%0 Journal Article
%T Analysis of Agent''''s and Enterprise''''s Sales Activities<br>营销代理商与企业的营销活动分析
%A WANG Xian-yu
%A YANG Xue-nan
%A WANG Hua
%A <br>汪贤裕
%A 杨学南
%A 王华
%J 系统工程理论与实践
%D 2004
%I 
%X We study on agents' and enterprise's sales activities under complete information. Firstly, if the enterprise has no sales agents, leader\|follows game model of the management and sales department are established. The, if the enterprise has its sales agents, second\|degree leader\|follows model of the management, sales department and sales agents are analysied. By comparing the results under the two different situations, we illuminate that it is profitable for the management, sales department and agents to entrust part of the products to agents. And we also explain the mechanism and reasons of agents' participation in sales activities.
%K sales management
%K leader-followers game
%K agent
%K profit mechanism<br>营销管理
%K 主从对策
%K 代理商
%K 利益机制
%U http://www.alljournals.cn/get_abstract_url.aspx?pcid=01BA20E8BA813E1908F3698710BBFEFEE816345F465FEBA5&cid=962324E222C1AC1D&jid=1D057D9E7CAD6BEE9FA97306E08E48D3&aid=CF923E37D2A0BC02&yid=D0E58B75BFD8E51C&vid=B91E8C6D6FE990DB&iid=94C357A881DFC066&sid=E514EE58E0E50ECF&eid=BFE7933E5EEA150D&journal_id=1000-6788&journal_name=系统工程理论与实践&referenced_num=1&reference_num=4