The Channel Intermediary Selection Decision: A Model and an Application
提出一个决策框架和模型，帮助管理者选择渠道中介及其服务的目标市场，并通过实际工业营销案例验证模型效果，与销售管理层的直觉推荐进行对比。
Distribution channel design is a complex decision involving (a) the strategic choice of the appropriate channel structure, and (b) the tactical selection of the appropriate intermediaries. This paper presents a decision framework and a model to aid management in the tactical selection of the channel intermediaries and the target markets they should serve. The proposed model-based decision approach is illustrated with an actual industrial marketing application. The optimal intermediary network selected by the model is compared to an intuitive network recommended by sales management.