Mechanism of Customer Follow-up Conversion Behavior

Conversion of Domestic Base Activities in Small and Medium-sized Enterprises with Fixed Business Relationship

Abstract

This study aims to reveal a new mechanism that leads to domestic production expanded by overseas production expansion through the case of SMEs which have fixed business relationship with large companies. In previous research, two types of conversion behavior; induced conversion behavior and spontaneous conversion behavior, were discussed (Amano, 2000). However, there has been no discussion about the conversion behavior that can be taken by companies with few management resources and thus having difficulty with new customer acquisition. Therefore, we conducted a case study on the B to B SMEs that have fixed business relationship with particular large companies. The result revealed the mechanism of customer follow-up conversion behavior.