The Mechanism of Client Internalization
Client internalization refers to the process that a company absorbs the client into the company through different approaches, from different perspectives and in different degrees. It is an effective means for companies to implement the relationship marketing. Relevant theories include that: the determinant factors of clients loyalty, Kotlers six-stage marketing evolutionary theory, clients cognitive space theory and transaction cost theory. If we synthesize these theories, we can obtain the flow analysis model of client internalization. The accurate judgment of the suitable conditions of client internalization is the premise for carrying out client internalization.
client internalization relationship marketing transaction cost
Xuejun Yan Yuanyuan Wang
School of Business University of Hubei, Wuhan, P. R. China, 430062
国际会议
北京
英文
815-819
2007-08-18（万方平台首次上网日期，不代表论文的发表时间）