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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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【Citations】
Chinese Journal Full-text Database 2 Hits
1 ZHONG Yan,GUO Yusong(State Key Laboratory of Rail Traffic Control and Safety,Beijing Jiaotong University,Beijing 100044,China);Research of Applying Data Mining in Segmentation of Railway Freight Customers[J];Journal of Beijing Jiaotong University;2008-03
2 LUO Qing,HU Si-ji,LIU Zhi-li (School of Traffic and Transport, Beijing Jiaotong University, Beijing 100044, China);Research on Forecasting the Lifetime Value of Major Goods Owners in Railway Freigjt Traffic[J];Journal of The China Railway Society;2005-04
【Co-citations】
Chinese Journal Full-text Database 4 Hits
1 LI Xue-qin1,GUO Yu-hua2,WANG Chang-qun3,WANG Ke-bao1(1.School of Traffic and Transportation,Southwest Jiaotong University,Chengdu,Sichuan 610031,China;2.Transportation Bureau,MOR,Beijing 100844,China;3.Information Technology Center,MOR,Beijing 100844,China);Consideration on the Benefit of Through Transport Between Railway and Enterprises[J];Railway Freight Transport;2010-01
2 CHEN Jin-tan1,2,YANG Yan3,ZHOU Wei-xiong4,ZHONG Chuan1(1.Guangdong Provincial Highway Administration,Guangzhou 510075;2.School of Management,Huazhong University of Science and Technology,Wuhan 430074;3.School of Information Science & Technology,Southwest Jiaotong University,Chengdu 610031;4.Foshan Highway Administration,Foshan 528000);Application of Data Mining Technology in Transportation Fees Levy[J];Modern Computer;2009-10
3 HE Guoxian (School of Traffic and Transportation,Lanzhou Jiaotong University,Lanzhou Gansu 730070,China);Application of Multi-Objective Planning in Cargo Loading Problem for Railway LTL Relaying Process[J];China Railway Science;2007-04
4 GUO Yuhua (School of Traffic and Transportation Engineering,Central South University,Changsha Hunan 410075,China);The Development of the Major Client Management Information System for Railway Freight Transport[J];China Railway Science;2010-06
【Secondary Citations】
Chinese Journal Full-text Database 2 Hits
1 CHENG Ze-kai (School of Computer Science,Anhui University of Technology,Maanshan 243002,China);BN Structure Learning Heuristic Algorithm Based on TAN Structure[J];Computer Technology and Development;2007-08
2 LI Chun-hong(Yunnan University Of Finance and Economics,Computer Science Department Kunming 650221,China);Study of customer segmentation cases of medium or small commercial wholesale enterprise based on DM[J];Journal of Yunnan Normal University(Natural Sciences Edition);2007-03
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