Gorsky.en_US
dc.format.extent190 p.en_US
dc.format.extent14274902 bytes
dc.format.extent14282917 bytes
dc.format.mimetypeapplication/pdf
dc.format.mimetypeapplication/pdf
dc.language.isoengen_US
dc.publisherMassachusetts Institute of Technologyen_US
dc.rightsM.I.T. theses are protected by copyright. They may be viewed from this source for any purpose, but reproduction or distribution in any format is prohibited without written permission. See provided URL for inquiries about permission.en_US
dc.rights.urihttp://dspace.mit.edu/handle/1721.1/7582
dc.subjectSloan School of Management.en_US
dc.titleManagement of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplaceen_US
dc.typeThesisen_US
dc.description.degreeS.M.en_US
dc.contributor.departmentSloan School of Management
dc.identifier.oclc63277686en_US


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