大客户管理:起源、概念与研究视角被引量：14

Key Account Management:Origin,Concept and Research Perspective

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摘要大客户已经成为众多企业争夺的焦点,而基于交易的传统营销模式越来越不适应供应商—大客户关系管理。大客户管理已经成为客户关系管理学科的一个非常重要的分支。文章从大客户管理的起源、概念界定与研究视角等方面对西方大客户管理研究文献进行了初步的梳理,并指出了现有研究的缺陷和进一步研究的方向。 The key account has already became the focus for which the multitudinous enterprise scrambled, but traditional marketing pattern based on transaction became more and more unsuitable for the supplier - key account relations management. The key account management has already became an extremely important branch of the customer relations management discipline, this article has carried on preliminary combing to the western key account management research literature from the origin of key account management, cncept and research perspective, and had pointed out the limitations of existing research and directions of further studies.

作者周文辉陈晓红康红星

机构地区中南大学商学院

出处《郑州航空工业管理学院学报》 2006年第2期72-77,共6页 Journal of Zhengzhou University of Aeronautics

基金中南大学博士后基金资助项目(ZNAX116)

关键词大客户大客户管理大客户计划 key account key account management key account program

分类号 F274 [经济管理—企业管理]

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参考文献12

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