| With the deep reformation in domestic market, the fierce market competition has happened there. To face such competition, the concept of "Customer-Centric" as one of the solution has been proposed for years and widely accepted by most of enterprises. It indicates that improving the customer satisfaction, knowing customer, increasing customer profitability and raising the company's value are the key points. How to improve the customer relationship in effect, understand the customers, increase the customer satisfaction, and finally raise the customer profitability. The company need design a set of available evaluation system of the customer profitability to keep the valuable customer. And it is the problem that the company explores continually the potential profitability of the customers.At first, the thesis reviews the concepts of the customer profitability and the others. After that, some researches on customer profitability have been done from the following aspects including customer financial index, kinds of customers and target weighting, etc. The thesis endows the available mark to the index on the basis of the arrangement analytical method, and classes the customers with the clustering method, and establishes the different strategy to the customers. The thesis combines the situation of Dalian mobile company to analyze the customer profitability and make use of the customer profitability formula to calculate the profitability. And the thesis brings forward the available financial strategy on the basis of the customer profitability.From the combination of theory and practicality, the thesis explores the problem and the available planning which the mobile company faces at the practice applications on the customer profitability management. The thesis expects to provide the worthy reference to Chinese telecom at the aspect of customer profitability management. |
