2026-09-19T07:42:44Zhttps://dspace.mit.edu/server/oai/requestoai:dspace.mit.edu:1721.1/1179432022-01-13T07:54:52Zcom_1721.1_7582com_1721.1_7581col_1721.1_131023
Juanjuan Zhang.
Song, Xiaoxuan
Sloan School of Management.
Sloan School of Management
2018-09-17T15:50:58Z
2018-09-17T15:50:58Z
2018
2018
http://hdl.handle.net/1721.1/117943
1051237091
Thesis: S.M. in Management Studies, Massachusetts Institute of Technology, Sloan School of Management, 2018.
Cataloged from PDF version of thesis.
Includes bibliographical references (pages 79-80).
In the dynamic market, manufacturers constantly seek for optimal channel alignment for maximizing the channel benefits, which needs joint efforts by both manufacturer and channel partners. Driven by their own interests, dealers act very differently in the marketing channel cooperation. To motivate dealers to behave in a more cooperative way, the marketing channel incentive system is commonly used as the most effective tool. However, aiming at maintaining a high marketing channel efficiency in the dynamic market, OEMs need to develop good internal controls and a more scientific approach in adjusting dealer marketing target. In this paper, current channel marketing status in automotive industry will be introduced, conflicts in the marketing channel cooperation will be identified, channel stakeholders will be analyzed to identify the key influencing factors and build a more reasonable MERT adjusting methodology, and finally, recommendations will be provided for manufacturer's in-house executives.
by Xiaoxuan Song.
S.M. in Management Studies
80 pages
eng
Massachusetts Institute of Technology
MIT theses are protected by copyright. They may be viewed, downloaded, or printed from this source but further reproduction or distribution in any format is prohibited without written permission.
http://dspace.mit.edu/handle/1721.1/7582
Sloan School of Management.
Automotive industry marketing channels : conflicts and solutions
Thesis
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Publication
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