Market Study – Questionnaire

Disturbances with result to non-specificability

of Contracts - IT Distribution Channel

College Name: __________________ Research: Let’s Connect The World

Candidate Name: ___________________ Type: DEALER/RESELLER - COMPUTER (h/w, s/w, Accessories)

MANDATORY INFORMATION
Respondent Details:-
Name of the company: ____________Address:__________________ City/Town: __________________
Location/Area: __________PIN:________ State: ____________________Respondent Name: ___________
Designation: _________Contact No: (With STD code) ____________Owner/Contact Name:
_____________Mobile No :__________________Email ID: _________________

1. You are into the following business

Computer Sales and Computer Hardware Computer Printer & Software Others
Service & Accessories Cartridge refill Dealer/Reseller
1 2 3 4 5
Others <Specify> - ___________________________

2. What are the products types do you sell in your company?

Hardware Products Software Products
Desktop & Accessories 1 Application Software 10
Laptop & Accessories 2 Anti-virus & Security 11
Software Products
Palmtop & Accessories 3 ERP & Mini ERP & 12
Software consultants
Notebook & Accessories 4 Accounting Packages & 13
Specialized Software
Tablet PC & Accessories 5 Network & Related 14
Software
Servers & Accessories 6 Operating Systems & 15
Related Applications
Network & Accessories 7 Others 16
Power Stabilizers & 8
Accessories
Others 9
Others _______________________________________(Please Specify)

3. Do you have Branches?

Yes 1
No 2

4. How many branches do you have? _____________________(Specify)

5. Location & Address of your branches
Within the City/Town 1
Within the State 2
Within the Country 3

1. Within the City/Town 2. Within the State 3. Within the Country

(Address) (Address) (Address)

6. Are you an exclusive dealer of a company or are you handling many companies and
its products?
Exclusive Dealer 1
Not an Exclusive Dealer 2

7. You are representing company/companies as (Multiple Selection is allowed if the ans for Question 4 is 2)
Stockiest 1
Distributors 2
Resellers 3
Franchise 4
Others 5
Others Specify____________

8. Name the company/companies you are representing? (Record Company Name(s))

9. Have you entered into contractual/MOU understanding with any manufacturer/principal representing them?
Yes 1
No 2

10. For how many years are you into this Business relationship?
Less than 1 yr 1
1 yr to 3 yrs 2
3 yrs to 5 yrs 3
5 yrs to 10 yrs 4
10yrs+ 5

11. Have you encountered business situations not defined in the contract/MOU?
Yes 1
No 2

12. What are the kinds of business situations have you encountered which were not specified in the
contract/MOU?
Damage of goods & Replacement 1
Payment Related Issues & Unforeseen expenses (Tax, Fines etc) 2
Goods arrived Late due to some reason causing Order Cancellation or other kind of problems 3
Shipment Errors 4
Packing & Labeling Issues (Missing Items in the pack, Wrong printing issues, Wrong Label, Packing defects like 5
opened packing, Packing Damages)
Other stock return related issues (Eg – Innovation based new technology has come where unsold stock is obsolete) 6
Others <Specify> 7
Record the respondent’s verbatim
12.1 Damage of goods and replacement ____________________________________________ (Specify the problem)
12.2 Payment Related Issues & Unforeseen expenses (Tax, Fines etc) _____________________ (Specify the problem)
12.3 Goods arrived Late due to some reason causing Order Cancellation or other kind of problems
__________________ (Specify the problem)
12.4 Shipment Errors ____________________________________________ (Specify the problem)
12.5 Packing & Labeling Issues (Missing Items in the pack, Wrong printing issues, Wrong Label, Packing defects like
opened packing, Packing Damages ____________________________________________ (Specify the problem)
12.6 Other stock return related issues (Example – Innovation based new technology has come where unsold stock is
obsolete ____________________________________________ (Specify the problem)
12.7 Others <Specify> ____________________________________________ (Specify the problem)

13. What was the outcome of the negotiation with the manufacturer or principal?
Received compensation 1
Demanded discount for the goods 2
Faced Loss 3
Returned the goods at the manufacturer or principal’s expense 4
Manufacturer or Principal accepted the return at your expense (Like transportation Charges) 5
Negotiated a Win-Win situation (Specify) 6
Others <Specify> 7

13.6 Negotiated a Win-Win situation____________________________________________ (Specify the problem)

13.7 Others (Specify) ____________________________________________ (Specify the problem)

14. With the manufacturer or principal if a situation arises that is not specified in your contract/MOU
You follow completely their terms and conditions 1
They listen to you and follow your terms and conditions 2
They work out a win-win situation at their terms and conditions 3
You work out a win-win situation at your terms and conditions 4
15. Once the situation was solved did the manufacturer or principal approach you for making new changes
or additions in the contract/MOU adding new clauses defining a solution to the problem occurring scenario?
Yes 1
No 2

16. Was the changes to limited to the problem or a broader areas

Limited to the problem 1
Broader Issues including the problem 2

17. What kind of forces made you to agree to this contract/MOU

The company’s standing in the industry (Leader in the Industry) 1
Company’s niche knowledge in developing the business that has helped you grow 2
Legal force to enforce the agreement 3
Company has agreed to provide extra support to increase volumes through promotions, distribution costs and 4
awards etc
Ability of the company to prefer other partners over you 5
Provide extra incentives 6
Using the power of threat to end the relationship 7
Others <Specify> 8
Others (Specify)- _____________________________________

18. The result of this negotiation was

You agreed their terms and conditions 1
They agreed to your terms and conditions 2
They work out a win-win situation at their terms and conditions 3
You work out a win-win situation at your terms and conditions 4

19. Do you feel the bargaining and negotiation has caused more strain on your relationship with the
manufacturer or the principal?
Yes 1
No <Specify> 2

19.2 No <Specify>- ___________________________________________________________________

20. A theory in marketing goes “Channel intermediaries try ways to increase the profit margins
by bargaining with the manufacturer or principal when there arise, situations of non-
specificability of contracts” One of the reason identified is low profit sharing ratio.
So according to you what kind of profit sharing percentage do you think would have been ideal to avoid
this bargaining process and strengthen the relationship with your manufacturer or principal?
10% and above 1
20% and above 2
30% and above 3
Others <Specify> 4
4. Others <Specify> - _____________________________

21. Another theory in marketing goes manufacturer or principal use coercive (NegativeThreats)
forces like “calling off the relationship” with its channelmember/intermediaries to force upon
its terms and conditions.
It is found that due to the commitment amount initially paid (fearing loss of money and the
relationship) the channel member/intermediaries succumb to the pressure and agree to the
terms and conditions set by the manufacturer or principal
What according to you would have been the ideal initial commitment amount that would have helped you
bargain more for better deals due to scenarios where situations are not specified in the contract?
_____________________________ (Specify)