客户满意度的模糊综合评判

客户满意度在不同的行业与企业有着不同的定义,其评价标准也难以确定.本文应用多级模糊评价方法对客户满意度进行评价.可保证定性指标向定量的科学转化,方便地应用于实际工作中,使评价具有科学性和合理性.     

基于模糊聚类的客户分类应用研究

为解决客户关系管理中的客户分类问题，引入了模糊聚类分析算法。通过分析客户购买力的单因素数据矩阵，以客户胸买力之间相似程度作为聚类指标，应用模糊聚类分析法，求得客户的相对隶属度，从而为客户类别的划分提供科学分类依据。在特征函数确定问题上，提出了结合2/8营销理论的一种新方法。     

The Impact of Non-Normality and Estimation Methods in SEM on Satisfaction Research in Marketing

This paper discusses consequences of violating the normal distribution assumption imbedded in Structural Equation Modeling (SEM). Based on real data from a large sample customer satisfaction survey we follow the procedures as suggested in leading textbooks. We document consequences of this practice and discuss its impact on decision making in marketing.     

电信业顾客满意度测评指标体系的建立与检验

本文结合CS理论模型和电信业的具体业务,提出了电信业顾客满意度测评指标体系,并在预调查阶段运用信度分析和因子分析,证明了该指标体系的有效性和实用性.     

如何设计中国顾客满意指数调查问卷

中国顾客满意指数作为一种新的质量业绩衡量指标,能够有效地反映我国企业、行业、国民经济中的各部门以及整个国民经济的质量状况。问卷设计是中国顾客满意指数调查的关键环节。文章结合中国顾客满意指数调查的特点,对设计调查问卷的原则、方法及问卷设计过程中需要注意的问题进行了探讨。     

SERVCON: development and validation of a multidimensional service convenience scale

As customers have demanded greater convenience in service exchanges, researchers have responded by incorporating the convenience construct into their conceptual models and empirical studies, but a comprehensive, formally validated measure of convenience remains lacking. This study conceptualizes service convenience as a second-order, five-dimensional construct that reflects consumers’ perceived time and effort in purchasing or using a service. Service convenience dimensions are salient at different stages of the purchase decision process. Given this conceptualization, the study presents the development and validation of the SERVCON scale, a comprehensive instrument for measuring service convenience. The five dimensions are independent within a nomological network that illustrates distinct antecedent and consequent effects, and the results reinforce the multidimensional representation, offering insight into the distinctive relationships between each service convenience dimension and its antecedents, such as competitive intensity, and consequences, such as repurchase behavior. The findings help researchers and managers understand a fully conceptualized convenience construct and facilitate the measurement of convenience in future empirical studies.     

Driving organizational citizenship behaviors and salesperson in-role behavior performance: The role of management control and perceived organizational support

Interest in management control approaches and organizational factors associated with higher levels of salesperson performance is reflected in research streams concerned with behavior-based control strategies and organizational citizenship behaviors (OCBs). This study makes two distinct additions to the literature relating to control, organizational citizenship behaviors and salesperson performance. First, the study distinguishes between salesperson in-role behavior performance and outcome performance to model in-role behavior performance as a mediator between OCB and outcome performance. Second, the work supports sales manager control as an antecedent to OCB. A second model introduces perceived organizational support (POS) as an additional antecedent to salesperson OCB, and more important, as a consequence of sales manager control. This construct has not been included in prior salesperson OCB studies. Results show sales manage control has a stronger impact on OCB through POS, than directly, and POS has a strong impact on salesperson OCB. Nigel F. Piercy (Nigel.Piercy@wbs.ac.uk) is a professor of marketing in the Warwick Business School at the University of Warwick, United Kingdom. He holds a Ph.D. from the University of Wales and a higher doctorate (D.Litt) from Heriot-Watt University, Edinburgh. His current research interests focus on strategic sales and account management. His work has been published in many journals including theJournal of Marketing, theJournal of International Marketing, and theJournal of the Academy of Marketing Science. He is coauthor to David Cravens onStrategic Marketing (8th ed., Irwin/McGraw-Hill, 2006). David W. Cravens (D.Cravens@tcu.edu) holds the Eunice and James L. West Chair of American Enterprise Studies and is a professor of marketing in the M. J. Neeley School of Business at Texas Christian University, Fort Worth, Texas. He has a doctorate in business administration from Indiana University. His areas of specialization include marketing strategy and planning, sales management, and new product planning. His research has been published in a wide range of journals including theJournal of Marketing, theJournal of Marketing Research, the Journal of the Academy of Marketing Science, and theInternational Journal of Marketing. Nikala Lane (Nikala.Lane@wbs.ac.uk) is a senior lecturer in marketing in the Warwick Business School at the University of Warwick, United Kingdom. She holds a Ph.D. from the University of Wales and was previously a senior research associate at Cardiff University. Her research interests are focused on gender and ethics issues in sales and marketing management. Her work has been published widely in the international literature and includes articles in theJournal of Management Studies, theBritish Journal of Management, the Journal of Business Ethics, and theJournal of Personal Selling & Sales Management. Douglas W. Vorhies (dvorhies@bus.olemiss.edu) is an assistant professor of marketing in the School of Business Administration at the University of Mississippi. His primary research interests are in the areas of marketing strategy, marketing resources and capabilities, the links between innovation, strategic market management and performance, and professional selling and sales management. His other work has been published in many journals including theJournal of Marketing, Decision Sciences, theJournal of Product Innovation Management, theEuropean Journal of Marketing, and theJournal of Personal Selling and Sales Management.     

客户终身价值细分与客户关系战略

客户终身价值是客户在与企业关系保持期间贡献给企业所有利润的贴现值。它包括客户的当前价值、未来价值、经济价值、非经济价值。本文根据客户终身价值的大小和类别,对客户进行二维交叉细分,同时提出了对应的客户关系类型、关系战略和关系重点,希望能为企业的客户关系管理提供一些有益的借鉴。     

以顾客为视角的公司价值评估

选取五个国外公司，通过公司最重要的无形资产——顾客来评价公司价值。实证研究发现，顾客保持率对公司的价值影响最大。     

基于顾客锁定理论的饭店企业经营战略研究

目前,饭店行业的竞争日趋激烈,培育忠诚顾客已成为饭店企业获得竞争优势的关键.传统的“饭店企业顾客忠诚”研究多是通过“顾客价值”的理论视角展开的.将顾客锁定理论应用到饭店企业的市场管理中,在分析顾客锁定的内涵、经济学本质、成因及其与传统理论差异的基础上,提出饭店企业应通过构筑产品歧异化,降低搜寻及交易成本,传递高质量信息,纵向整合顾客需求,培训顾客,引导顾客参与,签订合同等途径锁定顾客.