SMC模型在IT分销业的实证案例研究  

Positive Research of SMC Models in IT Distribution Market Industry

作　　者：齐佳音[1] 李怀祖[2] 舒华英[1] 秦良娟 

机构地区：[1]北京邮电大学经济管理学院,北京100876 [2]西安交通大学管理学院,陕西西安710049 [3]神州数码有限公司,北京100086

出　　处：《系统工程理论与实践》2004年第3期69-78,共10页Systems Engineering-Theory & Practice

基　　金：国家自然科学基金 (70 3 71 0 5 6) ;信息管理与信息经济学教育部重点实验室资助

摘　　要：以我国 IT分销业为行业背景 ,选取该行业最大的一级分销商——神州数码公司——进行分析 ,验证了该模型的有效性 ,并讨论该模型客户管理绩效评价、客户分类管理及价值实现的应用 .同时 ,针对不同客户类型提出 SMC模型的修正思路 .SMC model is a group of models to forecast customer's buying behaviors and was provided in 1987. There are few positive researches and applications of SMC model for shortage of customer data and its complexity. To choose IT distribution market industry as background,a positive research is done in this paper. Digital China is the biggest company in China's IT distribution market. Digital China's customer data sample is used in this paper. The conclusion is that SMC model does work in IT distribution market industry. Also,the revise advice for SMC is put forward to meet different type of customer behavior.

关 键 词：客户关系管理 SMC模型 客户价值 

分 类 号：TP391[自动化与计算机技术—计算机应用技术]