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    Please use this identifier to cite or link to this item: https://tkuir.lib.tku.edu.tw/dspace/handle/987654321/33327

    Title: 高科技產業通路客戶價值評估之研究
    Other Titles: A Research of Evaluating Channel Customer Value for High-Technology Industry
    Authors: 林國富;白滌清
    Contributors: 淡江大學企業管理學系
    Keywords: 客戶價值;客戶區隔;通路客戶價值評估;客戶現在價值
    Date: 2007
    Issue Date: 2013-01-10 09:18:13 (UTC+8)
    Abstract: 本研究以一個案公司2005年的通路客戶為對象,自ERP系統擷取資料進行次級資料分析,探討通路客戶現在價值影響因素並進行通路客戶區隔。研究結果發現,支援反應、關係能量、成長率、經銷能力對客戶現在價值有顯著影響。客戶現在價值與客戶潛在價值有顯著關聯。若在通路客戶現在價值的分群中其支援反應、關係能量、成長率及經銷能力等構面的特徵表現越佳,則在該群別中的客戶現在價值越高,並且可以藉此調整企業資源配置針對各群別優秀的通路客戶,加以支援及培養。
    Relation: 2007中華民國科技管理學會年會暨論文研討會論文集,13頁
    Appears in Collections:[Graduate Institute & Department of Business Administration] Proceeding

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