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中文摘要：
经销商要通过竞争优势赢得客户，同时，客户又常常使经销商面临一种供应链风险——客户信用风险。本文首先研究了经销商竞争优势获取的方法和路径，进而针对信用风险，分析了经销商如何通过业务延伸（流通加工）影响下游客户的行为，既使自己的产品获得竞争优势，又可以赢得客户的忠诚与合作。本文建立了经销商为了在获取竞争优势的同时能有效地规避风险而采用业务延伸策略与客户合作时的博弈模型，研究得到了经销商利用业务延伸策略改变客户的支付函数的策略。该模型可用于确定经销商和客户支付成本最佳值。引导经销商与客户诚信合作，从而有效规避客户信用风险。
英文摘要：
The distributors often have to be confronted with customer credit risk, which is one of supply chain risks, when they go all out to win customers through competitive advantage. This paper researches the method and road map for obtaining a competitive advantage at first, and focused on customer credit risk analyzes how the of distributors business extension （distribution processing） influences the behavior of the downstream customers, that is, the distributors＇ products can not only gain a competitive advantage, but also win customers＇ loyalty and cooperation. In this paper, a game model is established in case of cooperation between the distributor with the business extension strategy and customer, which shows that the distributors＇ business extension strategy can change the strategy of customers＇ payment function. This model can be used to determine the optimal value that dealers and customers may pay, and can guide them to faithfully cooperate with each other, so as to effectively avoid customer credit risk.
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