| ACKNOWLEDGEMENTS | 第4-5页 |
| ABSTRACT | 第5页 |
| 摘要 | 第6-7页 |
| LIST OF ABBREVIATIONS | 第7-16页 |
| Chapter Ⅰ Background Introduction | 第16-20页 |
| 1.1 The introduction of the case | 第16-17页 |
| 1.2 The challenges of cross-border channel management | 第17页 |
| 1.3 Significance of the case study | 第17-20页 |
| Chapter Ⅱ Literature Review | 第20-30页 |
| 2.1.Marketing channels | 第20-29页 |
| 2.1.1 Channel structure theory and researches | 第20-22页 |
| 2.1.2 Channel function and flow theory and researches | 第22-25页 |
| 2.1.3 Channel management theory and researches | 第25-29页 |
| 2.2 Brief Summary | 第29-30页 |
| Chapter Ⅲ Case Description | 第30-36页 |
| 3.1. The Chinese company ( CN company) | 第30-31页 |
| 3.1.1 The marketing channel members of CN company in China | 第30页 |
| 3.1.2 CN company's channel function problems | 第30-31页 |
| 3.2 The American company ( DIA company) | 第31-32页 |
| 3.2.1 The market channel members of DIA company | 第31页 |
| 3.2.2 The channel function problems of DIA company | 第31-32页 |
| 3.3 The M&A background | 第32-34页 |
| 3.3.1 The overall environment of the country's manufacturing industry | 第32-33页 |
| 3.3.2 CN company's operation environment | 第33页 |
| 3.3.3 The M&A target company selection | 第33-34页 |
| 3.4 Channel management challenges after the M&A | 第34-36页 |
| 3.4.1 Cross-border channel management challenges | 第34-35页 |
| 3.4.2 Cross-border channel cultural qchallenges | 第35-36页 |
| Chapter Ⅳ Case Analysis | 第36-44页 |
| 4.1 The gap between the M&A motives and realities | 第36-41页 |
| 4.1.1 The gap between invested cost and long-term return | 第36-39页 |
| 4.1.2 The conflicts between static channel and dynamic channel | 第39-41页 |
| 4.1.3 Brief summary | 第41页 |
| 4.2. Analysis of CN company's channel management | 第41-44页 |
| 4.2.1 The domestic thinking facing with the cross-border management | 第41-42页 |
| 4.2.2 The insufficient of cross-border management talents | 第42-44页 |
| Chapter Ⅴ Suggestions | 第44-65页 |
| 5.1 To input in long-term return of the channel | 第45-54页 |
| 5.1.1 To input in the talents management | 第45-48页 |
| 5.1.2 To input in the marketing channel management | 第48-54页 |
| 5.2 To complete the dynamic channel flows | 第54-58页 |
| 5.2.1 To establish information date base | 第54-55页 |
| 5.2.2 To collect customer information | 第55-58页 |
| 5.3 To add value to the current channels | 第58-65页 |
| 5.3.1 To focus on customer relationship management | 第59-61页 |
| 5.3.2 To establish effective communication mechanism | 第61-62页 |
| 5.3.3 To improve R&D | 第62-65页 |
| Chapter Ⅵ Conclusions and Further Studies | 第65-68页 |
| 6.1 Conclusions | 第65-66页 |
| 6.2 Further Studies | 第66-68页 |
| REFERENCES | 第68-70页 |
