| 基于客户生命周期的铁路大客户细分与发展模型 |
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| 引用本文： | 郭玉华,陈治亚.基于客户生命周期的铁路大客户细分与发展模型[J].铁道科学与工程学报,2011(2):86-91. |
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| 作者姓名： | 郭玉华 陈治亚 |
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| 作者单位： | 中南大学交通运输工程学院; |
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| 基金项目： | 国家自然科学基金资助项目(70971140) |
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| 摘 要： | 运用经典客户生命周期理论,引入价值理念,从利润的角度分析铁路大客户生命周期及其价值;采用数据挖掘技术,结合利润增长率和现有价值,划分铁路大客户所属发展阶段和细分现有价值所属类别;在此基础上,综合考虑铁路大客户和货运营业部的期望收益、营销成本、转移成本等因素,构建基于客户生命周期的潜在型大客户发展模型、竞争型大客户发展模...
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| 关 键 词： | 铁路大客户 客户细分 发展模型 营销成本 客户生命周期 |
Customer-life-cycle-based railway major clients segmentation and development models |
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| GUO Yu-hua,CHEN Zhi-ya.Customer-life-cycle-based railway major clients segmentation and development models[J].Journal of Railway Science and Engineering,2011(2):86-91. |
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| Authors: | GUO Yu-hua CHEN Zhi-ya |
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| Institution: | GUO Yu-hua,CHEN Zhi-ya(School of Traffic & Transport Engineering,Central South University,Changsha 410075,China) |
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| Abstract: | Utilizing typical customer life cycle theory and introducing value concept,the railway major client life cycle and its values were both analyzed.Adopting with data mining technology and combining with profit increasing rate and present value,development stages of railway major clients and classification of present value were subdivided.Considering many factors of railway major clients and freight transportation business departments such as expected revenue,marketing cost and switching cost,potential major c... |
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| Keywords: | railway major client customer segmentation development model marketing cost customer life cycle |
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