基于客户价值和TGSOM网络方法的客户分类  

Classifying the Customers Based on the Value and TGSOM Network

作　　者：杨杰[1] 王卫平[1] 

机构地区：[1]中国科技大学商学院,合肥230026

出　　处：《价值工程》2005年第3期22-24,共3页Value Engineering

摘　　要：以客户为中心是现代企业经营的指导思考。它要求重视客户资源,通过研究客户确定市场,强化与高价值客户的关系。因此,客户价值对企业而言,至关重要。本文首先对企业客户价值进行了定性和定量的分析,并以定量分析为基础,在对与客户价值相关属性进行标准化之后,采用动态自组织映射神经网络(TGSOM)对客户进行分类预测。其中客户价值相关属性的标准化,是采用TGSOM网络进行客户分类的关键步骤。Customers are at the center of modern enterprises. And being customer-oriented means giving full attention to customers, positioning target market by studying them and constantly enhancing relationship with valuable ones. Therefore, the value of the customer is crucial to the enterprises. In this paper, we analyze the value of the customer. Based on the quantitative analysis and the standardization of the value's properties, we use TGSOM network to classify the customers. In this process of classification, the standardization of the property is the key step.

关 键 词：客户价值 客户分类 企业客户 以客户为中心 现代企业经营 客户资源 市场 导思 网络 高价 

分 类 号：N94[自然科学总论—系统科学] F270[经济管理—企业管理]