The Comparative Study Of Customer Value Of Organization Customer And Individual Customer

According to the characteristics, customers are divided into individual customers (consumers) and organizational clients. While most enterprises owns both individual customers (consumers) and organizational clients, but it is not suitable to use the same evaluation system to assess its value because of their differences. Therefore, it is essential to do the comparative study of individual customers and organization customers. Based on that, the paper’s main findings are as follows:(1) After analyzing individual customers and organization customers’ characteristics, design two types of customer value assessment model, construct the improving consumer and organization customer value evaluation index system.Since the purpose of individual customers to buy goods mainly meet the needs of individuals and families, rather than the needs of production and management; organization customers’ purpose is to organize the reproduction or use of goods and receive services organization. There exist lots of differences in behavior between the two types of customers, based on the past literatures two types of customers for the improvement of customer value assessment system are conducted. Value from the customer’s direct and indirect value of the angle and made in the indirect value of the customer and the customer’s own network of both indicators.(2) Based on two types of customer evaluation system model, comparative study was conducted in the differences in customer value.Previous two chapters of analysis can be seen directly in terms of value, regardless of the type of customer that should be part of the profits from the most basic indicators to measure; and for indirect value, though they are their own and customer networks from the customer point of view to analyze the two However, the specific measure is not the same, the weight indicator should also be a result of the customer type.(3) Research difference between the two customers, while studying customer network which is an emerging field and build a customer network value measurement model.Customer’s network value is another innovation of this paper. In today’s explosive growth in this product category’s market environment, customer network that larger, more realistic and more influential groups also affects the behavior of each client and their contribution to value. Organization and individual customers and customers in the customer network ties differ, there are commercial ties in the customer network and non-commercial links, based on this article discusses two types of customers in the customer network conductivity, and further established based on customer the value of the network to improve customer lifetime value model.