基于信用策略的大型零售商客戶關(guān)系管理模式研究.pdf

1、中國科學(xué)技術(shù)大學(xué)碩士學(xué)位論文基于信用策略的大型零售商客戶關(guān)系管理模式研究姓名：張俊生申請學(xué)位級別：碩士專業(yè)：管理科學(xué)與工程指導(dǎo)教師：方兆本20050501中國科學(xué)技術(shù)人學(xué)管理科學(xué)與工程頎卜學(xué)位論文AbstractCustomeristhebaseoftheenterprisesurvivalanddevelopmentCustomerissourceofenterpriseprofitWiththeintensivemarketcomp

2、etition，enterprisesmusttransfertilecenterbasedOIlproducttocustomer‘’Attlactandretajnthemostprofitabilitycustomer’’isthecoreoftileSuccessofmarketingproject，andisthekeyfactoroftheSUCCESSoftheenterpriseMoreandmorepracticepr

3、ovedthatthekeyfactoroftheSUCCESSoftheenterpriseistbcusontiledemandofcustomerprovidethefavorableproductandservice，managecustomerrelationeffectivelytoinsurethecustomersatisfactionandimprovetheprobabilityofrepeatedlyselling

4、Customerrelationmanagementisallenterpriseoperationbeliefwhichrequestenterprisetoanalysiscustomerall—roundandacquirethedeeplycustomerknowledge，developthecustomerrelationandmaximizethecustomervalueRetailcreditmeansthatreta

5、ilerprovidethecredittocustomertobuytheproductandserviceintheshopping，mall，whichacquireandretainmoreandmorevaluablecustomerWitheconomicdevelopmentrapidlyretailcredithasbecameoneoftheeffectivemarketingstrategiesThefinaltar

6、getoftheretailcreditmanagementisthesyntheticbalancebetweencustomermaximumvalueacquiredandcreditriskContr01Calculatecustomerprofitabilityaccuratelyanddividecustomerintosuitablesegmentbaseoncreditriskcontr01Achievethemaxim

7、umcustomervalueandtheoptimalenterpriseresourceallocationWiththeapplicationbackgroundofretailcreditmanagementinmassretailer，thepaperputsforwardcertainobjectiveandrequirement，consolidatesandintegratescustomerinformation，ev

8、aluatecust01]lets。contributiontotheretailer，customerswillbeclusteredgroupsbythreedimensionwhichiscustomervalues，loyalty，creditrisk，sothattheywillbeservedwithvariousmea虬IresmcreditcoliditionAtthesametime，wetrytoevaluateth