摘要:钱包份额一般指顾客与特定企业交易量占其相关交易总量的比重,是近年来西方顾客关系管理和市场营销研究领域的一个流行概念,同时也是一个营销实绩测度指标。本文系统梳理了国外相关文献,分别对钱包份额的界定与测量、角色与作用以及影响因素等方面研究进行了分析和评介,并在此基础上提出了未来研究方向。
Share of wallet generally refers to the proportion of transactions between a customer and a given firm to the total transactions of this customer. It is a popular concept in western customer re- lationship management and marketing research fields in recent years, and also is a measurement index of the performance of marketing practice. This paper systematically sorts out related foreign litera- ture. It analyzes the research on the definition, measurement, role and influencing factors of share of wallet, and points out the directions in future research.