研究結果顯示「策略客戶管理」與競爭能力基礎管理有高度的相關性，能夠幫助企業建立競爭能力與運用競爭能力。 藉由瞭解這些相關性，企業可以由不同的角度來看待客戶管理，因而提供具有策略重要性的客戶不同以往的服務。更進一步，能夠運用策略客戶的外部資源與能力讓合作雙方都能藉此獲利。 Account management has gained attention since late 1960’s. Many firms realized the importance of managing their important or key customers with Pareto Principles. Recent years, Strategic Account Management, a new concept evolved from key account management, was brought up in western companies. It is not only deemed as management of customers but also as a way to strengthen a firm’s competitive advantage with competence-based perspective.
In Taiwan, it is still a brand new theme that only few companies are aware of and no Taiwanese research found to study on this subject. This exploratory research lead a preliminary commence in Taiwan on this topic. It tried to find out those factors that linking to strategic account management in Taiwan’s high tech industry.
The result of the study revealed that strategic account management is highly related to competence building and competence leverage. Through the understanding of the correlation, companies may try to serve their key customers from a different point of view. Further more, they should consider of leveraging capability of their strategic important customers that will help both of them benefit from this strategic relationship.
