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社会関係資本から見た営業活動を通じた顧客との関係構築に関する考察
https://bunkyo.repo.nii.ac.jp/records/3969
https://bunkyo.repo.nii.ac.jp/records/3969b8b0f0b4-3c65-4d46-9ec2-c7af2ced6043
| 名前 / ファイル | ライセンス | アクション |
|---|---|---|
BKSK240107.pdf (553.7 kB)
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| Item type | 紀要論文 / Departmental Bulletin Paper(1) | |||||
|---|---|---|---|---|---|---|
| 公開日 | 2013-09-18 | |||||
| タイトル | ||||||
| タイトル | 社会関係資本から見た営業活動を通じた顧客との関係構築に関する考察 | |||||
| タイトル | ||||||
| タイトル | How to Develop the Relationship with Customers? : From the Social Capital View Points | |||||
| 言語 | en | |||||
| 言語 | ||||||
| 言語 | jpn | |||||
| 資源タイプ | ||||||
| 資源タイプ識別子 | http://purl.org/coar/resource_type/c_6501 | |||||
| 資源タイプ | departmental bulletin paper | |||||
| タイトル カナ | ||||||
| その他のタイトル | シャカイ カンケイ シホン カラ ミタ エイギョウ カツドウ オ ツウジタ コキャク トノ カンケイ コウチク ニ カンスル コウサツ ケンキュウ ロンブン | |||||
| 著者 |
那須, 一貴
× 那須, 一貴 |
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| 著者 | ||||||
| 値 | Nasu, Kazutaka | |||||
| 所属機関 | ||||||
| 値 | 文教大学国際学部 | |||||
| 内容記述 | ||||||
| 内容記述タイプ | Abstract | |||||
| 内容記述 | In this article, it tries to make clear the mechanism of customer relationship development and mutual reliability development between companies through business transactions. Relationship with customers is key success factor of business but its mechanism has not been made clearand it considers depending on the experience and personality of the sales person. Quoting from the social capital and trust view points, customer relationship is composed from business rationality and social rationality. Customer relationship is started from business rationality to obtain organizational decision to enter into business and reliability between companies is developed through business activities. At the same time, business persons, who are gatekeepers of each company, develop social rationality through business activities each other. This process is including personal experience such as raise reputation in the organization, solve personal issues, and etc. These processes make social ties between business persons stronger and personal business rationality and social rationality, those are developed by business persons, make connection of network among the company tightened. This process is called network inside reparedness. The upper classes sales activities, those are conducted by general manager, directors, and president, follows the network inside preparedness. Main purpose of the upper classes sales activity is expanding customer networks and obtaining new customers based on the relationship with existing customers. In this stage, social rationality development is important. In the meetings between upper classes, information and knowledge is exchanged each other to solve the management issues of the company. Such experience gives priority to the company and it leads to expand the customer networks to the outside based on the relationship with existing customers. | |||||
| 書誌情報 |
文教大学国際学部紀要 en : Journal of the Faculty of International Studies 巻 24, 号 1, p. 83-99, 発行日 2013-07-01 |
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| 出版者 | ||||||
| 出版者 | 文教大学 | |||||
| ISSN | ||||||
| 収録物識別子タイプ | ISSN | |||||
| 収録物識別子 | 09173072 | |||||
| 著者版フラグ | ||||||
| 出版タイプ | VoR | |||||
| 出版タイプResource | http://purl.org/coar/version/c_970fb48d4fbd8a85 | |||||
| 本文言語 | ||||||
| 値 | 日本語 | |||||
| ID | ||||||
| 値 | BKSK240107 | |||||
| 作成日 | ||||||
| 日付 | 2013-09-17 | |||||
| 日付タイプ | Created | |||||
