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題名：你的大顧客是不是關鍵顧客？--揭櫫運輸物流業關鍵顧客管理
書刊名：運輸學刊
作者：蔡明志 引用關係／王建富 引用關係／李佩璇
作者(外文)：Tsai, Ming-chih／Wang, Jiana-fu／Lee, Pei-hsuan
出版日期：2022
卷期：34:1
頁次：頁1-24
主題關鍵詞：關鍵顧客管理；社會交換理論；優先顧客；航空承攬業；Key account management；Social exchange theory；Preferred customers；Air forwarder
原始連結：連回原系統網址new window
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  • 排除自我引用排除自我引用:0
  • 共同引用共同引用:20
  • 點閱點閱:4
期刊論文
1.Wen, C. H.、Tsai, M. C.、Lin, C. H.(2011)。Classification and Competition Analysis of Air Cargo Logistics Providers: The Case of Taiwan's High-technology Industry。Journal of Air Transport Management，17(2)，106-109。  new window
2.Håkansson, H.、Lind, J.(2004)。Accounting and network coordination。Accounting, Organizations and Society，29(1)，51-72。  new window
3.Ivens, B. S.、Pardo, C(2007)。Are Key Account Relationships Different? Empirical Results on Supplier Strategies and Customer Reactions。Industrial Marketing Management，36(4)，470-482。  new window
4.Drees, J. M.、Heugens, P. P. M. A. R.(2013)。Synthesizing and extending resource dependence theory: A meta-analysis。Journal of Management，39(6)，1666-1698。  new window
5.Tangpong, C.、Hung, K.-T.、Ro, Y. K.(2010)。The interaction effect of relational norms and agent cooperativeness on opportunism in buyer-supplier relationships。Journal of Operations Management，28(5)，398-414。  new window
6.Homburg, C.、Workman, J. P. Jr.、Jensen, O.(2002)。A configurational perspective on key account management。Journal of Marketing，66(2)，38-60。  new window
7.馮正民、鄭光遠(20060600)。探討航空公司員工滿意度與顧客忠誠度關係之研究：由服務行為之觀點探討。運輸計劃，35(2)，191-231。new window  延伸查詢new window
8.Gronroos, C.(2004)。The relationship marketing process: Communication, interaction, dialogue, value。Journal of Business and Industrial Marketing，19(2)，99-113。  new window
9.Villena, V. H.、Revilla, E.、Choi, T. Y.(2011)。The dark side of buyer-supplier relationships: A social capital perspective。Journal of Operations Management，29(6)，561-576。  new window
10.Hüttinger, L.、Schiele, H.、Veldman, J.(2012)。The drivers of customer attractiveness, supplier satisfaction and preferred customer status: A literature review。Industrial Marketing Management，41(8)，1194-1205。  new window
11.Schiele, H.、Calvi, R.、Gibbert, M.(2012)。Customer attractiveness, supplier satisfaction and preferred customer status: Introduction, definitions and an overarching framework。Industrial Marketing Management，41(8)，1178-1185。  new window
12.Guenzi, P.、Pardo, C.、Georges, L.(2007)。Relational selling strategy and key account managers' relational behaviors: An exploratory study。Industrial Marketing Management，36(1)，121-133。  new window
13.Cassel, C. M.、Hackl, P.、Westlund, A. H.(1999)。Robustness of partial least-squares method for estimating latent variable quality structures。Journal of Applied Statistics，26(4)，435-446。  new window
14.Agnihotri, R.、Rapp, A. A.、Andzulis, J. M.、Gabler, C. B.(2014)。Examining the Drivers and Performance Implications of Boundary Spanner Creativity。Journal of Service Research，17(2)，164-181。  new window
15.Balci, G.、Caliskan, A.、Yuen, K. F.(2019)。Relational Bonding Strategies, Customer Satisfaction, and Loyalty in the Container Shipping Market。International Journal of Physical Distribution and Logistics Management，49(8)，816-838。  new window
16.Bemelmans, J.、Voordijk, H.、Vos, B.(2015)。Antecedents and Benefits of Obtaining Preferred Customer Status。International Journal of Operation Production Management，35(2)，178-200。  new window
17.Brion, S.、Chauvet, V.、Chollet, B.、Mothe, C.(2012)。Project Leaders as Boundary Spanners: Relational Antecedents and Performance Outcomes。International Journal of Project Management，30(6)，708-722。  new window
18.Caliskan, A.、Esmer, S.(2020)。An Assessment of Port and Shipping Line Relationships: The Value of Relationship Marketing。Maritime Policy and Management，47(2)，240-257。  new window
19.Dekker, H.、Donada, C.、Mothe, C.、Nogatchewsky, G.(2019)。Boundary Spanner Relational Behavior and Inter-organizational Control in Supply Chain Relationships。Industrial Marketing Management，77，143-154。  new window
20.Friend, S. B.、Curasi, C. F.、Boles, J. S.、Bellenger, D. N.(2014)。Why Are You Really Losing Sales Opportunities? A Buyers' Perspective on the Determinants of Key Account Sales Failures。Industrial Marketing Management，43(7)，1124-1135。  new window
21.Guesalaga, R.、Gabrielsson, M.、Rogers, B.、Ryals, L.、Cuevas, J. M.(2018)。Which Resources and Capabilities underpin Strategic Key Account Management?。Industrial Marketing Management，75，160-172。  new window
22.Hammerschmidt, M.、Wetzel, H. A.、Arnold, T. J.(2018)。The Burden of Rank: The Impact of Preferred Supplier Status on Excessive Buyer Requests。Industrial Marketing Management，71，19-26。  new window
