Influence of Customer Knowledge Management in Improvement Relationship with Industrial Customers (Car Parts Maker Based in the Industrial City of Qazvin)

Subject Areas : مدیریت

Mohammad Ali Valipour ¹ , Esmaeil Malek Akhlagh ² , Roghaeh Pourhassan ³

1 - استادیار، دانشگاه گیلان، گروه مدیریت، گیلان، ایران
2 - استادیار، دانشگاه گیلان، گروه مدیریت، گیلان، ایران
3 - دانشجوی کارشناسی ارشد، دانشگاه گیلان، گروه مدیریت، گیلان، ایران

Received: 2014-06-02 Accepted : 2014-12-03 Published : 2015-06-10

Keywords: Customer Relationship, Customer Knowledge, Customer Knowledge Management, Industrial Market, Industrial Customer,

Abstract :

According to importance of the customer in today's competitive world, especially in industrial marketing, it is necessary that firms understand customers' needs. Nowadays more than before rely on knowledge, with emphasis on knowledge as a key factor of competitiveness in the global economy; companies seek a key component that customer knowledge is called. Since the customer is a key member to achieve the organization's goals, According to customer knowledge is important. This paper examines the impact of customer knowledge management on improving relationships with industrial customers. Thus, the need to manage customer knowledge faced organization with a challenge For test of the hypotheses was used Spss software. After checking the normality of the data, to test of hypotheses is used to test hypotheses one-sample t-test and binomial test, as well as to prioritize the variables, we used the Friedman test.