Telecommunications Systems Integrator Relationship Marketing Strategy Study

With the rapidly development of technology in the telecommunication system integration industry, it caused changing of customer demand, fury competition. And also it caused the industry profit falling down. How to survive and development through marketing strategy is not so easy to me answer. It came to be the most important issues. Under the background of SCLT third project, this thesis put how to create competitive as the core content through fit for the environment in the telecommunication system integration industry. This thesis tries to use relationship marketing theory to analyze the telecommunication system integration industry and then we can provide some useful theories, methods and strategies for the practice. And also we summarize the marketing strategy could be done dealing with the practice problem.We adopt case study research method in this thesis, and also use some related theory to demonstrate in details. We divide the whole content by the logic clue of providing, analyzing and solving problem. And also we discuss the character of telecommunication system integration industry, customer relationship analysis through economic perspective, three dimensions model of relationship marketing and the tendency of the technology and competition. In this thesis, we use so many theories to analyze the problem and phenomenon above, such as value chain analysis, exchange cost theory, game theory, Porter's model and so on. Under the basis of analysis and research, we promote relationship marketing strategy. And at last, we discuss the case called SCLT165 third project in details.