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《Journal of Railway Science and Engineering》 2011-02
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Customer-life-cycle-based railway major clients segmentation and development models

GUO Yu-hua,CHEN Zhi-ya(School of Traffic & Transport Engineering,Central South University,Changsha 410075,China)  
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 client development model,competitive major client development model and major client maintaining model based on customer life cycle were all constructed in order to the optimal marketing cost for railway freight transportation system in future,which helps to realize win-win target for both railway major client and freight transportation system and customer relationship intelligent management.The instance indicates that major client segmentation methods and development models can be used to analyze freight transportation marketing cost effectively and provide decision support for continuing major client strategy and carrying on freight transportation marketing activities.
【Fund】: 国家自然科学基金资助项目(70971140)
【CateGory Index】: F274;F532;F224
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