| 莱钢战略客户影响因素分析及保持探讨 |
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| 引用本文： | 李跃金,于晓梅.莱钢战略客户影响因素分析及保持探讨[J].山东冶金,2007,29(2):68-69. |
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| 作者姓名： | 李跃金 于晓梅 |
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| 作者单位： | 莱芜钢铁集团有限公司,山东,莱芜,271104 |
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| 摘 要： | 根据莱钢战略客户的特点,从分析客户占有率入手,建立客户购买数量趋势模型对市场和客户需求进行分析;利用“企业-客户”价值模型,探讨了影响企业战略客户关系的因素,提出了莱钢应通过增加客户效用、降低客户成本的方法保持战略客户。
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| 关 键 词： | 战略客户 保持 价值模型 |
| 文章编号： | 1004-4620（2007）02-0068-02 |
| 修稿时间： | 2006-09-12 |
Influencing Factors Analysis and Retention Discussion of Laigang's Strategy Customers |
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| LI Yue-jin,YU Xiao-mei.Influencing Factors Analysis and Retention Discussion of Laigang's Strategy Customers[J].Shandong Metallurgy,2007,29(2):68-69. |
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| Authors: | LI Yue-jin YU Xiao-mei |
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| Affiliation: | Laiwu Iron and Steel Group Co., Ltd., Laiwu 271104, China |
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| Abstract: | According to the characteristic of Laigang's strategy customers,the customer share is analyzed and the trend model of purchase quantity is established,which is used to analyze the market and customer requirement.The factors of influencing strategy customer relationship are discussed by "corporation-customer" value model and the ways of and means keeping strategy customer are brought forward.That is,increasing customer effectiveness and reducing customer costs. |
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| Keywords: | strategy customer retention value model |
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