| 基于投资组合的客户关系管理方法与应用研究 |
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| 引用本文： | 刘玮.基于投资组合的客户关系管理方法与应用研究[J].西北农林科技大学学报,2005,5(6):94-97. |
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| 作者姓名： | 刘玮 |
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| 作者单位： | 天津大学,管理学院,天津,300072 |
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| 摘 要： | 基于投资组合的客户关系管理方法以传统的客户终身价值为基础,通过β值衡量客户管理的风险关系,以风险调整客户终身价值为选择客户的标准,强调客户关系管理不仅要实现客户经济价值最大化,还要实现客户风险最小化,以便企业能够长期持续稳定发展。
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| 关 键 词： | 客户关系管理 客户风险 客户组合 风险调整 客户终身价值 |
| 文章编号： | 1009-9107(2005)06-0094-04 |
| 修稿时间： | 2005年1月11日 |
A Study of Customer Relationship Management With Investment Portfolio |
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| LIU Wei.A Study of Customer Relationship Management With Investment Portfolio[J].Journal of Northwest Sci-Tech University of Agriculture and Forestry(Social Science),2005,5(6):94-97. |
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| Authors: | LIU Wei |
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| Abstract: | A new method in customer relationship management,which is called customer portfolio management,is introduced in this paper.Based upon the traditional lifetime value,it reflects customer risk relationsip with beta,and uses risk-adjusted lifetime value as a standard to choose customers instead of the traditional lifetime value.Customer relationship management not only accomplishes the maximum of customer economic value,but also achieves the goal of minimizing customer risk in order that enterprises will have a bright future. |
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| Keywords: | customer relationship management customer risk customer portfolio risk adjustment lifetime value |
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