龙吟工贸有限公司美国出口渠道策略研究【摘要】我国中小出口企业在国民经济与社会发展过程中占据着较为重要的地位，这些企业凭借强大的生命力、灵活多变的机制与市场适应能力成为我国经济发展的重要组成基础部分与社会进步推动力。但这些中小企业仍然存在渠道分销方面的问题，出口外销渠道缺乏，利润率低、恶意价格竞争等问题一直限制我国出口企业的发挥，也使得这些出口企业的市场竞争力有所降低，所以出口渠道的策略研究显得尤为重要。本文将以龙吟工贸有限公司美国出口渠道作为研究对象，分析我国工贸产品企业出口在海外经营渠道状况与海外分销渠道控制分析，通过建立中间商，自建渠道，跨国企业合作等基本国际渠道方式进行分销。针对龙吟工贸有限公司在渠道分销过程中出现的问题进行详细剖析，并做出相对系统的策略研究阐述。【关键词】出口贸易；渠道优势；战略发展ResearchonAmericanExportChannelStrategyofLongyinIndustryandTradeCo.,Ltd.【Abstract】Smallandmedium-sizedexportenterprisesinChinaoccupyanimportantpositionintheprocessofnationaleconomicandsocialdevelopment,andtheseenterprisesrelyontheirstrongvitality.FlexiblemechanismandmarketadaptabilityhavebecomeanimportantpartofChina'seconomicdevelopmentandthedrivingforceofsocialprogress.However,thesesmallandmedium-sizedenterprisesstillhavetheproblemsofchanneldistribution,lackofexportandexportchannels,lowprofitmargin,maliciouspricecompetitionandsoon,whichhavebeenrestrictingthedevelopmentofexportenterprisesinChina.Italsoreducesthemarketcompetitivenessoftheseexportenterprises,sothestrategicresearchofexportchannelsisparticularlyimportant.ThispapertakestheAmericanexportchannelsofLongyinIndustryandTradeCo.,Ltdastheresearchobject,analyzestheexportchannelsofindustrialandtradeenterprisesinChinaandthecontrolofoverseasdistributionchannels,throughtheestablishmentofmiddlemenandself-builtchannels.Multinationalenterprisecooperationandotherbasicinternationalchannelsfordistribution.ThispaperanalyzesindetailtheproblemsintheprocessofchanneldistributioninLongyinIndustryandTradeCo.,Ltd.,andmakesarelativelysystematicstrategicresearchandexposition.【KeyWords】ExportTrade;ChannelAdvantage;StrategicDevelopment目录引言......................................................................................................................................1一、相关理论基础分析......................................................................................................1（一）国外相关研究综述..........................................................................................1（二）国内相关研究综述..........................................................................................2二、我国出口企业分销渠道模式......................................................................................3（一）建立中间商......................................................................................................3（二）自建渠道..........................................................................................................3（三）与跨国企业合作.............................................................................................4三、龙吟工贸公司及出口渠道现状分析..........................................................................5（一）龙吟工贸有限公司出口现状...........................................................................5（二）龙吟工贸有限公司的出口渠道目标市场.......................................................6四、龙吟工贸公司渠道策略运营中出现的问题..............
