Title :
A Customer Life-Cycle Value Model in Automotive Industry
Author :
Fu Chuan ; Chen Yun
Author_Institution :
Sch. of Public Econ. Adm., Shanghai Univ. of Finance & Econ., Shanghai
Abstract :
The customer relationship management (CRM) is a popular field in marketing research, and the customer life-cycle management (CLM) & customer life-cycle value (CLV) are basic and kernel problems. The automotive industry in China has experienced a fast but short develop phases, and now it is facing a situation with tough competition. This paper analyzes the characters of automotive sales and after-sales service market, and introduces a model to calculate the CLV.
Keywords :
automobile industry; customer relationship management; sales management; after-sales service market; automotive industry; automotive sales; customer life-cycle management; customer life-cycle value model; customer relationship management; marketing research; Automotive engineering; Customer relationship management; Electronic mail; Finance; Financial management; Industrial economics; Industrial relations; Manufacturing industries; Marketing and sales; Power generation economics;
Conference_Titel :
Wireless Communications, Networking and Mobile Computing, 2007. WiCom 2007. International Conference on
Conference_Location :
Shanghai
Print_ISBN :
978-1-4244-1311-9
DOI :
10.1109/WICOM.2007.839
