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Channel Governance Mechanisms: When are Outcome Based Channel Incentives Most Effective in the High-Tech Industry? - Tapa blanda
Sinopsis
As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: “How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program)?” The sub-question of this thesis is: “How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance?” The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers’ end. This paper is valuable to managers since it provides a new methodology for examining competitor’s organizational culture, and its results have revealed potential opportunities in the industry.
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Acerca del autor
Tijmen J.H. Struijk M.Sc is a graduate from the Vrije Universiteit in Amsterdam, The Netherlands. His field of interest includes channel incentive mechanisms, especially the drivers for channel partners to boost performance.
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Channel Governance Mechanisms
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LAP LAMBERT Academic Publishing, 2016
ISBN 10: 3659909645
ISBN 13: 9783659909641
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Channel Governance Mechanisms
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LAP LAMBERT Academic Publishing, 2016
ISBN 10: 3659909645
ISBN 13: 9783659909641
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Channel Governance Mechanisms: When are Outcome Based Channel Incentives Most Effective in the High-Tech Industry?
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LAP LAMBERT Academic Publishing, 2016
ISBN 10: 3659909645
ISBN 13: 9783659909641
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Channel Governance Mechanisms
Publicado por
LAP LAMBERT Academic Publishing Jun 2016, 2016
ISBN 10: 3659909645
ISBN 13: 9783659909641
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Librería: Rheinberg-Buch Andreas Meier eK, Bergisch Gladbach, Alemania
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Taschenbuch. Condición: Neu. This item is printed on demand - it takes 3-4 days longer - Neuware -As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: 'How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program) ' The sub-question of this thesis is: 'How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance ' The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers' end. This paper is valuable to managers since it provides a new methodology for examining competitor's organizational culture, and its results have revealed potential opportunities in the industry. 72 pp. Englisch. Nº de ref. del artículo: 9783659909641
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Channel Governance Mechanisms
Publicado por
LAP LAMBERT Academic Publishing Jun 2016, 2016
ISBN 10: 3659909645
ISBN 13: 9783659909641
Nuevo
Taschenbuch
Librería: BuchWeltWeit Ludwig Meier e.K., Bergisch Gladbach, Alemania
Calificación del vendedor: 5 de 5 estrellas
Taschenbuch. Condición: Neu. This item is printed on demand - it takes 3-4 days longer - Neuware -As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: 'How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program) ' The sub-question of this thesis is: 'How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance ' The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers' end. This paper is valuable to managers since it provides a new methodology for examining competitor's organizational culture, and its results have revealed potential opportunities in the industry. 72 pp. Englisch. Nº de ref. del artículo: 9783659909641
Comprar nuevo
EUR 28,90
Envío por EUR 23,00
Se envía de Alemania a Estados Unidos de America
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Channel Governance Mechanisms
Publicado por
LAP LAMBERT Academic Publishing Jun 2016, 2016
ISBN 10: 3659909645
ISBN 13: 9783659909641
Nuevo
Taschenbuch
Librería: Wegmann1855, Zwiesel, Alemania
Calificación del vendedor: 5 de 5 estrellas
Taschenbuch. Condición: Neu. Neuware -As more companies in the high-tech industry rely on independent resellers for the distribution, the influence of channel incentive program increases. This thesis will look at the effect of outcome based channel incentive contracts on firm performance. Furthermore, it will look at the interaction effects of the organizational culture of the supplier. The research question answered is: 'How do outcome based contracts affect the effectiveness of a motivational mechanism (a channel incentives program) ' The sub-question of this thesis is: 'How do different types of organizational culture of the supplier company affect the relationship between outcome based contracts and the firm performance ' The research has found no significant effects regarding these hypotheses. The academic relevance of this paper lies in the perspective of this research. Where prior literature has focused mainly on the reseller side of the relationship, this thesis looks at the suppliers' end. This paper is valuable to managers since it provides a new methodology for examining competitor's organizational culture, and its results have revealed potential opportunities in the industry. Nº de ref. del artículo: 9783659909641
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EUR 28,90
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