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客户全生命周期利润预测方法的研究 总被引：16，自引：0，他引：16
客户全生命周期利润(CLP)是判别客户对公司价值大小的标准，但如何预测CLP是一个至今没有很好解决的问题。提出了依据客户历史利润与以往客户利润曲线案例的拟合情况来预测客户未来利润模式，进而预测CLP的拟合法。该方法基于交易数据进行预测，克服了现有客户事件法预测结果过多依赖于预测者主观判断的缺陷；可评估每个客户对公司的价值并据此分配公司资源，克服了现有Dwyer法只能按组预测而不能在客户级上预测CLP的缺陷。本文详细讨论了拟合法预测CLP的原理和数学模式。 相似文献
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CRM提升客户关系价值 总被引：1，自引：0，他引：1
立足于客户关系价值的界定，对客户生命周期的价值进行了定性和定量研究，并对客户生命心期阶段与客户关系价值进行了分析，提出CRM以客户关系营销为基础，通过实现顾客忠诚提升客户关系价值。 相似文献
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企业越来越注重客户价值的计算、细分以及核心客户的识别,销售自动化系统、数据挖掘系统、呼叫中心等各种IT技术为企业提供了诸多支持。但是,实际上由于客户关系管理缺乏供应链一体化的客户识别技术和方法,在实践上产生了不利影响。从供应链一体化的角度来对比和重新审视作为单个企业进行客户关系管理时的种种局限性,从而得出只有对整条供应链具有价值的客户才是链上各企业的核心客户这一结论。 相似文献
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应用自组织特征映射SOM的人工神经网络模型,针对目前多数银行所采用的传统客户划分方法,存在没有针对性的满足客户的需求的缺点,充分利用自组织特征映射作为样本特征检测器的功能,将反映客户的高维数据特征输入SOM进行训练,训练之后的分类模型将可以对在线输入的客户信息进行合理的分类。客户分类是客户关系管理系统的核心功能之一,可以对客户获取、客户保持及客户增值等客户关系管理过程提供全面支持,对商业银行的CRM的有效运行提出了一种新的方法。 相似文献
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基于客户关系生命周期的CRM理念 总被引：8，自引：0，他引：8
在竞争激烈的市场中，企业在不断寻求获得新客户、保持现有客户和争取流失客户的新途径以获得和保持竞争优势。客户关系管理正是企业实现上述目标的有效手段。如今有很多人在讨论客户关系管理，但是大家对CRM这一时髦用语的理解并不一致。Irr服务供应商将CRM视为特殊的软件解决方案或新的分析方法，强调销售自动化、计算机辅助销售、数据仓库、数据挖掘、呼叫中心的一体化等。而市场营销理论工作者和管理人员则认为CRM是客户导向和营销基本理念的回归，他们注重需求导向的客户细分、一对一营销、客户终身价值、客户维系和客户关怀等。而本文作者是从客户关系生命周期这一新角度去理解CRM。本文首先提出了客户关系生命周期的模型及其各阶段的特点，简要地介绍了CRM，然后对客户关系生命周期不同阶段的CRM对策和CRM措施的重点进行了深入的探讨。 相似文献
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目前,我国以经济建设为中心,各种生产型企业如雨后春笋般成立,对经济的发展起到了极大的促进作用,然而问题也接踵而来。本文以中国移动为例,着重描述了对企业发展有重要影响的客户关系问题。客户关系是企业存在和发展的基础,只有获得一定数量客户的支持,才能正常地开展企业内、外部工作,所以客户关系管理日益受到重视。如何开展客户关系管理逐渐发展成为一门系统的理论学科。本文从客户关系管理的概念、客户关系管理的优点、客户关系管理在中国移动中的地位等角度着重研究中国移动中客户关系的重要性,并提出相应的客户关系管理策略与思考,如强化客户关系管理,提高客户忠诚度、科学开展客户等级评价,科学开展中国移动客户关系管理、科学把握客户关系生命周期,创造客户终身价值。这些思考与研究揭示客户关系管理的深刻内涵,为中国移动工作提供必要的理论基础。 相似文献
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《中国科学院院刊(英文版)》2008,22(1):2-3
CAS should stick to the principle of rendering service to, and giving impetus for, the development of China＇s science enterprise by making S＆T innovations, said CAS President LU Yongxiang. The CAS president made the remarks in a recent talk to communicate the gist of the winter session of the Party＇s Leading-member Group at CAS, which was held from 7 to 11 January in Beijing. 相似文献
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Marjorie Armstrong-Stassen Margaret Landstrom Ramona Lumpkin 《The Information Society》1998,14(2):153-164
This study examined how students who had no prior experience with videoconferencing would react to the use of videoconferencing as an instructional medium. Students enrolled in seven different courses completed a questionnaire at the beginning of the semester and again at the end of the semester. Students at the origination and remote sites did not differ in their reactions toward videoconferencing but there was a significant difference for gender. Women reacted less favorably to videoconferencing. Compared to the beginning of the semester, students reported significantly less positive attitudes toward taking a course through videoconferencing at the end of the semester. There were no significant differences in students' attitudes toward videoconferencing across courses at the beginning of the semester but there were significant differences across the courses at the end of the semester. The results suggest the need for better preparation for both students and instructors. 相似文献
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《中国科学院院刊(英文版)》2008,22(1)
With great care, Dr. ZHOU Zhonghe takes out a package wrapped by cotton tissue from a drawer and says: "This is the gem of our collections: the fossil of a bird that lived 125 million years ago!" Then, pointing at a tiny mound, he explains: "Look, this is the claw and that is the head. It was in the egg shell and ready to hatch ... The species fell into a family of waterside inhabitants." 相似文献
