Establishment And Learning Mechanism Research Of Customer And Enterprise Knowledge Alliance

This paper is based on the theory of economic , management and organizational behavior. Quantitive analysis and qualitative analysis are used together, and also theory and example. This study do a deep research in the type, establishment, benefit relationship and inter-organizational learning of customer and enterprise knowledge alliance(CEKA).The meaning, character, type and research actuality are analysed in this paper. Then the concept of CEKA is brought forward combining the need of marketing competition. Some questions in CEKA establishment process are researched. Both enterprise needing customer knowledge and customer needing enterprise knowledge are analysed to prove the possibility of CEKA. By analyzing the developing history of customer theory , the inevitability of CEKA is showed. The first step of establishing CEKA is customer subdivision. Considering customer economic value and customer knowledge value, the author partitions customers into four groups. Then combing with three types of CEKA, the author gives the pyramid model of CEKA. In the pyramid model, enterprise establish different type of CEKA according to different customer, and benefit relationship and operation step of this model are analysed.In chapter four, the character of inter-organizational learning in CEKA is analysed. The author considers that learning purpose, learning ability and learning opportunity are the three most important factors and gives some advice about this. Then the author brings forward a cooperant learning system and analyses the macroscopical circle and microcosmic circle in this system. The process of alliance knowledge returning customer and enterprise is analysed and this make the CEKA connect with the knowledge sharing inside organization.At last, an example of CEKA between Philips lighting department and it's distractor—Shenyang Bestime technology, Co.Ltd is introduced.