Study on the Customer Segmentation Management Based on Profit Power

摘要：

The capability to compete for customers has become a decisive factor for the survival and development of a modern enterprise, to draw on the experience of enterprises capability theory, this article defines the concept and analyzes the connotation of profit power, based on analyzing the relationship between customer and profit power, customer contribution was thought to be a important standard in customer segmentation, the customer segmentation matrix model was established, customer was divided into diamond customer, strategy customer, problem customer and abandon customer, corresponding management strategy was given to different customer.

作者: Cheng Yanxia Zhou Min

作者单位: School of Management,Wuhan University of Technology,Wuhan,P.R.China,430070

会议类型: 国际会议

会议名称: The 7th International Conference on Innovation and Management(第七届创新与管理国际会议 ICIM 2010)

会议地点: 武汉

会议语种:英文

页码: 1269-1274

在线出版日期: 2010-12-04（万方平台首次上网日期，不代表论文的发表时间）