| 大客户管理:起源、概念与研究视角 |
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| 引用本文： | 周文辉,陈晓红,康红星. 大客户管理:起源、概念与研究视角[J]. 郑州航空工业管理学院学报(管理科学版), 2006, 24(2): 72-77 |
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| 作者姓名： | 周文辉 陈晓红 康红星 |
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| 作者单位： | 中南大学商学院,湖南长沙410083 |
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| 基金项目： | 中南大学校科研和教改项目 |
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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一大客户关系管理。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。
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| 关 键 词： | 大客户 大客户管理 大客户计划 |
| 文章编号： | 1007-9734(2006)02-0072-06 |
| 修稿时间： | 2006-02-16 |
Key Account Management: Origin, Concept and Research Perspective |
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| ZHOU Wen-hui,CHEN Xiao-hong,KANG Hong-xing. Key Account Management: Origin, Concept and Research Perspective[J]. Journal of Zhengzhou Institute of Aeronautical Industry Management, 2006, 24(2): 72-77 |
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| Authors: | ZHOU Wen-hui CHEN Xiao-hong KANG Hong-xing |
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| Abstract: | 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. |
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| Keywords: | key account key account management key account program |
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