Natural Gas Customer Classification and Application Based on Cluster Analysis Model

DOI

10.2991/978-94-6463-038-1_41How to use a DOI?

Keywords

natural gas sales; customer relationship; lifecycle

Abstract

Celerated pace of market development in the natural gas industry, the country’s gradual liberalization of natural gas prices, and the gradual opening of the upstream market to the public, the changing external factors will undoubtedly pose a huge challenge to the survival of natural gas marketing companies. The current natural gas sales pattern will be gradually broken, whether on the supply or demand side, a growing number of competitors will enter the market in the future to capture market share. This paper identifies the stages of natural gas customer relationship lifecycle management based on the proposed natural gas customer relationship lifecycle management, and summarizes the problems in its customer relationship management work by investigating and analyzing the business status of A natural gas sales company. A cluster analysis model was then established to classify customers. Finally, a development strategy for the identification stage, a graded service strategy for the development stage, a value enhancement strategy for the stabilization stage and a termination strategy for the recession stage of natural gas customer relationships are proposed to help natural gas sales companies achieve long-term and stable development.

Copyright

© 2023 The Author(s)

Open Access

Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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TY  - CONF
AU  - Xiaoqin Zou
AU  - Chuan Zhang
AU  - Fuping Wang
AU  - Yi Xie
PY  - 2022
DA  - 2022/12/15
TI  - Natural Gas Customer Classification and Application Based on Cluster Analysis Model
BT  - Proceedings of the 2022 3rd International Conference on Management Science and Engineering Management (ICMSEM 2022)
PB  - Atlantis Press
SP  - 446
EP  - 460
SN  - 2589-4943
UR  - https://doi.org/10.2991/978-94-6463-038-1_41
DO  - 10.2991/978-94-6463-038-1_41
ID  - Zou2022
ER  -