SMC模型在IT分销业的实证研究

Abstract

Abstract: SMC model is a group of models to forecast customer’s buying behaviors and it was put forward 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 revisal advice for SMC is put forward to meet different type of customer behavior.

Key words: customer relationship management, SMC model, customer value

CLC Number:

TP391

QI Jia-yin, LI Huai-zu, SHU Hua-ying, QIN Liang-juan. Positive Research of SMC Models in IT Distribution Market Industry[J]. Chinese Journal of Management Science, 2003, (6): 71-76.

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Positive Research of SMC Models in IT Distribution Market Industry

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