Study on Customer Loyalty to Salesperson

摘要：

There are conflicts between firm and its salespersons sometimes. Both of them usually try their best to capture loyal customer separately. This paper introduces what is customer loyalty to salesperson, analyzes the firms outcomes (performance and risk) and its influential factors of customer loyalty to salesperson, and then proposes some suggestions and tactics including cultivating salesperson loyalty to firm, strengthening communications with customer and reducing the customers reliance on special salesperson, which can weaken the potential risk of customer loyalty to salesperson.

关键词： Customer loyalty to salesperson Influential factors Potential risk

作者: GUO Hongsheng

作者单位: School of Business, Gannan Normal University, P.R. China, 341000

会议类型: 国际会议

会议名称: 2012 Exchange Conference--International Marketing Science and Information Technology(2012 国际营销科学与信息技术大会)

会议地点: 长沙

会议语种:英文

页码: 162-166

在线出版日期: 2012-06-02（万方平台首次上网日期，不代表论文的发表时间）