摘要
随着工业自动化和智能制造的发展,工业机器人的普及正在深刻改变电力设备及配套产品的采购模式和使用场景。继电保护作为电力系统安全的重要组成部分,其销售模式深受客户决策链变化的影响。文章基于客户决策链理论,通过问卷调查与企业访谈收集相关数据,采用结构方程模型分析工业机器人普及对继电保护产品销售的影响机制,并提出针对性的市场应对策略。研究发现,工业机器人普及通过影响客户的需求感知、技术匹配和采购决策环节,间接改变了继电保护产品的销售模式。
With the development of industrial automation and intelligent manufacturing,the popularity of industrial robots is profoundly changing the procurement mode and usage scenarios of power equipment and supporting products.As an important component of power system safety,relay protection is increasingly affected by changes in customer decision chains in its sales model.This article is based on the theory of customer decision chain,collecting data through questionnaire surveys and enterprise interviews,using structural equation modeling to analyze the impact mechanism of the popularization of industrial robots on the sales of relay protection products,and proposing targeted market response paths.Research has found that the popularity of industrial robots has indirectly changed the sales model of relay protection products by influencing customers̓perception of demand,technology matching,and procurement decision-making processes.
作者
秦彬
QIN Bin(Nanjing SAC Power Grid Automation Co.,Ltd.,Nanjing 210019,China)
关键词
工业机器人
继电保护
客户决策链
销售策略
智能制造
industrial robot
relay protection
customer decision chain
sale strategy
smart manufacturing
