Study On The Relational Of Customer Behavior Characteristics And Logistics Enterprise Income Based On Survival Analysis

Logistics enterprises as a typical customer relationship-oriented enterprise, customers are its most important resources. Therefore, That tracking customers, strengthen relationships with them, effectively identifying and managing customer resources, carrying out empirical analysis the relationship between customer behavioral characteristics and customer value and enterprise benefits can provide support for corporate decision-making.The analysis is beginning from data about a logistics company’s (Company A) LTL business in60weeks. First, the relationship between the revenue and customers’lifetime and secondary purchase interval shows that the company’s income is positively related to its customers’ lifetime and negatively related to the second purchase interval, and the relational model between customer average value and customer lifetime and the second purchase interval. Then, Parametric method and nonparametric method is used to establish models of measuring customer survival and secondary purchase and to identify the covariates of impacting customer lifetime. Third, using the Cox proportional hazards model to identify the covariates of impacting enterprise income by selecting1153customers purchase data record who had have the second purchase, the results shows that the factors are customers lifetime, the second purchase interval and the initial purchase amount. Finally, the paper build customer value prediction model with the relational model of customers second purchase interval and customer average value, customer lifetime and average value, the initial purchase amount; build enterprise income assessment model with the relational model of customers second purchase interval and customer average value, the relational model of the number of customers and customers second purchase interval, the relational model of customer lifetime and average value, the relational model of the number of customers and their lifetime, the initial purchase amount. The models passed the fit test, significant test and efficiency test.