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中国管理科学

中国管理科学 ›› 2003, Vol. ›› Issue (6): 71-76.

• 论文 • 上一篇    下一篇

SMC模型在IT分销业的实证研究

齐佳音1, 李怀祖2, 舒华英1, 秦良娟3   

  1. 1. 北京邮电大学经济管理学院 北京 100876;
    2. 西安交通大学管理学院 陕西 西安 710049;
    3. 神州数码有限公司 北京 100086
  • 收稿日期:2003-03-10 修回日期:2003-05-30 出版日期:2003-12-28 发布日期:2012-03-06

Positive Research of SMC Models in IT Distribution Market Industry

QI Jia-yin1, LI Huai-zu2, SHU Hua-ying1, QIN Liang-juan3   

  1. 1. Beijing University of Posts and Telecommunications, Beijing 100876, China;
    2. Management School, Xi’an Jiaotong University, Xi’an 710049, China;
    3. Digital China, Ltd, Beijing 100086, China
  • Received:2003-03-10 Revised:2003-05-30 Online:2003-12-28 Published:2012-03-06

PDF (PC)

2387

被引次数

21

摘要： SMC模型是1987年提出的、用于预测客户交易行为的一组理论方法。由于数据收集难以及模型复杂,还鲜见该模型的实证分析和决策支持。本文首次以我国IT分销业为行业背景,选取该行业最大的一级分销商—神州数码公司—进行分析,验证了该模型的有效性,并讨论该模型在企业实际决策中的应用。同时,针对不同客户类型提出SMC模型的修正思路。

关键词: 客户关系管理, SMC模型, 客户价值

Abstract: SMC model is a group of models to forecast customer’s buying behaviors and it was put forward in 1987.There are few positive researches and applications of SMC model for shortage of customer data and its complexity.To choose IT distribution market industry as background,a positive research is done in this paper.Digital China is the biggest company in China’s IT distribution market.Digital China’s customer data sample is used in this paper.The conclusion is that SMC model does work in IT distribution market industry Also,the revisal advice for SMC is put forward to meet different type of customer behavior.

Key words: customer relationship management, SMC model, customer value

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