Management of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplace
Thesis (S.M.)--Massachusetts Institute of Technology, Sloan School of Management, 2005.
| Main Author: | |
|---|---|
| Other Authors: | |
| Format: | Thesis |
| Language: | eng |
| Published: |
Massachusetts Institute of Technology
2006
|
| Subjects: | |
| Online Access: | http://hdl.handle.net/1721.1/33558 |
| _version_ | 1826193533981163520 |
|---|---|
| author | Gorsky, John Paul |
| author2 | Henry Birdseye Weil. |
| author_facet | Henry Birdseye Weil. Gorsky, John Paul |
| author_sort | Gorsky, John Paul |
| collection | MIT |
| description | Thesis (S.M.)--Massachusetts Institute of Technology, Sloan School of Management, 2005. |
| first_indexed | 2024-09-23T09:40:38Z |
| format | Thesis |
| id | mit-1721.1/33558 |
| institution | Massachusetts Institute of Technology |
| language | eng |
| last_indexed | 2024-09-23T09:40:38Z |
| publishDate | 2006 |
| publisher | Massachusetts Institute of Technology |
| record_format | dspace |
| spelling | mit-1721.1/335582019-04-12T09:00:35Z Management of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplace Gorsky, John Paul Henry Birdseye Weil. Sloan School of Management. Sloan School of Management. Sloan School of Management. Thesis (S.M.)--Massachusetts Institute of Technology, Sloan School of Management, 2005. Includes bibliographical references. One 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. (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. by John-Paul Gorsky. S.M. 2006-07-31T15:12:27Z 2006-07-31T15:12:27Z 2005 2005 Thesis http://hdl.handle.net/1721.1/33558 63277686 eng M.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. http://dspace.mit.edu/handle/1721.1/7582 190 p. 14274902 bytes 14282917 bytes application/pdf application/pdf application/pdf Massachusetts Institute of Technology |
| spellingShingle | Sloan School of Management. Gorsky, John Paul Management of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplace |
| title | Management of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplace |
| title_full | Management of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplace |
| title_fullStr | Management of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplace |
| title_full_unstemmed | Management of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplace |
| title_short | Management of intermediated channels for high technology firms : achieving success in a dynamic and rapidly changing marketplace |
| title_sort | management of intermediated channels for high technology firms achieving success in a dynamic and rapidly changing marketplace |
| topic | Sloan School of Management. |
| url | http://hdl.handle.net/1721.1/33558 |
| work_keys_str_mv | AT gorskyjohnpaul managementofintermediatedchannelsforhightechnologyfirmsachievingsuccessinadynamicandrapidlychangingmarketplace |