| 基于客户识别的客户保持决策模型与定价策略 |
| |
| 引用本文： | 孙树垒,路晓伟,张庆民,王海燕. 基于客户识别的客户保持决策模型与定价策略[J]. 管理学报, 2011, 0(10): 1504-1508 |
| |
| 作者姓名： | 孙树垒 路晓伟 张庆民 王海燕 |
| |
| 作者单位： | 南京财经大学管理科学与工程学院;中国大地财产保险股份有限公司; |
| |
| 基金项目： | 国家自然科学基金资助项目(70872040); 江苏省软科学资助项目(BR2008041;B2008045); 南京财经大学校级重点课题资助项目(B0805) |
| |
| 摘 要： | 建立了以客户识别为基础进行客户保持决策的理论框架和决策模型,提出了客户识别的三维框架模型,认为客户识别需要在包含客户生命周期价值、客户感知价值和竞争可得性3个维度的框架下进行;随后通过建立客户识别模型,定量分析了客户识别对于客户保持的重要意义;接着阐述了以客户识别为基础进行客户保持决策的过程和方法,并综合考虑客户忠诚度因素,通过建立客户保持的决策模型,分析了统一定价和差别定价2种模式下客户保持的企业产品定价策略。
|
| 关 键 词： | 客户关系管理 客户识别 客户保持 定价决策 |
Decision Model and Pricing Strategies for Customer Retention Based on Customer Identification |
| |
| SUN Shulei LU Xiaowei MENG Xiuli WANG Haiyan. Decision Model and Pricing Strategies for Customer Retention Based on Customer Identification[J]. Chinese JOurnal of Management, 2011, 0(10): 1504-1508 |
| |
| Authors: | SUN Shulei LU Xiaowei MENG Xiuli WANG Haiyan |
| |
| Affiliation: | SUN Shulei1 LU Xiaowei2 MENG Xiuli1 WANG Haiyan1(1.NUFE,Nanjing,China,2.Chinese Continent Property & Casualty Insurance Co.,Ltd.,Shanghai,China) |
| |
| Abstract: | This paper proposes the theoretical framework and model of decision making of customer retention based on customer identification.First,it proposes the 3-dimentional framework model of customer identification,which incorporates the dimensions of Customer Lifetime Value,Customer Perceived Value,and Accessibility under Competition.Second,it analyses the significance of customer identification to customer retention theoretically through establishing customer identification model.Third,it explains the procedure... |
| |
| Keywords: | customer relationship management customer identification customer retention pricing strategy |
| 本文献已被 CNKI 等数据库收录！ |
|
