摘要
为了解决公务航空客户细分问题,提出了一种基于客户价值的客户细分方法,构建了客户价值评价的指标体系。该体系选取了6个指标对客户的当前价值和潜在价值进行考核评分,然后以客户的当前价值和潜在价值为X轴Y轴,构建客户价值坐标矩阵来划分客户群。案例分析表明,该客户价值评价体系客观反映了客户的实际价值,为客户细分提供了良好的依据。
To solve the problem of customer segmentation for business jet companies, an approach based on customer value is proposed. Within this solution, an index system to evaluate customer value is established. Thanks to the 6 indicators selected in this system, current value and potential value of each customer could be well graded. All customers can be clustered by their customer coordinates. The case study shows that this index system objectively reflects real value of customers and well supports customer segmentation.
出处
《中国民航飞行学院学报》
2015年第3期28-32,36,共6页
Journal of Civil Aviation Flight University of China
关键词
客户价值
当前价值
潜在价值
客户细分
Customer value
Current value
Potential value
Customer segmentation
