作　　者： (申光龙）; (柳志中）; (秦鹏飞）; (王金丽）;

机构地区： 南开大学商学院,天津300071

出　　处： 《物流技术》 2017年第8期124-130,共7页

摘　　要： 探讨了采购BPO企业的大客户关系管理战略模式,以三星集团旗下的采购BPO企业为例进行研究。首先探讨了大客户关系管理对采购BPO企业的重要性;其次探讨了采购BPO企业的模型及必备条件;最后探讨了小规模供应商的运营战略以及为大客户提供价值极大化的案例。总结出采购BPO企业持续发展所需的条件与运营战略、从采购BPO委托企业的视角选定采购BPO企业的基准。 In this paper, we discussed the big client relationship management strategy of the purchasing BPO enterprise through a case study on a purchasing BPO enteFprise within the Samsung group. First, we explored the importance of big client relationship management tor the purchasing BPO enterprise, then discussed the model of the purchasing BPO enterprise and its prerequisites, and next discussed the operational strategy of suppliers of a smaller scale and the cases where customer value was maximized. At last, we summarized the conditions and operational strategies necessary for the sustained development of the purchasing BPO enterprise as well as the standard for the selection of the purchasing BPO enterprise from a client perspective.

关 键 词： 商务流程外包 采购 企业 客户关系管理 大客户关系管理