Telecom Market Space Research On The Customer Value

With the advent of IP phone, the telecom market is experiencing the process of reshuffling. Some problems begin to appear: telecom market open gradually, Universal service proceeds deeply, more competitors come out, the competition becomes more violent, all of those make telecom carriers, especially fixed-line carriers confronts similar problems: customer increases slowly, existing market becomes much smaller, "price war" happens more frequently; interconnection problem can't be settled. In a word, all the problems reflect how the telecom carriers exploit new market space, create and improve competitive edge, which is also the important subject the telecom industry and experts should take into consideration.The article focuses on the issues on customer value in telecom market space development, which consists of nine sections, they are arranged as follows:Section 1 expatiates on that the background , objective and significance of the paper, important content and points in innovation. introduces a comprehensive review on the existing literatures on market space. The importance to study the issue of customer value management in market space development exists in the fact that it is the need of management for the environment changes, the demand for companies to seek for their competitive advantages, and the requirement to enrich and fill up the theories.Section 2 introduces a comprehensive review on the existent literatures on customer value. The essence and prerequisite for market space development is to understand and explore the customer value.Section 3 brings forward the theory framework of telecom market space exploitation based on customer value. In detail, it could establish customer-oriented enterprise culture, cultivate thinking model of moving transforming information into knowledge, and new environment and atmosphere. Customer value orientation is both market orientation and learning orientation with customer value as a focal point, Customer value innovation lies a core strategic and operational role of marketing management based on value in a knowledge-based economy. It is the precondition and basis for market space exploitation and creation. Therefore, customer value orientation, customer value information mining, customer value innovation and value net form the main parts of market space exploitation framework.Section 4 discusses the relationship between customer value innovation and creating new market space. Demonstrated that customer value is basic point for exploiting marketspace from above some sides: elements of customer value ,channel and transfer for customer value , estimates the customer lower cost, variation, relations between customer value and market space. Value innovation is a systematic innovation activities and a strategic notion. The value innovation focuses on offering superior customer value relative to competitors' to the market, and creating new scale market by the leap of value quantum at reasonable prices available to more mass customers. Identity of Innovation opportunity based on client union .In practice, value innovation can be achieved by the basic model of raising, reducing, creating, and eliminating the value related elements in offerings on the platforms of product, service, delivery, information and brand, flow of Service. Analyze the preconditions for customer value innovation from the aspects of information industry, demand and resources. Describe relations between customer value and telecom market space. Describe the relationship of the telecom customer value and market development , put forward value measurement function model and guide line system of telecom customer . Finally it takes factor analysis for customer value driven factors of telecom carriers.Section 5 studies on ideas about marketspace exploiting for improving customer value, describes the strategy framework based on customer value oriented, according to value flow restruction to build enterprise value system, enhances the innovation abilities of enterprise customer value, regards the capability source of development of market space: knowledge union , innovation service model, and analyzes the innovation service model about telecom carrier. Knowledge alliance is the source of capacities for exploiting telecommunication market space, value innovation need be guaranteed by relative enterprise capacities, especially value innovation capacity, therefore, value innovation capacity is the premise and foundation of creating new market space, however, creation and cultivation of value innovation capacity needs the systemic knowledge management. Capacities structure of exploiting market space could be represented as human capacity, technology capacity, organization capacity, information integration capacity, value process capacity , enterprise alliance capacity and so on, all of them work together for jointly accomplishing customer value innovation activity in the process of market space development. Service model is the capacity field of exploiting telecommunication market space,it is also a bridge between enterprise capacity and customer demands. The article establishes value network service model of telecom carriers, and points out the telecom carriers should strength the electrical commerce and digital construction; master customers contacting point and fully find out the customers demands; Bringing value to customers is application supplying, telecom carriers should strength capacity of application platform building; enhancing experiencing market and brand planning; enhancing management capacity of alliance and acting as service integration supplier and emphasizing principle of outsourcing; the challenge of telecom carriers is combining effective, special enforcing capacity with customer interface; whether it succeeds or not will depend on establishing numerous relationship network, coordinating benefits of all parts, achieving multi-part, win-win, jointly push the development of industry, furthermore, achieving the maximum of enterprise value. The section also brings forward suggestions on service innovation: industry application and community.Section 6 describes the advices on development of market space and lodges some feasible stratagem advices.Section 7 makes the summarizes, points out localizations, and bring forward future researches...