Cross-Manufacturer-Dealers´ Salesmen Incentive Management Model Based on Customer Loyalty Value Chain

Author

Xin, Zheng ; Sizong, Wu

Author_Institution

Bus. Adm. Dept., Tongji Univ., Shanghai, China

fYear

2009

fDate

June 30 2009-July 2 2009

Firstpage

886

Lastpage

891

Abstract

With the objective of creating the customer loyalty value chain, focusing on the high salesmen quit rate of Chinese franchising automobile dealers, this paper emphasizes the importance of effective management of salesmen who donpsilat belong to the manufacturers for realizing customer loyalty. This paper creates the Cross-manufacturer-dealerspsila Salesmen Incentive Management Model based on Customer Loyalty Value Chain Theory, realizing the seamless Connection management between the manufacturers and dealers, improving the customer loyalty value Chain and brandpsilas market value.

Keywords

customer relationship management; sales management; Chinese franchising; automobile dealers; connection management; cross-manufacturer-dealers; customer loyalty value chain; market value; salesmen incentive management model; Automobile manufacture; Collaboration; Collaborative software; Conference management; Customer relationship management; Manufacturing industries; Marketing management; Pulp manufacturing; Resource management; Virtual manufacturing; Cross-Manufacturer-Dealer; Customer loyalty Value Chain; Incentive Management; Salesmen;

fLanguage

English

Publisher

ieee

Conference_Titel

New Trends in Information and Service Science, 2009. NISS '09. International Conference on

Conference_Location

Beijing

Print_ISBN

978-0-7695-3687-3

Type

conf

DOI

10.1109/NISS.2009.83

Filename

5260788