Reconstructing industrial boilers from coal-burning to gas-burning is one of the important measures to speed up the adjustment of energy structure and to improve the quality of atmospheric environment.The company which handles natural gas business will launch decision of strategic importance to convert coal-fired boiler to burn natural gas on the basis of correct identification with regard to the terminal market customers.The assessment index system for segmenting customers who will probably reconstruct industrial boiler from coal-burning to gas-burning is erected from 4 aspects including the characteristics of industry, the characteristics of enterprise, the condition of boiler and the customers' exploitative potentiality.The weights of evaluation indices are determined by the combination of analytic hierarchy process and revised entropy method.The fuzzy comprehensive evaluation model was established and applied to segment customers who will probably reconstruct industrial boiler from coal-burning to gas-burning.The result of assessment will be more reasonable and believable by taking into account the objective attributes and subjective preferences.It can provide a practical basis for the company which handles natural gas business to launch differentiated management and diversified marketing mode when making marketing decision.%煤改气是加快调整工业锅炉能源结构、改善大气环境质量的重要措施之一.燃气运营商欲开拓工业锅炉煤改气市场,应正确辨别终端市场客户的类别.从行业特性、企业特性、锅炉状况和客户开发潜力4个方面构建工业锅炉煤改气客户细分评价指标体系,用AHP-修正熵组合赋权方法确定评价指标权重,建立工业锅炉煤改气客户细分模型并开展应用.评价结果兼顾客观属性与主观偏好,符合客观实际,可为燃气运营商开展差异化管理,采取多元化营销模式提供决策依据.
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