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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。
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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基本信息:
DOI：10.19327/j.cnki.zuaxb.1007-9734.2006.02.016
中图分类号:F274
引用信息:
[1]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,2006(02):72-77.DOI:10.19327/j.cnki.zuaxb.1007-9734.2006.02.016.
基金信息:
中南大学博士后基金资助项目(ZNAX116)