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《Industrial Engineering Journal》 2006-01
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Differential Pricing Issues in Customer Relationship Management

ZHU Yu-ping,HOU Li-wen,JIANG Fu(School of Management,Shanghai Jiaotong University,Shanghai 200030,China)  
This paper defines the connotation of differential pricing,and discusses ways to keep customers with two kinds of pricing modes,unified pricing and differential pricing,for which two decision models for keeping customers are constructed.It is concluded that unified pricing enhances the efficiency of keeping customers,and differential pricing improves their loyalty.In the end,the paper presents the important significance of differential pricing in CRM.
【Fund】: 国家自然科学基金资助项目(70271038)
【CateGory Index】: F274
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【Citations】
Chinese Journal Full-text Database 2 Hits
1 QI Jia yin, LI Huai zu (Dept.of Management,Xi'an Jiao Tong University,Xi'an 710049,China);Analysing the Systematic Frame of CRM[J];Industrial Engineering Journal;2002-01
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【Co-citations】
Chinese Journal Full-text Database 10 Hits
1 SUN Li-jun( Zhejiang Changzheng Professional and Technical College, Hangzhou, 310023, Zhejiang);A Study on Customer Relationship Management Based on Organizational Learning[J];Journal of Anhui Agricultural University;2005-06
2 Gao Yongshen &Han Yao (Nanjing University of Finance and Economics, Nanjing Jiangsu 210003);Structure and Construction of the Customer Relationship Management (CRM) System of Securities Industry[J];Journal of Beijing Technology and Business University;2004-03
3 Han Zhiwei Editorial Board of Journal of Shanxi University, 030006, Taiyuan, China;New explanation of benefit chain of sci-tech periodicals[J];Acta Editologica;2003-06
4 ZHANG Xiang-jian, XU Jin, GUO Lan(School of Management, Shanghai Jiaotong University, Shanghai 200030, China; Shanghai Academy of Social Sciences, Shanghai 200020, China);Customer Value, Motivation and Strategy in Enterprise Marketing[J];Commercial Research;2004-21
5 ZHU Yu-ping,JIANG Fu(Management School,Shanghai Jiaotong University,Shanghai 200030,China);Customer Relationship Management Based on Business Intelligence[J];Commercial Research;2005-06
6 TANG Shao-liang(School of Economics and Management,Nanjing University of Aeronautics & Astronautics,Nanjing,Jiangsu 210029,China);Brand Relationship Between Customer and Distributor[J];Commercial Research;2005-20
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8 Gao Yongshen Han Yao Cao Jie (Nanjing University of Finance and Economics 210003);Structure of the Customer Relationship Management (CRM) System of Banking[J];Finance and Trade Research;2003-06
9 CHEN Ge~(1,2) LIANG Xiu-min~2 XIE Jin~2 (1.College d Economics and Business Administration,Chongqing University,Chongqing 400044,China; 2.Chongqing Vocational Institute of Engineering,Chongqing 400050,China);The Application of Case Based Reasoning (CBR) in the Customer Relation Management (CRM)[J];Journal of Chongqing Institute of Technology(Social Science Edition);2007-06
10 ZHANG Lanxia, WU Guohua(School of Business Administration, Northeastern University, Shenyang 110004, China);Customer-Classified Management in CRM[J];Journal of Northeastern University Social Science;2003-02
【Co-references】
Chinese Journal Full-text Database 6 Hits
1 LU Xiao-wei,JIANG Fu(Management School of Shanghai Jiaotong University,Shanghai 200030,China);Research on the Influence of Customer Loyalty upon Price Sensitivity in CRM[J];Journal of Industrial Engineering and Engineering Management;2005-01
2 YANG Huaizhou,LI Zengzhi,WANG Hu(Institute of Sysnet,Xi’an Jiaotong University,Xi’an 710049);Service-oriented Management Approaches in Web Services Framework[J];Computer Engineering;2006-01
3 FENG Qi-feng, LI Yan(Sch. of Machinery & Precision Instrument Eng., Xi'an Univ. of Tech., Xi'an 711048, China);Research on model of customer cognition devotion and keeping devotion[J];Computer Integrated Manufacturing Systems;2005-09
4 LI Hui-ying,ZHANG Chang-hai,LI De-chang (College of Computer Science & Technology,Jilin University,Changchun Jilin 130012,China);Realize on SOAP-based Security of Web Services[J];Application Research of Computers;2006-01
5 CHEN Qian-feng~(1,2),YAO Hua~2,SUN Jian~2(1.Department of Technology Guarantee,Jiangsu Huaian Branch,Industrial and Commercial Bank of China,Huaian 223001,China;2.College of Information Science & Technology,Nanjing University of Aeronautics and Astronautics,Nanjing 210016,China);Design and Implementation of Information Inquiry System Based on Web Service[J];Computer and Modernization;2006-01
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【Secondary Citations】
Chinese Journal Full-text Database 1 Hits
1 Yang Yongheng;Study on Growth Strategies for Enterprises in Dynamic Environment[J];Nankai Business Review;2001-04
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