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Mechanizmy zarządzania kanalami dystrybucji
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ISBN10: 3330859792
ISBN13: 9783330859791
Publisher: Wydawnictwo Nasza Wiedza
Published: Apr 15 2025
Pages: 52
Weight: 0.18
Height: 0.12 Width: 6.00 Depth: 9.00
Language: Polish
ISBN13: 9783330859791
Publisher: Wydawnictwo Nasza Wiedza
Published: Apr 15 2025
Pages: 52
Weight: 0.18
Height: 0.12 Width: 6.00 Depth: 9.00
Language: Polish
Ponieważ coraz więcej firm z branży zaawansowanych technologii polega na niezależnych sprzedawcach w zakresie dystrybucji, rośnie wplyw programów motywacyjnych dla kanalów dystrybucji. W niniejszej rozprawie przyjrzymy się wplywowi umów motywacyjnych opartych na wynikach na wyniki firmy. Ponadto przyjrzymy się efektom interakcji kultury organizacyjnej dostawcy. Pytanie badawcze, na które udzielono odpowiedzi, brzmi: W jaki sposób umowy oparte na wynikach wplywają na skutecznośc mechanizmu motywacyjnego (programu zachęt kanalowych)?. Pytanie podrzędne tej tezy brzmi: W jaki sposób różne rodzaje kultury organizacyjnej dostawcy wplywają na związek między umowami opartymi na wynikach a wynikami firmy?. Badania nie wykazaly znaczących efektów w odniesieniu do tych hipotez. Znaczenie akademickie tego artykulu leży w perspektywie tego badania. Podczas gdy wcześniejsza literatura koncentrowala się glównie na stronie odsprzedawcy relacji, niniejsza teza dotyczy strony dostawców. Artykul ten jest cenny dla menedżerów, ponieważ zapewnia nową metodologię badania kultury organizacyjnej konkurencji, a jego wyniki ujawnily potencjalne możliwości w branży.
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