A Research on Customer Segmentation Theories and Their Application Strategies

摘要

Customer relation management (CRM) is one of the three magic weapons used by modern enterprises to enhance their competitive power. Customer segmentation is an important part of CRM theories, and also an important management tool of CRM. Focused on customer value, this paper points out the defects of traditional customer segmentation theories and puts forward two new segmentation theories: the customer relative value segmentation theory and the customer value life-cycle forms segmentation theory. The paper studies on these two theories and their application strategies thoroughly, so it enriches and develops the customer theories and value theories of CRM.