Using Game Strategy to Manage Channel Conflict Dilemmas

Author

Yan, Jin ; Wu, Yingjie ; Qi, Haixia

Author_Institution

Zhejiang Univ., Hangzhou

fYear

2007

fDate

9-11 June 2007

Firstpage

1

Lastpage

5

Abstract

Channel efficiency is one of the critical competitive advantages for modern companies. Channel conflict will affect the fluency of product distribution and the market efficiency seriously. The intensity and frequencies of the channel conflict has a direct effect on the determination of the success and failure of the channel. Based on Andrew J. DuBrin´s systematic analysis model of conflict, the channel conflict process of a software company has been analyzed. In order to describe the specific features of channel conflict, we applied game theory and Chinese trust building perspective to analyze the conflict and trust building process of the business partners.

Keywords

DP industry; game theory; marketing; organisational aspects; China; business partners; channel conflict management; game strategy; game theory; market efficiency; product distribution; software company; Business; Companies; Concrete; Costs; Frequency; Game theory; Logistics; Marketing and sales; Monopoly; Supply chains; channel conflict; conflict management; game theory; relationship;

fLanguage

English

Publisher

ieee

Conference_Titel

Service Systems and Service Management, 2007 International Conference on

Conference_Location

Chengdu

Print_ISBN

1-4244-0885-7

Electronic_ISBN

1-4244-0885-7

Type

conf

DOI

10.1109/ICSSSM.2007.4280268

Filename

4280268