China Unicom Large Customers To Develop Strategic Research

This thesis begins the introduction to the characteristics of the domestic telecom industry and the total circumstance of China Unicom. China Unicom is a company operating the integrated telecom business. The telecom operations of China Unicom consist of mobile communications, internet, long distance, VOIP, and so on. In the domestic telecom market, China Unicom has its competitive advantages and weaknesses compared with its competitors. The most important advantage of China Unicom compared with its competitors is the integrated telecom operations. So, China Unicom must have the right strategy for developing big customers.The big customers that China Unicom defines are all of the group users and the personal users over 4 times ARPU. The operations of developing the big customers need the cooperation of all departments in China Unicom. If each department works alone, the company will not have good public image and brand, and then it will certainly waste the company's resources, and it will be impossible to build the enterprise's core competitive ability.CDMA and virtual telecom enterprises are the most important big customers of China Unicom, and they will help China Unicom to realize its strategic change and to become the first class international telecom enterprise. After China's accession to the WTO, the domestic telecom market will sooner or later open. In an open market environment, Chinese telecom market will certainly become more competitive. The operations of joint venture telecom companies with their competitive advantages of managerial technique, sale's strategy, and service etc will force the domestic telecom companies to improve their efficiency, change the operating mode, and reduce the cost continuously. Thus, it will form a more competitive telecom market, which will be very beneficial to the domestic customers.