Proceedings of the 8th Global Conference on Business, Management, and Entrepreneurship (GCBME 2023)

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Managing Strategy Offline Sales Channels in The Digital Era for the Courier Industry

Authors
Iwan Gunawan1, *, Ratih Hurriyati1, Mokh. Adib Sultan1
1Universitas Pendidikan Indonesia, Bandung, Indonesia
*Corresponding author. Email: igun@upi.edu
Corresponding Author
Iwan Gunawan
Available Online 26 June 2024.
DOI
10.2991/978-94-6463-443-3_94How to use a DOI?
Keywords
Channel Intermediary; Channel Management; Operation System
Abstract

This study aims to identify opportunities for improving offline channel conflict resolution and formulate strategies for the development of channel management in offline retail courier businesses and find gaps for each variable to be improved. The primary data used in this research were collected through questionnaires distributed to courier agents, with a sample of 141 respondents representing courier agent managers across Indonesia. The data was processed using path analysis. When online platforms dominate the business landscape, offline sales channels still play a crucial role. These sales channels have undergone remodeling with the concept of collaboration involving partnerships with companies and individuals in the community to enhance service reach and become more agile. In managing offline sales channels, there are challenges in business development and operations, requiring a win-win strategy between operators and channel partners. The results of the study showed that channel operation system and channel intermediary relations had a positive and significant influence on Channel Performance. The findings from the data analysis can be used as a basis for managing offline courier retail channels.

Copyright
© 2024 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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Volume Title
Proceedings of the 8th Global Conference on Business, Management, and Entrepreneurship (GCBME 2023)
Series
Advances in Economics, Business and Management Research
Publication Date
26 June 2024
ISBN
978-94-6463-443-3
ISSN
2352-5428
DOI
10.2991/978-94-6463-443-3_94How to use a DOI?
Copyright
© 2024 The Author(s)
Open Access
Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

Cite this article

risenwbib
TY  - CONF
AU  - Iwan Gunawan
AU  - Ratih Hurriyati
AU  - Mokh. Adib Sultan
PY  - 2024
DA  - 2024/06/26
TI  - Managing Strategy Offline Sales Channels in The Digital Era for the Courier Industry
BT  - Proceedings of the 8th Global Conference on Business, Management, and Entrepreneurship (GCBME 2023)
PB  - Atlantis Press
SP  - 719
EP  - 724
SN  - 2352-5428
UR  - https://doi.org/10.2991/978-94-6463-443-3_94
DO  - 10.2991/978-94-6463-443-3_94
ID  - Gunawan2024
ER  -