本文選題：客戶生命周期　切入點：生命周期模式描述　出處：《浙江大學學報(人文社會科學版)》2002年06期

【摘要】：客戶關系具有周期性 ,可劃分為考察期、形成期、穩(wěn)定期和退化期四個階段。交易額和客戶利潤被選作特征變量來描述客戶關系水平 ,理論分析表明 :兩者均隨生命周期階段的發(fā)展而不斷提升 ,考察期最小 ,形成期次小 ,穩(wěn)定期最大。實證研究檢驗了該結論的正確性。根據(jù)客戶關系退出時所處的階段 ,客戶生命周期模式被分成早期流產型、中途夭折型、提前退出型、長久保持型四種基本類型 ,每種類型均有不同的成因
[Abstract]:Customer relationship has periodicity, which can be divided into four stages: investigation period, formation period, stable period and degradation period. Turnover and customer profit are selected as characteristic variables to describe the level of customer relationship. The theoretical analysis shows that both of them increase with the development of the life cycle stage, the investigation period is the smallest, and the formation period is small. According to the stage in which the customer relationship exits, the customer life cycle model is divided into early abortion type, midway abortive type, early exit type, and so on. There are four basic types of persistent type, each of which has its own origin
【作者單位】： 浙江大學管理科學與工程系
【分類號】：C939

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