| 基于客户利润贡献度、贡献增长率和关系可靠性的客户细分研究 |
| |
| 引用本文： | 范志国,付波. 基于客户利润贡献度、贡献增长率和关系可靠性的客户细分研究[J]. 华北电力大学学报(社会科学版), 2010, 0(1): 30-35 |
| |
| 作者姓名： | 范志国 付波 |
| |
| 作者单位： | 天津理工大学,管理学院,天津,300384;天津理工大学,管理学院,天津,300384 |
| |
| 摘 要： | 客户保持已成为公司成功最至关重要的目标。客户细分作为实施客户保持工作的第一步,正确的客户细分能为企业采取有效的策略提供依据。分析了目前客户细分研究的局限性,认为通过客户利润贡献度、贡献增长率和关系可靠性能够从横向和纵向两方面对客户进行有效地细分,进而改善企业的客户关系管理。
|
| 关 键 词： | 客户保持 客户细分 客户利润贡献度 贡献增长率 关系可靠性 |
Research on Customer Segmentation Based on Customer Profitability,Profit Growth Rate and Relationship Reliability |
| |
| FAN Zhi-guo,FU Bo. Research on Customer Segmentation Based on Customer Profitability,Profit Growth Rate and Relationship Reliability[J]. Journal of North China Electric Power University(Social Sciences), 2010, 0(1): 30-35 |
| |
| Authors: | FAN Zhi-guo FU Bo |
| |
| Affiliation: | (Tianjin University of Technology,School of Management,Tianjin 300384,China) |
| |
| Abstract: | Customer retention has become the most crucial goal of company success.An appropriate customer segmentation can help company to adopt effective customer retention strategies.This paper analyses the limitations of the current customer segmentation approach,and puts forward a new customer segmentation approach involving customer profitability,profit growth rate and relationship reliability to improve the CRM. |
| |
| Keywords: | customer retention customer segmentation customer profitability profit growth rate relationship reliability |
| 本文献已被 维普 万方数据 等数据库收录！ |
|
