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La gestion de portefeuille de clients en milieu industriel : pour une démarche intégrée

Author

Listed:
  • Catherine Pardo

    (INSTITUT DE RECHERCHE DE L'ENTREPRISE LYON - Partenaires IRSTEA - IRSTEA - Institut national de recherche en sciences et technologies pour l'environnement et l'agriculture)

  • Robert Salle

    (INSTITUT DE RECHERCHE DE L'ENTREPRISE LYON - Partenaires IRSTEA - IRSTEA - Institut national de recherche en sciences et technologies pour l'environnement et l'agriculture)

Abstract

Cet article s'intéresse aux méthodes de gestion des portefeuilles de clients en milieu industriel. Il met en évidence l'intérêt pour les managers d'avoir une vision de leur clientèle basée sur la hiérarchisation des relations établies avec les clients. L'article propose une méthode intégrée pour l'analyse de la clientèle d'un fournisseur qui va de la définition de l'entité client à prendre en compte jusqu'à la réflexion sur les actions à mettre en œuvre.

Suggested Citation

  • Catherine Pardo & Robert Salle, 1997. "La gestion de portefeuille de clients en milieu industriel : pour une démarche intégrée," Post-Print halshs-02926238, HAL.
    • Handle: RePEc:hal:journl:halshs-02926238
    DOI: 10.7193/DM.010.73.82
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