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依据马斯洛德需要层次理论把BtoB营销中客户关系层次描述为四个发展阶段:基础阶段———合作阶段———相互依存阶段———集成阶段,并对这四个发展阶段的关系特征进行详细深入的分析,在此基础上提供了一个企业———客户关系层次的判断方法,同时提出了在各个阶段推动客户关系从低层次向高层次发展的营销重点与营销措施,其目的是在营销过程中促进企业———客户关系的良好发展,共同提升企业利润和客户利益,最终实现企业和客户的双赢。
According to Maslow’s hierarchy of needs, the level of customer relationship in BtoB marketing is described as four stages of development: basic stage --- cooperation stage --- interdependence stage --- integration stage and the relationship between the four stages of development Characteristics of a detailed in-depth analysis, on this basis provides a business-customer relationship level judgment, at the same time put forward in all stages of promoting customer relations from low-level to high-level marketing priorities and marketing measures, its purpose Is in the marketing process to promote business --- good development of customer relations and work together to enhance corporate profits and customer interests, and ultimately achieve a win-win business and customers.