23.Huo, B.、Fu, D.、Zhao, X.、Zhu, J.(2016)。Curbing Opportunism in Logistics Outsourcing Relationships: The Role of Relational Norms and Contract。International Journal of Production Economics，182，293-303。  new window
24.Huang, Y. K.、Feng, C. M.(2009)。Exploring the Determinants of Logistics Service Quality on Home Delivery Service for Online Auction。International Journal of Electronic Customer Relationship Management，3(3)，281-300。  new window
25.Malshe, A.、Johnson, J. S.、Viio, P.(2017)。Understanding the Sales-marketing Interface Dysfunction Experience in Business-to-business Firms: A Matter of Perspective。Industrial Marketing Management，63，145-157。  new window
26.Leischnig, A.、Ivens, B. S.、Niersbach, B.、Pardo, C.(2018)。Mind the Gap: A Process Model for Diagnosing Barriers to Key Account Management Implementation。Industrial Marketing Management，70，58-67。  new window
27.Johnson, J. S.、Matthes, J. M.、Friend, S. B.(2019)。Interfacing and Customer-facing: Sales and Marketing Selling Centers。Industrial Marketing Management，77，41-56。  new window
28.Ivens, B. S.、Leischnig, A.、Pardo, C.、Niersbach, B.(2018)。Key Account Management as a Firm Capability。Industrial Marketing Management，74，39-49。  new window
29.Ivens, B. S.、Pardo, C.、Niersbach, B.、Leischnig, A.(2016)。Firm-internal Key Account Management Networks: Framework, Case Study, Avenues for Future Research。Industrial Marketing Management，58，102-113。  new window
30.Malshe, A.、Krush, M. T.(2020)。Tensions within the Sales Ecosystem: A Multi-level Examination of the Sales-Marketing Interface。Journal of Business and Industrial Marketing，36(4)，571-589。  new window
31.Marcos-Cuevas, J.、Nätti, S.、Palo, T.、Ryals, L. J.(2014)。Implementing Key Account Management: Intraorganizational Practices and Associated Dilemmas。Industrial Marketing Management，43(7)，1216-1224。  new window
32.Patrucco, A. S.、Luzzini, D.、Moretto, A.、Ronchi, S.(2019)。Attraction in Buyer-supplier Relationships。Business Process Management Journal，25(2)，347-367。  new window
33.Paraponaris, C.、Sigal, M.、Haas, A.(2015)。Crowding at the Frontier: Boundary Spanners, Gatekeepers and Knowledge Brokers。Journal of Knowledge Management，19(5)，1029-1047。  new window
34.Pardo, C.、Ivens, B. S.、Wilson, K.(2014)。Differentiation and Alignment in KAM Implementation。Industrial Marketing Management，43(7)，1136-1145。  new window
35.Sen, A.、Sinha, A. P.(2011)。IT Alignment Strategies for Customer Relationship Management。Decision Support Systems，51(3)，609-619。  new window
36.Shin, Y.、Thai, V.、Yuen, K. F.(2018)。The Impact of Supply Chain Relationship Quality on Performance in the Maritime Logistics Industry in Light of Firm Characteristics。The International Journal of Logistics Management，29(3)，1077-1097。  new window
37.Tsai, M. C.、Lai, K. H.、Lloyd, A. E.、Lin, H. L.(2012)。The dark side of logistics outsourcing--Unraveling the potential risks leading to failed relationships。Transportation Research Part E: Logistics and Transportation Review，48(1)，178-189。  new window
38.Tsai, M. C.、Merkert, R.、Tsai, M. T.、Lin, S. C.(2021)。Towards a Taxonomy-based Preferred-customer Model for Suppliers in Air Cargo Express Service Markets。Journal of Air Transport Management，90。  new window
39.Tsai, M. C.、Merkert, R.、Wang, J. F.(2020)。What Drives Freight Transportation Customer Loyalty? Diverging Marketing Approaches for the Air Freight Express Industry。Transportation，48，1503-1521。  new window
40.Tzempelikos, N.、Gounaris, S.(2015)。Linking Key Account Management Practices to Performance Outcomes。Industrial Marketing Management，45，22-34。  new window
41.Verma, R.(2000)。An Empirical Analysis of Management Challenges in Service Factories, Service Shops, Mass Services and Professional Services。International Journal of Service Industry Management，11(1)，8-25。  new window
42.Yeh, J. H.、Wang, S. W.、Hsu, M. K.、Swanson, S.(2018)。Key Account Relationship Management: The Moderating Effects of Relationship Duration and Transaction Volume。The Service Industries Journal，38(7/8)，379-401。  new window
43.Tsai, M. C.、Wen, C. H.、Chen, C. S.(2007)。Demand choices of high-tech industry for logistics service providers--an empirical case of an offshore science park in Taiwan。Industry Marketing Management，36(5)，617-626。  new window
研究報告
1.交通部(2020)。重要交通統計指標。  延伸查詢new window
圖書
1.Garson, G. D.(2016)。Partial least squares: regression and structural equation models。Statistical Publishing Associates。  new window
2.Hair, Joseph F. Jr.、Hult, G. Tomas M.、Ringle, Christian M. O.、Sarstedt, Marko(2017)。A Primer on Partial Least Squares Structural Equation Modeling (PLS-SEM)。Sage Publications。  new window
3.交通部(2020)。108年度交通年鑑。  延伸查詢new window
4.Buttle, F.、Maklan, S.(2019)。Customer Relationship Management: Concepts and Technologies。Routledge。  new window
 
 
 
 
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