Two-Dimensional Model of Channel Member and Customer Evaluation Management
The customer evaluation management model has been established based on two criteria, the customer market strength and how attractive that customer is to a given supplier. This study suggests that customers can be divided into three groups, namely, those that are highly desirable to the supplier, those of average desirability and those that are least desirable. Through the customer evaluation management model, we can evaluate customers current relationships to suppliers and formulate an innovative and dynamic management plan for their future relationships, founded on an empirical basis of customer management strategy.
Customer market strength Attractiveness to suppliers Customer evaluation model
Luo Yaping Qin Yuanjian
College of Management, Wuhan University of Science and Technology, Wuhan, 430070, P. R. China College of Management, Wuhan University of Science and Technology, Wuhan, 30070, P. R. China
国际会议
武汉
英文
84-90
2007-04-23（万方平台首次上网日期，不代表论文的发表时间）