Abstract: Semiconductor IC manufacturer's channel management performance was divided into four factors: product strategy, pricing strategy, channel strategy and technical support. Research model is based on Katsikeasetal's (2004) model on supply chain performance to study the relationships between the performance factors. Questionnaires were given out to employees of 8 authorized distributors of a well known semiconductor IC manufacturer for data analysis on the research model. 190 valid samples were collected. Pilot study used 20 samples to run Cronbach's Alpha, KMO and Bartlett's tests to ensure the reliability and adequacy of the factors and measures. Five hypotheses were tested using correlation and regression analysis. Results suggest that pricing strategy is the most influential factor to manufacturer's channel management performance out of the 4 factors in this study. Suggestions on how to reform product strategy, pricing strategy, technical support and channel strategy were given to improve IC manufacturer's channel management performance. 

Key words: Channel management , Channel performance ,  Pricing strategy ,  Semiconductor , IC industry ,  Distributor

摘要： 暋将影响半导体IC制造商渠道管理绩效的因素分为4个部分,即产品策略、产品定价策略、渠道策略及
技术支持,使用Katsikeas等学者于2004年提出的供应链绩效模型研究了影响因素之间的关系。通过问卷调查的方
法对某全球前十大半导体制造商在中国的8个授权代理商的员工进行调研,回收190个样本,以克朗巴哈系数、
KMO 及巴特利特球度预测20个样本得到可信度,确认数据、模型结构的适用性。提出5个假设,使用相关性分析
以及多元回归分析的方法对假设进行了验证。其中,产品定价策略对渠道管理绩效影响较为显着。对半导体产品
策略、定价策略、技术支持、渠道策略提出了建议,以提升半导体IC制造商以及代理商的绩效。

关键词: 渠道管理 , 渠道绩效 , 定价策略 , 半导体 , IC产业 , 代理商