Research On Data Mining Of Customer Segmentation In Customer Relationship Management

In a fast changing market environment, it becomes more and more strongly to the enterprises that customer resources should be the most important element to achieve the victory. The enterprises have transferred from product-centered model to a customer-centered model. Then the customer relationship management which based on the customer-centered model has become the trend in the new generation of this field. Customer Segmentation is one of the core functions of the customer relationship management system. It can give an all-round support in customer obtaining, customer retention and customer value-added processes. Customer relationship management is the most useful tool to achieve the goal that to better the customer segmentation while the data mining is the best engine of the tool.On the base of customer relationship management, customer segmentation and the theory of data mining, First the essay puts forward the principle of customer segmentation on the base of existing problems of customer segmentation in customer relationship management. Then from the logical model of customer segment, and the essay puts forward the model of data - function - methods of customer segmentation and two kinds of subdivision standard of the insurance customer segmentation after the customer segmentation is analyzed and studied. A segmentation criteria based on customer present value and potential value, another criteria based on client risk and contribution. At last the essay attempts to use the decision-making tree and the visual function of the Clementine to do a data mining to the insurance customers. Then the results showed the main element which affected the compensation. And we have made an analysis on it, then we have made an understanding and the forecast of the inner structure feature of the insurance data, so that we can make payment rate according to the payment amount of customer. we got a conclusion which supply the information to solve the customer and the reference data for the insurance companied to make their policy. The using of the data-mining tech would improve the work efficiency and the management of the insurance institutions.