Analysis and Assessment of the Portfolio of Corporate Clients

DOI

10.2991/iscfec-19.2019.53How to use a DOI?

Keywords

Partnership, Client Relationship, Client Portfolio.

Abstract

The article substantiates the need to develop methodological provisions for the selection of cooperation models with buyers in B2B market due to the increased attention to building relationships with customers, capitalization client portfolio. The authors systematize the models of interaction with corporate cli-ents on the principle of analogy, based on the indicators of the expected effectiveness of cooperation and dependence on the cor-porate buyer. Particular indicators that form expected effective-ness and dependence on the buyer are specified. Based on the survey of experts, the criteria for the optimality of the client port-folio of enterprises in terms of customer dependence were identi-fied. The methodology assumes the variability of adaptive behav-ior of enterprises in relation to customers. The models are differ-entiated according to the priority direction of investment, the required frequency of diagnosis, readiness for change, the priority in relations, the role of the building materials industry enterprise in the system of bilateral cooperation.

Copyright

© 2019, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - M.S. Starikova
AU  - E.A. Bezugly
AU  - V.V. Shahov
AU  - O.V. Kataeva
AU  - V.L. Shaposhnikov
PY  - 2019/05
DA  - 2019/05
TI  - Analysis and Assessment of the Portfolio of Corporate Clients
BT  - Proceedings of the International Science and Technology Conference "FarEastСon" (ISCFEC 2019)
PB  - Atlantis Press
SP  - 195
EP  - 197
SN  - 2352-5428
UR  - https://doi.org/10.2991/iscfec-19.2019.53
DO  - 10.2991/iscfec-19.2019.53
ID  - Starikova2019/05
ER  -