Research On Express Market Share Based On Customer Choice Behavior

With the rapid development of social economy and the growth of online retail sales,the demand of express market in our country has been continuously expanded.The volume of business and business income has been rising.With expansion of customer demand,the service structure of express market is constantly adjusted.The number of enterprises is increasing and the market competition is becoming increasingly fierce.How to improve the quality of service and reduce customer complaints in the fierce competition to obtain greater market share,has been an important issue.The core of enterprise competitive advantage lies in the customer.Researching on customer behavior can help to explore customer demand,habits and consumption trends.It's of great theoretical value and application value for the enterprises to carry on the market segmentation,improve the service and determine the market strategy.On the basis of the full analysis of the express market,this paper determine the target enterprises to carry out the research on market share and uses the cluster analysis to classify them.Analyse factors influencing selection of express enterprises.Based on the utility maximization theory,build Multinomial Logit model and Nested Logit(NL)model of the market share of express.Combined with the courier customer survey data of full and classified sample,calibrating parameters of model by using TransCAD.Analyze the influence of various factors on the choice of express enterprises according to the results.Compare the different influence factors of different customer groups.The model was applied to predict the market share rate of courier companies.Compare the predicted results and the actual market share express to analysis the accuracy and the fitting degree of Multinomial Logit model and NL model,then determine the best express market share model.Through the sensitivity analysis of enterprise service attributes by using NL model,explore the influence of different service attributes on the market share and propose enterprise development strategy.Finally,use the NL model to predict the probability of the choice of different types of express enterprises in the current market,by means of analysis the different customer demand preferences.Through the theoretical analysis,model construction and application research of express market share,this study has made some achievements.In future research,the alternative parts of express enterprise market share model can be extended to single express company.Investigate the customer's choice intention for each express company and analyze the market share and influence factors of each express enterprise.