国外大客户管理研究新进展探析被引量：9

Analysis of New Development of Key Account Management Research

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摘要大客户管理虽然已经流行了近半个世纪,但是主流的研究方法还是定性研究,实证研究十分有限,而且现有研究主题分散,理论基础单薄,导致大客户管理研究局限于几个特定领域,难以获得突破。本文阐述了大客户管理概念的起源与发展,辨析了大客户管理与几个相近概念的关系,并重点对近十年的文献进行了梳理,展现了国外有关大客户管理的研究前沿,包括针对大客户经理个人的研究、针对供应商与大客户之间关系的研究以及针对大客户管理项目的研究,最后结合现有文献的不足对未来研究方向进行了展望。 Firms from emerging economies have driven global economic development. The landmark paper written by Hoskisson et al. in 2000 shows that the research on firm strategy in emerging economies has been an important branch of strategic management research. Based on the clarification of the concept and environmental characteristics of emerging economy, this paper outlines the latest development of firm strategy and behavior research in emerging economies from the perspectives of institutional theory, transaction cost economics and resource-based view, and makes the comparison among them. Then it points out future potential research directions.

作者李文茜刘益

机构地区上海交通大学安泰经济与管理学院

出处《外国经济与管理》 CSSCI 北大核心 2014年第7期53-62,80,共11页 Foreign Economics & Management

基金国家自然科学基金重点项目<企业研发网络优化技术创新能力演进及其相互促动机制的研究>(批准号:71132006) 国家自然科学基金项目<离岸KPO客户服务质量治理机制研究>(批准号:71172128)

关键词大客户战略客户大客户管理 emerging economy institutional theory resource-based view transaction cost economics firm strategic behavior

分类号 F270 [经济管理—企业管理]

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