摘要
新经济环境下,尤其是证券业这种高竞争的行业内,竞争往往聚焦在对客户资源的争夺。企业竞争的关键转移到优质客户的挖掘和保留,即客户关系管理成为了企业的核心竞争力。本文基于客户生命周期理论,将商业智能技术引入证券行业,通过对证券行业客户历史交易记录的收集、预处理和挖掘分析,建立证券业客户生命周期模型,应用相关性分析方法的双侧显著性检验,实证出区分客户类型的多个关键性指标。
In the new economic environment, especially in the securities industry with great competitions, competitions often focus on striving for customer resources. The key for enterprise competitions shifts to excavating and retaining superior customers. In other words, customer relation management becomes core competitiveness of an enterprise. Based on customer lifecycle theory, this paper introduces business intelligence technology into the securities industry. Customer lifecycle model in the securities industry is established through collection, preprocessing, excavation and analysis of business transaction history of customers in the securities industry. Thus, effective subdivision of customers is realized. This paper also applies two-sided significance test of correlation, differentiates a number of key indicator and realizes effective customer segmentation .
出处
《上海管理科学》
CSSCI
2013年第2期50-56,共7页
Shanghai Management Science