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A joint study by Prof. ZHANG Zhibin from the CAS Institute of Zoology his co-workers from Norway US Swiss have indicated that historical outbreaks of migratory locusts in China were associated with cold spells suggesting that China's projected climate warming could decrease the pest's numbers. The study was published in Proceedings of the National Academy of Sciences on September .…… 《中国科学院院刊(英文版)》2008,22(1):6-7
Ajoint study by Prof. ZHANG Zhibin from the CAS Institute of Zoology and his co-workers from Norway, US and Swiss have indicated that historical outbreaks of migratory locusts in China were associated with cold spells, suggesting that China＇s projected climate warming could decrease the pest＇s numbers. The study was published in Proceedings of theNational Academy of Sciences on 17 September, 2007. 相似文献
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Caroline Haythornthwaite 《The Information Society》2001,17(3):211-226
A computer-mediated group is a complex entity whose members exchange many types of information via multiple means of communication in pursuit of goals specific to their environment. Over time, they coordinate technical features of media with locally enacted use to achieve a viable working arrangement. To explore this complex interaction, a case study is presented of the social networks of interactions and media use among members of a class of computer-supported distance learners. Results show how group structures associated with project teams dominated who communicated with whom, about what, and via which media over the term, and how media came to occupy their own communication niches: Webboard for diffuse class-wide communication; Internet Relay Chat more to named others but still for general communication across the class; and e-mail primarily for intrateam communication. Face-to-face interaction, occurring only during a short on-campus session, appears to have had a catalytic effect on social and emotional exchanges. Results suggest the need to structure exchanges to balance class-wide sharing of ideas with subgroup interactions that facilitate project completion, and to provide media that support these two modes of interaction. 相似文献
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Electronic data interchange (EDI) provides means for interorganizational communication, creates network externalities, requires an advanced information technology (IT) infrastructure, and relies on standards. In the diffusion of such innovations, institutional involvement is imperative. Such institutions contain governmental agencies, national and global standardization organizations, local government, and nonprofit private organizations like industry associations. The last type of organizations we call intermediating institutions. They intermediate or coordinate ("inscribe") the activities of a group of would-be adopters. Unfortunately, little is known of how these organizations shape the EDI diffusion trajectory. In this article we examine one specific type of intermediating organizations?industry associations?and how they advanced the EDI diffusion process in the grocery sectors of Hong Kong, Denmark and Finland. We identify six institutional measures, placed into a matrix formed by the mode of involvement (influence vs. regulation) and the type of diffusion force (supply push vs. demand pull), that can be mobilized to further the EDI diffusion. Industry associations were found to be active users of all these measures to varying degrees. Their role was critical especially in knowledge building, knowledge deployment, and standard setting. Furthermore, institutional involvement varied due to policy and cultural contingencies and power dependencies. 相似文献
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Puay Tang 《The Information Society》1998,14(1):19-31
