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[학술저널]

  • 학술저널

박철수(서울과학기술대학교) 장병만(서울과학기술대학교) 강필성(고려대학교)

UCI(KEPA) : I410-ECN-0101-2016-325-002333625

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초록

Partner relationship management (PRM) refers to processes and methodologies associated with managing the relationship between corporations and their partners. Recently, the importance of PRM has been increasingly emphasized, and it is considered as a core competitive factor for firms whose sales heavily rely on the intermediate distributor. In this paper, we identify key success factors for PRM system based on literature review on CRM system and interviews with domain experts, and prioritize them from two different perspectives, firms and partners, based on analytical hierarchy process. Partners responded that trust-building between firms and partners, quality of system, and satisfaction level for information system have high priorities, while firms responded that quality of system, information share, and trust building between firms and partners. Identified factors and evaluated priorities can provide a strategic guideline when planning the PRM system building.

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Abstract
1. 서론
2. 문헌연구
3. PRM 성공요인 도출과 중요도 분석
4. 결론
참고문헌

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