Research On The Industrial Customers' Demand Management Based On Supporting Strategic

With strengthening trend of the globalization, in the global division system the Chinese companies must find and play to their competitive advantage. No matter the request of the international division, or overall industrialization in China, it means that manufacturing industry will have a more flourishing development in our country. Then under facing the severe situation of the global increased competition, how to improve the competitiveness in the international market of our country's companies which becomes an important subject in contemporary company's marketing management in our country, at the same time it is the basic goal that this thesis carries on study about industrial customers'demand management too. Carrying on industrial customers'demand management that can analyze and understand effectively how to discern customer's demand effectively on industrial market, and propose the method and way of meeting the customer's demand further, and implement effectively the control and management of customer's demand to help to improve the management level of companies in our country. Therefore, this thesis has the important theory meaning and realistic value.From the structure of this thesis, it is formed by six parts mainly:the chapter one is the introduction, and the second, third, fourth chapters are subject content of this thesis, and the fifth is the realistic research, in the end the chapter sixth is the summary and retrospect of the full thesis. From the content of this text, it firstly has expounded that the purpose and meaning of carrying on study in industrial customers' demand management and has analyzed the relevant theories; have proved the research approach and technological route used mainly in the whole research contents afterwards. The Second, third and forth chapters are the subject content of this thesis, and they give an abundant research and demonstration to the structure of industrial customers'demand management system. Among them chapter two is on the basis of discerning the influence factors to analyze to industrial customers'demand, putting forward the model and method of discerning the customers'demand, and then using the fuzzy clustering method to analyze about the data of surveying and studying, eventually summarizing five kinds of characteristics of industrial customers'demand. Chapter three has proved the satisfaction of industry's customer's demand, and analyzed the industrial customers'demand at first, then proposed two kinds of models on this basis of industry's customer's demand satisfaction, and put forward four kinds of methods and ways to meet the demands afterwards. Based on two front chapters, Chapter fourth has put forward the guide of industrial customers'demand, and the management of customers'demand change course, and four kinds of methods and ways to control the customers'demand. Chapter fifth is real example analysis, take Zhejiang S group as an example to analyze industrial customers'demand management. The last chapter summarizes the content of the full thesis, and points out the deficiency, and defines the place that needs further study in the end.