联想电脑的营销模式doc.doc

联想电脑的营销模式 摘? 要 随着中国加入WTO,中国企业面临着来自世界的各行业的佼佼者的竞争，我们应如何应对？联想作为中国电脑行业的老大，世界第三，其自身的改革、创新对中国IT业在深远的影响。 本文给大家介绍联想的营销模式，主要是联想的渠道，首先阐述联想的发展历程及营销模式的几次转型，从而引出联想在面对DELL的竞争，提出并不断实施建设的“集成分销”模式。紧接着详细介绍集成分销模式，并对这个模式进行优劣分析，使大家对集成分销有一个清晰的认识，最后介绍从联想的营销模式，也就是集成分销模式中可以对中国IT业的发展带来哪些启示。通过这篇论文只是想说明联想的成功有其他企业学习的地方，因为大家同处在中国这个大市场下，所处的环境和要面对的消费者都有同样的特点，在处理问题时可以采取同样或相似的方法就可以达到比较理想的结果。 关键词：集成分销；ERP；扁平化渠道 AbstractJoins WTO along with China, the Chinese enterprise faces is comingfrom the world various professions outstanding persons competition,how should we be supposed to be right? The association takes theChinese computer profession eldest child, world third, its own reform,innovation to Chinese IT industry in profound influence.This article for everybody the introduction association marketingpattern, mainly is the association channel, first elaborates theassociation development course and marketing pattern severalreforming, thus draws out the association to face DELL thecompetition, proposed and unceasingly implements the construction theintegration to retail the pattern. Follows closely the detailed introduction integration to retail thepattern, and carries on the fit and unfit quality analysis to thispattern, causes everybody to integrate retails has a clearunderstanding, finally introduces from the association marketingpattern, which also is the integration retails in the pattern to beallowed to bring to the Chinese IT industry development to inspire. Through this paper only is wants to explain the association thesuccess has the place which other enterprises studies, becauseeverybody with occupies under Chinese this big market, locates theenvironment and must face the consumers all have the similarcharacteristic, when processing question may adopt similar or thesimilar method may achieve the quite ideal result. Key word：The integration retails；ERP；Flat channel 一、联想电脑营销模式概述 （一）联想公司的发展历程 联想集团成立于1984年，是一家在信息产业内多元化发展的大型企业集团，于1994年在香港上市。2002财年营业额达到202亿港币，目前拥有员工12000余人。2002年联想电脑的市场份额达27.3％，199