B2B 중심의 기술 산업 기업의 수익성 성과를 위한 RFM-T 모형 실증 연구 = An empirical study on RFM-T model for market performance of B2B-based Technology Industry Companies

다국어 초록 (Multilingual Abstract)

Due to the Fourth Industrial Revolution, ICT(Information and Communication Technology) industry is becoming more important and sophisticated than ever. In B2B based ICT industry demand forecasting by analyzing the previous customer data is so important. RFM, one of customer relationship management models is a marketing technique that evaluates Recency, Frequency and Monetary value to predict customers behavior. RFM model has been studied focusing on the B2C based industry. On the other hand there is a lack of research on B2B based technology industry. Therefore this study applied it to B2B based high technology industry and considered T(technology collaboration) value, which are identified as important factors in the technology industry. To present an improved model for market performance in B2B technology industry, an empirical study was conducted on comparing the accuracy of the traditional RFM model and the improved RFM-T model. The objective of this study is to contribute to market performance by presenting an improved model in B2B based high technology industry.