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《Journal of Beijing University of Posts and Telecommunications(Social Sciences Edition)》 2009-02
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The model and application on value class of operators' VIP costumer

CAO Qing-yuan,YIN Tao (School of Economics and Management,BUPT,Beijing 100876,China)  
The very important person(VIP) of telecommunications industry is of a relatively small number but profitable part of gold customers.Operators of fixed telecom network with VIP customers in China have a long operating history,rich in primitive accumulation.However,their traditional marketing methods in today's increasingly fierce competition and rising momentum of customer demand,are gradually failing to meet the needs of domestic market,also behind the international advanced telecommunications enterprises.As the telecom industry a public service-oriented businesses with a range of economic and homogenization of the product characteristics, different telecom strategies have become the preferred ones for the telecom enterprises.And based on the customer consumption and related areas of the overall industry,the customer value segmentation of VIP is the basis of marketing strategy,as well as one of marketing elements.This paper will discuss suitable strategies for different characteristics of VIP,including channel marketing,service marketing,product/business marketing, and integrated marketing approaches.
【CateGory Index】: F626
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