Delivery of Customer Value Proposition in Indirect Distribution Channels

Student: Tsuranova Olga

Faculty: Faculty of Management (Nizhny Novgorod)

Educational Programme: Global Business (Master)

Year of Graduation: 2020

The work is devoted to the problem of delivering customer value, in the conditions of distribution through the indirect channel (via distributors, resellers, agents). The paper describes the project of implementing various tools used to manage the process of creating and delivering customer value. A comparative analysis of the proposed tools was performed to identify the most effective set of tools, based on the example of several companies that participated in the project.

Student Theses at HSE must be completed in accordance with the University Rules and regulations specified by each educational programme.

Summaries of all theses must be published and made freely available on the HSE website.

The full text of a thesis can be published in open access on the HSE website only if the authoring student (copyright holder) agrees, or, if the thesis was written by a team of students, if all the co-authors (copyright holders) agree. After a thesis is published on the HSE website, it obtains the status of an online publication.

Student theses are objects of copyright and their use is subject to limitations in accordance with the Russian Federation’s law on intellectual property.

In the event that a thesis is quoted or otherwise used, reference to the author’s name and the source of quotation is required.

Search all student theses