| 钢铁企业交叉销售模型的研究与应用 |
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| 引用本文： | 刘晓冰,翟坤,宋旭东,蒙秋男.钢铁企业交叉销售模型的研究与应用[J].系统工程,2008,26(9). |
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| 作者姓名： | 刘晓冰 翟坤 宋旭东 蒙秋男 |
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| 作者单位： | 1. 大连理工大学,CIMS中心,辽宁,大连,116024
2. 大连理工大学,CIMS中心,辽宁,大连,116024;大连交通大学,辽宁,大连,116028 |
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| 基金项目： | 国家自然科学基金
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| 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.
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| 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 |
Research and Application of Cross-selling Model for Iron & Steel Enterprises |
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| LIU Xiao-bing,ZHAI Kun,SONG Xu-dong,MENG Qiu-nan.Research and Application of Cross-selling Model for Iron & Steel Enterprises[J].Systems Engineering,2008,26(9). |
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| Authors: | LIU Xiao-bing ZHAI Kun SONG Xu-dong MENG Qiu-nan |
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| Institution: | 1.Center of CIMS;Dalian University of Technology;Dalian 116024;China;2.Dalian Jiaotong University;Dalian 116028;China |
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| Abstract: | 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 beh... |
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| Keywords: | Customer Relationship Management Cross-selling Model Modeling and Empirical Research Iron & Steel Enterprises Trading Behavior Characteristics Cross-selling Strategy |
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