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Title: A Study on the Impact of Knowledge Transfer between Marketing Channel Members on Customer Value
Source: International Conference on Engineering and Business Management 2012(Part 2 Enterprise Operation and Management（2）) (pp 1475-1479)
Author(s): Jing Su, School of Economics and Management, Tongji University, Shanghai, China, 200092
Qinghua Zhai, School of Economics and Management, Tongji University, Shanghai, China, 200092
Sizong Wu, School of Economics and Management, Tongji University, Shanghai, China, 200092
Abstract: Knowledge transfer is the premise of the full use of knowledge. It is also an important strategy of developing competitive advantage. This paper reviewed the research achievement in fields of knowledge transfer and marketing channel management, analyzed the shortage of current research. In addition, this article also put customer into the research area of knowledge transfer, analyzed the relationship and mechanism between knowledge transfer level and customer value. The corresponding theoretical model was constructed. This article provided positive guidance for enterprises to establish and maintain channel relationship as well as enhance customer satisfaction levels.
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