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针对目前国内外学者较少重视的期货业客户细分问题,提出了可操作的期货业客户细分方法。通过对中国期货业面临的市场服务问题和客户特点的分析,认为解决问题的关键是对期货客户进行有效细分,支持期货企业差异化服务的实现。依据期货业客户管理特点构建了期货业客户价值预测模型,提出基于客户当前价值和增值价值的两维聚类细分方法。以某期货公司为案例描述了方法的实际应用,证明了所提方法可行性。
Aiming at the customer segmentation problem of the futures industry, which is less concerned by scholars at home and abroad, an operable customer segmentation method for futures industry is proposed. Through the analysis of the market service problems and customer characteristics faced by China’s futures industry, it is believed that the key to solving problems is to effectively subdivide futures customers and support the realization of differentiated services for futures companies. According to the customer management characteristics of the futures industry, a customer value forecasting model of the futures industry was constructed, and a two-dimensional clustering method based on the customer’s current value and value-added value was proposed. The actual application of the method was described with a certain futures company as a case, which proved the feasibility of the proposed method.