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Customer Evaluation Model Based on Topsis Method in B-to-B Market

Authors: Shengbin Weng; Guangming Wang;

Customer Evaluation Model Based on Topsis Method in B-to-B Market

Abstract

In the B-to-B sector, the number of customers is relatively small, but a single customer relationship maintenance costs are very high. So discovering the actual value of every customer has great significance to enhance the firmpsilas customer relationship management and reduce the customer maintenance costs. Some traditional evaluation models such as customer life-time value (CLV) models can determine the economic value of customers well, but cannot reflect the customerpsilas actual value. A new customer-evaluation model based on the Topsis method was developed in this paper. Every customerpsilas real value can be determined from the comprehensive perspective based on a composite index system by using this model.

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
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Average
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