| With the increasing competitiveness of enterprises, how can we become more competitive and keep a competitive advantage which gets more and more attention. To improve the customer value of the enterprise customer loyalty and maintain lasting enterprises is an important source of competitive advantage . Customer preference is to provide customers more value-conscious services, and they will give priority to high-value customer's product or service. In this way, only companies provide customers with outstanding customer value, in order to improve customer loyalty and maintain a competitive advantage, so the research of customer value has important theoretical and practical value.In the turbulent pharmaceutical industry development of the times, every business will face the problem that how to maintain the business advantages to boost the competitive edge in the competitive market environment, make a solid business development, in an invincible position. As a result, following customer value theory and research have a very important practical significance and strategic significance.First of all, for the nature of drugs customer value, drugs will help clear the definition of customer value, and the connotation of the characteristics of such areas, and provide a theoretical basis for follow-up study. As the drug is different from other commodities, it has obvious specificity. Drugs must be clearly defined the nature of customer value in order to ensure that scientific research is reasonable.Secondly, customer value of the dynamic pharmaceutical research will help enterprises to have an in-depth understanding of consumer behavior, preferences, as well as changes in the demands of the pharmaceutical market; help in the understanding of corporate customers to realize the value in the process of influencing factors and effective control. The drugs lead to customer-driven changes in the value of the dynamic elements of the analysis, customers can clearly affect the dynamic changes in the value of the factors and these factors under control. This will help improve consumer satisfaction, contribute to the tangible and intangible business growth and enhance their competitiveness.Finally, the customer value theory is to quantify the benefit of clear guidance to the entire enterprise business strategy. As the highly competitive domestic pharmaceutical industry, medicine and the degree of difference between the drugs are becoming less and less, how many similar drugs in emerging companies be concerned as important issues. It is necessary to achieve a quantitative value of the customer, through a comparative analysis of the data, a clear understanding of their product strengths and weaknesses, and guide enterprises, to promote the competitiveness of enterprises is on the riseIn this paper, the value of the major pharmaceutical customers for is as followed: the special combination of drugs and related customer value theory, and to put forward the definition of customer value drugs; according to the definition of customer value analysis of the drug connotations and characteristics, and customer value of the drugs. Categories will be divided into active pharmaceutical customer value and customer value of the passive type drugs; On this basis, the customer-driven value and dynamic elements of the research results of the dynamic changes in customer value has been studied and analyzed at home and abroad. The universality and particularity have an analysis of drug-driven elements of customer value, as well as the elements that drive these products, services, personnel, in the image of the dynamic changes in the value of customersIn introduction chapter. From the starting development of pharmaceutical industry, the customer value analyzes drugs in the marketing process. On the basis of theory research analysis of the customer value at home and abroad, to analyze the inadequacies of the characteristics of the drug combination, I put forward the innovative point of this article. and the major research methods and brief are in this paper.Chapter II is about the definition of drugs in the connotation of customer value and characteristics. In this chapter the main customers at home and abroad on the value of research results in conjunction with the special nature of drugs, medicines for the definition of customer value and content, features and classified research, and related definitions. In this paper, the following drugs should be carried out by the dynamic analysis of customer value and provide a theoretical basis.Chapter III is the drug customer value and drive change in the dynamic analysis of the elements of the analysis. First of all, customer value in the theory is put forward on the basis of the ideal state of the dynamic model of customer value analysis of the times. According to the special nature of drugs and consumer features, customers will divide the value of drugs into active type and passive type, and they are made in the form of both drugs under the dynamic changes in the customer value model. And analysis of the drug led to the dynamic changes in the value of customer-driven elements, the following should be carried out to provide customer value based on quantitative analysisChapter IV is about drug customers of the value of the quantitative analysis model. In the chapter on Drugs customer value analysis of the dynamic changes made on the basis of quantitative analysis model. To set up research programs, and then through statistical sampling methods and statistics to establish the ultimate customer value analysis model. According to the study of the needs of a wide range of questionnaire design, a large amount of data collected through the use of SPSS software and sample surveys, has been the impact of pharmaceutical customers value-factor, as well as the explanatory variable and determining the factors and variables to explain the weight. Drugs have been the ultimate customer value assessment model. Active pharmaceutical customers evaluate the value of the model AMCV =ΣQn×An Passive drug Model evaluation of the value of customer PMCV =ΣCn×FnChapter V is the drugs quantitative analysis of customer value model of the application. Based on the establishment of customer value analysis model, selected cases, the use of models for analysis in the previous chapter. Detailed quantitative model of customer value applications, through the analysis of the model the business market can be understood, and to develop marketing strategies for businesses can be provided a basis.Finally, empirical studies are carried out, according to the evaluation of the two models were selected for active pharmaceutical customer value and customer value of the passive drugs. The two drugs were calculated coefficient of customer value, according to the results of the analysis of the pharmaceutical market, and the corresponding marketing strategies, so as to realize the value of customers in the pharmaceutical practice. |
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