Evaluating discounts as a dimension of customer behavior analysis

Today, increased competition between organizations has led them to seek a better understanding of customer behavior through identifying valuable customers. Customers’ expectations about the price and quality of products and services play an important role in their selection process. In online businesses, competition and price differences between suppliers is high, so discounts will attract different customers. As a result, discounts and the frequency and amount of purchases can lead to better understanding of customer behavior. Customer segmentation and analysis is essential for identifying groups of customers. Hence, this study uses a model based on RFM called RdFdMd, in which d is the level of discount used to analyze customer purchase behavior and the importance of discounts on customers’ purchasing behavior and organizational profitability. The CRISP-DM and k-mean algorithm were used for clustering. The results indicate that using the R_dF_dM_d model achieves better customer clustering and valuation, and discounts were identified as an important criterion for customer purchases.     

双因素理论在客户营销中的应用

文章根据赫茨伯格的双因素理论,将导致客户满意感的因素称为客户激励因素,将导致客户不满意感的因素称为客户保健因素.通过对客户需要和客户购买心理的分析,总结了客户保健因素和客户激励因素的识别方法,并指出企业应当如何在客户营销中有效的实施客户保健和客户激励.     

物流是实现客户服务的管理活动

对传统储运业的概念、资产等关键问题发表了见解，提出了物流是整合从应链一体化，实现客户服务的管理活动。商流与物流的结合是最有价值的流通形式。     

供应链管理的履约策略研究

供应链企业间的合作能力、高价值顾客等是影响供应链管理的主要因素。通过对合作企业特点及运行环境、顾客关系资产管理进行比较分析，提出了限制例外、建立退货等履约策略。     

我国通信业客户忠诚驱动因素研究

客户忠诚指客户行为的持续性,它对确立企业的核心竞争力具有重要影响。文章认为,客户忠诚是内外部环境因素共同作用的结果。而通讯服务质量、信任、转网成本、员工忠诚是影响通讯业客户忠诚的重要因素。其中,良好的通讯服务质量是维系客户忠诚的保障;信任是客户再购买行为产生的前提;转网成本对通讯业客户忠诚有着不可忽视的影响;员工忠诚有助于客户忠诚的建立。我国通讯运营商要建立客户忠诚,必须以客户导向的营销理念作为企业经营管理的主导思想;加强技术创新,为客户提供全方位的优质服务;与客户之间建立相互信任的合作关系,为长远合作奠定基础;提高转网成本和员工忠诚度,为建立客户忠诚打下坚实的内部基础。     

基于顾客满意的企业社会责任与其绩效关系的实证研究

文章通过运用一个概念模型并提出一些假设：企业社会责任部分地通过顾客满意这个中间变量影响其市场价值；企业社会责任与其市场价值的关系依赖于企业产品质量或创新能力。实证研究表明。顾客满意在企业社会责任和其市场价值之间能够起到中介效应；企业能力在企业社会责任与其市场价值之间能够发挥调节效应。     

客户作业成本法在客户关系管理中的运用

不同客户给企业带来的利润不同 ,客户间存在的明显差异 ,传统的成本核算方法以产品为导向设计 ,不能识别这种差异 ,不适用于客户关系管理。客户作业成本法以客户为导向 ,采用作业成本法核算客户成本 ,有助于更好的进行客户关系管理 ,帮助企业牢牢抓住最主要的客户。     

Research on Customer Satisfaction Strategy in China＇s Real Estate Industry

This paper analyzes real estate market condition, studies key influencing factors to customer satisfaction, and presents corresponding customer satisfaction model and effective strategy framework, which are of significance to achieve customer loyalty and get competitive edge for real estate enterprises.     

Intention of Internet-based Customer Involvement in Product Development： A Conceptual Investigation

The paper develops an extension of Technology Acceptance Model （TAM） and puts forward the TAM-VCE conceptual model to explain the intention of intemet-based customer involvement in new product development （NPD）. The findings will help enterprises design Virtual Customer Environments accepted by customer.     

顾客满意调查中的几个问题

本文针对顾客满意调查中的几个常见问题,讨论了顾客满意调查的目的、内容、方式、对象、过程及结果。