發(fā)布時(shí)間：2018-06-05 02:49

  本文選題：瀝青銷售企業(yè) + 主成分分析　； 參考：《東北石油大學(xué)》2017年碩士論文

【摘要】：隨著國(guó)家對(duì)中小企業(yè)扶持力度的加大,瀝青銷售行業(yè)的競(jìng)爭(zhēng)越來(lái)越激烈,瀝青市場(chǎng)逐漸由賣方市場(chǎng)向買方市場(chǎng)轉(zhuǎn)變。擁有大批存量客戶的瀝青銷售企業(yè)如何才能使現(xiàn)有顧客再次購(gòu)買本企業(yè)的產(chǎn)品,進(jìn)而形成顧客承諾,這已成為困擾瀝青銷售企業(yè)管理者的難題。因此,通過(guò)加強(qiáng)顧客承諾管理,以保存現(xiàn)有顧客,已經(jīng)是瀝青銷售企業(yè)應(yīng)對(duì)競(jìng)爭(zhēng)環(huán)境、獲取經(jīng)濟(jì)收益的一項(xiàng)重要手段。論文通過(guò)梳理國(guó)內(nèi)外關(guān)于顧客承諾的相關(guān)文獻(xiàn),深入分析顧客承諾的維度,結(jié)合瀝青銷售公司的產(chǎn)品特點(diǎn)、借鑒一線銷售人員和管理者的經(jīng)驗(yàn),將瀝青銷售公司顧客承諾水平的影響因素分為四個(gè)方面,并在此基礎(chǔ)上建立了瀝青銷售公司顧客承諾水平評(píng)價(jià)指標(biāo)體系,該指標(biāo)體系共含有4個(gè)二級(jí)指標(biāo),12個(gè)三級(jí)指標(biāo)。利用主成分分析法確定各級(jí)指標(biāo)權(quán)重,并運(yùn)用三角模糊數(shù)對(duì)瀝青銷售公司顧客承諾水平進(jìn)行評(píng)價(jià);選取具有代表性的A瀝青銷售公司為例,以該瀝青銷售公司顧客承諾作為研究的實(shí)際依據(jù),對(duì)上述評(píng)價(jià)方法進(jìn)行驗(yàn)證。指出瀝青銷售公司進(jìn)行顧客承諾管理的必要性,同時(shí)針對(duì)瀝青銷售公司顧客承諾的具體內(nèi)容,提出瀝青銷售公司顧客承諾管理的具體措施。
[Abstract]:With the increase of national support to small and medium-sized enterprises, the competition of asphalt marketing industry is becoming more and more fierce, and the asphalt market is gradually changing from seller's market to buyer's market. How to make the existing customers buy the products again, and then form the customer commitment, which has become a difficult problem for the managers of asphalt sales enterprises. Therefore, strengthening customer commitment management to preserve existing customers has been an important means for asphalt sales enterprises to cope with the competitive environment and obtain economic benefits. This paper analyzes the dimensions of customer commitment by combing the domestic and foreign literature on customer commitment, combining with the characteristics of asphalt sales company, drawing on the experience of front-line salespeople and managers. The influencing factors of customer commitment level of asphalt sales company are divided into four aspects, and on this basis, the evaluation index system of customer commitment level of asphalt sales company is established. The index system contains 4 second class indexes and 12 third grade indexes. The principal component analysis method is used to determine the weight of each index, and the triangular fuzzy number is used to evaluate the customer commitment level of the asphalt sales company, and the representative A asphalt sales company is selected as an example. Based on the customer commitment of the asphalt sales company, the above evaluation method is verified. The necessity of customer commitment management in asphalt sales company is pointed out, and the concrete measures of customer commitment management in asphalt sales company are put forward in allusion to the concrete content of customer commitment in asphalt sales company.
【學(xué)位授予單位】：東北石油大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2017
【分類號(hào)】：F426.72;F274

【參考文獻(xiàn)】

相關(guān)期刊論文 前10條

1 張明立;羅暖;王偉;;關(guān)系利益對(duì)顧客持續(xù)承諾的影響機(jī)制研究[J];廣義虛擬經(jīng)濟(jì)研究;2015年04期

2 徐承歡;管弦;;移動(dòng)圖書(shū)館APP使用意愿影響因素實(shí)證研究——基于顧客承諾和創(chuàng)新擴(kuò)散的雙重視角[J];信息資源管理學(xué)報(bào);2015年04期

3 嚴(yán)紅梅;金成哲;;網(wǎng)絡(luò)環(huán)境中多維度承諾對(duì)顧客忠誠(chéng)度影響的實(shí)證分析[J];延邊大學(xué)農(nóng)學(xué)學(xué)報(bào);2014年03期

4 何瀏;;B2B2C環(huán)境下快遞服務(wù)品牌的消費(fèi)者滿意研究——感知服務(wù)質(zhì)量的中介效應(yīng)[J];中國(guó)軟科學(xué);2013年12期

5 蔣孟香;劉春;劉穎璇;;顧客承諾的內(nèi)涵、維度及影響因素研究[J];北方經(jīng)貿(mào);2013年05期

6 呂君;陳華;;上海市二手電子產(chǎn)品感知價(jià)值研究[J];華東師范大學(xué)學(xué)報(bào)(哲學(xué)社會(huì)科學(xué)版);2013年02期

7 薛慶會(huì);徐玲;;顧客關(guān)系承諾研究:模型與實(shí)證[J];企業(yè)活力;2012年12期

8 夏學(xué)海;;江蘇銷售:量?jī)r(jià)互動(dòng)智者勝[J];中國(guó)石油石化;2012年23期

9 劉洪深;汪濤;張輝;;從顧客參與行為到顧客公民行為——服務(wù)中顧客角色行為的轉(zhuǎn)化研究[J];華東經(jīng)濟(jì)管理;2012年04期

10 徐彪;李心丹;張s，

本文編號(hào)：1980119