钢铁企业交叉销售模型的研究与应用  

Research and Application of Cross-selling Model for Iron & Steel Enterprises

作　　者：刘晓冰[1] 翟坤[1] 宋旭东[1,2] 蒙秋男[1] 

机构地区：[1]大连理工大学CIMS中心,辽宁大连116024 [2]大连交通大学,辽宁大连116028

出　　处：《系统工程》2008年第9期9-14,共6页Systems Engineering

基　　金：国家自然科学基金资助项目(70572098)

摘　　要：在成熟的市场经济条件下,企业经营的出发点是市场,即客户的需求。钢铁产品作为生产资料,其交易行为有着与消费品不同的特征,正确认识钢铁产品交易行为特征,加强客户关系管理,有利于钢铁生产企业提高市场竞争力。针对此需要,在分析钢铁产品交易行为特征的基础上,提出了钢铁企业交叉销售模型,并对其构建过程和关键技术进行了深入研究,最后应用在某钢铁企业中,为企业制定交叉销售策略提供了科学的决策依据,并取得了良好的效果。In the mature market economy, the basic purpose of enterprise management is market, that is, the demand of customer. The iron ＆ steel products as means of production have many characteristics different from consumer goods in terms of trading behavior. If the trading behavior characteristics of iron ＆ steel products are known exactly, the customer relationship management of enterprises can be improved, which is useful for iron ＆ steel enterprises to enhance the market competitiveness. In view of this, the trading behavior characteristics of iron ＆ steel products are analyzed. Furthermore, the cross-selling model of iron ＆ steel enterprises is proposed, in which an in-depth study is made on its construction process and core techniques. Finally, the model is applied to certain iron ＆ steel enterprise and good results are obtained, which can provide the scientific and decision-making evidence for enterprise to make cross-selling strategies. And the outstanding effects are obtained.

关 键 词：客户关系管理 交叉销售模型 系统建模与实证 钢铁企业 交易行为特征 交叉销售策略 

分 类 号：TP391[自动化与计算机技术—计算机应用技术]