The customers are able to choose among multiple service providers and actively exercise their rights of switching from one service provider to another in the telecom industry.The same situation exists in China,specially,when China's WTO entry.In this fiercely competitive market,customers demand tailored products and better services at lower price,while service providers constantly focus on acquisitions as their business goals.In this paper,Geoffrey Moore "Crossing the Chasm" theory will be used to serve the telecom products,specially innovational telecom products,such as 3G-based services. The characteristics or technologyadoption cycles of these products/services' markets and relevant the groups of users' psychographic will be analyzed based on the Moore's model.Finally,the products/services' marketing policies or design will be proposed for decision support.
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