| 基于RFM的电信客户市场细分方法 |
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| 引用本文： | 林盛,肖旭.基于RFM的电信客户市场细分方法[J].哈尔滨工业大学学报,2006,38(5):758-760. |
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| 作者姓名： | 林盛 肖旭 |
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| 作者单位： | 天津大学,管理学院,天津,300072;天津大学,管理学院,天津,300072 |
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| 基金项目： | 国家自然科学基金资助项目(70472064) |
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| 摘 要： | 提出电信企业客户消费的RFM模型,通过AHP法得到电信行业RFM指标的权重,并应用K-均值聚类法对客户进行分类.分析各类客户的客户等级,并结合指标权重对各类客户进行顾客终身价值比较分析.实证研究表明:本文所提出的模型和方法可以有效地对电信企业客户进行分类.
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| 关 键 词： | 客户分类 K-均值聚类法 层次分析法 RFM模型 |
| 文章编号： | 0367-6234(2006)05-0758-03 |
| 收稿时间： | 2005-05-23 |
| 修稿时间： | 2005年5月23日 |
A method of telecom consumer market segmentation based on the RFM model |
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| LIN Sheng,XIAO Xu.A method of telecom consumer market segmentation based on the RFM model[J].Journal of Harbin Institute of Technology,2006,38(5):758-760. |
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| Authors: | LIN Sheng XIAO Xu |
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| Affiliation: | School of Management, Tianjin University, Tianjin 300072, China |
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| Abstract: | Telecom market segmentation is the key of winning the intense competition for telecom enterprise.In this paper,The RFM model of telecom customer is proposed,the weight of the RFM indexes is attained through AHP and the K-means cluster is used to group customers.Also the hierarchy of every customer group is analyzed,and the customer lifetime value of every customer group is comparatively analyzed according to the weight of RFM.The analytical model and method proposed in this paper can classify the telecom customer effectively. |
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| Keywords: | customer classification K-means cluster analytical hierarchy process RFM model |
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