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  • 客户导向是什么意思有什么要求_客户导向

    分类:转让合同 时间:2019-04-07 本文已影响

      客户导向是指企业以满足顾客需求、增加顾客价值为企业经营出发点,客户导向也是有一定的要求的。以下是由小编整理的客户导向的内容,希望大家喜欢!

    客户导向

      客户导向的定义

      所谓客户导向与顾客向导是相同的,都是指企业以满足顾客需求、增加顾客价值为企业经营出发点,在经营过程中,特别注意顾客的消费能力、消费偏好以及消费行为的调查分析,重视新产品开发和营销手段的创新,以动态地适应顾客需求。它强调的是要避免脱离顾客实际需求的产品生产或对市场的主观臆断。竞争者导向则是指公司以竞争者为中心,根据竞争者的行动和反应来采取行动。公司将大部分时间用于追踪竞争者的行动,试图找出对策来反击。它强调的是要避免无视竞争对手的存在。

      客户导向的意义

      戴维·奥斯本和特德·盖普勒认为,顾客导向的积极作用在于:

      (1)顾客导向的组织可促使服务提供者对顾客真正负起应有的责任;

      (2)顾客导向的组织使组织成员在决策时,能减少政治因素的不当干预;

      (3)顾客导向的组织可激发出组织成员更多的创新行为;

      (4)顾客导向的组织可对民众提供更广泛的选择;

      (5)顾客导向的组织其产出较能符合大众的需求,不容易形成浪费;

      (6)顾客导向的组织能培养顾客的选择能力,并协助其了解本身应有的地位和权益;

      (7)顾客导向的组织可创造出更多公平的机会。

      客户导向的要求

      随着经济市场化进程的日益加快,国际和国内市场环境发生了剧烈的变化——结束了卖方市场和短缺经济的局面,迎来了买方市场和过剩经济。在卖方市场和短缺经济的条件下,在企业和顾客的交易谈判中,企业掌握着主权。企业的营销就是企业尽可能多地生产出好“产品”(product),然后制定出以生产成本为基础,并能获取必要利的“价格”(price),再让自己掌握的“流通渠道”去分销产品,最后按原来计划的费用去进行商品“促销”(promotion)。这种“4PS”论定位的中心是产品或企业,“唱主角”的当然是企业。然而买方市场和过剩经济的形成,导致了权利的转移,即在作为整体的消费者与企业的交易谈判中,企业的谈判地位下降,由企业主权转变为消费者(顾客)主权。决定生产经营何种产品的权利已不再属于生产者,而是属于消费者。在生产者与消费者的关系上,消费者是起支配的一方,生产者应根据消费者的意愿及偏好来安排生产,衡量企业效率以及存在价值的决定权转移到顾客手中。企业应尽量迎合挑剔的顾客,以尽可能多地从顾客那里获得“货币选票”。于是,企业在营销过程中就应该做到:

      1、首先要了解、研究、分析消费者(consumers)的需要和欲求,而不是先考虑企业生产什么产品;

      2、首先要了解消费者满足需要和欲求愿意付出多少钱即成本(cost),而不是先给产品定价即向消费者要多少钱;

      3、首先考虑顾客购物等交易过程如何给顾客方便,而不是先考虑销售渠道的选择和策略;

      4、以消费者为中心,通过互动沟通(communication)等方式,将企业内外营销不断进行整合,把顾客和企业双方的利益无形地整合在一起。

      显然,这种“4CS”论定位的中心的是消费者、是顾客、是人本身,这是符合人性的;这种“4CS”是以顾客为导向的。就像中国营销大师骆超先生讲的“产品是道具,服务是舞台,顾客是演员,企业是导演”,“唱主角”的已经不再是企业而是顾客。于是,企业必须广泛认同“顾客就是上帝”、“一切以顾客为中心”、“要求最大顾客满意度”等顾客导向的观念,并将之应用于企业经营实践。企业通过实施顾客导向战略,可以帮助企业给顾客提供整体顾客价值,并使价值不断创新(包括产品价值、服务质量、人员素质和企业形象);对顾客让渡价值从而提高顾客满意度。

      客户导向的运用

      一、主次有别:以顾客导向为中心,兼顾竞争者导向

      著名管理学家彼得·德鲁克曾说过:顾客的需求是企业整个活动的中心和出发点,企业从事商品生产商品交换及市场营销的最终目的促使顾客购买、满足顾客某种需求。“顾客导向”是在充分满足需求的情况下,将顾客导向营销观贯穿于企业的整个过程,从而达到提高顾客满意度的目的。

      顾客导向是一种根本导向,任何企业都必须做到这一点,但做到了这一点并不代表该企业就可以与众不同。企业还得密切关注竞争环境的变化,不断改善经营,提高竞争能力,即适度地树立竞争者导向——在注意竞争对手的行动意图,力求做到知己知彼的基础上设立改进目标、调整企业的经营环节以击败竞争对手为目标,从而达到提高竞争优势的目的。显然,竞争者导向公司的行动以竞争者的行动为根据,而非实施自己一贯的顾客导向,结果可能会由于过度依赖竞争者,公司没有根据计划好的行动路线来走向目的地,而且往往不知止于何处。所以说竞争者导向是难以满足急顾客所急、想顾客所想。营销专家波特所勾画的“波特模型”中,顾客与竞争对手都在五种竞争力量之中。

      因此,顾客导向与竞争者导向是当今营销中不可分割的部分。

      首先,顾客导向是一切营销活动的基础,在此基础上盯住对手,营销的最终目的是向顾客提供满意的商品、服务,脱离了顾客导向,营销就成为无源之水、无本之木;

