客户集中度、客户稳定性对企业客户关系价值评价的影响——来自2016-2018年中国上市公司的经验数据

Analysis of the Impact of Customer Concentration and Customer Stability on the Value of Corporate Customer Relationships——Empirical Data from Chinese Listed Companies from 2016 to 2018

客户关系评价是一个备受关注的热点问题,本文选用来自2016-2018年中国上市公司的经验数据分别探讨供应商和经销商这两类客户的客户集中度与客户稳定性对企业客户关系价值评价的影响及影响程度。研究结果表明:供应商客户集中度与企业客户关系价值正相关,经销商客户集中度也与企业客户关系价值正相关;供应商客户稳定性与企业客户关系价值正相关,但经销商客户稳定性与企业客户关系价值却为负相关。对此,本文在分析其成因的基础上,提出了若干对策与建议。

Customer relationship evaluation is a hot topic that has received much attention.This article uses empirical data from Chinese listed companies from 2016 to 2018 to explore the impact and degree of customer concentration and customer stability on the evaluation of corporate customer relationship value for suppliers and distributors.The research results show that supplier customer concentration is positively correlated with corporate customer relationship value,and dealer customer concentration is also positively correlated with corporate customer relationship value;supplier customer stability is positively correlated with corporate customer relationship value,but the stability of dealer customers is negatively related to the value of corporate customer relationships.Based on the analysis of its causes,this article puts forward some countermeasures and suggestions.