作为竞争优势重要前因的顾客价值:一个实证研究被引量：60

Customer value as the most powerful antecedent of competitive advantage: An empirical study

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摘要迈克尔·波特与Woodruff都提出顾客价值是竞争优势的源泉的观点,但至今尚没有实证.现采用两阶段论证法,首先借鉴已有的相关研究和实证数据论证顾客忠诚是竞争优势的前因,然后通过总结消费者行为倾向前因的已有研究成果,将顾客价值纳入其中,利用货车柴油发动机市场上获得的调查数据,证明了顾客价值是顾客忠诚的最重要前因,得出了顾客价值是竞争优势的重要前因的结论. Lacking of competitive advantage (CA) becomes increasingly serious in 21 century. Researchers and practitioners pay great attention to exploring the resource of competitive advantage. Both Michael Porter and Woodruff have presented that customer value is the resource of competitive advantage in theory. But there is no empirical resuts is rare in literature. The paper deals with this issue with two stages. Firstly, it is shown that customer loyalty is antecedent of competitive advantage based on the existing empirical study. Then, customer value is introduced into the antecedent of behavior intention by reviewing the existing researches on antecedents of behavioral intention. It is tested in this paper, by using the data of diesel motor in China, that customer value is the most important antecedent of behavioral intention. Further, it is confirmed that customer value is the most important factor for any company to remain competitive advantage.

作者董大海金玉芳

机构地区大连理工大学管理学院

出处《管理科学学报》 CSSCI 2004年第5期84-90,共7页 Journal of Management Sciences in China

基金国家自然科学基金资助项目(70072003).

关键词顾客价值顾客满意顾客忠诚竞争优势行为倾向 customer value customer satisfaction customer loyalty competitive advantage behavioral intention

分类号 F27 [经济管理—企业管理]

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