经济与管理
經濟與管理
경제여관리
Economy and Management
2008年
2期
53~56
,共null页
战略顾客 积累 竞争优势 管理措施
戰略顧客 積纍 競爭優勢 管理措施
전략고객 적루 경쟁우세 관리조시
strategy customer;accumulation;competitive advantage;management measure
战略顾客的价值不仅在于有利于企业的销售增加和产生利润增值效应，而且是企业的一种战略性资源，有效积累战略顾客是企业获得竞争优势的选择。战略顾客的有效积累不是企业的短期行为，而是企业与战略顾客之间相互资源投入和价值获取的长期行为。企业必须从战略顾客的特点出发采取相应的管理模式与策略。为此，必须建立“战略顾客驱动型”企业组织。实现企业能力由传统能力向战略顾客管理能力的转变。实现企业与顾客之间的互动学习。
戰略顧客的價值不僅在于有利于企業的銷售增加和產生利潤增值效應，而且是企業的一種戰略性資源，有效積纍戰略顧客是企業穫得競爭優勢的選擇。戰略顧客的有效積纍不是企業的短期行為，而是企業與戰略顧客之間相互資源投入和價值穫取的長期行為。企業必鬚從戰略顧客的特點齣髮採取相應的管理模式與策略。為此，必鬚建立“戰略顧客驅動型”企業組織。實現企業能力由傳統能力嚮戰略顧客管理能力的轉變。實現企業與顧客之間的互動學習。
전략고객적개치불부재우유리우기업적소수증가화산생리윤증치효응，이차시기업적일충전략성자원，유효적루전략고객시기업획득경쟁우세적선택。전략고객적유효적루불시기업적단기행위，이시기업여전략고객지간상호자원투입화개치획취적장기행위。기업필수종전략고객적특점출발채취상응적관리모식여책략。위차，필수건립“전략고객구동형”기업조직。실현기업능력유전통능력향전략고객관리능력적전변。실현기업여고객지간적호동학습。
The strategy customer can not only increases sales and profits, but also is a kind of finn strategic resources. Accumulation of strategy customer is the important path of enterprise acquiring competitive advantage. Effective accumulation of strategy customer is not the enterprise＇s short-term behavior, but is long-term behavior for mutually resources throwing and value obtaining between the enterprise and strategy customer. Enterprise must form the suitable management model for adopting strategy customer. For this, enterprises must establish the organization of ＂strategy customer-driving＂, realize the enterprise ability＇s change from traditional ability to the strategy customer ability, and then realize interaction study between enterprises and customers.
