顾客需求获取方式对顾客价值的影响

被引:3
作者
邓宏
王玉荣
机构
[1] 对外经济贸易大学国际商学院
关键词
顾客参与; 顾客需求; 权变理论; 顾客价值;
D O I
暂无
中图分类号
F274 [企业供销管理];
学科分类号
1201 ;
摘要
利用174份配对问卷的调研数据,基于权变理论研究了顾客需求获取方式对顾客价值的影响。结果显示:当技术不确定时,顾客参与阻碍了顾客价值;当供应商依赖时,顾客参与促进了顾客价值,而供应商推断阻碍了顾客价值;指出:在不确定性的环境下应采取不同的需求信息获取方式,如此才能更有效地满足顾客特有的价值。
引用
收藏
页码:31 / 37+52 +52
页数:8
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