Customer Segmentation Model Research Based on Organizational Customer Life Cycle in Telecom Operator

DOI

10.2991/icetss-14.2014.88How to use a DOI?

Keywords

organizational customer segmentation, telecommunications industry, Customer life cycle

Abstract

As the competition between telecom operators is getting fiercer, both new market and stock of mobile communications market begin to fall, which makes organizational customers become the main competing objectives among operators. Based on the academic research results of relevant scholars and the actual situation of customer management in telecom operators, we redefined the organizational customer lifecycle. On the basis of the organizational customer hierarchical segmentation model, we put forward the corresponding segmentation variables, segmentation method and strategy plan according to the lifecycle stage of customer relationship, to maximize long-term interactive value between telecom enterprises and customers.

Copyright

© 2014, the Authors. Published by Atlantis Press.

Open Access

This is an open access article distributed under the CC BY-NC license (http://creativecommons.org/licenses/by-nc/4.0/).

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TY  - CONF
AU  - Chengrong Hu
AU  - Huaying Shu
AU  - Xinchun Qiao
PY  - 2014/11
DA  - 2014/11
TI  - Customer Segmentation Model Research Based on Organizational Customer Life Cycle in Telecom Operator
BT  - Proceedings of the 2014 International Conference on Education Technology and Social Science
PB  - Atlantis Press
SP  - 412
EP  - 418
SN  - 2352-5398
UR  - https://doi.org/10.2991/icetss-14.2014.88
DO  - 10.2991/icetss-14.2014.88
ID  - Hu2014/11
ER  -