稳定的经销渠道,是稳定市场的基本保证,更是企业长远发展的必要条件,而各方的利益组合分配则贯穿于经销渠道建设的整个过程。可供分配的利益就是零售价格与生产成本之价差所形成的差额。参与组合分配的各方有:厂家老板利益、基层员工利益、经销商利益、终端利益、消费者利益等,在如此众多利益方的组合中,要达到一个各方都满意的平衡点并非易事。在实际营销运作中,往往因某一方在利益的诱惑下过分地追求自己的利益而破坏平衡,扰乱经销渠道,使企业陷入可怕的泥潭不能自拔。这种短期行为通常有以 Stable distribution channels, is the basic guarantee for the stability of the market, but also the necessary conditions for long-term development of enterprises, and the distribution of interests of all parties throughout the distribution channel throughout the construction process. The profit available for distribution is the difference between the retail price and the spread of production costs. The parties involved in the portfolio allocation are as follows: the interests of the factory owner, the interests of the grassroots employees, the interests of the distributors, the terminal interests and the consumers. In such a combination of many interests, it is not easy to achieve a satisfactory balance among all parties . In the actual operation of marketing, often due to the temptation of the interests of one party over the pursuit of their own interests and undermine the balance, disrupting distribution channels, so that enterprises into a terrible quagmire can not extricate themselves. This short-term behavior is usually there