The increasing prospects of digital piracy has prompted the perceived need by electronic publishers to adopt technical systems of protection, and governments to reform their copyright laws. This article is a preliminary study of the management of intellectual property by electronic publishers, defined as those involved in the production of online databases, and CD-ROMs. It focuses on three main issues: (1) how electronic publishers view the increasing threat of piracy; (2) the methods of protection employed to protect intellectual property in digital format; and (3) the importance of technological protection of intellectual property in electronic publications. The analysis is based on a sample of 23 UK electronic publishers. The interviews revealed an interesting assortment of protection methods and did not show that technological protection was a preferred way. Instead, the means of protection, in addition to copyright law, comprised niche markets, pricing, trust, bad publicity, and nontechnical and technical means. 相似文献
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Prof. SUN Changpu from the CAS Institute of Theoretical Physics coworkers from University of Basel in Switzerland have worked out a way - at least in theory - to split a beam of molecules according to their chirality. The technique involves passing the molecules through three different laser beams is similar to the famous Stern-Gerlach effect whereby a beam of atoms passing through a magnetic field is split in two according to the atoms' spin states 《中国科学院院刊(英文版)》2008,22(1):23-23
Prof. SUN Changpu from the CAS Institute of Theoretical Physics and coworkers from University of Basel in Switzerland have worked out a way --at least in theory --to split a beam of molecules according to their chirality. The technique involves passing the molecules through three different laser beams and is similar to the famous Stern-Gerlach effect, whereby a beam of atoms passing through a magnetic field is split in two according to the atoms＇ spin states （Phys. Rev. Lett. 99 130403）. 相似文献
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Milton Mueller 《The Information Society》2001,17(3):151-163
Long-standing conflict between domain name registrants and trademark holders prompted the Internet Corporation for Assigned Names and Numbers (ICANN) to create a global, mandatory arbitration procedure known as the Uniform Dispute Resolution Policy (UDRP). The UDRP has been used in 2166 cases involving 3938 domain names as of 1 November 2000. The policy gives the initiator of a complaint, generally a trademark holder, the right to choose which ICANN-accredited dispute resolution service provider (RSP) will handle the case. During the preparation of the UDRP,some feared that complainant selection would lead to "forum shopping" that might bias the results. This article performs a statistical assessment of the forum-shopping thesis and finds support for it. There are statistically significant differences in the various RSPs' propensity to take away names from defendants; there are also major differences in the number of cases brought to each RSP. RSPs who take away names have the larger share of cases. The study examines other variables that might explain differences in market share, such as price, the plaintiff's nationality, or the time taken to decide a case. It finds that nationality and time also are correlated with market share. The study concludes that shopping for a favorable outcome is an important factor in the UDRP. 相似文献
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Prof. Raymond C.K. Chen a neuropsychologist with the CAS Institute of Psychology has made novel progress in his studies of schizophrenia. His work has been reported by a recent issue of Behavioural Neurology.…… 《中国科学院院刊(英文版)》2008,22(1):15-15
Prof. Raymond C.K. Chen, a neuropsychologist with the CAS Institute of Psychology, has made novel progress in his studies of schizophrenia. His work has been reported by a recent issue of Behavioural Neurology. 相似文献