      其次,竞争者导向是为了提高企业的竞争力,从而更好地满足顾客,在竞争中时刻注意竞争对手的行动,从而采取相应的措施,但不能偏离顾客需求这个基础。

      我们可以用“双因素”理论来阐明这两者的主次关系:顾客导向是基础性的,企业若不遵循顾客导向,则它会丧失在激烈的竞争环境中立于不败之地的起码的资格和机会,而拥有资格和机会并不等于该企业就能出类拔萃,这是保健因素。竞争者导向则是附加性的,不遵循竞争者导向只会是企业限于平庸(即缺乏竞争优势和核心竞争力),但还不至于濒临绝境,但在遵循顾客导向的基础上遵循竞争者导向,则可以使企业鹤立鸡群,这是激励因素。我们知道,激励因素只有在保健因素的基础上才能进一步发挥作用。因此,我们应以顾客导向为中心,兼顾竞争者导向。

      在经济迅猛发展的今天,随着市场经济的日益完善、市场竞争日趋激烈,企业在营销中将面临着诸如新产品开发、产品推出速度加快、产品生命周期更短、顾客选择的机会更多、同行业间竞争压力更大等问题,如果我们坚持以“竞争者导向”为中心,则必将其焦点集中在竞争对手的动态上,并以超越竞争对手为主要目标,这样我们的工作将更加忙碌,也限制了社会资源价值的创新或根本没有满足顾客的真正需要,企业也因此而缺乏活力和长期的市场竞争力。因此,我们不应该将有限的资源、人力、时间等去锁定在竞争对手上,而应该认清企业的目标在于坚持以顾客导向为中心,为了创造价值满足顾客的需要并去努力进行价值创新活动,开发顾客需求的真正产品;同时,我们也应该关注竞争者、估计竞争者的相对优势和劣势,从而采取相应措施,提高自己的核心竞争力、发展自己的可持续优势。

      二、聚合兼容:市场导向

      研究表明,顾客导向并不可能可靠地引导企业走向成功,完全的顾客导向而忽视竞争对手的存在会导致企业的经营失误。

      美国德尔塔航空公司向其“频繁乘机者”俱乐部成员发放一种“三倍里程”的奖券。表面上看,可以吸引消费者注意,但在实际操作中,由于其具有高度可模仿性,其竞争对手如美国航空公司、联合航空公司等都加入竞争发放同样的奖券,结果导致所有企业都没有从中获得好处,反而提高了全行业的经营成本。而单一的竞争者导向往往使企业忽略顾客的实际需要。

      以我国的微波炉为例,许多企业为了超越自己的竞争对手,拼命地在产品功能上下功夫,于是,产品功能一个比一个复杂,但相对于广大消费市场而言,只有少数人真正搞懂了微波炉食谱内的说明,也只有相当少的人利用了这些功能。这样既浪费了社会资源、损害了相当数量顾客的利益,也给企业的生存带来危机。

      既然单纯采用一种经营导向都存在着较大的问题,我们不禁要问,企业能否是二者有机的聚合起来并使之相互兼容呢?答案是肯定的,因为顾客导向并不否认市场竞争的事实,它以有效地满足顾客的实际需要作为市场竞争的基本手段,而竞争者导向也不否定顾客需要的重要性,它将顾客视为企业通过竞争而赢得的奖赏。这两种导向都十分重视赢得顾客,也都强调竞争,这就促使企业可以根据实际情况,有效地整合顾客导向和竞争者导向并使之聚合兼容成一种新的经营导向——市场导向。

      企业作为市场经济的微观主体,一切活动都离不开市场,它所需要的原材料要从市场中获得,它的产品和服务要在市场中实现价值。在这一过程中,由于同业者充斥市场,必然会产生彼此之间的竞争;同时,为了在市场竞争中取得有利地位,各企业不然从市场需求出发开发产品和服务并制定相应的策略。因而企业在建立识别系统时必须同时贯彻顾客导向和竞争者导向,以使自己的行为围绕着市场这一中心来展开。

      因此,企业得首先从顾客需求出发,通过市场调查顾客行为分析等发现顾客的显性需求,运用资源生产出满足顾客显性需求的产品及服务投放市场,通过反馈及进一步的市场研究,对顾客显性需求及其可能的变化做出分析,与此同时,分析竞争产品及服务所体现的顾客价值,可以发现显性顾客需求中尚未被满足的区域,从而为企业在现有基础上通过产品服务创新去填补市场空缺;同时通过与竞争者产品或服务的比较发现本企业产品及服务在为顾客提供价值时所缺少因素,通过改进或创新产品、服务为企业渐进提升顾客价值。

      “4PS”关注的是企业,“4CS”是以消费者为中心,“4RS”是以竞争者为导向。因此,市场导向要求企业做到:在考虑消费者需求并与之建立关联、建立延伸和升华便利性的反应机制、通过双向交流的沟通与顾客建立长期而稳固的关系和充分考虑顾客愿意付出的成本在为顾客提供价值的同时追求回报的基础上,对可控的产品、价格、渠道和促销四大因素进行综合运用与优化组合,以便保持顾客的忠诚度,留住顾客,永远留住顾客。


    看过“客户导向的要求”的人还看了:

    1.建立客户关系要注意什么

    2.开发新客户的意义是什么

    3.什么时间适合拜访客户

    4.销售应该了解客户什么资料

    5.维护老客户的意义是什么

    相关热词搜索:百科知识 客户导向是什么意思有什么要求 客户导向思维 客户导向的含义

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