There are numerous 100% continuous casting process steel making plants planning to build in the coming years, and therefore competitions in-between are to be more severe. To be competitive in the future , the on-the-time-being steel making furnace plant must be agile and responsive to changing market, yet also able to operate efficiently. Customer Relationship Management (CRM) is necessary for the present enterprise to retain valuable customers and to acquire valuable potential customers rather than to merely achieve market share. In the data based marketing area, customer response model with characters of targeting and predicting customers is gradually important than the past. Further more, supply chain management (SCM) is another important competitive trend in industry, in which information is one of the active performance factors. The company of this case study has abundant transactions data and relies heavy on information communicating with customers. This study following the rule of CRM 10C model, gathering customers relationship data in the first place, distinguishing customers with customer¡¦s value and customer¡¦s response model, can hopefully extract customerized needs of implicit information sharing knowledge on the purpose of CRM by improving SCM efficiency.
There are four distinct clusters from analyzing 414,651 customer¡¦s transaction data of two years which are ¡§The right Stuff¡¨ , ¡§ Fatal Attractions¡¨ ,¡¨Odd Couples¡¨ and ¡§Ghosts¡¨ , and clustering were verified by the ¡§K-means¡¨ method commonly used in Clustering analysis. By analyzing the questionaries collected from customers, subjected to the aspect of needs of information sharing levels, types , qualities and extents came out different cluster¡¦s needs vary in information levels, qualities and extents. As more study on information sharing and customer¡¦s loyalty, results of customer loyalty affected by information sharing were found and would be more dominant if trust is add in between information sharing and customer¡¦s purchasing will .
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0827105-002743 |
| Date | 27 August 2005 |
| Creators | Wang, Chin-lin |
| Contributors | Yi-Min Tu, Tzyh-Lih Shiah, Chin-Fu Ho |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0827105-002743 |
| Rights | not_available, Copyright information available at source archive |
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